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The influence of entrepreneurial personality on franchisee performance: A cross-cultural analysis

Author

Listed:
  • A. Watson

    (UH - University of Hertfordshire [Hatfield])

  • O. Dada

    (Lancaster University)

  • B. López-Fernández

    (Universidad de Oviedo = University of Oviedo)

  • Rozenn Perrigot

    (CREM - Centre de recherche en économie et management - UNICAEN - Université de Caen Normandie - NU - Normandie Université - UR - Université de Rennes - CNRS - Centre National de la Recherche Scientifique)

Abstract

Through a survey-based study of 761 franchisees from four countries, the United States, the United Kingdom, France and Spain – this research examines how a franchisee's entrepreneurial personality traits affects the financial and relational performance of franchise units. While there is consensus that franchisee characteristics are important for successful franchise networks, there is a long-standing debate within the franchise literature as to the status, and indeed desirability, of franchisees as entrepreneurs. First, we consider how the personality traits of proactivity, innovativeness and locus of control influence the manifestation of entrepreneurial behaviours within the franchise unit, and both the direct and indirect relationships with unit performance. Second, we explore these relationships in two contexts, one associated with high entrepreneurial values (the United States and the United Kingdom) and another with low entrepreneurial values (France and Spain) to determine if the results are consistent across cultures which value entrepreneurship differently. The results suggest that franchisee performance, in terms of both financial performance and relationship quality, are indirectly enhanced by a proactive disposition, mediated by entrepreneurial behaviours. A direct positive relationship was found between locus of control and performance outcomes, but interestingly, franchisees with more innovative personalities performed less well financially. The relationships between franchisee personality, entrepreneurial orientation (EO) and performance were found to be largely consistent across the two cultural groups. © The Author(s) 2020.

Suggested Citation

  • A. Watson & O. Dada & B. López-Fernández & Rozenn Perrigot, 2020. "The influence of entrepreneurial personality on franchisee performance: A cross-cultural analysis," Post-Print hal-02638431, HAL.
    • Handle: RePEc:hal:journl:hal-02638431
    DOI: 10.1177/0266242620914520
    Note: View the original document on HAL open archive server: https://univ-rennes.hal.science/hal-02638431
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    Citations

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    Cited by:

    1. Kouame Dangui Dorcas & Bekolo Ngoa Celestin & Shao Yunfei, 2021. "Entrepreneurs Traits/Characteristics and Innovation Performance of Waste Recycling Start-Ups in Ghana: An Application of the Upper Echelons Theory among SEED Award Winners," Sustainability, MDPI, vol. 13(11), pages 1-18, May.
    2. Hadjielias, Elias & Dada, Olufunmilola (Lola) & Eliades, Kostas, 2021. "Entrepreneurial process in international multiunit franchise outlets: A social capital perspective," Journal of Business Research, Elsevier, vol. 134(C), pages 13-28.
    3. Ronen Harel & Dafna Schwartz & Dan Kaufmann, 2021. "The relationship between innovation promotion processes and small business success: the role of managers’ dominance," Review of Managerial Science, Springer, vol. 15(7), pages 1937-1960, October.
    4. Saloua Bennaghmouch & Martine Deparis & Hanene Oueslati & Marie-Catherine Paquier & Gerald Cohen & Laurent Grimal & Hocine Sadok, 2021. "Franchise et RSE : impact social et environnemental de la franchise," Working Papers hal-03694438, HAL.
    5. Semrau, Thorsten & Biemann, Torsten, 2022. "When sergeants can outrank generals: Person-organization fit and the performance of franchisees as agents of their franchisor," Journal of Business Venturing, Elsevier, vol. 37(2).
    6. Kusi, Samuel Yaw & Nwoba, Arinze Christian & Adeola, Ogechi & Adedajo, Adedapo & Adjei, Osei Yaw, 2024. "Does entrepreneurial autonomy always drive emerging market SMEs internationalization? An effectual logic perspective," Journal of International Management, Elsevier, vol. 30(3).

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