When do franchisors select entrepreneurial franchisees? An organizational identity perspective

Watson, Anna; Dada, Olufunmilola (Lola); Gr�nhagen, Marko; Wollan, Melody L.

Abstract

In spite of the acknowledged importance of the franchisee selection process, only a few empirical studies have examined this research area. This paper employs organizational identity theory to explain when the franchisor desires to select specifically franchisees that have the potential for entrepreneurial behavior. A mail questionnaire survey was utilized to collect data from a sample of franchisors in the UK. The results revealed that the systems that select entrepreneurial franchisees are those that have entrepreneurial values as part of their organizational identity, as reflected in the institutionalized support given by the franchisor for entrepreneurial activities. Additionally, we found that the performance of the franchise system is positively affected where the franchisor seeks to select franchisees whose entrepreneurial values are congruent with those of the system.

Citation

Watson, A., Dada, O. (., Grünhagen, M., & Wollan, M. L. (2016). When do franchisors select entrepreneurial franchisees? An organizational identity perspective. Journal of Business Research, 69(12), 5934-5945. https://doi.org/10.1016/j.jbusres.2016.05.006

• Journal Article Type: Article
• Acceptance Date: May 5, 2016
• Online Publication Date: May 28, 2016
• Publication Date: 2016-12
• Deposit Date: Jan 25, 2021
• Publicly Available Date: Jan 25, 2021
• Journal: Journal of Business Research
• Print ISSN: 0148-2963
• Publisher: Elsevier
• Peer Reviewed: Peer Reviewed
• Volume: 69
• Issue: 12
• Pages: 5934-5945
• DOI: https://doi.org/10.1016/j.jbusres.2016.05.006
• Keywords: Entrepreneurial franchisee selection, Organizational identity, Franchisor support, Franchise system performance
• Public URL: http://researchrepository.napier.ac.uk/Output/2717017