Dans cette étude, nous développons et testons un modèle conceptuel de généralisation de la confiance dans les réseaux de franchise à travers les concepts de contrat relationnel et de socialisation organisationnelle. Nous montrons que la confiance peut être généralisée dans un réseau de franchise à travers des mécanismes institutionnels. D’une part, le caractère relationnel du contrat de franchise, gouverné par des normes d’intégrité de rôle, de solidarité, de flexibilité et d’équité, favorise l’émergence de la confiance entre le franchiseur et chaque franchisé. D’autre part, un processus de socialisation institutionnalisée, se traduisant par le partage de valeurs essentielles, le développement d’un sentiment d’appartenance à une même entité et une culture organisationnelle, constitue un vecteur de sentiment de confiance partagé par les membres de réseaux de franchise. Les conséquences de la généralisation de la confiance sont principalement un engagement plus fort des membres, une plus grande propension à coopérer et une plus forte performance individuelle et collective. / In this study, we develop and test a model of trust generalization in franchise networks based on the relational contract theory and organizational socialization concept. We show that trust can emerge between franchisor and any franchisee if the franchise contract is seen as relational governed by norms of role integrity, solidarity, flexibility and equity. Trust between franchisees can follow to a process of institutionalized socialization, who conducts to share essentials values, the same vision on the organization, and the emergence of a corporate culture. Altogether, trust generalization in franchise networks comes from institutional mechanisms of relational contract and a process of institutionalized socialization. We assume that the most important consequences of trust generalization in franchise organizations are more commitment of the franchisees, a better cooperation between all members, and a great performance for all.

The thesis is divided into two parts. The first part deals with theoretical description of franchising, we can find there definition, basic terms and types of franchising, advantages and disadvantages for both parties and there is also a description how to build a franchised business, including pilot operation, operational manual or franchise agreement. The second part is dedicated to practical application of franchising on a concept of kindergarten and nursery.

This dissertation discusses the influence of the Consumer Protection Act No 68 of 2008, the “CPA”, on franchise arguments. It is argued that the provisions of the CPA will lead to the consequences of restoring equality between a franchisee and a franchisor. A franchise agreement is viewed as an ordinary commercial contract, governed by the same legal principles as any other contract. In reality franchising is in fact far beyond a simple contract; it is also used as a governing system. The franchisors create structures whereby their franchisees can be controlled. In order to manage franchisee opportunism such as the unauthorized use of intellectual property and addressing under-performance, an inherent power imbalance was present in favour of franchisors. The CPA introduced certain provisions that address the relationship between franchisors and franchisees by prescribing and controlling the rights and obligations of the parties. As a result, a fair structure is created to regulate the franchise relationship between the parties. The promulgation of the CPA is welcomed by this study and it is submitted that the country’s economy as a whole can only benefit from it. / Dissertation (LLM)--University of Pretoria, 2013. / lmchunu2014 / Mercantile Law / unrestricted

Sammanfattning  Datum: 8/6–2020   Nivå: Kandidatuppsats i företagsekonomi, 15 hp   Institution: Akademin för Ekonomi, Samhälle och Teknik, Mälardalens högskola   Författare: Emil Jansson (96-10-02) Filip Blomqvist (98-02-07) Peter Gustavsson (95-06-25)   Titel: Win–Win? – En kvalitativ studie om franchisetagarens förhållningssätt till de faktorer som påverkar lönsamheten.   Handledare: Kerstin Nilsson   Nyckelord: Franchise, Ledarskap, Effektivitet, Lönsamhet.   Frågeställning: - Hur påverkar franchisekonceptet lönsamhet?                           - Hur påverkar ledarskapet lönsamheten?                             - Hur påverkar effektiviteten lönsamheten?   