The strategic impact of international trade shows and trade missions for entrepreneurial firms

Abstract

Does the use of state sponsored trade shows and trade missions increase the export success of entrepreneurial companies? We hypothesize and find that small firm participation in state sponsored trade shows is positively associated with higher levels of export performance, while small firm participation in state sponsored trade missions is positively associated with long-term export growth. It appears that for smaller businesses, trade shows have an immediate payoff, while trade missions result in benefits over the long run.