Author:
Silva Pedro,Teixeira Vale Vera Teixeira,Moutinho Victor Ferreira
Abstract
Purpose
The purpose of this paper is to examine the influence of entrepreneurial orientation on the network and exhibitor’s performance. The entrepreneurial orientation is seen as a highly competitive factor for the company, which can foster its trade fair business.
Design/methodology/approach
A survey-based quantitative approach was adopted, including a questionnaire (n = 362) applied to companies participating in trade fairs. To arrive at results, the study developed structural equations modeling techniques, using SPSS 24 and AMOS 20 software.
Findings
The study demonstrates positive impacts of entrepreneurial orientation on network capability and consequent exhibitor’s non-sales performance and exhibitor’s sales performance. A conceptual model is presented.
Research limitations/implications
The study was carried out mainly on Portuguese companies, restricting its generalization. In addition, the exhibitor’s performance was measured based on the exhibitors’ level of satisfaction and not on real sales results.
Practical implications
The study offers a process which the results highlight such as innovativeness, proactivity, risk-taking, competitiveness and autonomy (dimensions of entrepreneurial orientation) as a mix of important ingredients for the exhibitor’s networking. The networking promotes intangible results (non-sales performance) that can generate sales (sales performance).
Originality/value
The study is the first research to apply entrepreneurial orientation in the trade fair context and it also presents a relationship between non-sales performance and sales performance.
Reference80 articles.
1. The impact of entrepreneurial business networks on firms’ performance through a mediating role of dynamic capabilities;Sustainability,2019
2. Entrepreneurial knowledge, skills, competencies and performance;Asia Pacific Journal of Innovation and Entrepreneurship,2019
3. The measurements of firm performance’s dimensions;Asian Journal of Finance & Accounting,2014
4. AUMA – Association of the German Trade Fair Industry. (2017). Successful participation in trade fairs. AUMA/Zappo, Berlin. Retrieved from http://cp.auma.de/en/downloadspublications/seiten/successfulparticipationintradefairs.aspx (accessed February 2020).
5. Integrated performance measurement systems: A development guide;International Journal of Operations & Production Management,1997
Cited by
5 articles.
订阅此论文施引文献
订阅此论文施引文献,注册后可以免费订阅5篇论文的施引文献,订阅后可以查看论文全部施引文献