haku: @author Posselt, T. / yhteensä: 6
viite: 2 / 6
| Tekijä: | Burkle, T. Posselt, T. |
| Otsikko: | Die Auswahl produktiver Mitglieder in Franchisesystemen |
| Lehti: | Schmalenbachs Zeitschrift für Betriebswirtschaftliche Forschung
2003 : MAR, VOL. 55:2, p. 87-111 |
| Asiasana: | FRANCHISING MANAGEMENT ANALYTICAL REVIEW |
| Kieli: | ger |
| Tiivistelmä: | The long-term success of franchise systems depends to a large extent on the ability and willingness of the franchisees to perform. In this contribution the authors analyze the consequences of different management abilities of franchisees. Management abilities are unknown to the franchiser before a potential franchisee enters a system. Selecting franchisees of low ability has strongly adverse consequences for the system. The authors analyze whether an adequate design of royalties and fixed fees allows the franchiser to induce a self- selection process. The question is whether royalties and fixed fees can be fixed so that franchisees with strong management abilities accept the contract whereas candidates with low abilities decline it (original in German). |
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