• International Commerce and Information Review
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• v.8 no.1
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• pp.305-323
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• 2006

Though trade shows have emerged as an increasingly significant component in companies' international promotional tools, little research has examined this activity and previous findings on this theme are few and mostly foreign. With the trade show costs rising, exhibitors are forced to exert more effort to their trade show success. This research studies the effectiveness of trade show as a international promotion method and suggests strategic management program to enhance trade show performance such as image-building, sales-related, information-gathering, and relationship-improvement. Our suggestions are as follows: (1) Marketing executives should make a plan for trade show management and set their trade show objectives before trade show opens. (2) Companies should reinforce pre-show promotion and booth staff training. (3) After trade shows close, it should measure their trade show performance. These are key success factors for companies to enhance their trade show performance. By implementing these success factors effectively, exhibitors can have better performance of trade show.

• International Commerce and Information Review
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• v.9 no.2
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• pp.231-253
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• 2007

This paper intends to develop an performance evaluation framework of e-trade. The Korea e-trade has been largely attracting many research communities because it brings about e-trade platform which is happening at the early stage of information system maturity. It is true that many research works have been focusing on development issues in e-trade but not much works have been done in e-trade performance study. This paper suggests an e-trade performance framework based on both field and literatures surveys. In addition, an factor analysis model has been introduced to determine that the suggested factors are empirically supporting the hypotheses in the model. Since this paper is opening up many research issues in e-trade performance study many research group could participate in this research area.

• International Commerce and Information Review
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• v.10 no.2
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• pp.117-139
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• 2008

This study examines the determinants of trade show performance of export-oriented small and medium enterprises(SMEs). In this regard, the trade show performance is categorized into two dimensions, such as sales objective performance vs. non-sales objective performance Based on the analysis of 116 exporters participated in trade show held in DaeGu EXCO, it is found that the roles of the show organizers play more important roles in both the sales objective performance and the non-sales objective performance than the roles of the exhibitors do. It is also interesting to find that export experience has a negative influence on both the sales objective performance and the non-sales objective performance. These results suggest that trade show organizers should provide high service quality so as to enhance the trade show performance of exhibitors.

• Korea Trade Review
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• v.45 no.4
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• pp.45-63
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• 2020

This study aims to identify the dimensions of trade show performance in Iranian trade shows and apply the revised importance-performance analysis. The IPA method integrates two types of indirect importance and a composite I-P mapping using traditional four-quadrants, as well as a diagonal line on a two-dimensional grid. Based on the analysis results, this study presents several suggestions to contribute to the development of the trade show industry. First, it is noted that the dimensionality of trade show performance in a developing country context can be different from that of prior literature. Taking different industry development stages of a show hosting countries, examining the dimensions of each trade show performance with every effort to derive proper exhibitors' implications is necessary. Second, the use of statically-derived importance is recommended while considering respondents' convenience to reduce their time and fatigue when collecting data at the busy booths. Further, applying composite I-P mapping is suggested as an effective diagnostic tool to provide optimal trade show strategies for the exhibitors under the dynamic and ever-changing global business environment.

• The Journal of Economics, Marketing and Management
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• v.8 no.1
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• pp.36-49
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• 2020

Purpose - This study investigates factors that affected the utilization of trade support policies and further analyzed how the utilization of trade support policies affected export performance. Research design, data, and methodology - With a sample of 223 small and medium-sized export firms from South Korea, this study examines the determinants of the utilization level of trade support system such as export market orientation, learning orientation, network capability and environmental uncertainty by regression analysis. Results - Export market orientation have a positive effect on the utilization of the trade support system and there is positive relationship between learning orientation and the utilization of trade support system. And network capabilities have had a positive impact on the utilization of the trade support system but there is no relationship between environmental uncertainty and the utilization of trade support system. The utilization of the trade support system had a positive effect on export performance. Conclusions - The internal and external factors of the organization have affected small and medium-sized export firms use of trade support systems. The utilization of trade support system can enhance positive export performance by providing valuable information and resource to external knowledge and also to complementary resources from the external partners.