Syfte: Studiens syfte är att undersöka och ta reda på hur faktorerna franchise, ledarskap och effektivitet påverkar lönsamheten hos franchisetagare inom försäkringsbranschen.   Metod: I denna studie har en kvalitativ forskningsmetodik tillämpats. Empirin består av åtta semistrukturerade intervjuer. Ett deduktivt tillvägagångssätt har tillämpats.   Slutsats: Några av faktorerna som påverkar lönsamhet är franchise, ledarskap och effektivitet. Dessa faktorer är inget som aktivt arbetas med inom de kontor som studerats. För att påverka lönsamheten behöver kontoren aktivt arbeta med dessa tre faktorer för att både franchisetagaren och franchisegivaren ska nå en högre lönsamhet och mer gynnsamma förhållanden. / Abstract   Date: 8/6–2020   Level: Bachelor thesis in Business Administration, 15 cr   Institution: School of Business, Society and Engineering, Mälardalen University   Authors: Emil Jansson (96-10-02) Filip Blomqvist (98-02-07) Peter Gustavsson (95-06-25)   Title: Win–Win? - A qualitative study of the franchisee's approach to the factors affecting profitability   Tutor: Kerstin Nilsson   Keywords: Franchise, Ledarskap, Effektivitet, Lönsamhet.   Research questions: - How does the franchise concept affect profitability?   - How does leadership affect profitability?                             - How does efficiency affect profitability?   Purpose: The purpose of the study is to investigate and find out how the factors of franchise, leadership and efficiency affect the profitability of franchisees in the insurance industry.   Method: In this study, a qualitative research methodology has been applied. The empirical data consists of eight semi-structured interviews. A deductive approach has been applied.   Conclusion: Some off the factors that affect profitability are franchise, leadership and efficiency. These factors are not something that is actively worked on within the offices studied. In order to influence profitability, the offices need to actively work on these three factors in order for both the franchisee and the franchisor to achieve higher profitability and more favorable conditions.

Thesis (MAcc)--University of Stellenbosch, 2010. / AFRIKAANSE OPSOMMING: Franchise besighede is ʼn alledaagse verskynsel in die Suid-Afrikaanse en Internasionale besigheidswêreld. Ingevolge afdeling 12(2)(c) van Regulasie 287 van die Petroleum Produkte Wet No. 120 van 1977 word ʼn groothandelaar van petroleum produkte verbied om ʼn kleinhandellisensie te besit anders as vir doeleindes van opleiding. Die gevolg hiervan is dat petroleum maatskappye gebruik maak van franchisehouers om hulle vulstasies en geriefswinkels namens hulle te bedryf aangesien die franchisehouers toegelaat word om kleinhandellisensies te besit vir besigheidsdoeleindes. Die konsep van ʼn franchise is daarop gebaseer dat ʼn franchisehouer die franchise van ʼn bestaande, en dikwels welvarende, besigheid bekom vanaf ʼn franchisegewer en dan die besigheid onder die vaandel van daardie franchise bedryf. Die franchisehouer betaal dikwels ʼn eenmalige enkelbedrag franchisefooi aan die franchisegewer en addisioneel daartoe ʼn deurlopende franchisefooi, gewoonlik op ʼn maandelikse basis. Die deurlopende franchisefooi word normaalweg bereken as ʼn persentasie van omset van die franchise besigheid, of dit word bereken volgens ʼn alternatiewe formule of metode soos uiteengesit in die betrokke franchise-ooreenkoms. Wanneer franchisehouers hul inkomstebelasting vir ʼn spesifieke jaar van aanslag bereken, word hulle gekonfronteer met die vraag oor hoe om die franchisefooie vir inkomstebelastingdoeleindes te hanteer. Die inkomstebelasting hantering van die eenmalige enkelbedrag franchisefooi blyk meer onduidelik te wees as dié van die deurlopende fooi. Die bewoording wat in die franchise-ooreenkoms gebruik word om hierdie eenmalige enkelbedrag te omskryf is dikwels vaag en verg verdere interpretasie wat uit die aard van die saak die korrekte inkomstebelasting hantering daarvan bemoeilik. Hierdie studie stel gevolglik ondersoek in na die inkomstebelastinghantering van franchisefooie betaalbaar deur die franchisehouers in die Suid-Afrikaanse petroleumbedryf ingevolge die Suid-Afrikaanse Inkomstebelastingwet No. 58 van 1962. / ENGLISH ABSTRACT: Franchise businesses are an everyday occurrence in the South African and International business world. A wholesaler of petroleum products is prohibited in terms of section 12(2)(c) of Regulation 287 of the Petroleum