The Spending–Investment Dilemma in Provincial Trade Promotion Policies: Evidence from International Trade Fairs in Entre Ríos

This paper analyzes the effectiveness of international trade fairs as a subnational public policy instrument, using the case of the province of Entre Ríos, Argentina, in 2024. Combining theoretical review and empirical evidence, it examines the expenditure–investment dilemma faced by provincial gove...

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Autores principales: Giarrizzo, Victoria, Cabrol, Cynthia
Formato: Artículo revista
Lenguaje:Español
Publicado: Centro de Estudios en Relaciones Internacionales de Rosario, CERIR 2026
Materias:
Promoción Comercial
Ferias Internacionales
Desarrollo Productivo
Política Provincial
Entre Ríos
Trade Promotion
International Fairs
Productive Development
Provincial Policy
Acceso en línea:https://revista-mici.unr.edu.ar/index.php/revistamici/article/view/201
Aporte de:
Revista Integración y Cooperación Internacional de Universidad Nacional de Rosario
id I15-R209-article-201
record_format ojs
spelling I15-R209-article-2012026-01-02T00:24:53Z The Spending–Investment Dilemma in Provincial Trade Promotion Policies: Evidence from International Trade Fairs in Entre Ríos El dilema gasto–inversión en las políticas provinciales de promoción comercial: evidencia de las ferias internacionales en Entre Ríos Giarrizzo, Victoria Cabrol, Cynthia Promoción Comercial Ferias Internacionales Desarrollo Productivo Política Provincial Entre Ríos Trade Promotion International Fairs Productive Development Provincial Policy Entre Ríos This paper analyzes the effectiveness of international trade fairs as a subnational public policy instrument, using the case of the province of Entre Ríos, Argentina, in 2024. Combining theoretical review and empirical evidence, it examines the expenditure–investment dilemma faced by provincial governments when financing firms’ participation in international promotion events. The study systematizes data from eight fairs and trade missions involving 59 firms, and proposes a two-dimensional matrix to classify events according to their economic impact (quotations, sales, public spending efficiency) and strategic impact (learning, networking, incorporation of new exporters). Results show that fairs generate heterogeneous and deferred returns: while some, such as Fruit Attraction Madrid or SIAL Paris, deliver immediate economic outcomes, others like Gulfood Dubai or regional missions play a key role in export learning and maturation. Six months after the events, 43% of firms had achieved actual sales and 61% maintained active business links. The study concludes that fairs should be viewed less as promotional expenditure and more as strategic investments in relational and cognitive capital that strengthen the export base and competitive capacities of the territory. El trabajo analiza la eficacia de las ferias internacionales como instrumento de política pública subnacional, tomando como estudio de caso la experiencia de la provincia de Entre Ríos durante 2024. A partir de un enfoque mixto que combina revisión teórica y evidencia empírica, se examina el dilema entre gasto e inversión que enfrentan los gobiernos provinciales al financiar la participación empresarial en eventos de promoción internacional. El estudio sistematiza información sobre ocho ferias y misiones, en las que participaron 59 empresas entrerrianas, y propone una matriz de doble entrada que clasifica los eventos según su impacto económico (cotizaciones, ventas, eficiencia del gasto) y estratégico (aprendizaje, networking, incorporación de nuevas exportadoras). Los resultados muestran que las ferias generan retornos heterogéneos y diferidos: mientras algunas producen efectos económicos inmediatos como Fruit Attraction Madrid o SIAL Paris, otras como Gulfood Dubai o misiones regionales cumplen un rol de aprendizaje y maduración exportadora. Seis meses después de los eventos, el 43% de las empresas había concretado ventas y el 61% mantenía vínculos activos. Se concluye que las ferias deben interpretarse menos como gasto promocional y más como inversión estratégica en capital relacional y cognitivo, capaz de fortalecer la base exportadora y las capacidades competitivas del territorio. Centro de Estudios en Relaciones Internacionales de Rosario, CERIR 2026-01-02 info:eu-repo/semantics/article info:eu-repo/semantics/publishedVersion Artículo evaluado por pares application/pdf https://revista-mici.unr.edu.ar/index.php/revistamici/article/view/201 Revista Integración y Cooperación Internacional; Núm. 42 (2026); 79-97 1852-9798 spa https://revista-mici.unr.edu.ar/index.php/revistamici/article/view/201/142 Derechos de autor 2026 https://creativecommons.org/licenses/by-sa/4.0/
institution Universidad Nacional de Rosario
institution_str I-15
repository_str R-209
container_title_str Revista Integración y Cooperación Internacional
language Español
format Artículo revista
topic Promoción Comercial
Ferias Internacionales
Desarrollo Productivo
Política Provincial
Entre Ríos
Trade Promotion
International Fairs
Productive Development
Provincial Policy
Entre Ríos
spellingShingle Promoción Comercial
Ferias Internacionales
Desarrollo Productivo
Política Provincial
Entre Ríos
Trade Promotion
International Fairs
Productive Development
Provincial Policy
Entre Ríos
Giarrizzo, Victoria
Cabrol, Cynthia
The Spending–Investment Dilemma in Provincial Trade Promotion Policies: Evidence from International Trade Fairs in Entre Ríos
topic_facet Promoción Comercial
Ferias Internacionales
Desarrollo Productivo
Política Provincial
Entre Ríos
Trade Promotion
International Fairs
Productive Development
Provincial Policy
Entre Ríos
author Giarrizzo, Victoria
Cabrol, Cynthia
author_facet Giarrizzo, Victoria
Cabrol, Cynthia
author_sort Giarrizzo, Victoria
title The Spending–Investment Dilemma in Provincial Trade Promotion Policies: Evidence from International Trade Fairs in Entre Ríos
title_short The Spending–Investment Dilemma in Provincial Trade Promotion Policies: Evidence from International Trade Fairs in Entre Ríos
title_full The Spending–Investment Dilemma in Provincial Trade Promotion Policies: Evidence from International Trade Fairs in Entre Ríos
title_fullStr The Spending–Investment Dilemma in Provincial Trade Promotion Policies: Evidence from International Trade Fairs in Entre Ríos
title_full_unstemmed The Spending–Investment Dilemma in Provincial Trade Promotion Policies: Evidence from International Trade Fairs in Entre Ríos
title_sort spending–investment dilemma in provincial trade promotion policies: evidence from international trade fairs in entre ríos
description This paper analyzes the effectiveness of international trade fairs as a subnational public policy instrument, using the case of the province of Entre Ríos, Argentina, in 2024. Combining theoretical review and empirical evidence, it examines the expenditure–investment dilemma faced by provincial governments when financing firms’ participation in international promotion events. The study systematizes data from eight fairs and trade missions involving 59 firms, and proposes a two-dimensional matrix to classify events according to their economic impact (quotations, sales, public spending efficiency) and strategic impact (learning, networking, incorporation of new exporters). Results show that fairs generate heterogeneous and deferred returns: while some, such as Fruit Attraction Madrid or SIAL Paris, deliver immediate economic outcomes, others like Gulfood Dubai or regional missions play a key role in export learning and maturation. Six months after the events, 43% of firms had achieved actual sales and 61% maintained active business links. The study concludes that fairs should be viewed less as promotional expenditure and more as strategic investments in relational and cognitive capital that strengthen the export base and competitive capacities of the territory.
publisher Centro de Estudios en Relaciones Internacionales de Rosario, CERIR
publishDate 2026
url https://revista-mici.unr.edu.ar/index.php/revistamici/article/view/201
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first_indexed 2026-01-04T05:05:41Z
last_indexed 2026-01-04T05:05:41Z
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