1 PhD, Libertas International University, Zagreb, Croatia
2 PhD candidate, Libertas International University, Zagreb, Croatia; University of Zadar, Zadar, Croatia; Parlov Ltd. Market Intelligence, Zagreb, Croatia; Adriacon Group Inc., New York, United States of America
Countries develop their nautical tourism depending on their nature potentials and resources and in line with their national economic strategies. The main development determinant is a national strategy as the basis of all plans and activities. The nautical tourism development encourages tourism destination development and impacts on economic and social sustainability. Nautical tourism is a specific form of modern tourism trends whose extremely important and highly profitable economic influence is largely visible in numerous multiplicative effects. Renown world researches prove that nautical tourism is one of the most important economic activities in tourism sector, perceived in Croatia as one of the most competitive tourism products. The objective of this paper is to point at the necessity of differentiation of communication strategy and marketing placements towards target markets focused on attracting yachtsmen taking into account their different demographic and sociographic profile. The research and comparative analysis conducted in American and European yacht clubs showed significant differences in selection of tourism destinations based on demographic and sociographic profile of yachtsmen in specific geolocation. The purpose of this work is to prepare the comparative analysis of the European and American yachtsmen profiles, which will serve to create targeted strategic marketing model of attracting foreign yachtsmen in selection of their holiday tourism destination. The conclusions of this research show that Croatia has still not fully capitalized its potential in the nautical tourism sector and that the more comprehensive market segmentation is necessary in the process of planning how to attract foreign yachtsmen.