Products Act No. 120 of 1977 to own a retail license for purposes other than that of training. As a result, petroleum companies make use of franchises where the franchisee is allowed to own a retail license and is therefore able to operate a service station and convenience store on the companies’ behalf. The concept of a franchise is based on the principle that a franchisee obtains the franchise of an existing, often prosperous, business from a franchisor, and then operates the business under the banner of this franchise. The franchisee usually pays a once-off lump sum fee and in addition to this fee a continuous franchise fee, usually on a monthly basis. The continuous franchise fee is usually calculated as a percentage of the turnover of the franchise business, or it is calculated using an alternative formula or method as set out in the franchise agreement. Franchisees are confronted with the question on how to treat the payment of the franchise fees for income tax purposes when they calculate their income tax liability for a specific year of assessment. The income tax treatment of the once-off lump sum franchise fee seems to be less clear than that of the continuous franchise fee. The wording used in franchise agreements to define and describe the once-off fee is often vague and requires further interpretation. This encumbers the correct income tax treatment of the fee. This study therefore investigates the income tax treatment of franchise fees payable by franchisees in the South African petroleum industry in terms of the South African Income Tax Act No. 58 of 1962.

Redes de franquia constituem um tipo de arranjo híbrido de governança onde, normalmente, lojas próprias e franqueadas operam sob uma mesma marca e formato de negócios. Considerando que taxas de franquia (fixas e variáveis) estão entres as principais fontes de receita do franqueador senão a principal, este trabalho tem por objetivo identificar evidências quanto a fixação destas taxas por redes de franquia. A variação de tais taxas é comparada à capacidade de monitoramento das redes, considerando que custos de monitoramento são influenciados pelo nível de dispersão geográfica das unidades das redes. Verifica-se também o efeito de variáveis que tornam o monitoramento a distância mais factível e eficiente, o que modera o custo de monitorar unidades a distância. Para tal objetivo, um total de 376 redes associadas à Associação Brasileira de Franchising (ABF) são investigadas em uma análise cross-section tendo como base o ano de 2011. Os resultados indicam que, de fato, custos de monitoramento levam as redes a praticarem taxas menores como forma de incentivar e motivar franqueados. Porém, características das redes com relação a maior nível monitoramento mitiga tal efeito. Os resultados são mais claros para taxas variáveis de franquia (royalties). Também se constatou que as taxas de franquias não apresentam efeito substitutivo entre elas, ou seja, não são inversamente proporcionais, o que indica uma diferenciação do cenário brasileiro em relação a outros países. / Franchise chains are a type of hybrid arrangement of governance, which usually owned and franchised stores operate under the same brand and business format. Considering that franchise fees (fixed and variable) are among the main sources of the franchisor´s income, (otherwise the franchisor\'s major source), this paper aims to identify evidence for setting these fees for franchise chains. The variation of such fees is compared to the chains monitoring capacity, considering that monitoring costs are influenced by the geographical dispersion level of the units of the chains. There is also the effect of variables that make the remote monitoring more feasible and efficient, which moderates the cost of monitoring distance units. To this aim, 376 chains associated with the Brazilian Franchising Association (ABF) are investigated in a cross-section analysis based in 2011. The results indicate that, in fact, monitoring costs lead the networks to practice lower rates as a way to encourage and motivate franchisees. However, chains characteristics related to higher-level of monitoring mitigates this effect. The results are more evident to franchise variable fees (royalties). It was also found that franchises fees show no substitute effect between them, ie they are not inversely proportional, which indicates a differentiation of the Brazilian scenery in relation to other countries.

