The event company-hotel relationship: An interorganizational collaboration perspective

Jie Jing Ding, Purdue University

Abstract

While previous research has recognized the importance of the relationship between meeting planners (MPs) and hotels to the MICE (Meeting, Incentive, Convention and Exhibition) industry, these studies have been primarily conducted in the context of negotiation that highlights the negative aspect of the relationship. Rather than relying on transaction-based exchanges, the present research took a relationship-based exchange approach to examine the relationship from an inter-organizational collaboration perspective. In-depth semi-structured personal interviews were conducted to examine the relationships between MPs and hotels. Collaboration patterns between meeting planners and hotels were identified in three mechanisms: governance, communication and learning. In addition, behavioral manifestations of the three mechanisms by each organization were also explored. Theoretical and managerial implications of the study were also discussed.

Degree

M.S.

Advisors

Miao, Purdue University.

Subject Area

Management|Recreation

COinS