Modeling the New Franchise Creation Decision: The Relevance of Behavioral Reasons
Keywords:
Decision Theory. Franchising. Decision Criteria. Franchisor. Decision Model.Abstract
Purpose: Franchising is one of the fastest-growing operating modes in Brazil – in 2014 the Brazilian Franchising Association reported 2,492 active brands in the country. Some theories with an economic point of view, such as the agency theory, plural forms theory, or scarcity principle, explain why companies choose franchising. However, did the decision makers and founders of these franchises decide on this strategy taking only economic reasons into consideration? The purpose of this study is to understand the a priori criteria (prior to the decision) that executives took into account when adopting this strategy and the key motivations for this decision.
Originality/Gap/Relevance/Implications: The literature emphasizes the economic reasons for the success of the franchise model but does not focus on the founders’ motivations when they choose this strategy. This is the gap that this study seeks to address. Dissonance could arise between economic reasons and entry motivations that could result in consequences for the management of new franchises.
Key methodological aspects: Ten companies of different industries and different life cycle stages involved with the franchise model were scrutinized using a semi-structured questionnaire based on the literature on decision theory and franchising.
Summary of key results: Behavioral factors significantly influence decision makers when choosing the franchise model.
Key considerations/conclusions: This study distinguishes the economic reasons from the executives’ motivations when choosing the franchise model and highlights the importance of non-economic factors in this decision.
Downloads
Downloads
Additional Files
Published
Issue
Section
License
Once the papers have been approved, the authors will assign their copyrights to this Journal. The Copyright Assignment Conditions include:
1. The Mackenzie Administration Journal holds the rights to all the papers published therein through assignment of copyright.
2. The author retains moral rights to the paper, including the right to identify the author whenever the article is published.
3. As of July 1, 2015 RAM adopted the CC-BY license standard (Creative Commons– BY). Authors are allowed to copy, distribute, display, transmit and adapt articles. Authors must attribute to RAM explicitly and clearly an article’s original publication (with reference to the journal’s name, edition, year and pages in which the article was originally published), yet without suggesting that RAM endorses the author or its use of the article. Contents are released by means of the CC-BY license to fully inter-operate with a variety of different systems and services, including for commercial purposes. In case of an article’s reuse or distribution, authors must make the article’s licensing terms clear to third parties. CC-BY criteria follow open access policies by major OA (Open Access) publishers and journals, such as PLoS, eLife, Biomed Central and Hindawi, among others.
4. When formally requested by the author, this Journal may allow the paper to be published as a chapter or part of a book. The only requirement is that prior publication in this Journal (Journal name, issue, year and pages) must be clearly and explicitly shown as a reference.