O Franchising apresentou um crescimento expressivo no Brasil nas últimas duas décadas. O principal marco regulatório se deu com o advento da Lei 8.955 de 1994. Tal crescimento é expresso tanto em número de franquias instaladas, quanto na diversidade dos segmentos das mesmas. Em função disso, uma questão recorrente é justamente saber à qual franquia o pretenso franqueado deve aderir dada uma gama de opções colocada à sua disposição pelo mercado. Com o objetivo de auxiliar a solução desse problema, o presente trabalho propõe uma sistemática baseada no uso de método multicritério e simulação. Primeiramente são identificados tanto na literatura, quanto em coleta de informações provenientes de trabalhos de campo, os critérios balizadores da escolha de franquias. Posteriormente e com base nestes critérios, realizam-se análises de cunho econômico financeiro onde geram-se como produtos dois rankings: Um proveniente do uso de método de decisão multicritério e outro proveniente de avaliação rentabilidade-risco realizada através do uso de simulação. Assim, considerando semelhanças e diferenças entre esses dois rankings, um pretenso franqueado poderia, seguindo esta proposta de sistemática estruturada, optar pela adesão à franquia mais atraente. Essa é a principal contribuição de cunho prático. Já a principal contribuição de cunho acadêmico é suprir lacunas existentes na literatura, principalmente pelo fato de tratar o assunto franchising conjugado com o uso de métodos estatísticos e matemáticos. / In the last two decades franchising has grown significantly in Brazil. The main regulation mark occurred with the advent of 8.955/1994 Franchise Law. Such growth is expressed both in the number of franchises installed as well in the diversity of their segments. Accordingly, a recurring issue is the question to which franchise the prospective franchisee must choose considering a range of options at its disposal in the market. With the objective of helping to solve this problem, the present work proposes a system based on the use of multicriteria method and simulation. Firstly, the criteria for choosing franchises are identified both in the literature and in the collection of information from work fields. Subsequently, based on these criteria, economic and financial analysis is carried out where two rankings are generated as products: One deriving from the use of a multi-criteria decision method and the other one from a profitability-risk valuation carried out through the use of simulation. Thus, considering similarities and differences between these two rankings, a prospective franchisee could, following this proposal of structured system choose the most attractive franchise. This is the main practical contribution since the main benefit of academic nature is to fill gaps in the literature, mainly to deal with the franchising subject in conjunction with the use of statistical and mathematical methods.

Bakgrund: Livsmedelsförsäljningen online befinner sig i den mest expansiva fasen i branschens historia. Det är svårt att hitta en prisnivå som täcker de tillkommande kostnaderna som onlinehandeln medför och som kunderna är villiga att betala. Den decentraliserade styrningen och det självständiga ägandet som ICA innehar står i konflikt med hur en effektiv e-handel bedrivs. Det råder således många frågetecken kring hur onlinehandeln för dagligvaror ska bli ekonomiskt hållbar. Syfte: Studien syftar till att genom en fallstudie undersöka och förklara upplevda möjligheter och utmaningar som har uppstått vid implementeringen av e- handeln inom dagligvaruhandeln. Vidare syftar studien till att undersöka och förklara hur den decentraliserade styrningen har påverkat upplevda möjligheter och utmaningar samt hur organisationen arbetar för att skapa en ekonomiskt hållbar affärsmodell. Genomförande: Studien är en fallstudie av kvalitativ karaktär där empirin har samlats in genom semi-strukturerade intervjuer med representanter från ICA-butiker och ICA Sverige. Den abduktiva ansatsen har möjliggjort en djupare förståelse av fenomenet då empirin och teorin har utvecklats och bearbetats under studiens gång. Slutsats: Studiens resultat visar på flertalet möjligheter och utmaningar som är relaterade till organisation, internt nätverk samt kundrelation. Möjligheter som har uppstått är bland annat; nya marknadsandelar, ökad kundkännedom samt ökat kundvärde. Utmaningar som har uppstått är bland annat; ökad konkurrens, prissättningsproblematik, ineffektiv