Exploring determinants of meeting planners' commitment to the business relationships with destination management companies. Issue 2 (3rd April 2017)

• Record Type: Journal Article
• Authors: Shin, Jungyoung Tiffany; Jeong, Miyoung; Oh, Haemoon; Tierney, Erin
• Is Part Of: Journal of convention & event tourism. Volume 18:Issue 2(2017)
• Page Start: 135
• Page End: 158
• Publication Date: 2017-04-03
• Subjects: B2B -- destination management companies -- meeting planners -- relationship marketing -- social exchange theory; Congresses and conventions -- Periodicals; Exhibitions -- Periodicals; Special events industry -- Periodicals; Hospitality industry -- Periodicals; 338.4791
• DOI: 10.1080/15470148.2016.1237317
• Languages: English
• ISSNs: 1547-0148

Abstract

ABSTRACT: Although there is a demand for research on a business-to-business relationship between meeting planners and destination management companies, the current hospitality and tourism literature is insufficient in its attempt to understand the dynamics of this unique relationship. Recently, in the meeting industry, destination management companies have been recognized to experience a more challenging business environment due to the abundance of online vendor information which activates meeting planners' disintermediation of destination management company services. To provide more practical implications for these key meeting players, this study urges that the key factor that encourages meeting planners to continue using destination management companies is trust. Therefore, this study examines determinants of the trust–commitment relationship as a means for meeting planners to achieve a more sustainable relationship with destination management companies. Applying and extending social exchange theory, this study also explores the determinants of the future relationship (commitment or termination). Findings of this research will provide the industry with suggestions for their relationship development.