RT Journal Article
SR 00
ID 10.1177/02662426211013669
A1 Croonen, Evelien
A1 Van der Bij, Hans
A1 Perigot, Rosenn
A1 Herrbach, Olivier
A1 Akremi, Assâad El
T1 Who wants to be a franchisee? Explaining individual intentions to become franchisees
JF International Small Business Journal
YR 2022
FD 2022-02
VO vol. 40
IS n° 1
SP 90
OP 112
K1 achievement motivation theory, entrepreneurial intentions, franchising, theory of planned behaviour
AB 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.
PB SAGE Publications.
SN 1741-2870
LK https://publications.ut-capitole.fr/id/eprint/44292/