The Exhibitor Perspective – Providing Facility Services for a Successful Trade Show

Currently, show management for convention centers have several resources to help determine where to place their efforts in facility services for exhibitors, one of which is to use research results from an importance-performance analysis study. In order to help show management refine their understanding of the needs of exhibitors before a trade show, this study explores the relationship between the exhibitor’s ranking of importance placed on facility services through the Importance-Performance Analysis, and the goals exhibitors have for the trade show. A survey was conducted at three different trade shows taking place in two convention centers. Using a sample of 115 exhibitors, the underlying factors were determined for the importance exhibitors placed on facility attributes and their goals. The findings from the research show that the correlations between importance factors and goals are statistically weak, albeit some notable correlations were made. The importance performance analysis remains a strong and useful tool for show management to use and implementing the iso-rating line provides more detail for a show manager to work with. The finding of this study offer insights into the factor analysis of facility attributes as well as the importance-goals analysis conducted.