The aim of this thesis is to determine possibilities and conditions for extending the concept of franchising in the foregn market and develop a project of establishment of the chain process in the selected country. For the practical part I addressed Czech franchising chain. First, I analyzed the conditions for its extension chain and then I analyzed the conditions for entry to the selected country. In the last part I elaborated a project proposal for the entry of franchising chain Švejk restaurant to the Slovak republic.

This thesis deals with the usage possibilities of franchising within the scope of health care services provided in the Czech Republic. First part of the thesis concerns franchising in general, describes its principals, development, law regulation etc. Second part analyzes franchising market in the Czech Republic and subsequently identifies respective concepts that are active within the scope of health care services. In my opinion, based on the analysis performed and with respect to theoretical findings, due to specifics of health care services, franchising might represent a suitable form of cooperation only among selected types of these services. Recommended among the concepts available on our market within the scope of health care services are those, which according to my opinion have potential to become a successful business opportunity.

Analysis of the business entity, its competitiveness and the rules for its use as a franchise concept. Creation of the operating manual for the selected business entity.

Master's thesis deals with the possibility of expansion and the expansion of existing business with franchising chain.The creation of own franchising concept is still very scarcity in The Czech republic, because the possibility of expansion is not sufficiently well known to Czech entrepreneurs. The outcome of the work will be proposing the concept of franchising for the company AUTO HORÁK. The concept is designed to allow a basis for its expansion.

Franchisetagares underlägsna ställning gentemot franchisegivare är ett ämne som varit föremål för diskussion under de senaste decennierna. Franchising är en affärsmodell som förenklat kan beskrivas som en samarbetsform mellan näringsidkare där franchisetagare, mot ersättning, får nyttja ett av franchisegivaren etablerat och beprövat affärskoncept. Syftet med denna uppsats har varit att utreda och analysera franchisetagares rättsliga skydd i Sverige och vilka avtalsrätts- liga begränsningar de ska behöva acceptera för att kunna utöva sin grundlagsskyddade frihet att bedriva näringsverksamhet. Franchising som samarbetsform förenklar möjligheterna att tillträda marknaden eftersom fran- chisetagare erhåller en rätt att nyttja ett redan etablerat varumärke. Därutöver kan franchiseta- gare åtnjuta stordriftsfördelar, vilket är en fördel som andra nystartade småföretag inte erhåller. Trots att franchise i regel sänker inträdesbarriärerna till marknaden är franchisetagare genom franchiseavtalet begränsade i sina möjligheter att expandera verksamheten. För att kunna ex- pandera till nya geografiska marknader och produktmarknader krävs att parterna kommer över- ens om det. Även om franchisetagare kan vara begränsade till en viss marknad kan marknads- uppdelning vara positivt eftersom det tillförsäkrar franchisetagaren en ensamrätt att i ett visst geografiskt område nyttja affärskonceptet. Avtalsfriheten är en del av näringsfriheten och är en central och grundläggande frihet inom avtalsrätten. Trots detta är inte avtalsfriheten någon absolut rättighet utan den kan begränsas med hänsyn till allmänintresset. Att maktförhållandet i franchiserelationer är ojämnt och att franchisetagares handlingsfrihet är mer begränsad än vid andra samarbetsformer följer av af- färsmodellens utformning. Att bedriva företag som franchisetagare påverkar bland annat fri- heten att styra verksamhetens inriktning och möjligheterna att fortsätta driva verksamheten efter att avtalstiden löpt ut. Trots att huvudregeln är att avtalsvillkor mellan näringsidkare inte ska jämkas kan det med hänsyn till omständigheterna i det enskilda fallet vara motiverat att be- gränsa franchisegivarens avtalsfrihet med hänsyn till franchisetagares underlägsna ställning. Såväl på nationell som unionsrättslig nivå har det anförts att det finns ett behov av förstärkt skydd för franchisetagare. Bland annat har det ansetts finnas behov av ett utökat skydd vad gäller deras förhandlingsrätt, uppsägningsrätt och möjligheter att angripa oskäliga avtalsvillkor. I svensk rätt finns endast en franchisespecifik lag som infördes för att stärka franchisetagares ställning. Denna lag har dock aldrig tillämpats av allmän domstol och reglerar endast franchi- segivares skyldighet att lämna information innan ingående av avtal med franchisetagare. Likväl har den svenska lagstiftaren bedömt att det saknas behov av ytterligare reglering och att tvister kan hanteras inom ramen för befintlig lagstiftning. Dessutom har svenska domstolar varit för- siktiga med att oskälighetspröva avtalsvillkor mellan näringsidkare eftersom näringsverksam- het är ett medvetet risktagande. Trots detta har befintliga skyddsregler kritiserats för att vara innehållslösa och inte fylla något verkligt behov. För att lagstiftningen ska kunna konstateras vara proportionerlig och tillfredsställande bör den franchisespecifika regleringen samt franchi- setagares behov av utökat skydd ses över. / Franchisees inferior position towards franchisors is a topic that has been a subject of discussion for the past few decades. Franchising is a business model that can be simply described as a form of cooperation between business where franchisees, against compensation, can use a business concept established and proven by the franchisor. The aim of this essay has been to investigate and analyze the legal protection of franchisees in Sweden and which contractual limitations they should have to accept to be able to exercise their constitutionally protected freedom to conduct business. Franchising as a form of cooperation simplifies the opportunities to enter the market because franchisees receive a right to use an already known brand. In addition, franchisees can enjoy economies of scale, which is an advantage that other start-up small business do not receive. Although franchising generally lowers the entry barriers to the market, franchisees are limited in their opportunities to expand the business due to the franchise agreement. To be able to ex- pand into new geographic markets and product markets, it is required that the parties agree about it. Although franchisees may be limited to a certain market, market segmentation can be positive because it ensures the franchisee an exclusive right to use the business concept in a certain geographic area. The freedom of contract is part of the freedom to conduct a business and is a central and fun- damental freedom in contract law. Despite this, the freedom of contract is not an absolute right, it can be limited in consideration of the public interest. It follows from the design of the business model that the balance of power in franchise relationships is uneven and that franchisees free- dom of action is more limited than in other forms of cooperation. Conducting a business as a franchisee affects, among other things, the freedom to control the direction of the business and the possibilities of continuing to run the business after the contract period has expired. Although the main rule is that contractual terms between traders should not be equalized, considering the circumstances of the individual case, it may be justified to limit the franchisors freedom of contract regarding the inferior position of franchisees. Both at national and EU level, it has been argued that there is a need for enhanced protection for franchisees. Among other things, it has been considered that there is a need for extended protection in terms of their right to negotiate, right to terminate and opportunities to tackle unfair contract terms. In Swedish law, there is only one franchise-specific law that was intro- duced to strengthen the position of franchisees. However, this law has never been applied by a general court and only regulates the obligation of franchisors to provide information before entering into agreements with franchisees. Nevertheless, the Swedish legislator has assessed that there is no need for further regulation and that disputes can be handled within the frame- work of existing legislation. In addition, Swedish courts have been careful to test the unfairness of contractual terms between companies because business activity is a deliberate risk-taking. Despite this, existing protection rules have been criticized for being empty of substance and not fulfilling any real need. For the legislation to be found to be proportionate and satisfactory, the legal regulation as well as franchisees need for extended protection should be reviewed.

