重新认识特许经营业绩:金字塔底层背景下的配置方法

IF 4.5 2区 管理学 Q1 BUSINESS
Robert Newbery, Kevin McKague, Pablo Muñoz, Jonathan Kimmitt
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引用次数: 0

摘要

本文提出并检验了特许经营业绩的新概念框架,该框架借鉴了制度的复杂性,探讨了业绩的企业、市场和关系逻辑之间的相互作用。现有研究借鉴了企业和市场逻辑来解释绩效;然而,这并不能解释加盟商在金字塔底层(BoP)市场等复杂制度环境中的个人绩效,因为在这些市场中,关系逻辑可能更为重要,从而限制了对加盟店绩效的解释。我们利用肯尼亚 58 个特许经营网点的数据,对销售结果进行了配置分析。我们利用模糊集定性比较分析(fsQCA)来描绘出特许经营商表现出更高销售业绩的条件。结果表明,三种不同的配置可以提高销售业绩。我们的结果描绘出了导致加盟商成功的各种因素组合的细微差别,这些因素组合与 BoP 及其他背景相关。
本文章由计算机程序翻译,如有差异,请以英文原文为准。
Reconceptualizing Franchisee Performance: A Configurational Approach in a Base‐of‐the‐Pyramid Context
This paper proposes and tests a new conceptual framing for franchisee performance that draws on institutional complexity to explore the interaction of corporate, market, and relational logics of performance. Extant research draws on corporate and market logics to explain performance; however, this does not explain individual franchisee performance in complex institutional environments such as Base‐of‐the‐Pyramid (BoP) markets where relational logics may be more important, thereby limiting explanations of how franchisee outlets perform. Drawing on data from a network of 58 franchise outlets in the context of Kenya, we conduct a configurational analysis related to sales outcomes. We leverage fuzzy‐set qualitative comparative analysis (fsQCA) to map out the conditions under which franchisees exhibit higher sales performance. Results show that three distinct configurations can lead to increased sales performance. Our results paint a nuanced picture of combinations of factors that result in franchisee success with relevance to the BoP context and beyond.
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来源期刊
CiteScore
10.00
自引率
12.50%
发文量
87
期刊介绍: The British Journal of Management provides a valuable outlet for research and scholarship on management-orientated themes and topics. It publishes articles of a multi-disciplinary and interdisciplinary nature as well as empirical research from within traditional disciplines and managerial functions. With contributions from around the globe, the journal includes articles across the full range of business and management disciplines. A subscription to British Journal of Management includes International Journal of Management Reviews, also published on behalf of the British Academy of Management.
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