University of Hertfordshire

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The influence of entrepreneurial personality on franchisee performance: A cross-cultural analysis

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The influence of entrepreneurial personality on franchisee performance: A cross-cultural analysis. / Watson, Anna; Dada, Olufunmilola (Lola); Lopez-Fernandez, Begona; Perrigot, Rozenn.

In: International Small Business Journal, Vol. 38, No. 7, 01.05.2020, p. 605-628.

Research output: Contribution to journalArticlepeer-review

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Watson, Anna ; Dada, Olufunmilola (Lola) ; Lopez-Fernandez, Begona ; Perrigot, Rozenn. / The influence of entrepreneurial personality on franchisee performance: A cross-cultural analysis. In: International Small Business Journal. 2020 ; Vol. 38, No. 7. pp. 605-628.

Bibtex

@article{e6f784ebbd434fa6bd181567ebb23ed2,
title = "The influence of entrepreneurial personality on franchisee performance: A cross-cultural analysis",
abstract = "Through a survey-based study of 761 franchisees from four countries, the United States, the United Kingdom, France and Spain – this research examines how a franchisee{\textquoteright}s entrepreneurial personality traits affects the financial and relational performance of franchise units. While there is consensus that franchisee characteristics are important for successful franchise networks, there is a long-standing debate within the franchise literature as to the status, and indeed desirability, of franchisees as entrepreneurs. First, we consider how the personality traits of proactivity, innovativeness and locus of control influence the manifestation of entrepreneurial behaviours within the franchise unit, and both the direct and indirect relationships with unit performance. Second, we explore these relationships in two contexts, one associated with high entrepreneurial values (the United States and the United Kingdom) and another with low entrepreneurial values (France and Spain) to determine if the results are consistent across cultures which value entrepreneurship differently. The results suggest that franchisee performance, in terms of both financial performance and relationship quality, are indirectly enhanced by a proactive disposition, mediated by entrepreneurial behaviours. A direct positive relationship was found between locus of control and performance outcomes, but interestingly, franchisees with more innovative personalities performed less well financially. The relationships between franchisee personality, entrepreneurial orientation (EO) and performance were found to be largely consistent across the two cultural groups.",
keywords = "entrepreneurial orientation, franchisee performance, innovative personality, locus of control, proactive personality",
author = "Anna Watson and Dada, {Olufunmilola (Lola)} and Begona Lopez-Fernandez and Rozenn Perrigot",
note = "Funding Information: The author(s) disclosed receipt of the following financial support for the research, authorship, and/or publication of this article: This research was partially supported by the Spanish Ministry of Economy and Competitiveness (ECO2017-85704-R). Publisher Copyright: {\textcopyright} The Author(s) 2020.",
year = "2020",
month = may,
day = "1",
doi = "10.1177/0266242620914520",
language = "English",
volume = "38",
pages = "605--628",
journal = "International Small Business Journal",
issn = "0266-2426",
publisher = "SAGE Publications Ltd",
number = "7",

}

RIS

TY - JOUR

T1 - The influence of entrepreneurial personality on franchisee performance: A cross-cultural analysis

AU - Watson, Anna

AU - Dada, Olufunmilola (Lola)

AU - Lopez-Fernandez, Begona

AU - Perrigot, Rozenn

N1 - Funding Information: The author(s) disclosed receipt of the following financial support for the research, authorship, and/or publication of this article: This research was partially supported by the Spanish Ministry of Economy and Competitiveness (ECO2017-85704-R). Publisher Copyright: © The Author(s) 2020.

PY - 2020/5/1

Y1 - 2020/5/1

N2 - Through a survey-based study of 761 franchisees from four countries, the United States, the United Kingdom, France and Spain – this research examines how a franchisee’s entrepreneurial personality traits affects the financial and relational performance of franchise units. While there is consensus that franchisee characteristics are important for successful franchise networks, there is a long-standing debate within the franchise literature as to the status, and indeed desirability, of franchisees as entrepreneurs. First, we consider how the personality traits of proactivity, innovativeness and locus of control influence the manifestation of entrepreneurial behaviours within the franchise unit, and both the direct and indirect relationships with unit performance. Second, we explore these relationships in two contexts, one associated with high entrepreneurial values (the United States and the United Kingdom) and another with low entrepreneurial values (France and Spain) to determine if the results are consistent across cultures which value entrepreneurship differently. The results suggest that franchisee performance, in terms of both financial performance and relationship quality, are indirectly enhanced by a proactive disposition, mediated by entrepreneurial behaviours. A direct positive relationship was found between locus of control and performance outcomes, but interestingly, franchisees with more innovative personalities performed less well financially. The relationships between franchisee personality, entrepreneurial orientation (EO) and performance were found to be largely consistent across the two cultural groups.

AB - Through a survey-based study of 761 franchisees from four countries, the United States, the United Kingdom, France and Spain – this research examines how a franchisee’s entrepreneurial personality traits affects the financial and relational performance of franchise units. While there is consensus that franchisee characteristics are important for successful franchise networks, there is a long-standing debate within the franchise literature as to the status, and indeed desirability, of franchisees as entrepreneurs. First, we consider how the personality traits of proactivity, innovativeness and locus of control influence the manifestation of entrepreneurial behaviours within the franchise unit, and both the direct and indirect relationships with unit performance. Second, we explore these relationships in two contexts, one associated with high entrepreneurial values (the United States and the United Kingdom) and another with low entrepreneurial values (France and Spain) to determine if the results are consistent across cultures which value entrepreneurship differently. The results suggest that franchisee performance, in terms of both financial performance and relationship quality, are indirectly enhanced by a proactive disposition, mediated by entrepreneurial behaviours. A direct positive relationship was found between locus of control and performance outcomes, but interestingly, franchisees with more innovative personalities performed less well financially. The relationships between franchisee personality, entrepreneurial orientation (EO) and performance were found to be largely consistent across the two cultural groups.

KW - entrepreneurial orientation

KW - franchisee performance

KW - innovative personality

KW - locus of control

KW - proactive personality

UR - http://www.scopus.com/inward/record.url?scp=85084529871&partnerID=8YFLogxK

U2 - 10.1177/0266242620914520

DO - 10.1177/0266242620914520

M3 - Article

VL - 38

SP - 605

EP - 628

JO - International Small Business Journal

JF - International Small Business Journal

SN - 0266-2426

IS - 7

ER -