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TRADE SHOW MANAGEMENT

Wiesbaden: Gabler, 2005
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The editors:
Manfred Kirchgeorg
Werner M. Dornscheidt
Wilhelm Giese
Norbert Stoeck

Index

A
Acquisition
-of exhibitors 669-677
-of visitors 681-689
Advertising 682-689, 669-677, 447-461
Advisory Council 383, 401-414
-composition 409
-functions 403-406
-meetings 411
Associations
-Association of Exhibition and Event Professionals (FAMAB) 91
-Association of Major German Exhibi-tion Organisers (GDG) 90
-AUMA 88-97
-TSEA The Trade Show Exhibition Association (TSEA ) 593, 605
-Central European Fair Alliance (CEFA) 571
-CENTREX International Exhibition Statistics Union 572
-China Council for the Promotion of Trade (CCPIT) 571
-IAEM International Association for Exhibition Management 593
-SISO Society of Independent Show Organizers 593
Attendees see visitors
Automotive industry 1049-1068

B
B2B trade shows 1083-1098
Balanced Scorecard 649, 780-786
Benchmarking 275-285, 319-329
Bidding for mega events 925-936
Brand management 447-461, 466-469, 739, 1049-1068, 1083-1098
BSC see Balanced Scorecard
Buyer see visitor

C
CAD 659-661
Career development 855-860
Catering services 967-979
CCPIT China Council for the Promotion of Trade 571
CEFA Central European Fair Alliance 571
CEIR Center for Exhibition Industry Research (TSEA) 593, 605
Center for Exhibition Industry Research (CEIR) 593, 605
CENTREX International Exhibition Sta-tistics Union 572
China Council for the Promotion of Trade (CCPIT) 571
Communication potential of fairs 57-69,
Communities see Internet Communities
Competition 111, 269
Complaint management
Complaint management 811 see also service quality management
Communication instruments see trade shows as a marketing tool
Conference 37
Conference centres – importance 117-126
Congress centre 151
Congress management see convention management
Congresses 208, 760, 877-887
Congresses 760
Consumer trade show 49
Controlling 317, 777-818
Convention management 760, 877-887, 891-900
Conventions definition 37
Cooperation 87, 202 see also strategic alliances
Co-optition 518
Corporate principles 305-312
Corporate trade shows 49
Cost management 353-362
Cost of exhibitors 132
CRM Customer relationship management 767-774
Cross Selling 513-519
Customer see also visitors and exhibitors
-bonding 693
-magazine 207
-needs 269, 313-230
-orientation 691-698
-retention 262, 669-677, 681-689, 691-698, 772, 789
-satisfaction 316,324, 789
-value 294

D
Demand for conventions 123-126
Demand for trade shows 119-126
Destinations 120
Direct Communication 205
Direct mail 672, 683 697, 772, 1013, 1062, 1073

E
Employment effects of trade shows 129-139
Entrepreneurial business 229
Event management 753-762, 877-990
-classification 904
-controlling 939-953
-event combinations 758
-mega events 901-918
-monitoring 939-953
-types of events 755
-manager 845
Event marketing 59-69, 944
Evolution of trade shows 7-29
Executive education 96
Exhibiting industry 19, 88
Exhibition
-centre 491-497
-definition 37
-ground 42, 143, 159
-hall 147-150
Exhibition stand design 955-962
Exhibitors 289-299, 386, 669-677, 722, 773, 842, 993-1007, 1011-1025
Exhibitors as opinion leader 291
Exhibitor typology 291
EXPO see mega event and world expositions
Export trade show 49
Exposition 37 and see trade show

F
Facility management 161-171
Fair model 9
Fair see trade show
FAMA Special Association for Fairs and Exhibitions 90
FAMAB Association of Exhibition and Event Professionals 91
Fashion industry 1101-1113
Financial problems 215
FKM Society for Voluntary Control of Trade Fair and Exhibition Statistics 94
Food catering see catering services 970
Foreign policy 81-84
Forms of trade shows 47-52
Fun fair 10
Future challenges 191-245, 361, 584, 687, 727, 743-747

G
GAP Model for quality management 793-803
Gatekeeper 1031
GDG Association of Major German Exhibition Organisers 90
Global strategies 545-552

H
History of trade shows 5-31
Housing 117-126, 667, 679, 875
Human resource management 657, 855-860
-coaching 870
-incentive system 870
-teamwork 864
-training 837-850

