Designing convincing customers model of domestic tourism companies

Marketing is very important for travel agencies by attracting and retaining tourists. Due to the importance of selling products to tourism travel agencies, the use of customer persuasion techniques for these companies will also be of particular importance. Persuasion is rooted in social psychology topics with a variety of techniques, each of which has a particular impact on customer persuasion. The purpose of this study is to design a paradigm model based on customer persuasion techniques in the field of tourism Due to the fact that the method of this research is qualitative, in the first stage, the theoretical foundations of the research were collected by referring to books and articles in the field of marketing and tourism. In the next stage, the opinions of tourism experts were collected through open interviews, which included professors of marketing, cultural heritage and tourism organization, and managers of tourism offices, which were analyzed using MAXQDA 2020 software. The research findings led to the identification of 596 initial codes of 28 sub-categories and 11 central categories. The results of this study ultimately led to the design of a paradigm model of convincing customers of tourism companies based on the techniques and principles of persuasion and its consequences on customers' behavior.