Correia, RicardoFranco, AnaMeneses, Raquel2021-12-212021-12-212020Correia, Ricardo; Franco, Ana; Meneses, Raquel (2020). Sensory marketing at the destination level: a conceptual approach. In Proceedings of the 36th International Business Information Management Association. p. 1961-1969. ISBN 978-0-9998551-5-7978-0-9998551-5-7http://hdl.handle.net/10198/24538Marketing strategies adopted in many destinations do not take into consideration the potential of the senses to generate memorable experiences. By ignoring a driving force of intangibility, such strategies do not value a major source of differentiation. In fact, in a time where the intangible assumes an essential role, the senses emerge as a key for the differentiation of a particular destination when compared to other alternatives. This article puts in evidence the importance of the sensory marketing at the destination level. We develop a conceptual model where sensory contact points emerge as the central element in the 3 different phases of the tourist experience: a priori to capture the attention and provide (or recall) sensations of the destination, in loco for the generation of a multisensory image of the destination, and a posteriori inspiring a new visit to the destination or it’s recommendation to others. The model proves to be particularly useful for practitioners, offering relevant insights for managers and policy makers.engSensory MarketingSensesDestinationTourismExperiencesconference paper