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ABSTRACT
Research was undertaken to gain a better understanding of the nature and competitive importance of bidding on events by destination marketing organizations, with emphasis on identifying event selection criteria and critical success factors for winning bids. Data were collected on the goals and nature of the event bidding process from convention and visitor bureaus in Canada. Canadian bureaus were found to be very active in bidding on a diverse range of events, especially meetings, conventions, political events, and sports. Most bureaus encouraged and assisted other local organizations to make bids and themselves concentrated on major events with city-wide economic impacts. Although event selection criteria were frequently not formalized, respondents stressed potential economic impacts, size, media exposure, time of year, available venues, and local involvement. The most important critical success factors for winning bids were strong partners, excellent presentations, and treating each bid as a unique process, but many respondents also felt their destination needed bigger and better facilities and more marketing/bidding resources. To aid in future research and theory-building, a framework is presented to illustrate event bidding as an exchange process between owners and sellers, including antecedent conditions and event selection criteria.
