The Dual Role of Communication in Franchise Relationships: A Franchisee Perspective

References

• Agarwal, R., J. Anand, J. Bercovitz, and R. Croson. (2012). “Spillovers across Organizational Architectures: The Role of Prior Resource Allocation and Communication in Post‐Acquisition Coordination Outcomes,” Strategic Management Journal 33(6), 710–733.
   Web of Science ®Google Scholar
• Agarwal, R., R. Croson, and J. Mahoney. (2010). “The Role of Incentives and Communication in Strategic Alliances: An Experimental Investigation,” Strategic Management Journal 31(4), 413–437.
   Web of Science ®Google Scholar
• Altinay, L., M. Brookes, M. Madanoglu, and G. Aktas. (2014a). “Franchisees' Trust in and Satisfaction with Franchise Partnerships,” Journal of Business Research 67(5), 722–728.
   Web of Science ®Google Scholar
• Altinay, L., M. Brookes, R. Yeung, and G. Aktas. (2014b). “Franchisees' Perceptions of Relationship Development in Franchise Partnerships,” Journal of Services Marketing 28(6), 509–519.
   Web of Science ®Google Scholar
• Anderson, E., and B. Weitz. (1989). “Determinants of Continuity in Conventional Industrial Channel Dyads,” Marketing Science 8(4), 310–323.
   Web of Science ®Google Scholar
• Anderson, E., and B. Weitz. (1992). “The Use of Pledges to Build and Sustain Commitment in Distribution Channels,” Journal of Marketing Research 29(1), 18–34.
   Web of Science ®Google Scholar
• Anderson, E. R. (1999). “Sibling, Half Sibling, and Stepsibling Relationships in Remarried Families,” Monographs of the Society for Research in Child Development 64(4), 101–126.
   Google Scholar
• Anderson, J. C., and D. W. Gerbing. (1988). “Structural Equation Modeling in Practice: A Review and Recommended Two‐Step Approach,” Psychological Bulletin 103(3), 411–423.
   Web of Science ®Google Scholar
• Anderson, J. C., and J. A. Narus. (1990). “A Model of Distributor Firm and Manufacturer Firm Working Partnerships,” Journal of Marketing 54(1), 42–58.
   Web of Science ®Google Scholar
• Bagozzi, R. P., and Y. Yi. (1988). “On the Evaluation of Structural Equation Models,” Journal of the Academy of Marketing Science 16(1), 74–94.
   Google Scholar
• Bialaszewski, D., and M. Giallourakis. (1985). “Perceived Communication Skills and Resultant Trust Perceptions within the Channel of Distribution,” Journal of the Academy of Marketing Science 13(1), 206–217.
   Google Scholar
• Bleeke, J., and D. Ernst. (1993). Collaborating to Compete. New York: Wiley.
   Google Scholar
• Boyle, B., F. R. Dwyer, R. Robicheaux, and J. Simpson. (1992). “Influence Strategies in Marketing Channels: Measures and Use in Different Relationship Structures,” Journal of Marketing Research 29(4), 462–473.
   Web of Science ®Google Scholar
• Brody, G. H. (1998). “Sibling Relationship Quality: Its Causes and Consequences,” Annual Review of Psychology 49, 1–24.
   PubMed Web of Science ®Google Scholar
• Cannon, J. P., R. S. Achrol, and G. T. Gundlach. (2000). “Contracts, Norms, and Plural Form Governance,” Journal of the Academy of Marketing Science 28(2), 180–194.
   Web of Science ®Google Scholar
• Chiou, J.‐S., and C. Droge. (2015). “The Effects of Standardization and Trust on Franchisees' Performance and Satisfaction: A Study on Franchise Systems in the Growth Stage,” Journal of Small Business Management 53(1), 129–144.
   Web of Science ®Google Scholar
• Chiou, J.‐S., C.‐H. Hsieh, and C.‐H. Yang. (2004). “The Effect of Franchisors' Communication, Service Assistance, and Competitive Advantage on Franchisees' Intentions to Remain in the Franchise System,” Journal of Small Business Management 42(1), 19–36.
   Web of Science ®Google Scholar
• Davis, P. J. (2004). “Effective Communication Strategies in a Franchise Organization,” Corporate Communications: An International Journal 9(4), 276–282.
   Google Scholar
• Davis, P. J. (2012). “A Model for Strategy Implementation and Conflict Resolution in the Franchise Business,” Strategy and Leadership 40(5), 32–38.
   Google Scholar
• Dickey, M. H. (2003). “The Effect of Electronic Communication among Franchisees on Franchisee Compliance,” Journal of Marketing Channels 10(3/4), 111–132.
