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The Business of Conferences by Anton Shone

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10_______________________________________________________

Some issues in the marketing ofconference venues_____________________________________________

The aims of this chapter are:

  1. 1   To explore the demand generators for the conference business -corporate and association demand - in the context of the organizational buying process.
  2. 2   To consider some of the range of marketing techniques relevant to venues.
  3. 3   To explore the role of conference placement agencies in the conference buying process.
  4. 4   To consider some asset management issues related to the operation and marketing of conference venues.

10.1     Introduction

Historically, the conference buyer was one person who was both buyer and organizer. That person rang up a few venues, ...

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