Purpose

This paper aims to take International SPOrt (ISPO) as a typical case to study how exhibition organizers can reshape their relationship with users through business model innovation to answer the question that how enterprises can help the exhibition industry to upgrade and develop through business model innovation in the internet environment.

Design/methodology/approach

Faced with the development of internet technology, the impact of online platforms, the relationship between exhibition organizers and their customers are facing unprecedented challenges. On the basis of the literature review, this study analyzed the innovation of exhibitors’ business model from three modules: value proposition, revenue logic and cost base and how to reshape their interaction with users through innovation. This study systematically analyzed the innovation of the ISPO business model and the process of reshaping its relationship with users and dynamic interaction with a single case study method.

Findings

The main conclusions are as follows: the starting point of reshaping the relationship between exhibition organizer and users in the internet era is to re-understand the needs of customers, the key point of reshaping the relationship is to further cultivate the industrial value and the sustainability of the relationship lies in the customer life cycle management.

Originality/value

From the perspective of exhibition organizers filling the gap of case study in the field of the exhibition. In the area of the exhibition, previous studies rarely started from the perspective of exhibition organizers, but, this paper discusses the interaction between exhibition organizers, exhibitors and visitors from this perspective in this study.

中文翻译：

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ISPO商业模式创新：重新定义展会主办方与客户的关系

目的

本文旨在以International SPOrt（ISPO）为典型案例，研究展会主办方如何通过商业模式创新重塑与用户的关系，回答企业如何通过商业模式创新助力会展业升级发展的问题。互联网环境。

设计/方法/方法

面对互联网技术的发展、网络平台的冲击，展会主办方与客户的关系正面临前所未有的挑战。本研究在文献综述的基础上，从价值主张、收入逻辑和成本基础三个模块分析参展商商业模式的创新，以及如何通过创新重塑与用户的互动。本研究以单一案例研究方法系统分析了ISPO商业模式的创新以及重塑其与用户关系和动态交互的过程。

发现

主要结论如下：互联网时代重塑展会主办方与用户关系的出发点是重新理解客户的需求，重塑关系的关键是进一步培育产业价值和可持续性关系在于客户生命周期管理。

原创性/价值

从展会主办方的角度，填补了展会领域案例研究的空白。在展览领域，以往的研究很少从展览组织者的角度出发，但本文从这个角度探讨了展览组织者、参展商和参观者之间的互动。