plockningsprocess och en enhetlig bild av företaget. Vissa av dessa är specifikt relaterade till den decentraliserade styrningen och franchiseägandet och andra är oberoende av organisations- och distributionsstruktur. En ekonomiskt hållbar affärsmodell skapas genom bland annat; motiverade medarbetare; nyttjande av lastbilens fulla kapacitet samt en framåtanda som genomsyrar hela organisationen. / Background: Online grocery shopping is in its most expansive phase in history. It is difficult to find a price level that covers the additional costs related to e-commerce and the customer’s willingness to pay. The decentralised control and the franchise ownership ICA possesses is in conflict with an effective e- commerce. Therefore, there are several questions about how e-commerce for groceries can be economic sustainable. Purpose: The purpose of this study is to examine and explain perceived opportunities and challenges that have emerged by the implementation of e-commerce. Furthermore, the study aims to examine and explain how the decentralised control has affected perceived opportunities and challenges and how the organisation works with creating an economic sustainable business model. Completion: This is a case study based on a qualitative method and the data has been gathered through semi structured interviews with representatives from ICA stores and ICA Sverige. The abductive research approach has enabled a deeper understanding of the phenomenon by allowing the data and theory to adapt during the process. Conclusion: The result of the study displays several opportunities and challenges related to organisation, internal network and customer relationship. Opportunities that have emerged are for example; new market shares, increased customer knowledge and increased customer value. Challenges that have emerged are for example; increased competition, pricing problems, ineffective picking process and a homogenous picture of the company. Some of these challenges are specifically related to the decentralised control and the franchise ownership while other are neither affected by the organisation- nor distribution structure. An economic sustainable business model is created by, for example, motivated employees, usage of the truck’s full capacity and a forward thinking that influences the entire organisation.

<p>Problem: On the basis of the franchisees role and how he look up on his role in his business, should one like the Swedish Law applies characterize the franchisees role as the role of a contractor?</p><p>Purpose: The purpose with this research is too survey the franchisee in his business and how he looks upon his role as a franchisee and see if this like the Swedish Law states be characterized as the role of a contractor.</p><p>Methodology: By doing a proportional stratified selection within the the Swedish Franchising community, nine semi structured interviews has been made. The empirical foundation of these interviews has been concentrated and analysed with the support of the chosen theories. The result of the analysis has created the conclusion.</p><p>Theoretical perspectives: The research is built up of three angels of approach; the role, the business and the economy within the franchisee and the contractor. The three approaches aim too illustrate the role of the franchisee, the franchisees role in the business and the economical effects in franchising. The approaches that are being used is not theories but models of standards.</p><p>Empirical foundation: The empirical foundation of the study is consisting of the answers of the nine franchisees. They have been contracted to Gallerix, MakeUpStore, SpecsaversBlic, Subway och 7 – Eleven.</p><p>Analysis / Result:</p><p>The study lead to an extension of the chosen theories. Similarities and differences has been identified and analysed. These are the base and the ground for the conclusion.</p><p>Conclusion: The franchisee should not be named contractor like the Swedish Law applies with the focus on the role, business and economy.</p> / <p>Problem: Utifrån franchisetagares roll och hur denne ser på sin roll i sin affärsverksamhet, bör man som i juridisk aspekt karaktärisera franchisetagarens roll som den av en egenföretagares eller är denna roll av annan karaktär?</p><p>Syfte: Syftet med studien är att kartlägga franchisetagaren i sin affärsverksamhet samt hur de själva ser på sin roll och om denna roll kan likt juridiska aspekter karaktäriseras som egenföretagare.