1,236
Views
7
CrossRef citations to date
0
Altmetric
Original Articles

A Conceptual Model for Understanding Associations' Site Selection Processes: An Organizational Buyer Behavior Perspective

&
Pages 119-136 | Received 29 Aug 2007, Accepted 13 Feb 2008, Published online: 12 Oct 2008

REFERENCES

  • Astroff , M. T. and Abbey , J. R. 2006 . Convention sales and services , Orlando, FL : American Hotel & Lodging Educational Institute .
  • Athanasiou , L. 2002 . Convention tourism in Greece , Athens : Research Institute for Tourism .
  • Beaulieu , A. F. and Love , C. 2004 . Characteristics of a meeting planner: Attributes of an emerging profession . Journal of Convention & Event Tourism , 6 ( 4 ) : 95 – 124 .
  • Bonn , M. A. , Brand , R. A. and Ohlin , J. B. 1994 . Site selection for professional meetings: A comparison of heavy-half versus light-half association and corporation meeting planners . Journal of Hospitality and Tourism Marketing , 3 ( 2 ) : 59 – 84 .
  • Brucks , M. 1985 . The effects of product class knowledge on information search behaviour . Journal of Consumer Research. , 12 : 1 – 16 .
  • Bunn , M. D. , Butaney , G. T. and Hoffman , N. P. 2001 . An empirical model of professional buyers' search effort . Journal of Business-to-Business Marketing , 8 ( 4 ) : 55 – 81 .
  • Chisnall , P. 1995 . Consumer behaviour , Berkshire : McGraw-Hill Book Company Europe .
  • Choi , J. 2004 . Factors influencing state association planners' overall satisfaction with a convention experience . Journal of Convention & Event Tourism , 6 ( 4 ) : 65 – 80 .
  • Choi , J. and Boger , C. A. 2002 . State association market: Relationships between association characteristics and site selection criteria . Journal of Convention & Exhibition Management , 4 ( 1 ) : 55 – 73 .
  • Clark , J. D. 1993 . A study of situational variables in an organisational marketing scenario , Blacksburg, VA : Virginia Polytechnic Institute and State University . Unpublished doctoral dissertation
  • Clark , J. D. , Evans , M. R. and Knutson , B. J. 1997 . Selecting a site for an association convention: An exploratory look at the types of power used by committee members to influence decisions . Journal of Hospitality and Leisure Marketing , 5 ( 1 ) : 81 – 93 .
  • Clark , J. D. and McCleary , W. M. 1995 . Influencing associations' site-selection process . The Cornell Hotel and Restaurant Administration Quarterly , 36 ( 2 ) : 61
  • Clark , J. D. , Price , C. H. and Murrmann , S. K. 1996 . Buying centers: Who chooses convention sites? . The Cornell Hotel and Restaurant Administration Quarterly , 37 ( 4 ) August : 72 – 76 .
  • Comas , M. and Moscardo , G. 2005 . Understanding associations and their conference decision-making processes . Journal of Convention & Event Tourism , 7 ( 3/4 ) : 117 – 138 .
  • Craven , R. E. and Golabowski , L. J. 2001 . The complete idiot's guide to meeting and event planning , Indianapolis, IN : Alpha Books .
  • Crouch , G. and Louviere , J. J. 2004 . The determinants of convention site selection: A logistic choice model from experimental data . Journal of Travel Research. , 43 : 118 – 130 .
  • Crouch , G. and Ritchie , B. J. R. 1998 . Convention site selection research: A review, conceptual model, and propositional framework . Journal of Convention & Exhibition Management , 1 ( 1 ) : 49 – 69 .
  • Friedmann , S. 2003 . Meeting & event planning for dummies , Hoboken, NJ : Wiley .
  • Haas , R. W. 1986 . Industrial marketing management , Boston : Kent Publishing Co .
  • Hiller , H. H. 1995 . Conventions as mega-events: A new model for convention-host city relationships . Tourism Management , 16 ( 5 ) : 375 – 379 .
  • Hinkin , T. R. and Tracey , B. 2003 . The service imperative: Factors driving meeting effectiveness . The Cornell Hotel and Restaurant Administration Quarterly , 44 ( 5/6 ) : 17 – 26 .
  • Howard , J. A. and Sheth , J. N. 1969 . The theory of buyer behaviour , New York : John Wiley & Sons .
  • Jago , L. K. and Deery , M. 2005 . Relationships and factors influencing convention decision-making . Journal of Convention & Event Tourism , 7 ( 1 ) : 23 – 32 .
  • Johnston , W. J. and Bonoma , T. V. 1981 . The buying centre: Structure and interaction patterns . Journal of Marketing. , 45 : 143 – 156 .
  • Johnston , W. J. and Lewin , J. E. 1996 . Organisational buying behaviour: Toward an integrative framework . Journal of Business Research. , 35 : 1 – 15 .
  • Johnston , W. J. and Spekman , R. 1982 . Industrial buying behaviour: A need for an integrative approach . Journal of Business Research. , 10 : 135 – 146 .
