Formal control influence on franchisee trust and brand-supportive behavior within franchise networks

YAKIMOVA, Raisa, OWENS, Martin and SYDOW, Jörg (2018). Formal control influence on franchisee trust and brand-supportive behavior within franchise networks. Industrial Marketing Management.

[img]
Preview
PDF
Owens-FormalControlInfluence(VoR).pdf - Published Version
All rights reserved.

Download (962kB) | Preview
Official URL: https://www.sciencedirect.com/science/article/pii/...
Link to published version:: https://doi.org/10.1016/j.indmarman.2018.07.010

Abstract

Although management scholars recognize that intention of formalization influences the manner in which formal controls are applied within organizations, this issue has been largely overlooked in research on strategic alliances including franchise networks. We investigate formalization intent (the way in which controls are initiated and executed) by asking: How do franchisor formal controls promote trust and brand-supportive behavior among franchisees? On the basis of case study research involving retail franchises, we develop a framework that explains how formal controls counter-intuitively promote franchisee brand-supportive behavior via trust-building. Our study contributes to understanding the complementary relationship between formal and social control on promoting partner trust and co-operation. These insights move research beyond the present preoccupation with the complementary influence of formalization degree and content.

Item Type: Article
Research Institute, Centre or Group - Does NOT include content added after October 2018: Sheffield Business School Research Institute > Finance, Accounting and Business Systems
Identification Number: https://doi.org/10.1016/j.indmarman.2018.07.010
Depositing User: Carmel House
Date Deposited: 12 Sep 2018 12:08
Last Modified: 16 Nov 2018 13:16
URI: http://shura.shu.ac.uk/id/eprint/22399

Actions (login required)

View Item View Item

Downloads

Downloads per month over past year

View more statistics

Publication Metrics

Dimensions Badge

Altmetric Badge