University of Hertfordshire

Entrepreneurial orientation rhetoric in franchise organizations: The impact of national culture

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  • Anna Watson
  • O. Dada
  • Owen Wright
  • Rozenn Perrigot
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Original languageEnglish
Number of pages22
JournalEntrepreneurship Theory and Practice
Early online date22 Nov 2017
Publication statusE-pub ahead of print - 22 Nov 2017


This study examines the role of national culture on the entrepreneurial orientation (EO) rhetoric contained within franchisee recruitment promotional materials, where EO rhetoric is defined as the strategic use of words in organizational narratives to convey the risk taking, innovativeness, proactiveness, autonomy and competitive aggressiveness of the firm. The sample comprised 378 franchise organizations, in five different countries (Australia, France, India, South Africa and the UK). The results indicate that franchise systems operating in high uncertainty avoidance and feminine cultures use less entrepreneurially oriented rhetoric, suggesting that EO rhetoric in franchise organizations varies according to different national cultural contexts.


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