Impacts of Exhibitors' Goal Level on Performance at Trade Shows: Mediating and Moderating Effects of Goal Commitment and Incentives

Choi， Jeong-Ja

Participating in trade shows as exhibitors have been regarded an important marketing activity for many companies. However, there are still pros and cons among researchers on the effects of exhibitors' participating in trade shows. Based on the reviewed literature on a lack of exhibitors' goal setting before participating in trade shows, this study hypothesized the direct impact of exhibitors' goal level on performance at a trade show. It also hypothesized mediating and moderating effects of booth staff's goal commitment and incentives in the relationship between goal level and performance. Data were collected from 248 exhibit staff on the site of 10 international trade shows in 2009. Results from the regression analyses showed a strong support for the direct impact of goal level on performance, and a marginally partial support for the mediating effect of goal commitment. However, the data did not support for the moderating effect of incentives in the relationship between goal level and performance. Implications of the findings were discussed.

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