CROONEN, Evelien; VAN DER BIJ, Hans; PERRIGOT, Rozenn; EL AKREMI, Assaad; HERRBACH, Olivier

doi:10.1177/02662426211013669

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CROONEN, Evelien
University of Groningen [Groningen]

VAN DER BIJ, Hans
University of Groningen [Groningen]

PERRIGOT, Rozenn
Université de Rennes [UR]
Centre de recherche en économie et management [CREM]

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Ce document a été publié dans

International Small Business Journal. 2022-02, vol. 40, n° 1, p. 90-112

Résumé en anglais

An important challenge for franchisors is to find individuals with strong intentions to become franchisees that they can actively support in this ambition. We contribute to franchising research by developing and testing a model to explain individual intentions to become franchisees as a specific type of entrepreneurial intention (EI). We combine Achievement Motivation Theory (AMT) with the Theory of Planned Behaviour (TPB) to propose inverted U-shaped associations between individual motivations (i.e. need for achievement and risk-taking propensity), their cognitive assessments of franchising (i.e. attitude towards franchising and perceived behavioural control), and their EI regarding franchising. Our survey of 666 individuals demonstrates that need for achievement impacts attitude towards franchising and perceived behavioural control regarding franchising following respectively inverted U-shaped and declining positive relationships, and they partly mediate the relationships between need for achievement and EI regarding franchising. We find a negative linear association with attitude towards franchising.< Réduire

Mots clés en anglais

franchising

theory of planned behaviour

achievement motivation theory

entrepreneurial intentions