BIDDING AS A SALES TECHNIQUE IN DESTINATION MANAGEMENT – EXAMPLE OF SERBIA AS AN EMERGING CONGRESS DESTINATION

Igor Kovacevic, Bojan Zečević, Aleksandar Đođrević

DOI Number
https://doi.org/10.22190/TEME181020061K
First page
901
Last page
912

Abstract


Destination management organizations are implementing their activities for the benefit and interest of the destination stakeholders. Those activities are influencing the creation of the better destination conditions needed for satisfying the needs and wants of tourists as final consumers. On the other hand, one of the key activities, that is the basis for satisfying tourist needs, is a destination sales technique – the bidding process. The research subject here focuses on the theoretical identification and understanding of the bidding process, various phases and characteristics, and the relevant results that have significant practical application show that in situations where convention bureau, as a destination management organization, leads the bidding process, success rate is on a much higher level in 80% of research cases.


Keywords

destination management, DMO, bid, sales, convention bureau, CVB

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DOI: https://doi.org/10.22190/TEME181020061K

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