</p><p>Metod: Genom ett proportionellt stratifierat urval via Svenska Franchiseföreningen har det genomförts nio stycken semistrukturerade intervjuer. Den framkomna empirin har sedan sammanställts och analyserats med stöd av den valda teorin. Resultatet av analysen har slutligen mynnat ut i slutsatsen för studien.</p><p>Teori: Undersökningen är uppbyggd kring tre infallsvinklar som ser till rollen, verksamheten och ekonomin hos franchisetagaren och egenföretagaren. De tre infallsvinklarna belyser rollen franchisetagare, franchisetagarens roll i verksamheten och den ekonomiska effekten kring franchise. De infallsvinklar som används är inga teorier utan modeller för vardera område.</p><p>Empiri: Studiens empiri är en sammanställning från de nio intervjuer som genomförts, de intervjuade har varit franchisetagare till Gallerix, MakeUpStore, SpecsaversBlic, Subway och 7 – Eleven.</p><p>Analys/Resultat: Studien har lett fram till en utvidgning av de valda teorierna. Likheter och skillnader har identifierats och behandlats. Dessa har sedan lagt grund för slutsatsen.</p><p>Slutsats: Franchisetagare bör inte benämnas egenföretagare likt juridisk mening med avseende på rollen, verksamheten och ekonomin.</p>

Problem: On the basis of the franchisees role and how he look up on his role in his business, should one like the Swedish Law applies characterize the franchisees role as the role of a contractor? Purpose: The purpose with this research is too survey the franchisee in his business and how he looks upon his role as a franchisee and see if this like the Swedish Law states be characterized as the role of a contractor. Methodology: By doing a proportional stratified selection within the the Swedish Franchising community, nine semi structured interviews has been made. The empirical foundation of these interviews has been concentrated and analysed with the support of the chosen theories. The result of the analysis has created the conclusion. Theoretical perspectives: The research is built up of three angels of approach; the role, the business and the economy within the franchisee and the contractor. The three approaches aim too illustrate the role of the franchisee, the franchisees role in the business and the economical effects in franchising. The approaches that are being used is not theories but models of standards. Empirical foundation: The empirical foundation of the study is consisting of the answers of the nine franchisees. They have been contracted to Gallerix, MakeUpStore, SpecsaversBlic, Subway och 7 – Eleven. Analysis / Result: The study lead to an extension of the chosen theories. Similarities and differences has been identified and analysed. These are the base and the ground for the conclusion. Conclusion: The franchisee should not be named contractor like the Swedish Law applies with the focus on the role, business and economy. / Problem: Utifrån franchisetagares roll och hur denne ser på sin roll i sin affärsverksamhet, bör man som i juridisk aspekt karaktärisera franchisetagarens roll som den av en egenföretagares eller är denna roll av annan karaktär? Syfte: Syftet med studien är att kartlägga franchisetagaren i sin affärsverksamhet samt hur de själva ser på sin roll och om denna roll kan likt juridiska aspekter karaktäriseras som egenföretagare. Metod: Genom ett proportionellt stratifierat urval via Svenska Franchiseföreningen har det genomförts nio stycken semistrukturerade intervjuer. Den framkomna empirin har sedan sammanställts och analyserats med stöd av den valda teorin. Resultatet av analysen har slutligen mynnat ut i slutsatsen för studien. Teori: Undersökningen är uppbyggd kring tre infallsvinklar som ser till rollen, verksamheten och ekonomin hos franchisetagaren och egenföretagaren. De tre infallsvinklarna belyser rollen franchisetagare, franchisetagarens roll i verksamheten och den ekonomiska effekten kring franchise. De infallsvinklar som används är inga teorier utan modeller för vardera område. Empiri: Studiens empiri är en sammanställning från de nio intervjuer som genomförts, de intervjuade har varit franchisetagare till Gallerix, MakeUpStore, SpecsaversBlic, Subway och 7 – Eleven. Analys/Resultat: Studien har lett fram till en utvidgning av de valda teorierna. Likheter och skillnader har identifierats och behandlats. Dessa har sedan lagt grund för slutsatsen. Slutsats: Franchisetagare bör inte benämnas egenföretagare likt juridisk mening med avseende på rollen, verksamheten och ekonomin.