   Google Scholar
• Dolbec, P.‐Y., and J.‐C. Chebat. (2013). “The Impact of a Flagship vs. a Brand Store on Brand Attitude, Brand Attachment and Brand Equity,” Journal of Retailing 89(4), 460–466.
   Web of Science ®Google Scholar
• Dwyer, F. R., and S. Oh. (1987). “Output Sector Munificence Effects on the Internal Political Economy of Marketing Channels,” Journal of Marketing Research 24(4), 347–358.
   Web of Science ®Google Scholar
• Dwyer, F. R., P. H. Schurr, and S. Oh. (1987). “Developing Buyer‐Seller Relationships,” Journal of Marketing 51(2), 11–27.
   Web of Science ®Google Scholar
• Etgar, M. (1979). “Sources and Types of Intra‐Channel Conflict,” Journal of Retailing 55, 61–78.
   Web of Science ®Google Scholar
• Finch, J. F., M. A. Okun, M. Barrera, A. J. Zautra, and J. W. Reich. (1989). “Positive and Negative Social Ties among Older Adults: Measurement Models and the Prediction of Psychological Distress and Well‐Being,” American Journal of Community Psychology 17(5), 585–605.
   PubMed Web of Science ®Google Scholar
• Fiore, J., J. Becker, and D. B. Coppel. (1983). “Social Network Interactions: A Buffer or a Stress,” American Journal of Community Psychology 11(4), 423–439.
   PubMed Web of Science ®Google Scholar
• Fornell, C., and D. F. Larcker. (1981). “Evaluating Structural Equation Models with Unobservable Variables and Measurement Error,” Journal of Marketing Research 18(1), 39–50.
   Web of Science ®Google Scholar
• Garbarino, E., and M. S. Johnson. (1999). “The Different Roles of Satisfaction, Trust, and Commitment in Customer Relationships,” Journal of Marketing 63(2), 70–87.
   Web of Science ®Google Scholar
• Gaski, J. F., and J. R. Nevin. (1985). “The Differential Effects of Exercised and Unexercised Power Sources in a Marketing Channel,” Journal of Marketing Research 22(2), 130–142.
   Web of Science ®Google Scholar
• Gassenheimer, J. B., D. B. Baucus, and M. S. Baucus. (1996). “Cooperative Arrangements among Entrepreneurs: An Analysis of Opportunism and Communication in Franchise Structures,” Journal of Business Research 36(1), 67–79.
   Web of Science ®Google Scholar
• Grünhagen, M., and M. J. Dorsch. (2003). “Does the Franchisor Provide Value to Franchisees? Past, Current, and Future Value Assessments of Two Franchise Types,” Journal of Small Business Management 41(4), 366–384.
   Web of Science ®Google Scholar
• Hair, J. F. Jr., W. C. Black, B. J. Babin, and R. E. Anderson. (2009). Multivariate Data Analysis, 7th ed. Upper Saddle River, NJ: Prentice‐Hall.
   Google Scholar
• Heide, J. B., and G. John. (1992). “Do Norms Matter in Marketing Relationships?,” Journal of Marketing 56(2), 32–44.
   Web of Science ®Google Scholar
• Herz, M., C. Hutzinger, H. Seferagic, and J. Windsperger. (2016). “Trust, Decision Rights Delegation, and Performance—The Case of Franchising,” Journal of Small Business Management 54(3), 973–991.
   Web of Science ®Google Scholar
• Hing, N. (1995). “Franchisee Satisfaction: Contributors and Consequences,” Journal of Small Business Management 33(2), 12–25.
   Web of Science ®Google Scholar
• Holt‐lunstad, J., and B. D. Clark. (2014). “Social Stressors and Cardiovascular Response: Influence of Ambivalent Relationships and Behavioral Ambivalence,” International Journal of Psychophysiology 93(3), 381–389.
   Web of Science ®Google Scholar
• Jap, S. D., and S. Ganesan. (2000). “Control Mechanisms and the Relationship Life Cycle: Implications for Safeguarding Specific Investments and Developing Commitment,” Journal of Marketing Research 37(2), 227–245.
   Web of Science ®Google Scholar
• Jaworski, B. J., and A. K. Kohli. (1993). “Market Orientation: Antecedents and Consequences,” Journal of Marketing 57(3), 53–70.
   Web of Science ®Google Scholar
• Joshi, A. (2009). “Continuous Supplier Performance Improvement: Effects of Collaborative Communication and Control,” Journal of Marketing 73(1), 133–150.
