Consumer perceptions of trade show effectiveness : scale development and validation within a B2C context

Gottlieb, Udo, Brown, Mark, & Ferrier, Liz (2014) Consumer perceptions of trade show effectiveness : scale development and validation within a B2C context. European Journal of Marketing, 48(1/2), pp. 89-107.

View at publisher



This paper develops and estimates a model to measure consumer perceptions of trade show effectiveness.


Data were collected at three separate B2C trade shows. Study 1 (n=47) involved field interviews with data subjected to qualitative item generation and content analysis. Study 2 data (n=147) were subjected to exploratory factor analysis and item-total correlation to identify a preliminary factor structure for the effectiveness construct and to test for reliability. In Study 3 (n=592), confirmatory factor analysis was undertaken to more rigorously test the factor structure and generalise across industries. Validity testing was also performed.


A three-dimensional factor structure for assessing consumer visitors’ perceptions of trade show effectiveness was produced incorporating research, operational, and entertainment components.

Research limitations/implications

Data were collected in Australia and results may not generalise across cultural boundaries.

Practical implications

The resulting measurement model may be used as a reliable post-hoc diagnostic tool to identify areas of trade show effectiveness where specific performance improvements are needed. Results indicate that exhibitors and organisers of B2C trade shows should consider effectiveness as a multidimensional phenomenon with entertainment, product / industry research, and the facilitation of purchase decision-making processes and problem resolution being key objectives for consumer attendees. These elements of effectiveness should each be addressed by exhibitors and organisers in planning their displays and events.


This is the first study to provide an empirically valid model for assessing trade show effectiveness from the consumer visitor’s perspective.

Impact and interest:

8 citations in Scopus
4 citations in Web of Science®
Search Google Scholar™

Citation counts are sourced monthly from Scopus and Web of Science® citation databases.

These databases contain citations from different subsets of available publications and different time periods and thus the citation count from each is usually different. Some works are not in either database and no count is displayed. Scopus includes citations from articles published in 1996 onwards, and Web of Science® generally from 1980 onwards.

Citations counts from the Google Scholar™ indexing service can be viewed at the linked Google Scholar™ search.

ID Code: 67099
Item Type: Journal Article
Refereed: Yes
DOI: 10.1108/EJM-06-2011-0310
ISSN: 0309-0566
Divisions: Current > QUT Faculties and Divisions > QUT Business School
Current > Schools > School of Advertising, Marketing & Public Relations
Deposited On: 09 Feb 2014 23:36
Last Modified: 19 Jun 2014 01:54

Export: EndNote | Dublin Core | BibTeX

Repository Staff Only: item control page