The complementary effect of trade shows on personal selling

By Timothy M. Smith, S. Gopalakrishna, Paul M. Smith. 2004

129 citations recorded by the source corpus.

Subfields: Economics and Econometrics, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/5ba929bb05ef057b53d460fcfd9893a2096e4499

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Economics and Econometrics

1. D. Power
2. Johan Jansson
3. Kevin Lane Keller
4. R. Batra
5. H. Bathelt
6. A. Malmberg

In Sociology and Political Science

1. D. Power
2. Johan Jansson
3. Kevin Lane Keller
4. R. Batra
5. Adamantios Diamantopoulos
6. Jan-Benedict E M Steenkamp
7. A. Scott

Citations in the corpus

• Cyclical Clusters in Global Circuits: Overlapping Spaces in Furniture Trade Fairs (2008, background): “…their use of trade fairs as spaces for sales and marketing (Rosson and Seringhaus 1995; Seringhaus and Rosson 1998, 2000, 2001; Association of Exhibitions Organisations 1999; Hansen 2004; Peponis, Dalton, Wineman, and Dalton 2004; Smith, Gopalakrishna, and Smith 2004; Rinallo and Golfetto 2006).”
• Integrating Marketing Communications: New Findings, New Lessons, and New Ideas (2016, methodology): “• Smith, Gopalakrishna, and Smith (2004) show that follow-up sales efforts generate higher sales productivity when firms have already exposed customers to its product at a trade show.”