IDEAS home Printed from https://ideas.repec.org/p/hal/journl/hal-03281669.html
   My bibliography  Save this paper

Who wants to be a franchisee? Explaining individual intentions to become franchisees

Author

Listed:
  • Evelien Croonen

    (University of Groningen [Groningen])

  • Hans van Der Bij

    (University of Groningen [Groningen])

  • Rozenn Perrigot

    (UR - Université de Rennes, 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)

  • Assaad El Akremi

    (UT Capitole - Université Toulouse Capitole - UT - Université de Toulouse)

  • Olivier Herrbach

    (UB - Université de Bordeaux, IRGO - Institut de Recherche en Gestion des Organisations - UB - Université de Bordeaux - Institut d'Administration des Entreprises (IAE) - Bordeaux)

Abstract

An important challenge for franchisors is to find individuals with strong intentions to become franchisees that they can actively support in this ambition. We contribute to franchising research by developing and testing a model to explain individual intentions to become franchisees as a specific type of entrepreneurial intention (EI). We combine Achievement Motivation Theory (AMT) with the Theory of Planned Behaviour (TPB) to propose inverted U-shaped associations between individual motivations (i.e. need for achievement and risk-taking propensity), their cognitive assessments of franchising (i.e. attitude towards franchising and perceived behavioural control), and their EI regarding franchising. Our survey of 666 individuals demonstrates that need for achievement impacts attitude towards franchising and perceived behavioural control regarding franchising following respectively inverted U-shaped and declining positive relationships, and they partly mediate the relationships between need for achievement and EI regarding franchising. We find a negative linear association with attitude towards franchising.

Suggested Citation

  • Evelien Croonen & Hans van Der Bij & Rozenn Perrigot & Assaad El Akremi & Olivier Herrbach, 2022. "Who wants to be a franchisee? Explaining individual intentions to become franchisees," Post-Print hal-03281669, HAL.
    • Handle: RePEc:hal:journl:hal-03281669
    DOI: 10.1177/02662426211013669
    Note: View the original document on HAL open archive server: https://hal.science/hal-03281669v2
    as

    Download full text from publisher

    File URL: https://hal.science/hal-03281669v2/document
    Download Restriction: no
    File URL: https://libkey.io/10.1177/02662426211013669?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    References listed on IDEAS

