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Influencing Associations' Site-Selection Process

department of management, College of Business, at Appalachian State University

Ken W. McCleary

department of hospitality and tourism management, College of Human Resources, at Virginia Polytechnic Institute.

Cities can benefit greatly by being selected as the site for association meetings, but there is not a uniform selection process used by all associations. Cities should therefore conduct market research and be creative in dealing with each target association. Factors specific to each situation are crucial in determining whether a city makes the final cut, and understanding those factors can provide a marketing edge (e.g., knowing that there may be many people involved in the site-selection process, identifying who they are and what power they possess, and directing attention to the decision makers). Determining an association's venue and facility needs will help determine target customers, and taking steps to reduce the planners' financial, social, physical, psychological, and functional risks can improve a city's chances of being selected. While an association may have a written procedure for meeting planning, in some cases nontask variables are more important than the formalized, task-related variables.

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