“IT’S MORE THAN SALES!” RE-EXAMINING EXHIBITOR MOTIVATIONS: INSIGHTS FROM THE CONFERENCE SECTOR

Schlenker, K; Foley, C; Edwards, D

“IT’S MORE THAN SALES!” RE-EXAMINING EXHIBITOR MOTIVATIONS: INSIGHTS FROM THE CONFERENCE SECTOR

Schlenker, K

Foley, C

Edwards, D

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Publisher:: Cognizant, LLC
Publication Type:: Journal Article
Citation:: Event Management, 2022
Issue Date:: 2022-01-01

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Field	Value	Language
dc.contributor.author	Schlenker, K https://orcid.org/0000-0001-9917-8973
dc.contributor.author	Foley, C https://orcid.org/0000-0002-8851-9119
dc.contributor.author	Edwards, D https://orcid.org/0000-0002-8345-9700
dc.date.accessioned	2022-10-12T04:50:52Z
dc.date.available	2022-10-12T04:50:52Z
dc.date.issued	2022-01-01
dc.identifier.citation	Event Management, 2022
dc.identifier.issn	1525-9951
dc.identifier.uri	http://hdl.handle.net/10453/162524
dc.description.abstract	<jats:p> Conference exhibitors are important stakeholders in the business events sector. Yet industry professionals such as conference organisers, convention bureaux and convention centres have limited understanding of the needs and motivations of exhibitors at conferences. Research on exhibitor motivations in the business events sector has largely focused on exhibitions and trade shows and neglected motivations for exhibiting at conferences. The purpose of this study was therefore to address this gap: to determine the motivations of conference exhibitors. The paper presents findings from semi-structured interviews with 26 exhibitors from four conferences held in Sydney, Australia, representing four industry sectors—medical, engineering, technology, and community services. Surprisingly, sales were not a primary motivation for conference exhibitors. Conference exhibitors are motivated to contribute to their respective industry sectors through sharing knowledge and information, building relationships, and building brand reputation within the industry space. </jats:p>
dc.language	en
dc.publisher	Cognizant, LLC
dc.relation	Business Events Sydney Limited
dc.relation.ispartof	Event Management
dc.relation.isbasedon	10.3727/152599522x16419948694748
dc.rights	info:eu-repo/semantics/openAccess
dc.subject	1503 Business and Management, 1504 Commercial Services, 1506 Tourism
dc.subject.classification	Sport, Leisure & Tourism
dc.title	“IT’S MORE THAN SALES!” RE-EXAMINING EXHIBITOR MOTIVATIONS: INSIGHTS FROM THE CONFERENCE SECTOR
dc.type	Journal Article
utslib.for	1503 Business and Management
utslib.for	1504 Commercial Services
utslib.for	1506 Tourism
pubs.organisational-group	/University of Technology Sydney
pubs.organisational-group	/University of Technology Sydney/Faculty of Business
pubs.organisational-group	/University of Technology Sydney/Faculty of Business/Management Discipline
utslib.copyright.status	open_access	*
dc.date.updated	2022-10-12T04:50:51Z
pubs.publication-status	Published

Abstract:

Conference exhibitors are important stakeholders in the business events sector. Yet industry professionals such as conference organisers, convention bureaux and convention centres have limited understanding of the needs and motivations of exhibitors at conferences. Research on exhibitor motivations in the business events sector has largely focused on exhibitions and trade shows and neglected motivations for exhibiting at conferences. The purpose of this study was therefore to address this gap: to determine the motivations of conference exhibitors. The paper presents findings from semi-structured interviews with 26 exhibitors from four conferences held in Sydney, Australia, representing four industry sectors—medical, engineering, technology, and community services. Surprisingly, sales were not a primary motivation for conference exhibitors. Conference exhibitors are motivated to contribute to their respective industry sectors through sharing knowledge and information, building relationships, and building brand reputation within the industry space.

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http://hdl.handle.net/10453/162524