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Using Websites to Recruit Franchisee Candidates

Author

Listed:
  • Begoña López-Fernández

    (Department of Business Administration - Universidad de Oviedo [Oviedo] - Facultad de Economía y Empresa)

  • Rozenn Perrigot

    (CREM - Centre de recherche en économie et management - UNICAEN - Université de Caen Normandie - NU - Normandie Université - UR - Université de Rennes - CNRS - Centre National de la Recherche Scientifique)

Abstract

Unlike other interorganizational relationships, such as joint ventures, franchisors commonly display information on their websites with the objective of attracting franchisee entrepreneurs and having them sign standardized contracts. This paper analyses, for the first time, how franchise brands disclose both functional and symbolic benefits and their effect on franchise chain growth. Our empirical study, based on an in-depth analysis of 106 websites, suggests that both types of benefits are intertwined in advertising franchise opportunities. Information on financial requirements, contact facilities and recruiting processes are positively related to franchise chain growth, whereas information on business potential (financial expectations) is negatively related to growth. Moreover, information on continuous assistance is relevant for service-type franchisee candidates. Finally, our observations show that information available in all the categories is far from exhaustive and that influential information is frequently absent from franchisor websites.

Suggested Citation

  • Begoña López-Fernández & Rozenn Perrigot, 2018. "Using Websites to Recruit Franchisee Candidates," Post-Print halshs-01767429, HAL.
    • Handle: RePEc:hal:journl:halshs-01767429
    DOI: 10.1016/j.intmar.2018.02.003
    as

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    Cited by:

    1. Perrigot, Rozenn & López-Fernández, Begoña & Basset, Guy, 2020. "“Conflict-performance assumption†or “performance-conflict assumption†: Insights from franchising," Journal of Retailing and Consumer Services, Elsevier, vol. 55(C).
    2. Calderon-Monge, Esther & Pastor-Sanz, Iván & Sendra-García, Javier, 2021. "How to select franchisees: A model proposal," Journal of Business Research, Elsevier, vol. 135(C), pages 676-684.

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