Table A1 Items survey Code tems...

Table A1

Items survey

Code	tems	Reference
Innovativeness
IN1	Our company tends to present new ideas, products/services at the trade fair	Based on Fadda (2018); Martins and Rialp (2013) and Yoon et al. (2018)
IN2	Our company encourages all employees to change something to a successful trade fair
IN3	Our company encourages all employees to share changes or innovations for a successful trade fair
IN4	Our company considers the presentation of new products/services as fundamental to our success at the trade fair
Proactiveness
P1	Our company tends to introduce various methods to maintain a dominant position at the trade fair	Based on Fadda (2018); Martins and Rialp (2013) and Yoon et al. (2018)
P2	Our company encourages employees to participate effectively to maintain a dominant position at the trade fair
P3	Our company is more proactive than the trade fair’s rivals
P4	Our company adopts a competitive posture at the trade fair
Risk-taking
RT1	Our company has a strong tendency for high risk (high return) projects	Based on Fadda (2018); Martins and Rialp (2013) and Yoon et al. (2018)
RT2	Our company would like to undertake risky projects to improve our trade fair performance
RT3	Our company has a strong tendency to exploit opportunities in uncertain environments
RT4	Our company prefers success to stability
Competitiveness
C1	Our company tends to have a competitive attitude to monitor competitors’ actions at the trade fair	Based on Fadda (2018).
C2	Our company tries to counter competitor strategies at the trade fair
C3	Our company uses conventional or unconventional methods to compete in the trade fair
C4	During the trade fair, our company researches the actions of competitors
Autonomy
A1	Our company encourages employees to act independently at the trade fair	Based on Fadda (2018).
A2	Our company encourages employees to make important strategic decisions during the trade fair
A3	Our company encourages employees to implement key programs
A4	Our company encourages employees to be independent and responsible during the trade fair
Network capability
NW1	At the trade fair, our company bets on strong and close relationships with potential partners	Based on Jiang et al. (2018) and Yoon et al. (2018)
NW2	At the trade fair, our company often communicates with current and potential customers and partners
NW3	At the trade fair, our company coordinates activities for strong and close relationships with potential customers and partners
NW4	At the trade fair, our company bets on partnerships effectively and positively
NW5	Our partners and customers trust us
Exhibitor’s sales performance
EP1	Profit performance	Abbas et al. (2019); Menon and Edward (2017) and Gopalakrishna and Lilien (1995)
EP2	Sales performance
EP3	ROI goals
Exhibitor’s non-sales performance
ENP1	Information gathering
ENP2	Networking
ENP3	Reputation
ENP4	Customers satisfaction

Code	tems	Reference
Innovativeness
IN1	Our company tends to present new ideas, products/services at the trade fair	Based on Fadda (2018); Martins and Rialp (2013) and Yoon et al. (2018)
IN2	Our company encourages all employees to change something to a successful trade fair
IN3	Our company encourages all employees to share changes or innovations for a successful trade fair
IN4	Our company considers the presentation of new products/services as fundamental to our success at the trade fair
Proactiveness
P1	Our company tends to introduce various methods to maintain a dominant position at the trade fair	Based on Fadda (2018); Martins and Rialp (2013) and Yoon et al. (2018)
P2	Our company encourages employees to participate effectively to maintain a dominant position at the trade fair
P3	Our company is more proactive than the trade fair’s rivals
P4	Our company adopts a competitive posture at the trade fair
Risk-taking
RT1	Our company has a strong tendency for high risk (high return) projects	Based on Fadda (2018); Martins and Rialp (2013) and Yoon et al. (2018)
RT2	Our company would like to undertake risky projects to improve our trade fair performance
RT3	Our company has a strong tendency to exploit opportunities in uncertain environments
RT4	Our company prefers success to stability
Competitiveness
C1	Our company tends to have a competitive attitude to monitor competitors’ actions at the trade fair	Based on Fadda (2018).
C2	Our company tries to counter competitor strategies at the trade fair
C3	Our company uses conventional or unconventional methods to compete in the trade fair
C4	During the trade fair, our company researches the actions of competitors
Autonomy
A1	Our company encourages employees to act independently at the trade fair	Based on Fadda (2018).
A2	Our company encourages employees to make important strategic decisions during the trade fair
A3	Our company encourages employees to implement key programs
A4	Our company encourages employees to be independent and responsible during the trade fair
Network capability
NW1	At the trade fair, our company bets on strong and close relationships with potential partners	Based on Jiang et al. (2018) and Yoon et al. (2018)
NW2	At the trade fair, our company often communicates with current and potential customers and partners
NW3	At the trade fair, our company coordinates activities for strong and close relationships with potential customers and partners
NW4	At the trade fair, our company bets on partnerships effectively and positively
NW5	Our partners and customers trust us
Exhibitor’s sales performance
EP1	Profit performance	Abbas et al. (2019); Menon and Edward (2017) and Gopalakrishna and Lilien (1995)
EP2	Sales performance
EP3	ROI goals
Exhibitor’s non-sales performance
ENP1	Information gathering
ENP2	Networking
ENP3	Reputation
ENP4	Customers satisfaction

Source: Own elaboration

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