  • Kang , M. H. , Suh , S. J. and Jo , D. 2005 . The competitiveness of international meeting destinations in Asia: Meeting planners' versus buying centers' perceptions . Journal of Convention & Event Tourism , 7 ( 2 ) : 57 – 85 .
  • Kim , W. G. and Kim , H. C. 2003 . The analysis of Seoul as an international convention destination . Journal of Convention & Exhibition Management , 5 ( 2 ) : 69 – 87 .
  • Kotler , P. 2001 . A framework for marketing management , Upper Saddle River, NJ : Prentice-Hall, Inc .
  • Kotler , P. , Bowen , J. T. and Makens , J. C. 2006 . Marketing for hospitality and tourism , Upper Saddle River, NJ : Pearson Education International .
  • Lee , H. L. and Park , J. Y. 2002 . Study on the degree of importance of convention service factors: Focusing on the differences in perception between convention planners and participants . Journal of Convention & Exhibition Management , 3 ( 4 ) : 69 – 85 .
  • Lockyer , T. 2002 . Business guests' accommodation selection: The view from both sides . International Journal of Contemporary Hospitality Management , 14 ( 6 ) : 294 – 300 .
  • Lynch , B. M. 2007 . The good event Retrieved May 12, 2008 from http://www.mcmag.com/on-the-cover.aspx?articleid=55175
  • Mattgson , M. R. 1988 . How to determine the composition and influence of a buying centre . Industrial Marketing Management , 17 ( 3 ) : 210
  • Mawson , E. and Fearne , A. 1996 . Purchasing strategies and decision-making processes in the food service industry: A case study of UK restaurant chains . Supply Chain Management: An International Journal , 1 ( 3 ) : 34 – 41 .
  • Montgomery , R. J. and Strick , S. K. 1995 . Meetings, conventions and expositions , New York : Van Nostrand Reinhold .
  • Morarity , R. T. 1980 . Conceptual models of organizational buying behaviour (Harvard Business School Working Paper No. 80-86)
  • Morris , M. H. 1992 . Industrial and organizational marketing , New York : Macmillan .
  • Nelson , R. and Rys , S. 2000 . Convention site selection criteria relevant to secondary convention destination . Journal of Convention & Exhibition Management , 2 ( 2/3 ) : 71 – 82 .
  • Oppermann , M. 1996 . Convention cities: Images and changing fortunes . The Journal of Tourism Studies , 7 ( 1 ) : 10 – 19 .
  • Oppermann , M. and Chon , K. 1997 . Convention participation decision-making process . Annals of Tourism Research , 24 ( 1 ) : 178 – 191 .
  • Qu , H. , Li , L. and Chu , G. 2000 . The Comparative analysis of Hong Kong as an international conference destination in Southeast Asia . Tourism Management , 21 ( 6 ) : 643 – 648 .
  • Patelis , I. 2002 . Interview of the month . Money and Tourism. , 70 : 29 – 31 .
  • Renaghan , L. M. and Kay , M. Z. 1987 . What meeting planners want: The conjoint analysis approach . The Cornell Hotel and Restaurant Administration Quarterly , 28 ( 1 ) : 67 – 76 .
  • Robinson , P. J. , Faris , C. W. and Wind , Y. 1967 . Industrial buying and creative marketing , Boston : Allyn & Bacon .
  • Sheth , J. N. 1973 . A model of industrial buyer behaviour . Journal of Marketing. , 37 : 50 – 56 .
  • Sheth , J. N. 1996 . Organisational buying behaviour: Past performance and future expectations . Journal of Business and Industrial Marketing , 11 ( 3/4 ) : 7 – 24 .
  • Sheth , J. N. and Garrett , D. E. 1986 . Marketing theory: Classic and contemporary readings , Cincinnati, OH : South-Western Publishing Co .
  • Simpson , P. M. and Wilkerson , M. L. 1997 . Site selection criteria of the small trade association . Annals of Tourism Research , 24 ( 4 ) : 958 – 987 .
  • Swarbrooke , J. and Horner , S. 2001 . Business travel and tourism , Oxford : Butterworth-Heinemann .
  • Upchurch , R. S. , Jeong , G. H. , Clements , C. and Jung , I. 1999 . Meeting planners' perceptions of site selection characteristics: The case of Seoul, Korea . Journal of Convention & Exhibition Management , 2 ( 1 ) : 15 – 35 .
  • Weber , K. and Ladkin , A. 2003 . The convention industry in Australia and the United Kingdom: Key issues and competitive forces . Journal of Travel Research. , 42 : 125 – 132 .
  • Webster , F. E. Jr. and Wind , Y. 1972 . A general model for understanding organisational buying behaviour . Journal of Marketing. , 36 : 12 – 19 .
  • Weiss , A. and Heide , J. 1993 . The nature of organisational search in high technology markets . Journal of Marketing Research,yy! , 30 : 220 – 233 .
  • Zinser , P. H. 1997 . Segmenting logistical service offerings using the extended buygrid model . International Journal of Physical Distribution and Logistics Management , 27 ( 9/10 ) : 588 – 599 .

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.