   Web of Science ®Google Scholar
• Kang, B., and S. Oh. (2005). “An Empirical Study on Moderation Effects of Environmental Uncertainty on Processes of Promoting and Mitigating Dissolution Intention,” Korean Management Review 34(5), 1501–1533.
   Google Scholar
• Karpen, I. O., L. L. Bove, B. A. Lukas, and M. J. Zyphur. (2015). “Service‐Dominant Orientation: Measurement and Impact on Performance Outcomes,” Journal of Retailing 91(1), 89–108.
   Web of Science ®Google Scholar
• Keith, J., D. Jackson, Jr., and L. Crosby. (1990). “Effects of Alternative Types of Influence Strategies under Different Channel Dependence Structures,” Journal of Marketing 54(3), 30–41.
   Web of Science ®Google Scholar
• Kumar, N., L. K. Scheer, and J. B. E. M. Steenkamp. (1995). “The Effects of Perceived Interdependence on Dealer Attitudes,” Journal of Marketing Research 32(3), 348–356.
   Web of Science ®Google Scholar
• Lim, J., and L. Frazer. (2002). “Introducing Franchising Regulation: An Analysis of the Australian Franchising Code of Conduct,” Journal of Marketing Channels 10(2), 39–56.
   Google Scholar
• Mackinnon, C. E. (1989). “An Observational Investigation of Sibling Interactions in Married and Divorced Families,” Developmental Psychology 25(1), 36–44.
   Web of Science ®Google Scholar
• Mark, K. M., and A. Pike. (2017). “Links between Marital Quality, the Mother‐Child Relationship and Child Behavior: A Multi‐Level Modeling Approach,” International Journal of Behavioral Development 41(2), 285–294.
   Web of Science ®Google Scholar
• Meek, W. R., B. Davis‐sramek, M. S. Baucus, and R. N. Germain. (2011). “Commitment in Franchising: The Role of Collaborative Communication and a Franchisee's Propensity to Leave,” Entrepreneurship Theory and Practice 35(3), 559–581.
   Web of Science ®Google Scholar
• Mohr, J., R. J. Fisher, and J. R. Nevin. (1996). “Collaborative Communication in Interfirm Relationships: Moderating Effects of Integration and Control,” Journal of Marketing 60(3), 103–115.
   Web of Science ®Google Scholar
• Mohr, J., and J. R. Nevin. (1990). “Communication Strategies in Marketing Channels: A Theoretical Perspective,” Journal of Marketing 54(4), 36–51.
   Web of Science ®Google Scholar
• Moorman, C., R. Deshpande, and G. Zaltman. (1993). “Factors Affecting Trust in Market Research Relationships,” Journal of Marketing 57(1), 81–101.
   Web of Science ®Google Scholar
• Morgan, R. M., and S. D. Hunt. (1994). “The Commitment‐Trust Theory of Relationship Marketing,” Journal of Marketing 58(3), 20–38.
   Web of Science ®Google Scholar
• Morrison, K. A. (1997). “How Franchise Job Satisfaction and Personality Affects Performance, Organizational Commitment, Franchisor Relations, and Intention to Remain,” Journal of Small Business Management 35(3), 39–67.
   Web of Science ®Google Scholar
• Newsom, J. T., M. Nishihiba, D. L. Morgan, and K. S. Rook. (2003). “The Relative Importance of Three Domains of Positive and Negative Social Exchanges: A Longitudinal Model with Comparable Measures,” Psychology and Aging 18(4), 746–754.
   PubMed Web of Science ®Google Scholar
• Palmatier, R. W., R. P. Dant, and D. Grewal. (2007). “A Comparative Longitudinal Analysis of Theoretical Perspectives of Interorganizational Relationship Performance,” Journal of Marketing 70(4), 136–153.
   Google Scholar
• Paswan, A. K., C. M. Wittmann, and J. A. Young. (2004). “Intra, Extra, and Internets in Franchise Network Organizations,” Journal of Business‐to‐Business Marketing 11(1/2), 103–127.
   Google Scholar
• Perrigot, R., G. Basset, and G. Cliquet. (2011). “Multi‐Channel Communication: The Case of Subway Attracting New Franchisees in France,” International Journal of Retail and Distribution Management 39(6), 434–455.
   Google Scholar
• Perrigot, R., M. Kacker, G. Basset, and G. Cliquet. (2012). “Antecedents of Early Adoption and Use of Social Media Networks for Stakeholder Communications: Evidence from Franchising,” Journal of Small Business Management 50(4), 539–565.
   Web of Science ®Google Scholar
• Podsakoff, P. M., S. M. Mackenzie, J. Lee, and N. P. Podsakoff. (2003). “Common Method Variance in Behavioral Research: A Critical Review of the Literature and Recommended Remedies,” Journal of Applied Psychology 88(5), 879–903.
