A model of trust and compliance in franchise relationships

被引：140

作者：

Davies, Mark A. P. ^{[1
]}

Lassar, Walfried ^{[2
]}

Manolis, Chris ^{[3
]}

Prince, Melvin ^{[4
]}

Winsor, Robert D. ^{[5
]}

机构：

[1] Heriot Watt Univ, Sch Management & Languages, Edinburgh EH14 4AS, Midlothian, Scotland

[2] Florida Int Univ, Dept Mkt, Coll Business, Miami, FL 33199 USA

[3] Xavier Univ, Dept Mkt, Williams Coll Business, Cincinnati, OH 45207 USA

[4] So Connecticut State Univ, Sch Business, Dept Mkt, New Haven, CT 06515 USA

[5] Loyola Marymount Univ, Coll Business Adm, Los Angeles, CA 90045 USA

来源：

JOURNAL OF BUSINESS VENTURING | 2011年 / 26卷 / 03期

关键词：

Franchising; Trust; Satisfaction; Conflict; Compliance; Reciprocity; INTERPERSONAL-TRUST; SOCIAL-STRUCTURE; POWER SOURCES; CHANNEL; SATISFACTION; PERFORMANCE; COMMITMENT; ENTREPRENEURS; OPPORTUNISM; ANTECEDENTS;

D O I：

10.1016/j.jbusvent.2009.09.005

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

Despite the danger of franchisee non-compliance as a severe impediment to overall franchise operation and performance, there is currently minimal understanding of the key factors that lead to these behaviors. Using a foundation of relational exchange theory, we construct and test a model that demonstrates how two distinct forms of trust, based upon perceptions of franchisor integrity and franchisor competence, are critical to explaining the roles that relational conflict and satisfaction play in influencing franchisee compliance. Implications of these findings are then demonstrated to have compelling relevance to the effective management of franchise systems. (C) 2009 Elsevier Inc. All rights reserved.

引用

页码：321 / 340

页数：20

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