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International Retailing Operations: Downstream Entry and Expansion via Franchising


  • Petersen, Bent

    (Department of International Economics and Management, Copenhagen Business School)

  • Welch, Lawrence S.

    (Norwegian School of Management)


In this article, the shift into international franchising from other forms of operation, rather than the typical home market franchising base is explored. The focus is international retail franchising, based on a study of the Danish clothing and footwear industry. In this study it was found that Danish companies were moving into international franchising as an outcome of a more general shift from upstream wholesaling and subcontracting activities to downstream involvement in retailing activities. Preceding establishments of foreign subsidiaries and company owned retail operations seemed to be important in facilitating the move into franchising.

Suggested Citation

  • Petersen, Bent & Welch, Lawrence S., 1999. "International Retailing Operations: Downstream Entry and Expansion via Franchising," Working Papers 5-1999, Copenhagen Business School, Department of International Economics and Management.
  • Handle: RePEc:hhb:cbsint:1999-005

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    References listed on IDEAS

    1. Fladmoe-Lindquist, Karin, 1996. "International franchising: Capabilities and development," Journal of Business Venturing, Elsevier, vol. 11(5), pages 419-438, September.
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    1. Petersen, Bent & Welch, Lawrence S., 1999. "Foreign Operation Mode Combinations and Internationalization," Working Papers 6-1999, Copenhagen Business School, Department of International Economics and Management.

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