Why should I attend? The value of business networking events

Mitchell, V-W., Schlegelmilch, B. B. & Mone, S-D. (2016). Why should I attend? The value of business networking events. Industrial Marketing Management, 52, pp. 100-108. doi: 10.1016/j.indmarman.2015.05.014

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Despite an increasing variety of technological means enabling business people to exchange information without ever meeting in person, the events industry continues to grow. To help to understand why this is, a study was conducted based on 35 in-depth interviews with attendees and event organizers. The findings highlight the main types of value individuals extracted and identify the implications for measurement practice for what, where, how and when to assess value. These insights can help in determining the ROI of networking events for businesses.

Item Type: Article
Additional Information: © 2016, Elsevier. Licensed under the Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 International http://creativecommons.org/licenses/by-nc-nd/4.0/
Uncontrolled Keywords: Value creation; Qualitative methods; Measurement; ROI
Subjects: H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management
Divisions: Cass Business School > Faculty of Management
URI: http://openaccess.city.ac.uk/id/eprint/13656

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