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Managing Trade Show Campaigns: Why Managerial Responsibilities Matter?

Tafesse, Wondwesen; Korneliussen, Tor
Journal article, Peer reviewed
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URI
http://hdl.handle.net/11250/140143
Date
2012
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  • Artikler, rapporter og annet (HHN) [390]
Original version
Tafesse, W., and Korneliussen, T. (2012). Managing Trade Show Campaigns: Why Managerial Responsibilities Matter? Journal of Promotion Management, 18(2), 236-253. doi: 10.1080/10496491.2012.668434   10.1080/10496491.2012.668434
Abstract
This article examined the relationship between managerial responsibilities for important trade show tasks and the marketing performance of exhibiting firms. Drawing theoretical insights from the functionalist perspective of managerial roles and organizational role theory, this article proposed and validated theory based, multiple, task-managerial responsibility linkages using a large international b2b trade show as a context. The empirical results indicated that the marketing performance of exhibiting firms was enhanced when (a) middle managers were assigned the trade show objective setting task, (b) lower and middle managers were involved in the trade show selection decision and (c) lower managers executed the booth management task. The paper concluded by discussing the theoretical and practical implications of these findings.
Description
 
Author's accepted version (post-print).
 
This is an Accepted Manuscript of an article published by Taylor & Francis in Journal of Promotion Management on 10/05/2012, available online: http://www.tandfonline.com/10.1080/10496491.2012.668434.
 
Publisher
Taylor&Francis
Journal
Journal of Promotion Management

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