TY  - JOUR
CY  - London.
ID  - publications44292
UR  - https://publications.ut-capitole.fr/id/eprint/44292/
IS  - n° 1
A1  - Croonen, Evelien
A1  - Van der Bij, Hans
A1  - Perigot, Rosenn
A1  - Herrbach, Olivier
A1  - Akremi, Assâad El
N2  - 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.
VL  - vol. 40
TI  - Who wants to be a franchisee? Explaining individual intentions to become franchisees
AV  - none
EP  - 112
Y1  - 2022/02//
PB  - SAGE Publications.
JF  - International Small Business Journal
KW  - achievement motivation theory, entrepreneurial intentions, franchising, theory of planned behaviour
SN  - 1741-2870
SP  - 90
ER  -