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Conceptualizing trade show visitors’ consumption behavior

Wong, JY, Li, TH, Peng, NS and Chen, A 2014, 'Conceptualizing trade show visitors’ consumption behavior' , International Journal of Tourism Research, 16 (4) , pp. 325-328.

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Tourism trade shows have become an increasingly attractive channel for practitioners to meet potential buyers. However, few studies have conceptualized non-industrial buyers' consumption behavior during these events. This study proposes a model to conceptualize trade show visitors' buying behavior. The analysis of 738 trade show visitors shows that variety-seeking tendency and deal proneness directly influence visitors' tourism product consumption behavior. In addition, price sensitivity can affect deal proneness and variety-seeking tendency. Nevertheless, contrary to existing literature, service quality will not moderate visitors' buying processes. The implications of this study are discussed within tourism management literature.

Item Type: Article
Schools: Schools > Salford Business School > Business and Management Research Centre
Journal or Publication Title: International Journal of Tourism Research
Publisher: Wiley
Refereed: Yes
ISSN: 1522-1970
Related URLs:
Funders: Non funded research
Depositing User: Dr. Norman Peng
Date Deposited: 22 Jul 2015 08:36
Last Modified: 29 Oct 2015 00:46

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