Abstract
Using franchise data, we identify that entrepreneurial characteristics of franchisees partially impact on their opportunistic tendencies. Further, relational contracting increases franchisee opportunism by strengthening the opportunism-enhancing impact of entrepreneurial characteristics. These findings point to a key dilemma franchisors need to be aware of: Entrepreneurially minded franchisees who might be better at exploiting market opportunities for their units may also behave more opportunistically, if given the chance through a more relational contracting regime. At the same time, if they perceive the contractual framework as being too rigid, they may be less able to leverage their capabilities, become dissatisfied, and exit the system.
| Original language | English |
|---|---|
| Pages (from-to) | 279-298 |
| Number of pages | 20 |
| Journal | Journal of Small Business Management |
| Volume | 54 |
| Issue number | 1 |
| Early online date | 15 Jan 2015 |
| DOIs | |
| Publication status | Published - Jan 2016 |
Bibliographical note
This is the peer reviewed version of the following article: Evanschitzky, H., Caemmerer, B., & Backhaus, C. (2015). The franchise dilemma: entrepreneurial characteristics, relational contracting, and opportunism in hybrid governance. Journal of small business management, 54(1), 279-298, which has been published in final form at http://dx.doi.org/10.1111/jsbm.12145. This article may be used for non-commercial purposes in accordance With Wiley Terms and Conditions for self-archiving.Fingerprint
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