• International Commerce and Information Review
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• v.12 no.4
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• pp.25-45
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• 2010

The objective of this paper is to review the mechanics of how global e-trade practices can affect a firm's performance. It is well known that the introduction of global e-trade systems can save transaction costs at the macro level. However this study is extended at micro level by determining whether global trade transaction costs influence positively or negatively in exporting firms performances at firm level. A theoretical framework is suggested for determining the usage and performance of global e-trade with the global e-trade barriers. An empirical analysis of South Korean exporting firms has been undertaken. This paper concludes that the global e-trade has yet to overcome the barriers resulting from the transaction costs and asset specificity. In this regard, appropriate action like intensive education and training program should be implemented in order to make South Korea's global e-trade more matured.

• International Commerce and Information Review
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• v.12 no.3
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• pp.3-34
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• 2010

The purpose of this study is first to identify the dimensions of a trade show's service quality and the dimensions of the exhibitors' show performance, and thereafter determine the relationship between the trade show's service quality and the exhibitors' show performance. This study attempted empirical research, together with a literature review, to discover the effect of service quality upon on exhibitors' performance. A survey was conducted during an international trade show that was held in Korea where more than 100 businesses participated. The sample was selected from among the people who were in charge (e.g., managers) of their own private businesses. As a result, the study validated nine dimensions of a trade show's service quality: host and public relations, security, reputation and reliability, access, customer service, exhibition program, physical facilities, convenient facilities, and attendance cost. The study also identified five dimensions of the performance of participants: sales performance, information collection, networking, image building, and motivation. Overall, the empirical results of this study verified that there is a correlation between the performance of exhibitors and the service quality. of trade shows.

• International Commerce and Information Review
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• v.10 no.4
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• pp.153-169
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• 2008

The purpose of this paper is to review the major issues of between electronic trade and Ubiquitous computing. The rapidly developed environment by ubiquitous computing make the paradigm form e-trade to u-trade. This Article suggests an a-trade performance framework based on both field and literatures surveys. We propose some research subjects as well as practical implications for improving the performance of global c-trade under ubiquitous.

• THE INTERNATIONAL COMMERCE & LAW REVIEW
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• v.77
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• pp.259-284
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• 2018

The purpose of this study is to identify the determinants of the export performance of the most preferred trade exhibitions for SMEs. And the results are as follow. First, it is analyzed that the challenging entrepreneurship, the global orientation toward the overseas market, the quality of the excellent trade show, and the support system of the trade exhibition of the export related organizations all have a very positive effect on the export performance of the SMEs participating in the trade show. Second, the number and size of participating trade shows has no influence on controlling export performance. Third, there is a difference in export performance depending on participation frequency, participation size, participation method, and participating region. The implication of this study is that SMEs, which have a strong sense of entrepreneurship and a strong commitment to the global market, need to actively participate in trade exhibitions with relatively low barriers to entry. The policy implication is that organizers and export-related organizations need to understand the internal capabilities of participating companies in order to maximize the performance of participating companies. And Korea should also create an environment that can attract and hold excellent trade exhibitions held overseas. Therefore, the government and export-related organizations should expand the infrastructure for hosting global trade exhibitions. As well as an urgent need to build a system for attracting overseas buyers that can dramatically boost overseas buyer visits.

• East Asian Journal of Business Economics (EAJBE)
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• v.8 no.1
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• pp.41-55
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• 2020

Purpose - This paper tries to analyze the factors affecting the utilization of electronic trade of small and medium enterprises and examine how these factors affect the performance of small and medium enterprises. In addition, the leading factors affecting the level of e-trade utilization of small businesses were analyzed by dividing them into external environmental factors affecting the external business and internal resources of the companies themselves Research design, data, and methodology - With a sample of 223 small and medium-sized export firms from South Korea, this study investigates the antecedents of the utilization level of e-Trade such as information exchange, innovation orientation, absorptive capacity and trust by hierarchical regression analysis. Results - The results show that innovation orientation was shown to have a positive effect on e-trade utilization and absorptive capacity has a positive effect on e-trade utilization. Also, information exchange with stakeholders has a positive impact on e-trade utilization. Conclusions - Internal and external factors of companies have a positive effect on the utilization of e-trade. It also showed that the increased utilization of electronic trade had a positive effect on trade performance. Thus, the findings provide policy-makers with implications of the importance of activating e-trade, and furthermore, significant implications for exporter performance.