I
IAEM International Association for Exhibition Management 593
ICCA International Congress and Convention Association 93
IDFA Pool of German Trade Fair Organisations and Exhibition Cities 90
IELA International Exhibitions Logistics Associates
Image objectives 313-337, 365-370, 445-460
Impact of exhibitions 129-139
Impact of trade shows 129-139
-shows input-output model 134
-shows sectoral effects 137
Import trade show 49
Incentive systems see human resource management
Industrial network 1034
Industry associations 384 see also associations
Industry portals see internet portals
Infrastructure of trade show grounds 143-188
Innovations see product development
Integrated communication 57-69, 199-210, 1051-1068, 1069-1081 see also trade shows as a marketing tool
Interest group see stakeholder
International Association for Exhibition Management (IAEM) 593
International Congress and Convention Association (ICCA) 93
International Exhibitions Logistics Associates (IELA) 91
International strategies of trade show companies 521-539, 545-552
International trade shows 21-23, 563-650, 1111
Internationalisation 194, 563-650, 1043-1047
Internet as a communication tool 371
Internet communities 746
Internet portals 207, 717-729
IPO 237-244
IT systems 168-171

J
Joint ventures see strategic alliances

K
Knowledge management 657

L
Live Com Agencies 983-990
Live Communication 57-69, 983-990
Live Cycle Concept 407
Lobbying 93, 389

M
Management of trade shows 35
Management process for trade show participation 997
Market changes 232, 215
Market research 253-270, 433-440
Market research instruments 254, 289, 315-337
Marketing 313-337,
Marketing controlling 317
Marketing events 57-69
Marketing management of trade show companies
-branding 445-461, 514
-mega events 935-936
-CRM 767-774
-events 753-762
-price policy 701-715
-planning process 316
-product policy 421-428, 433-443
sales 667-697
strategies 334, 931
Marketing mix 376-379
Marketing organisation 336
Marketing research 251-271, 273-286, 287-301, 313-338
-benchmarking 275-285, 319-329, 674
Marketing sales and distribution 513-519, 521-539
Media 385
Meeting see convention
Mega event 901-918
Mega event management 901-918
-bidding process 929
-financing model 935
-transportation model 935
Missa see trade show definition
Modern trade show 17
Multiplier management see stakeholder management

N
Networks 1029-1040
New business development 264
Non space products 196, 421-428
New product development see product development

O
Objectives of trade show participation 995-1007
Objectives of trade show companies 309
Olympic Games 901-918
Online Services 719-729
Operational management of trade show companies 655-990 see also trade show management
Organisational aspects 823-834
Organisational structure of trade show companies 233
Outfit fairs 1101-1113
Ownership of trade fair companies 42, 103, 213-223, 227-234, 237-244

P
Parking facilities 155
Participants of trade shows 995-1114 see also visitors and exhibitors
Partner models see service networks
Performance measurement systems 779
Personal communication 371
Pool of German Trade Fair Organisations and Exhibition Cities (IDFA) 90
Portals see internet portals
Portfolio analysis 313-338
Post trade show management 767-774
Power supply 153
PR see public relations
Premier trade show 26,
Press service 922
Pricing see marketing management
Principles of trade show companies 305-312
Privatisation 211
Procedural organisation of trade shows 829
Process management 657-664
Procurement network 1035
Product development 264, 421-428, 433-443, 463-469 see also trade show com-panies
Product portfolios 261, 280, 319-337
Production effects of trade shows 129-139
Productivity see trade show companies
Professional training 835-850, 855-860
Project controlling 777-818
Project matrix organisation 825
Protocol affairs 391-395
Public relations 367-371, 389-395, 401-418
Public sector 215
Public trade show 49 see also trade show

Q
Quality controlling see service quality
Quality management 341-352
Quality monitoring 809

R
Regional Marketing 71
Relationship management see CRM
Research see Marketing reserach
Restaurants 152, 975

S
Sales see marketing
Sample fair 12
Security of trade shows 143, 1116
Segmentation see marketing research
Segmentation of exhibitors 674
Seller see exhibitor
Seminar management 891-900
Service contractor see service provider
Service management 789-815
Service networks 491-497
Service process of trade show companies 44-47, 791-793
Service provider 152, 491-497, 843
877-990, 967-979
Service quality 44-47, 342-351, 688, 789-815
Services companies 44 see also service providers
SISO Society of Independent Show Organizers 593, 605
Situation analysis 253-270
SNIEC Shanghai New International Expo Center 611
Society for Voluntary Control of Trade Fair and Exhibition Statistics (FKM) 94
Society of Independent Show Organizers (SISO) 593, 605
Special Association for Fairs and Exhibitions FAMA 90
Special trade show events see trade show events
Spendings 133-134
Stakeholder management 208, 375-397, 441,456, 477-488, 711, 926
Stand design 955-962, 1065, 1076
Standards 571
Strategic alliances 475-539, 500-507, 514
Strategic Business Units 323, 825
Strategic dialogue 641-650
Strategic management of trade show companies 251-650 see also trade show companies
Strategic marketing 313-337
Structural adaptation 227-234
Success factors of trade shows 294-298
Sustainable security 1116
SWOT analysis see trade show management

