L’autonomie des franchisés : facteur critique de succès de la franchise ?

International audience

(Re)Considérer l’humain dans la gestion des données clients

Implementing a culture of data in franchise systems : the ingredients for success

The purpose of our research is to improve the understanding of the factors that explain the development of exchange relationships and facilitate the customer data management in franchise Systems. To this end, a literature review was conducted in the field of relationship marketing, and particulary, in relation to Bagozzi's theory of exchange (1974; 1975). Through its lexical and thematic analyses, the qualitative study highlights the principle of reciprocity in exchange in franchisor-franchisee-customer relationships with regard to customer data management. Reciprocity seems to be at the core of exchanges between the franchisor, franchisees and their customers.

Franchise et RSE : impact social et environnemental de la franchise

L’indépendance du franchisé : facteur de réussite de la franchise ?

Franchisee autonomy: a key to a successful franchising?

International audience; The relationships between franchisors and franchisees are more dependent on relational and psychological contracts, emerging in a day to day life of the franchise, than from the legal contract. But a few studies are devoted to the organisation of decisions between franchisors and franchisee, or franchisee autonomy. To better understand these relations, we studied the franchise context and existing literature. Then we performed a qualitative analysis among franchise experts, franchisors and franchisees. We carried out semi-directive interviews with 13 franchisees, 5 franchisors and 11 franchise experts and, after a first phase of reading with a floating attention, we …

Franchisee’s entrepreneurial orientation dimensions and performance. Evidence from France

Franchisee’s performance has been frequently positively related to entrepreneurial orientation (EO), but the EO is a multidimensional concept and the interest of the literature on the dimensionalit...

Franchisor-franchisee relationship and customer data management in the Data Era

International audience; Managing customer data in franchise networks is a delicate, complicated and little studied issue. In order to better understand its challenges and the keys to success, this research work offers a study in three stages following the process of grounded theory (Glaser and Strauss, 1967). Thus, a qualitative study was carried out with around thirty franchisors, franchisees and franchise experts. It helped to explore the world of customer data management in franchise networks and to identify its strengths and weaknesses in the context of GDPR (General Data Protection Regulations). The results of the qualitative study helped to clarify our theoretical framework and to pos…

Understanding franchisee performance : The role of the franchisee’s autonomy, affective commitment to the network and innovativeness

Purpose The purpose of this paper is to investigate the impact of participative franchising on performance from the franchisee perspective. In particular, the paper analyses the impact of the franchisee autonomy – in human resource management and marketing decisions – affective commitment to the network and network innovativeness on the franchisee relative performance. Design/methodology/approach A survey answered by 226 franchisees in France allowed to estimate a structural equations model through partial least squares regression analysis to test the hypothesised relations between autonomy, affective commitment, innovativeness and performance. Findings According to the authors’ findings, …

Differential impact of franchisee’s entrepreneurial orientation dimensions on their performance. Evidence from France.

International audience

Une analyse des risques de renégociation des contrats de franchise

A travers son adhésion à une franchise, un franchisé cherche à entrer dans un réseau d’entrepreneurs légalement et financièrement Indépendants. Il fait ce choix, tout comme celui de l’enseigne, parce qu’il le considère le plus avantageux pour lui. Pour cela, il investit dans le site dont il est le plus souvent propriétaire. Après l’adhésion, les franchisés sont tenus à la mise en œuvre d’un concept commercial selon les règles établies dans un contrat leur imposant une série d’obligations. Les franchiseurs quant à eux disposent de nombreux mécanismes pour assurer le respect de ces obligations, utiles à garantir l’homogénéité de l’image de la marque/enseigne et le succès du réseau. Mais ils n…