Understanding Supplier-Selection Criteria: Meeting Planners' Approaches to Selecting and Maintaining Suppliers

Abstract

ABSTRACT Few attempts have been made to explain the change in perspectives in regard to meeting planners' supplier-selection criteria in relation to initial supplier selection versus meeting planner-supplier relationships. This article aims to examine the perspective differences using 15 modified supplier-selection criteria in an exploratory manner. Results of this study indicate that meeting planners' perspectives on the same decision factors can change in terms of selecting and deciding upon long-term relationships. The key findings would lead to managerial implications for sales personnel of both Meetings, Incentives, Conventions, and Exhibitions (MICE) industry suppliers and local convention and visitor bureaus (CVBs). KEYWORDS: Supplier-selection criteriainitial supplier selectionmeeting planner-supplier relationshipsmeeting planners