    as
    1. Hsu, Dan K. & Burmeister-Lamp, Katrin & Simmons, Sharon A. & Foo, Maw-Der & Hong, Michelle C. & Pipes, Jesse D., 2019. "“I know I can, but I don't fit”: Perceived fit, self-efficacy, and entrepreneurial intention," Journal of Business Venturing, Elsevier, vol. 34(2), pages 311-326.
    2. Teemu Kautonen & Marco van Gelderen & Erno T. Tornikoski, 2013. "Predicting entrepreneurial behaviour: a test of the theory of planned behaviour," Applied Economics, Taylor & Francis Journals, vol. 45(6), pages 697-707, February.
    3. Norris F. Krueger Jr. & Deborah V. Brazeal, 1994. "Entrepreneurial Potential and Potential Entrepreneurs," Entrepreneurship Theory and Practice, , vol. 18(3), pages 91-104, April.
    4. Ajzen, Icek, 1991. "The theory of planned behavior," Organizational Behavior and Human Decision Processes, Elsevier, vol. 50(2), pages 179-211, December.
    5. Christopher Schlaegel & Michael Koenig, 2014. "Determinants of Entrepreneurial Intent: A Meta–Analytic Test and Integration of Competing Models," Entrepreneurship Theory and Practice, , vol. 38(2), pages 291-332, March.
    6. Kai Hockerts, 2017. "Determinants of Social Entrepreneurial Intentions," Entrepreneurship Theory and Practice, , vol. 41(1), pages 105-130, January.
    7. Fayolle, Alain & Liñán, Francisco, 2014. "The future of research on entrepreneurial intentions," Journal of Business Research, Elsevier, vol. 67(5), pages 663-666.
    8. Richard F. J. Haans & Constant Pieters & Zi-Lin He, 2016. "Thinking about U: Theorizing and testing U- and inverted U-shaped relationships in strategy research," Strategic Management Journal, Wiley Blackwell, vol. 37(7), pages 1177-1195, July.
    9. Wiklund, Johan & Yu, Wei & Tucker, Reginald & Marino, Louis D., 2017. "ADHD, impulsivity and entrepreneurship," Journal of Business Venturing, Elsevier, vol. 32(6), pages 627-656.
    10. Kaufmann, Patrick J., 1999. "Franchising and the choice of self-employment," Journal of Business Venturing, Elsevier, vol. 14(4), pages 345-362, July.
    11. Françoise Bastié & Pascal Cussy & Anne‐Laure Le Nadant, 2016. "Network or Independent Business? Entrepreneurs' Human, Social and Financial Capital as Determinants of Mode of Entry," Managerial and Decision Economics, John Wiley & Sons, Ltd., vol. 37(3), pages 167-181, April.
    12. Armstrong, J. Scott & Overton, Terry S., 1977. "Estimating Nonresponse Bias in Mail Surveys," MPRA Paper 81694, University Library of Munich, Germany.
    13. Evan Douglas & Jason Fitzsimmons, 2013. "Intrapreneurial intentions versus entrepreneurial intentions: distinct constructs with different antecedents," Small Business Economics, Springer, vol. 41(1), pages 115-132, June.
    14. William E. Gillis & Ellen McEwan & T. Russell Crook & Steven C. Michael, 2011. "Using Tournaments to Reduce Agency Problems: The Case of Franchising," Entrepreneurship Theory and Practice, , vol. 35(3), pages 427-447, May.
    15. Van Gelderen, Marco & Kautonen, Teemu & Fink, Matthias, 2015. "From entrepreneurial intentions to actions: Self-control and action-related doubt, fear, and aversion," Journal of Business Venturing, Elsevier, vol. 30(5), pages 655-673.
    16. Anna Watson & O. Lola Dada & Olufunmilola (lola) Dada & Owen Wright & Rozenn Perrigot, 2019. "Entrepreneurial orientation rhetoric in franchise organizations: The impact of national culture," Post-Print halshs-01615121, HAL.
    17. Jana Schmutzler & Veneta Andonova & Luis Diaz-Serrano, 2019. "How Context Shapes Entrepreneurial Self-Efficacy as a Driver of Entrepreneurial Intentions: A Multilevel Approach," Entrepreneurship Theory and Practice, , vol. 43(5), pages 880-920, September.
    18. Riccardo Fini & Rosa Grimaldi & Gian Luca Marzocchi & Maurizio Sobrero, 2012. "The Determinants of Corporate Entrepreneurial Intention within Small and Newly Established Firms," Entrepreneurship Theory and Practice, , vol. 36(2), pages 387-414, March.
    19. David J. Ketchen Jr. & Jeremy C. Short & James G. Combs, 2011. "Is Franchising Entrepreneurship? Yes, No, and Maybe So," Entrepreneurship Theory and Practice, , vol. 35(3), pages 583-593, May.
    20. Edmund R. Thompson, 2009. "Individual Entrepreneurial Intent: Construct Clarification and Development of an Internationally Reliable Metric," Entrepreneurship Theory and Practice, , vol. 33(3), pages 669-694, May.
    21. Bagozzi, Richard P & Warshaw, Paul R, 1990. "Trying to Consume," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 17(2), pages 127-140, September.
