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Article Dans Une Revue International Small Business Journal Année : 2022

Who wants to be a franchisee? Explaining individual intentions to become franchisees

Résumé

An important challenge for franchisors is to find individuals with strong intentions to become franchisees that they can actively support in this ambition. We contribute to franchising research by developing and testing a model to explain individual intentions to become franchisees as a specific type of entrepreneurial intention (EI). We combine Achievement Motivation Theory (AMT) with the Theory of Planned Behaviour (TPB) to propose inverted U-shaped associations between individual motivations (i.e. need for achievement and risk-taking propensity), their cognitive assessments of franchising (i.e. attitude towards franchising and perceived behavioural control), and their EI regarding franchising. Our survey of 666 individuals demonstrates that need for achievement impacts attitude towards franchising and perceived behavioural control regarding franchising following respectively inverted U-shaped and declining positive relationships, and they partly mediate the relationships between need for achievement and EI regarding franchising. We find a negative linear association with attitude towards franchising.
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Origine : Publication financée par une institution

Dates et versions

hal-03281669 , version 1 (08-07-2021)
hal-03281669 , version 2 (17-09-2021)

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Evelien Croonen, Hans van Der Bij, Rozenn Perrigot, Assaad El Akremi, Olivier Herrbach. Who wants to be a franchisee? Explaining individual intentions to become franchisees. International Small Business Journal, 2022, 40 (1), pp.90-112. ⟨10.1177/02662426211013669⟩. ⟨hal-03281669v2⟩
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