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Competitive Intelligence at Trade Shows
Blekinge Institute of Technology, School of Management, Karlskrona.ORCID iD: 0000-0002-2427-3148
2010 (English)Conference paper, Published paper (Refereed)
Abstract [en]

Trade shows have consistently been neglected in marketing research, especially the gathering of market information, what is studied under Market Intelligence and directly related to a company’s Knowledge and Innovation. A major reason is that the marketing discipline traditionally has had a strong focus on customers instead of competitors and influencers. In this article we show how the field of Competitive Intelligence is a useful part of the company’s Integrated Marketing Communications. Based on a qualitative method encompassing a case study and exploratory research we followed, coached and traveled with two different groups of companies to major International Trade shows. Based on the information gathered a division into three areas of Intelligence was useful. These were intelligence about products, the booths and the behavior in the booths. For each group a number of Key Intelligence Topics and a set of specific research methods were identified which can make the Market Intelligence process more efficient. We explain why Exhibits or trade shows have much in common with Event Marketing and could be considered a part of the latter.

Place, publisher, year, edition, pages
2010.
Keyword [en]
Market Intelligence, Trade Shows, Economics of Knowledge, Integrated Marketing Communications, Competitive Intelligence, Event Marketing, KRAFT model, Escudriñar científico y tecnológico, comercialización, demostración commercial, modelo
Keyword [fr]
Veille scientifique et technologique, intelligence economique, model KRAFT, marketing
National Category
Business Administration
Identifiers
URN: urn:nbn:se:hh:diva-18074OAI: oai:DiVA.org:hh-18074DiVA: diva2:534852
Conference
VSST'2010, Veille Stratégique Scientifique et Technologique, Toulouse, France, 25-29 October, 2010
Available from: 2012-06-18 Created: 2012-06-18 Last updated: 2015-04-13Bibliographically approved

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Solberg Søilen, Klaus
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CiteExportLink to record
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Cite
Citation style
  • apa
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
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Language
  • de-DE
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  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
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  • asciidoc
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