University of Hertfordshire

From the same journal

From the same journal

When do franchisors select entrepreneurial franchisees? An organizational perspective

Research output: Contribution to journalArticlepeer-review


  • Anna Watson
  • O. Dada
  • Marko Grunhagen
  • Melody Wollan
View graph of relations
Original languageEnglish
Pages (from-to)5934–5945
Number of pages11
JournalJournal of Business Research
Early online date28 May 2016
Publication statusPublished - 1 Dec 2016


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


© 2016 The Authors. Published by Elsevier Inc. This is an Open Access article made available under the Creative Commons Atribution 4.0 International License (CC BY 4.0) Open Access funded by Economic and Social Research Council.

ID: 7697439