Why are strangers trusted more during trade fairs? A literature review on the conceptual model of general trust formation

Purpose Considering that low-level general trust may hinder communication, this study aims to detect the factors that can influence general trust between exhibitors and visitors during business-to-business trade fairs. Design/methodology/approach Based on a literature review and stakeholders’ behavior analysis, a conceptual model of general trust formation between exhibitors and visitors is proposed. Findings The preconditions of strangers’ general trust patterns mainly include their early experience regarding trust, institutional trust in the environment and trust propensity. Stakeholders’ treatment, trust transfer, on-site restraints, reward and punishment expansion and on-site personnel arrangement may facilitate the formation of general trust between exhibitors and visitors. Research limitations/implications This paper is a conceptual article that requires further investigation to verify the main factors that influence general trust and the impact of general trust on other trust components between exhibitors and visitors. Practical implications Organizers, exhibitors and visitors should pay attention to participants’ selection, supervision, self-discipline and personnel management before and during trade fairs. International and small-scale, especially new trade fairs in developed and developing countries, must consider additional measures to improve general trust. Originality/value The existing literature has not focused on general trust in the trade fair context. In this paper, research on network and relationship marketing is further deepened in terms of a specific trust type. The interactions between stakeholders before and during fair may promote general trust among participants than in other settings, which partially explains why trade fair (even other two-sided markets) can increase social capital.

A new approach of innovation and network on export in trade fair context: evidence from Portuguese SMEs

Purpose The purpose of this paper is to examine the relationship between product innovation and network and their export performance, particularly in trade fair context. Moreover, this paper conducts a comparative study among services/industrial small and medium-sized enterprises (SMEs) and considers the home-country context. Innovation and internationalization are stagnant themes in the recent literature on trade fairs, so they require to be renewed. Design/methodology/approach The empirical study includes a survey with 341 SMEs’ respondents separated into both industrial/producer and service/other. A conceptual model was developed and examined from three different perspectives: Model A encompasses all surveyed SMEs, Model B includes only industrial/producer SMEs and Model C comprises service/other SMEs. Data analysis happened in two steps. The first step included the structural equation model (SEM) and the assessment of hypotheses (from three different perspectives). Thus, it was possible to make a comparative analysis between the models. In the second step, the ordered logit model (OLM) is used to study relationships between control variables and the criteria variable export performance. Findings The SEM’s results confirm a conceptual model about a dynamic trajectory that SMEs, mainly industrial/producer, can take advantage of: innovate to networking and networking to export. The results allowed to verify when comparing services/industrial SMEs that the tangibility which characterizes the innovation of industrial SMEs' products contributed significantly to the performance of business networks and exports. The study also reveals, through the OLM, two catalysts for the success of the SME’s export performance: export experience and continued participation in trade fairs. The OLM results also reveal that the size of the companies is not relevant, so trade fairs are marketing tools accessible to any company, regardless of their size. Finally, the study considered home-country context of the surveyed SMEs, which allowed additional interpretations to be drawn. Research limitations/implications The study does not reflect the individual's personality in his network capacity and the export performance was measured based on the level of satisfaction and not on real sales results. However, the study provides relevant practical implications and can support future studies. Practical implications The study offers important implications for SME. The results reveal that presenting product innovations at trade fairs is a useful tool for SMEs to create networks, which facilitates their export performance, especially for industrial SMEs residing in small economies such as Portugal. This study is also relevant for business associations of industrial SMEs and/or public or semi-public SME promotion agencies. Originality/value This paper contributes to the literature on trade fairs, suggesting a new innovation, networking, export (INE) framework to reflect on the participation in international trade fairs. So, this research especially combines product INE performance in a particular context – international trade fairs for SME. It also considers the home-country context of the SMEs, which adds depth to the study. Finally, the comparative study also provides insightful implications for industrial SMEs on how to improve the export performance from trade fairs by leveraging innovation and networking.

