IDEAS home Printed from https://ideas.repec.org/h/spr/sprchp/978-3-030-65287-6_9.html
   My bibliography  Save this book chapter

Franchise Focus Choices

In: Masterpieces of Swiss Entrepreneurship

Author

Listed:
  • Jean-Pierre Jeannet

    (International Institute for Management)

  • Thierry Volery

    (ZHAW School of Management and Law)

  • Heiko Bergmann

    (University of St. Gallen)

  • Cornelia Amstutz

    (University of Lucerne)

Abstract

This chapter centers around the concept of the customer franchise defined as a distinct group of users for whom a company offers a central element or product. Explanations are offered how companies attach such groups to their products and create loyalty. Examples are cited of companies that manage to create a single customer franchise around a distinct group of companies that rely on the supplier for a critical part of their business processes. Franchises may also be created around a particular industry or around institutions. Particular emphasis is placed on the creation of customer franchise anchored around a particular professional group with client companies. Solution-based franchises are built on supplying entire solutions for customers also leading to a systems-centered approach in franchise building. The chapter ends with company examples of consumer franchise building practiced by B2C firms and how this process differs from the franchise building in the B2B sectors.

Suggested Citation

  • Jean-Pierre Jeannet & Thierry Volery & Heiko Bergmann & Cornelia Amstutz, 2021. "Franchise Focus Choices," Springer Books, in: Masterpieces of Swiss Entrepreneurship, edition 1, chapter 9, pages 93-100, Springer.
    • Handle: RePEc:spr:sprchp:978-3-030-65287-6_9
    DOI: 10.1007/978-3-030-65287-6_9
    as

    Download full text from publisher

    To our knowledge, this item is not available for download. To find whether it is available, there are three options:
    1. Check below whether another version of this item is available online.
    2. Check on the provider's web page whether it is in fact available.
    3. Perform a search for a similarly titled item that would be available.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:sprchp:978-3-030-65287-6_9. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.