IDEAS home Printed from https://ideas.repec.org/a/taf/ujbmxx/v41y2003i2p187-204.html
   My bibliography  Save this article

Convert to Compete: Competitive Advantage through Conversion Franchising

Author

Listed:
  • Richard C. Hoffman
  • John F. Preble

Abstract

This paper offers an in–depth treatment of conversion franchising, where new franchisees are added to a franchised system by recruiting existing independent entrepreneurs or competitors’ franchisees. The first part of the paper examines conversion franchising as a source of competitive advantage. This discussion leads to the articulation of four propositions. The second part of the paper looks at the empirical results of our study of 72 North American franchisors. Seventy–two percent of these firms use conversion franchising in their domestic markets, and 26 percent use conversions in international locales. The propositions relating to a franchisor's decision to use conversions based on increased levels of experience, economic resources, and to a lesser extent skills/knowledge, all were supported. These results lend support to the literature indicating that resources and skills serve as sources of competitive advantage. Implications for research and practice are discussed.

Suggested Citation

  • Richard C. Hoffman & John F. Preble, 2003. "Convert to Compete: Competitive Advantage through Conversion Franchising," Journal of Small Business Management, Taylor & Francis Journals, vol. 41(2), pages 187-204, April.
    • Handle: RePEc:taf:ujbmxx:v:41:y:2003:i:2:p:187-204
    DOI: 10.1111/1540-627X.00075
    as

    Download full text from publisher

    File URL: http://hdl.handle.net/10.1111/1540-627X.00075
    Download Restriction: Access to full text is restricted to subscribers.
    File URL: https://libkey.io/10.1111/1540-627X.00075?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:taf:ujbmxx:v:41:y:2003:i:2:p:187-204. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Chris Longhurst (email available below). General contact details of provider: http://www.tandfonline.com/ujbm .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.