The International Trade Fair in Barcelona in 1942: a Look at Furniture in the Franco Era

This article studies the furniture present at the Xth Barcelona International Trade Fair in 1942, the first one after the Civil War. It is important to point out that the Franco regime tried to use this Fair as a propaganda device, as well as to reactivate the local and national economy, and internationalize the autarchic industries. The study focuses on the wood industry and the commercial and aesthetic relations with all invited countries, as well as with the Moroccan protectorate, and with Equatorial Guinea (a Spanish colony at the time, and source of exotic woods). The study also delves into the relationships between various local decoration and furniture companies and the Fair. In addition, it aims to create a typology of the different pieces of furniture that appeared at the event to draw a working hypothesis about the evolution of furniture during this period.

What is the value of entrepreneurial orientation on the network and performance? An examination in trade fairs context

Purpose The purpose of this paper is to examine the influence of entrepreneurial orientation on the network and exhibitor’s performance. The entrepreneurial orientation is seen as a highly competitive factor for the company, which can foster its trade fair business. Design/methodology/approach A survey-based quantitative approach was adopted, including a questionnaire (n = 362) applied to companies participating in trade fairs. To arrive at results, the study developed structural equations modeling techniques, using SPSS 24 and AMOS 20 software. Findings The study demonstrates positive impacts of entrepreneurial orientation on network capability and consequent exhibitor’s non-sales performance and exhibitor’s sales performance. A conceptual model is presented. Research limitations/implications The study was carried out mainly on Portuguese companies, restricting its generalization. In addition, the exhibitor’s performance was measured based on the exhibitors’ level of satisfaction and not on real sales results. Practical implications The study offers a process which the results highlight such as innovativeness, proactivity, risk-taking, competitiveness and autonomy (dimensions of entrepreneurial orientation) as a mix of important ingredients for the exhibitor’s networking. The networking promotes intangible results (non-sales performance) that can generate sales (sales performance). Originality/value The study is the first research to apply entrepreneurial orientation in the trade fair context and it also presents a relationship between non-sales performance and sales performance.

Sale of goods made to the consumer’s specifications at a trade fair: ab initio no right of withdrawal: Case C-529/19 Möbel Kraft, EU:C:2020:846

Within the European Union, consumers concluding contracts with traders either at a distance or outside the traders’ premises are generally entitled to withdraw from the contract. However, in certain cases, enumerated in article 16 of the Consumer Rights Directive, the right of withdrawal does not apply. One of the exceptions to the right of withdrawal concerns contracts relating to the supply of goods that are made to the consumer’s specifications or that are clearly personalized. In Möbel Kraft, the ECJ decided that a trader may rely on this exception from the outset and not only after he has begun to produce the goods.

The Politics of Neoliberal Rituals

Exploring the similarities between the Future of Enterprise Technology trade fairs and the ITU AI for Food Summit, this chapter focuses on trade fairs as spaces of political performance. It explores how trade fairs do politics and what the implications of this are. The chapter begins by showing that trade fairs play a crucial role in generating and enshrining the legitimacy and authority of decentralized, distributed market orders that are in constant change. The trade fairs are rituals where a “tournament of values” is performed through which the hierarchies of this order are negotiated. This helps manage but also enshrine the uncertainties associated with decentralized governance. Second, as ritual performances more generally, trade fairs engage the sacred and magical and the affective and embodied to anchor order not only broadly but deeply and individually. Finally, the chapter discusses the quality of the ordering performed in trade fairs, suggesting that what is performed in the trade fair is a form of institutionalized liminality. However, and contrary to the hopes Victor Turner placed in institutionalized liminality, here it is far from progressive. It builds inegalitarian instability into our societies. Precisely because of this, tending to trade fairs is of fundamental import. The trade fair form has become pervasive in governance, including when it involves public institutions (as epitomized by the AI for Good Summit). Understanding trade fairs as ritual political performance at the core of neoliberalism is therefore a condition intervening politically and for realizing the urgency of imagining alternative forms of governing.