Mentoring Small Destinations into Destination Management towards Electronic Marketing

  • U. Martini
  • G. Jacucci
  • C. Cattani
  • D. Calzà
Conference paper


The paper reports on fieldwork concerning destination management: the build up of a virtual organisation for a tourist destination, the choice of a destination marketing strategy, the creation of a destination management system. The work belongs to the research domain on Information Systems, involving IT aspects as well as aspects of people development, organisation and management, and of marketing and business. The solid structure of an enterprise organisation is here replaced by the weak-link structure of a local community. The character of the present work is that of a case study, and the research methodology employed follows the guidelines of Action Research [1] [7]. In some respects, it is akin to Participatory Design in the field of software development. The present work builds up on earlier research work on destination management and destination management systems in the ICT community [3] [4] [11] [18] [20]. The point of view here focuses on tourist destinations (TDs), intended as homogeneous territorial domains, identifiable each with its own name, personality, and offer of a tourist product. We have helped a small TD to get started in adapting to the new situation and to induce change, and we trained ourselves on how to help to induce change successfully.


Local Operator Destination Management Participatory Design Tourist Destination Virtual Organization 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.


Unable to display preview. Download preview PDF.

Unable to display preview. Download preview PDF.


  1. 1.
    Argyris C., Putnam R., Smith D.M.: Action Science, Jossey-Bass, San Francisco (1987).Google Scholar
  2. 2.
    Buhalis D.: Strategic Use of Information Technologies in the Tourist Industry, Tourism Management, 19,5 (1998).Google Scholar
  3. 3.
    Buhalis D.: Information and Telecommunication Technologies as a Strategic Tool for Tourism Enhancement at Destination Regions, Enter Conference Proceedings, Springer (1996).Google Scholar
  4. 4.
    Bruscaglioni M.: La gestione dei processi nella formazione degli adulti, Milano, Angeli (1997).Google Scholar
  5. 5.
    CISET International Conference: From Destination to Destination Marketing and Management, Venice (Italy), 15th_16th March (1999).Google Scholar
  6. 6.
    Freeman H.E.: Strategic Management: A Stakeholder Approach, Boston, Pitman (1984).Google Scholar
  7. 7.
    Hult M., Lennong A.: Towards a Definition of Action Research: A Note and Bibliography, Journal of Management Studies, 17,4 (1980).Google Scholar
  8. 8.
    Laubenheimer M.C., Carlsson T.: From Intra-Regional Competition towards Intra-Regional Cooperation in Tourism: The Concept of Telecooperation and Virtual Enterprises in the Regional Tourism Business, TourIST European Project Paper (1998).Google Scholar
  9. 9.
    March J.G.: The Business Firm as a Political Coalition, Journal of Politics, 24, (1962).Google Scholar
  10. 10.
    McFarlan F.W.: Information Technology Changes the Way You Compete, Harvard Business Review, May-June (1984).Google Scholar
  11. 11.
    Morgan R.M., Hunt S.D.: The Commitment-Trust Theory of Relationship Marketing, Journal of Marketing, 58, July (1994).Google Scholar
  12. 12.
    Pollock A.: Creating Intelligent Destinations for Wired Consumers, Enter Conference Proceedings, Springer (1998).Google Scholar
  13. 13.
    Porter M.E., Millar V.E.: How Information gives you Competitive Advantage, Harvard Business Review, 63,4, July/August (1985).Google Scholar
  14. 14.
    Quaglino G.P., Carrozzi G.P.: II processo di formazione, Milano, Angeli (1996).Google Scholar
  15. 15.
    Quaglino G.P.: Scritti di formazione 1978-1998, Milano, Angeli (1999).Google Scholar
  16. 16.
    Scott Morton M. (Editor): The Corporation of the 1990s, Oxford, Oxford University Press (1991).Google Scholar
  17. 17.
    Susman G.I., Evered R.D.: An Assessment of the Scientific Merits of Action Reserch, Administrative Science Quarterly, 23 (1978).Google Scholar
  18. 18.
    TourIST Seminar: Destination Management Systems, Madeira (Portugal), Madeira Tecnopolo, 26th-27th November (1998).Google Scholar
  19. 19.
    Venkatraman N.: IT-Enabled Business Transformation: From Automation to Business Scope Redefinition, Sloan Management Review, Winter (1994).Google Scholar
  20. 20.
    Werthner H., Carter R.: IFITT White Paper. Result of IFITT Workshop on Open Issues and Challenges in IT and Tourism, Innsbruck, September 21st-22nd (1998)Google Scholar
  21. 21.
    Werthner H., Klein S.: Information Technology and Tourism. A Challenging Relationship, Wien, SpringerComputerScience (1999).Google Scholar

Copyright information

© Springer-Verlag Wien 2000

Authors and Affiliations

  • U. Martini
    • 1
  • G. Jacucci
    • 1
  • C. Cattani
    • 1
  • D. Calzà
    • 1
  1. 1.Information Engineering Laboratory, Department of Computer and Management SciencesUniversity of Trento (Italy)Italy

Personalised recommendations