2011
DOI: 10.1108/08876041111149694
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Franchise partner selection: perspectives of franchisors and franchisees

Abstract: PurposeThis paper aims to identify the partner selection criteria employed both by franchisors and franchisees in master franchise agreements and evaluate how different selection criteria interact within the selection process and influence the decisions taken.Design/methodology/approachA single embedded case study of an international hotel firm was the focus of the enquiry. Interviews and document analysis were used as the data collection techniques.FindingsThe findings reveal that the establishment of franchi… Show more

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Cited by 54 publications
(65 citation statements)
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“…O roteiro da entrevista foi constituído por quatro partes semiestruturadas referentes aos seguintes aspectos: (a) as dificuldades das redes de franquias estrangeiras para expansão no mercado brasileiro (Fladmoe-Lindquist & Jacque 1995; Hoskisson, Eden, Lau, & Wright, 2000); (b) diferenças entre os critérios de seleção de franqueados por parte dos franqueadores das redes de franquias estrangeiras e brasileiras (Brookes & Altinay, 2011;Hitt, Dacin, Levitas, Arregle, & Borza, 2000); (c) dificuldades de adaptação dos elementos do mix de marketing para o mercado brasileiro (Carvalho, 2000;Preble, 1993); e (d) a preservação e constituição dos atributos da marca internacionalmente (Douglas, Craig, & Nijssen, 2001). …”
Section: Abordagem Qualitativaunclassified
“…O roteiro da entrevista foi constituído por quatro partes semiestruturadas referentes aos seguintes aspectos: (a) as dificuldades das redes de franquias estrangeiras para expansão no mercado brasileiro (Fladmoe-Lindquist & Jacque 1995; Hoskisson, Eden, Lau, & Wright, 2000); (b) diferenças entre os critérios de seleção de franqueados por parte dos franqueadores das redes de franquias estrangeiras e brasileiras (Brookes & Altinay, 2011;Hitt, Dacin, Levitas, Arregle, & Borza, 2000); (c) dificuldades de adaptação dos elementos do mix de marketing para o mercado brasileiro (Carvalho, 2000;Preble, 1993); e (d) a preservação e constituição dos atributos da marca internacionalmente (Douglas, Craig, & Nijssen, 2001). …”
Section: Abordagem Qualitativaunclassified
“…However, despite the increase in and diversity of articles about franchising, most of the literature has used the franchisor's perspective (Altinay, Brookes, & Aktas, 2013;Brookes & Altinay, 2011;Hing, 1995;Kaufmann & Stanworth, 1995). The reason is that the ultimate decision about franchising rests with the franchisor (Kaufmann & Stanworth, 1995), as does the final decision about incorporating a franchisee.…”
Section: Literature Reviewmentioning
confidence: 99%
“…Although a considerable variety of business alliances types exist, franchising has emerged as a powerful form of two-party collaboration (Brookes & Altinay, 2011). Both the franchisor and franchisee have substantial incentives to enter a franchising system.…”
Section: Introductionmentioning
confidence: 99%
“…Brookes and Altinay (2011) In summary, in a franchise relationships, providing strategic resources by franchisor help the franchisees to improve their performance (Michael and Combs, 2008).…”
Section: Franchisor-related Factors In Franchisee's Performancementioning
confidence: 99%