Abstract
| Original language | English |
|---|---|
| Pages (from-to) | 123-135 |
| Number of pages | 13 |
| Journal | Industrial Marketing Management |
| Volume | 76 |
| Early online date | 18 Aug 2018 |
| DOIs | |
| Publication status | Published - 1 Jan 2019 |
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Formal control influence on franchisee trust and brand-supportive behavior within franchise networks. / Yakimova, Raisa; Owens, Martin; Sydow, Jörg.
In: Industrial Marketing Management, Vol. 76, 01.01.2019, p. 123-135.Research output: Contribution to journal › Article
TY - JOUR
T1 - Formal control influence on franchisee trust and brand-supportive behavior within franchise networks
AU - Yakimova, Raisa
AU - Owens, Martin
AU - Sydow, Jörg
PY - 2019/1/1
Y1 - 2019/1/1
N2 - Although management scholars recognize that intention of formalization influences the manner in which formal controls are applied within organizations, this issue has been largely overlooked in research on strategic alliances including franchise networks. We investigate formalization intent (the way in which controls are initiated and executed) by asking: How do franchisor formal controls promote trust and brand-supportive behavior among franchisees? On the basis of case study research involving retail franchises, we develop a framework that explains how formal controls counter-intuitively promote franchisee brand-supportive behavior via trust-building. Our study contributes to understanding the complementary relationship between formal and social control on promoting partner trust and co-operation. These insights move research beyond the present preoccupation with the complementary influence of formalization degree and content.
AB - Although management scholars recognize that intention of formalization influences the manner in which formal controls are applied within organizations, this issue has been largely overlooked in research on strategic alliances including franchise networks. We investigate formalization intent (the way in which controls are initiated and executed) by asking: How do franchisor formal controls promote trust and brand-supportive behavior among franchisees? On the basis of case study research involving retail franchises, we develop a framework that explains how formal controls counter-intuitively promote franchisee brand-supportive behavior via trust-building. Our study contributes to understanding the complementary relationship between formal and social control on promoting partner trust and co-operation. These insights move research beyond the present preoccupation with the complementary influence of formalization degree and content.
KW - Formal control
KW - Social control
KW - Formalization intent (coercive and enabling controls)
KW - Social comparison theory
KW - Expectancy theory
UR - http://www.scopus.com/inward/record.url?scp=85051676368&partnerID=8YFLogxK
U2 - 10.1016/j.indmarman.2018.07.010
DO - 10.1016/j.indmarman.2018.07.010
M3 - Article
VL - 76
SP - 123
EP - 135
JO - Industrial Marketing Management
JF - Industrial Marketing Management
SN - 0019-8501
ER -