A case study of the global virtual trade shows in the with-Corona era: comparison between Digital CES and CANTON Fair Online

Virtual trade shows, a form of digital transformation, are emerging and are establishing as an essential marketing tool under the COVID-19 crisis. However, due to the sudden change caused by the COVID-19, practical preparations and responses for virtual trade shows as well as academic research have not been adequately conducted. This study intends to suggest the characteristics of a virtual trade show and its components and functions by focusing on the essence of the trade show. The CES and CANTON Fair, which are representative trade shows of the US and China and held online, were studied using a comparative study method. Findings of the results suggest that the virtual trade show needs to increase the transactions between sellers and buyers rather than implementing virtual images. In addition, results also proposed that virtual trade shows’ advantages, such as searching and statistical data collection functions, can be effectively applied to trade show marketing and improvement of participation performance. In particular, the real-time connectivity and the holding of various accompanying events can effectively overcome the limitations of non-face-to-face and attract high-quality buyers. Results of this study also suggest that it is necessary to strengthen the online operation capability of the trade show organizers and develop customized virtual trade shows that reflect the characteristics of each item for the trade shows to become a platform for trade transactions.