Correia, RicardoBrito, Carlos2020-02-262020-02-262019Correia, Ricardo; Brito, Carlos (2019). Locals: at the heart of territorial marketing. In Proceedings of the 34th International Business Information Management Association Conference. Madrid. p. 5598-5606. ISBN 978-0-9998551-3-3978-0-9998551-3-3http://hdl.handle.net/10198/20695Marketing strategies adopted in many territories do not take into consideration the intangible dimension related to local communities, their history, culture and values. By ignoring a driving force of regional identity, such strategies do not value a major source of differentiation. In fact, in a time where the immaterial and relational capital assumes a key role, locals are not only one of the most essential element for the attractiveness of tourist destinations but also a key for their differentiation when compared to other alternatives. This article puts in evidence the importance of the locals in place branding. We develop a conceptual model where locals emerge as the key element since they are a major source of co-production, co-communication and co-consumption of the regional offer. The model proves to be particularly useful for practitioners, offering relevant insights for managers and policy makers.engBrandingOfferCommunicationLocalsRegional developmentTerritoryPlaceMarketingconference paper