Unlocking the magic in successful tourism destination marketing: the role of sensing capability

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26 Citations (Scopus)


ABSTRACT: Tourism destinations are facing an increasingly competitive environment, and the need to offer a compelling visitor experience is intense. However, destinations are hindered by the fragmented nature of their governance structure, with a disparate group of actors from service providers to local government agencies involved. The purpose of this study is to investigate how the tourism destination can respond effectively to changing market trends and develop a shared vision for the destination among the various actors. The resource-based view (RBV) of the firm perspective is adopted to identify the role of network management capabilities, which facilitate the coordination of actors needed to ensure destination efficacy, thereby addressing a lack of scholarly attention to marketing capability in the tourism destination. The empirical context is set in Killarney, Ireland’s most enduring and popular tourism destination. The findings point to the presence of a dynamic destination sensing capability in Killarney, which is driving a market-sensing capability and orchestration capability. This investigation provides important insight into how a successful tourism destination is able to sustain the magical ingredient of tourist engagement over two centuries.

Original languageEnglish
Pages (from-to)877-899
Number of pages23
JournalJournal of Marketing Management
Issue number9-10
Publication statusPublished - 12 Jun 2016


  • Tourism destination vision
  • destination-sensing capability
  • market sensing
  • marketing capability
  • orchestration


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