T
Tactical trade show management see operational trade show management
Traget groups see visitors, exhibitors and stakeholders
Tax effects of trade shows 1238
Taxes 173-186
Technology 659
The Trade Show Exhibition Association (TSEA) 593, 605
Ticketing 934
TQM of trade show companies 341-352
Trade fair companies see trade show companies
Trade fair see trade show
Trade show
-as live communication 57-70
-branding 445-461
-catering services 967-979
-characteristics 36-47
-costs 130
-definition 7, 36-39
-export, import 49
-for capital goods
Trade show for consumer goods 49
-forms 47-52
-future perspectives 191-249
-infrastructure 143-171
-international 48
-internet portals 719-729, 733-748
-marketing 313-337
-monitoring 67
-multi industry 24, 49
-national 48
-online services 720-729, 733-748
-positioning 319, 331
-premier 26, 49
-pricing 701-715
-public 686
-quality attributes 793
-regional 48
-re-launch 433-443
-secondary 49
-service provider 877-990
-socio economic effects 129-139
-special events 877-990
-specialised 49
-staff training 837-850
-types 47-52
-virtual 49, 723-729
-associations 85-97, 500-507
-booking 687
-catalogue 207
-centre functions 145-157
Trade show companies 42, 89, 445-461, 479 see also trade show organizers
Trade show company
-value chains 45, 195
-as service providers 44
-associations 85-97
-benchmarking 275-285
-bodies 109
-controlling 326-336
-cooperation 87
-corporate strategy 254-264
-cost management 355-362
-distributions policy 379
-management 161-171
-financing 107
-in China 571-573
-in Russia 577-585
-incentive systems 311
-infrastructure 143-189
-integrated communication service provider 201-210
-international strategies 545-650
-legal forms 43
-location criteria 146
-macroeconomic importance 135
-market changes 232
-marketing 313-330
-marketing controlling 317
-marketing mix 317, 376-379, 447-461
-multiplier management 375-397
-non space products 196
-objectives 305-312
-online services 719-729
-ownership 42, 103, 225-234, 237-244
-pricing policy 317-318
-principles 305-312
-privatisation 211-223
-product development 264, 333, 421-428, 465-469
-productivity 216-219
-protocol affairs 391
-public relations 367-371
-quality management 341-352
-security management 1116
-service networks 489-497
-socio-economic effects 129-139
-strategic alliances 475-539
-strategic management 251-650
-strategic planning 320
TQM 339-352
-value chain 209
-with own grounds 42-43
Trade show controlling 777-818
Trade show corporations see trade show companies
Trade show event combinations 753-762
Trade show exhibition stand design 955-962
Trade show functions 39-41
-for exhibitors 39-40
-for visitors 39-40
-functions macro-economic 39
-functions supra-economic 39
Trade show grounds 106
Trade show industry
-Asia 594, 617-625
-associations 85-97
-benchmarking 275-285
-China 571-573, 617, 609-612
-competition 111
-Europe 8, 589
-future challenges 201
-Germany 11, 10-13, 15-28, 87-97, 119-139, 145-187
-history of 5-29
-India 631-638
-internationalisation 194
-Japan 618
-lobbying 94
-origins 1-245
-Russia 577-585
-Singapore 622, 1116
-USA 592, 599-605
Trade show internet portals
-definition 736
-functions 737
-types 733
Trade show journals 207
Trade show life cycle 407
Trade show management 35, 65
-CRM 767-774
-job responsibilities 840
-personnel development 855-860, 868-870
-teamwork 864
-benchmarking 275-285
-controlling 777-818
-customer orientation 691-698, 681-689
-events 753-762
-human resources 657, 837-850
-implementation 655-990
-international strategies 545-650
-advisory councils 403-414
-stakeholders 373-399
-market research 253-270
-networks 1029-1040
-operational 655-990
-organisational structure 823-834
-performance measurement systems 779
-process management 5657-665
-product development 421-428, 433-443
-program planning 655-774, 875-990
-scorecard 649
-service quality 789-815
-situation analysis 253-270
-strategic alliances 475-539
-SWOT analysis 320-332, 648
-services 705-710, 751-762
Trade show market definition 319-332, 669
Trade show organizer see trade show companies
Trade show participation 995-1114
-in-show activities 1066
-post-show activities 1067
-pre-show activities 1062
-public support 1045
-site selection 1049-1100
-trade show selection
Trade show product development 421-428, 465-469
Trade show quality 789-815
Trade show services 702, 789-815,
875-992
Trade shows and foreign policy 83-84
Trade shows and global marketing 71-79
Trade shows and politics 77-79, 83-84
Trade shows and regional marketing 71-79
Trade shows as a marketing tool 33-56, 57-70, 71-80, 81-84, 993-1114
Trade show CRM 767-774
Training 837-850 see also human resource management
Travel trends 119
TSEA The Trade Show Exhibition Association 593, 605
Types of trade shows see typology
Typology of trade shows 47-52

U
Union des Foires Internationales (UFI) 99

V
Value chain see trade show companies
Value of trade shows 127-140
Value of events 937-953
Virtual trade shows49, 723-729
Visiting industry 89 see visitors
Visitors 387, 693-698, 721, 773, 955-1007

W
Web-based communication see Internet
World expositions (EXPO) 905



 


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