Title: The strategic impact of international trade shows and trade missions for entrepreneurial firms

Authors: Timothy J. Wilkinson, Lance Eliot Brouthers, Dalila Salazar, Mary McNally

Addresses: College of Business, McDonald Hall, Montana State University – Billings, MT 59101-0298, USA. ' Michael J. Coles College of Business, Kennesaw State University, Kennesaw, GA 30144, USA. ' Department of Marketing and Management, University of Texas at El Paso, El Paso, TX, USA. ' College of Business, McDonald Hall, Montana State University – Billings, MT 59101-0298, USA

Abstract: Does the use of state sponsored trade shows and trade missions increase the export success of entrepreneurial companies? We hypothesize and find that small firm participation in state sponsored trade shows is positively associated with higher levels of export performance, while small firm participation in state sponsored trade missions is positively associated with long-term export growth. It appears that for smaller businesses, trade shows have an immediate payoff, while trade missions result in benefits over the long run.

Keywords: entrepreneurial firms; export promotion; global business; trade missions; trade shows; entrepreneurship; state sponsorship; small firms; export growth.

DOI: 10.1504/JGBA.2009.028701

Journal for Global Business Advancement, 2009 Vol.2 No.3, pp.207 - 220

Published online: 23 Sep 2009 *

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