   PubMed Web of Science ®Google Scholar
• Rindfleisch, A., and C. Moorman. (2001). “The Acquisition and Utilization of Information in New Product Alliances: A Strength‐of‐Ties Perspective,” Journal of Marketing 65(2), 1–18.
   Web of Science ®Google Scholar
• Rodríguez, N. G., M. J. S. Pére, and J. A. T. Gutiérrez. (2005). “Dependence as a Moderator in the Relationship between Franchisors and Franchisees the Case of Services Franchises,” Journal of Marketing Channels 13(2), 3–27.
   Google Scholar
• Samaha, S. A., R. W. Palmatier, and R. P. Dant. (2011). “Poisoning Relationships: Perceived Unfairness in Channels of Distribution,” Journal of Marketing 75(2), 99–117.
   Google Scholar
• Siguaw, J. A., P. M. Simpson, and T. L. Baker. (1998). “Effects of Supplier Market Orientation on Distributor Market Orientation and the Channel Relationship: The Distributor Perspective,” Journal of Marketing 62(3), 99–111.
   Web of Science ®Google Scholar
• Solis‐rodriguez, V., and M. Gonzalez‐diaz. (2012). “How to Design Franchise Contracts: The Role of Contractual Hazards and Experience,” Journal of Small Business Management 50(4), 652–677.
   Web of Science ®Google Scholar
• Song, X. M., J. Xie, and D. Dyer. (2000). “Antecedents and Consequences of Marketing Managers' Conflict‐Handling Behaviors,” Journal of Marketing 64(1), 50–66.
   Web of Science ®Google Scholar
• Srivastava, J., and D. Chakravarti. (2009). “Channel Negotiations with Information Asymmetries: Contingent Influences of Communication and Trustworthiness Reputations,” Journal of Marketing Research 46(3), 557–572.
   Web of Science ®Google Scholar
• Stefanović, S., and M. Stanković. (2014). “The Role of ICT and the Internet in the Development of Franchise Systems,” Economic Themes 52(4), 419–446.
   Google Scholar
• Stephen, A. T., and L. V. Coote. (2007). “Interfirm Behavior and Goal Alignment in Relational Exchanges,” Journal of Business Research 60(4), 285–295.
   Web of Science ®Google Scholar
• Tikoo, S. (2005). “Franchisor Use of Influence and Conflict in a Business Format Franchise System,” International Journal of Retail and Distribution Management 33(5), 329–342.
   Google Scholar
• Turillo, C. J., R. Folger, J. J. Lavelle, E. E. Umphress, and J. O. Gee. (2002). “Is Virtue Its Own Reward? Self‐Sacrificial Decisions for the Sake of Fairness,” Organizational Behavior and Human Decision Processes 89(1), 839–865.
   Web of Science ®Google Scholar
• Uchino, B. N., T. W. Smith, and C. A. Berg. (2014). “Spousal Relationship Quality and Cardiovascular Risk: Dyadic Perceptions of Relationship Ambivalence Are Associated with Coronary‐Artery Calcification,” Psychological Science 25(4), 1037–1042.
   Web of Science ®Google Scholar
• Wathne, K. H., and J. B. Heide. (2000). “Opportunism in Interfirm Relationships: Forms, Outcomes, and Solutions,” Journal of Marketing 64(4), 36–51.
   Web of Science ®Google Scholar
• Watson, A., and R. Johnson. (2010). “Managing the Franchisor‐Franchisee Relationship: A Relationship Marketing Perspective,” Journal of Marketing Channels 17(1), 51–68.
   Google Scholar
• Weaven, S. K., D. A. Grace, L. Frazer, and J. Giddings. (2014). “Processual Antecedents of Perceived Channel Conflict in Franchising,” Journal of Business Economics and Management 15(2), 316–334.
   Web of Science ®Google Scholar
• Wieseke, J., S. Alavi, and J. Habel. (2014). “Willing to Pay More, Eager to Pay Less: The Role of Customer Loyalty in Price Negotiations,” Journal of Marketing 78(6), 17–37.
   Web of Science ®Google Scholar
• Williamson, O. E. (1975). Markets and Hierarchies: Analysis and Antitrust Implications. New York: Free Press.
   Google Scholar
• Yang, D., E. Sivadas, B. Kang, and S. Oh. (2012). “Dissolution Intention in Channel Relationships: An Examination of Contributing Factors,” Industrial Marketing Management 41(7), 1106–1113.
   Web of Science ®Google Scholar