    22. Meoli, Azzurra & Fini, Riccardo & Sobrero, Maurizio & Wiklund, Johan, 2020. "How entrepreneurial intentions influence entrepreneurial career choices: The moderating influence of social context," Journal of Business Venturing, Elsevier, vol. 35(3).
    23. Marco Gelderen & Teemu Kautonen & Joakim Wincent & Marina Biniari, 2018. "Implementation intentions in the entrepreneurial process: concept, empirical findings, and research agenda," Small Business Economics, Springer, vol. 51(4), pages 923-941, December.
    24. Watson, Anna & Dada, Olufunmilola (Lola) & Grünhagen, Marko & Wollan, Melody L., 2016. "When do franchisors select entrepreneurial franchisees? An organizational identity perspective," Journal of Business Research, Elsevier, vol. 69(12), pages 5934-5945.
    25. Douglas, Evan J. & Shepherd, Dean A. & Prentice, Catherine, 2020. "Using fuzzy-set qualitative comparative analysis for a finer-grained understanding of entrepreneurship," Journal of Business Venturing, Elsevier, vol. 35(1).
    26. Teemu Kautonen & Marco van Gelderen & Matthias Fink, 2015. "Robustness of the Theory of Planned Behavior in Predicting Entrepreneurial Intentions and Actions," Entrepreneurship Theory and Practice, , vol. 39(3), pages 655-674, May.
    27. Brian C. Gunia & J. Jeffrey Gish & Mona Mensmann, 2021. "The Weary Founder: Sleep Problems, ADHD-Like Tendencies, and Entrepreneurial Intentions," Entrepreneurship Theory and Practice, , vol. 45(1), pages 175-210, January.
    28. Nancy G. Boyd & George S. Vozikis, 1994. "The Influence of Self-Efficacy on the Development of Entrepreneurial Intentions and Actions," Entrepreneurship Theory and Practice, , vol. 18(4), pages 63-77, July.
    29. Coelho, Marta, 2010. "Unrealistic optimism: still a neglected trait," LSE Research Online Documents on Economics 29133, London School of Economics and Political Science, LSE Library.
    30. Jambulingam, Thani & Nevin, John R., 1999. "Influence of franchisee selection criteria on outcomes desired by the franchisor," Journal of Business Venturing, Elsevier, vol. 14(4), pages 363-395, July.
    31. KruegerJR, Norris F. & Reilly, Michael D. & Carsrud, Alan L., 2000. "Competing models of entrepreneurial intentions," Journal of Business Venturing, Elsevier, vol. 15(5-6), pages 411-432.
    32. Blut, Markus & Backhaus, Christof & Heussler, Tobias & Woisetschläger, David M. & Evanschitzky, Heiner & Ahlert, Dieter, 2011. "What to Expect After the Honeymoon: Testing a Lifecycle Theory of Franchise Relationships," Journal of Retailing, Elsevier, vol. 87(3), pages 306-319.
    33. Grünhagen, Marko & Zheng, Xu (Vivian) & Wang, Jeff Jianfeng, 2017. "When the Music Stops Playing: Post-litigation Relationship Dissolution in Franchising," Journal of Retailing, Elsevier, vol. 93(2), pages 138-153.
    34. Anna Watson & Olufunmilola (Lola) Dada & Owen Wright & Rozenn Perrigot, 2019. "Entrepreneurial Orientation Rhetoric in Franchise Organizations: The Impact of National Culture," Entrepreneurship Theory and Practice, , vol. 43(4), pages 751-772, July.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Ricardo Figueiredo Belchior & Roisin Lyons, 2021. "Explaining entrepreneurial intentions, nascent entrepreneurial behavior and new business creation with social cognitive career theory – a 5-year longitudinal analysis," International Entrepreneurship and Management Journal, Springer, vol. 17(4), pages 1945-1972, December.
    2. Genshu Lu & Yaping Song & Bingchao Pan, 2021. "How University Entrepreneurship Support Affects College Students’ Entrepreneurial Intentions: An Empirical Analysis from China," Sustainability, MDPI, vol. 13(6), pages 1-25, March.
    3. Carlos Bazan & Hannah Gaultois & Arifusalam Shaikh & Katie Gillespie & Sean Frederick & Ali Amjad & Simon Yap & Chantel Finn & James Rayner & Nafisa Belal, 2020. "A systematic literature review of the influence of the university’s environment and support system on the precursors of social entrepreneurial intention of students," Journal of Innovation and Entrepreneurship, Springer, vol. 9(1), pages 1-28, December.
    4. Meoli, Azzurra & Fini, Riccardo & Sobrero, Maurizio & Wiklund, Johan, 2020. "How entrepreneurial intentions influence entrepreneurial career choices: The moderating influence of social context," Journal of Business Venturing, Elsevier, vol. 35(3).
    5. Monika Mühlböck & Julia-Rita Warmuth & Marian Holienka & Bernhard Kittel, 2018. "Desperate entrepreneurs: no opportunities, no skills," International Entrepreneurship and Management Journal, Springer, vol. 14(4), pages 975-997, December.
