When do franchisors select entrepreneurial franchisees? An organizational perspective

Anna Watson, O. Dada, Marko Grunhagen, Melody Wollan

Research output: Contribution to journalArticlepeer-review

18 Citations (Scopus)
251 Downloads (Pure)


In spite of the acknowledged importance of the franchisee selection process, only a few empirical studies have examined this research area. This paper employs organizational identity theory to explain when the franchisor desires to select specifically franchisees that have the potential for entrepreneurial behavior. A mail questionnaire survey was utilized to collect data from a sample of franchisors in the UK. The results revealed that the systems that select entrepreneurial franchisees are those that have entrepreneurial values as part of their organizational identity, as reflected in the institutionalized support given by the franchisor for entrepreneurial activities. Additionally, we found that the performance of the franchise system is positively affected where the franchisor seeks to select franchisees whose entrepreneurial values are congruent with those of the system
Original languageEnglish
Pages (from-to)5934–5945
Number of pages11
JournalJournal of Business Research
Issue number12
Early online date28 May 2016
Publication statusPublished - 1 Dec 2016


  • Entrepreneurial franchisee selection
  • organizational identity
  • Franchisor support
  • Franchise system performance


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