    6. Pham, Dung & Jones, Paul & Dobson, Stephen & Liñán, Francisco & Viala, Céline, 2021. "Entrepreneurial implementation intention as a tool to moderate the stability of entrepreneurial goal intention: A sensemaking approach," Journal of Business Research, Elsevier, vol. 123(C), pages 97-105.
    7. Jeffery S. McMullen & Katrina M. Brownell & Joel Adams, 2021. "What Makes an Entrepreneurship Study Entrepreneurial? Toward A Unified Theory of Entrepreneurial Agency," Entrepreneurship Theory and Practice, , vol. 45(5), pages 1197-1238, September.
    8. Jelle Schepers & Wim Voordeckers & Tensie Steijvers & Eddy Laveren, 2021. "Entrepreneurial intention-action gap in family firms: bifurcation bias and the board of directors as an economizing mechanism," Eurasian Business Review, Springer;Eurasia Business and Economics Society, vol. 11(3), pages 451-475, September.
    9. Aurora A. C. Teixeira & Rosa Portela Forte, 2017. "Prior education and entrepreneurial intentions: the differential impact of a wide range of fields of study," Review of Managerial Science, Springer, vol. 11(2), pages 353-394, March.
    10. Brizeida Raquel Hernández-Sánchez & Giuseppina Maria Cardella & José Carlos Sánchez-García, 2020. "Psychological Factors that Lessen the Impact of COVID-19 on the Self-Employment Intention of Business Administration and Economics’ Students from Latin America," IJERPH, MDPI, vol. 17(15), pages 1-22, July.
    11. Ibrahim Al-Jubari, 2019. "College Students’ Entrepreneurial Intention: Testing an Integrated Model of SDT and TPB," SAGE Open, , vol. 9(2), pages 21582440198, May.
    12. Jia Bao & Junsheng Dou, 2021. "The Formation of Subsequent Entrepreneurial Intention: Happiness Matters," Sustainability, MDPI, vol. 13(21), pages 1-19, November.
    13. Boulay, Jacques & Caemmerer, Barbara & Evanschitzky, Heiner & Duniach, Krista, 2020. "Multi-unit franchising from franchisor and franchisee perspectives: Antecedents, performance outcomes, and the optimal mini-chain size," Journal of Business Research, Elsevier, vol. 113(C), pages 49-58.
    14. Leif Brändle & Andreas Kuckertz, 2022. "Staged entrepreneurship: the formation of hybrid and spawning entrepreneurial intentions," Journal of Business Economics, Springer, vol. 92(6), pages 955-996, August.
    15. Sanawi M. Sharahiley, 2020. "Examining Entrepreneurial Intention of the Saudi Arabia’s University Students: Analyzing Alternative Integrated Research Model of TPB and EEM," Global Journal of Flexible Systems Management, Springer;Global Institute of Flexible Systems Management, vol. 21(1), pages 67-84, March.
    16. Noemí Pérez-Macías & José-Luis Fernández-Fernández & Antonio Rúa-Vieites, 2021. "Entrepreneurial intention among online and face-to-face university students: The influence of structural and cognitive social capital dimensions," Journal of International Entrepreneurship, Springer, vol. 19(3), pages 434-467, September.
    17. repec:hrs:journl::y:2012:v:4:i:3:p:155-172 is not listed on IDEAS
    18. Douglas, Evan J. & Shepherd, Dean A. & Venugopal, Vidhula, 2021. "A multi-motivational general model of entrepreneurial intention," Journal of Business Venturing, Elsevier, vol. 36(4).
    19. Ibrahim Al-Jubari & Arif Hassan & Francisco Liñán, 2019. "Entrepreneurial intention among University students in Malaysia: integrating self-determination theory and the theory of planned behavior," International Entrepreneurship and Management Journal, Springer, vol. 15(4), pages 1323-1342, December.
    20. Charalampos A. Botsaris & Vasiliki Vamvaka, 2012. "Models Of The Determinants Of Entrepreneurial Behaviour: A Literature Review," Regional Science Inquiry, Hellenic Association of Regional Scientists, vol. 0(3), pages 155-172, December.
    21. Fayolle, Alain & Liñán, Francisco, 2014. "The future of research on entrepreneurial intentions," Journal of Business Research, Elsevier, vol. 67(5), pages 663-666.

    More about this item

    Keywords

    franchising; theory of planned behaviour; achievement motivation theory; entrepreneurial intentions;
    All these keywords.

    NEP fields

    This paper has been announced in the following NEP Reports:

    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:hal:journl:hal-03281669. 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.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with 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: CCSD (email available below). General contact details of provider: https://hal.archives-ouvertes.fr/ .

    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.