Nowadays, having a communication strategy is essential. Companies are offering the same product and it’s really difficult for them to differentiate. What can really make the difference is the message that they send to the consumers and the media they utilize; so how they implement their market communication strategy. The research is focusing on how the franchisor communication guidelines are followed and adapted by the franchisee. The research is conducted through a qualitative approach based on a case study where the data are mainly collected through interviews. From this research, it is possible to understand that the level of standardization in a franchisee is really high, and the adaptation appears whenever there the costumers culture is different. Thus, adaptation occurs whenever the retailer has to penetrate a different market and it has to deal with a different culture; standardization is about using the company concept in the same way as the franchisor provides it. / Nuförtiden, har kommunikation blivit väsentligt. Företag erbjuder samma typ av produkter och det blir svårare att sticka ut. Vad som kan göra stor skillnad är budskapet som de sänder till oss och vilken typ av media de använder sig av; hur de genomför sin marknads kommunikations strategi. Forskning fokuserar på hur olika franchises kommunikations riktlinjer är följda och implementerade av franchisetagaren. Forskningen genomförs genom en kvalitativ metod baserat på en fallstudie där data är primärt samlad genom intervjuer. Från den här forskningen, så är det möjligt att förstå att nivån av standardisering inom en franchise är mycket hög, och adaption sker när en kommer i kontakt med en annan konsument miljö. Adaption sker när en återförsäljare måste bryta sig igenom en ny marknad och när de måste ha och göra med en annan konsument kultur. Standardisering handlar om att använda företagskonceptet på samma sätt som franchisen erbjuder.

Introduire la marque, dans le cadre des relations de la franchise peut se révéler efficace si les pratiques du franchiseur pour influencer les décisions des franchisés se révèlent inefficaces. Cette recherche explore et examine la qualité de la relation franchisé-marque comme un médiateur de la relation entre les bénéfices de la marque perçus par le franchisé et leurs comportements de citoyenneté de marque. Une phase qualitative a été conduite, suivie par une analyse quantitative où un modèle conceptuel a été testé par des équations structurelles (PLS-SEM). L’enquête par questionnaire a été réalisée en France et en Indonésie. L’analyse montre que les bénéfices de la marque influencent significativement la qualité de relation franchisé-marque. La qualité de la relation franchise-marque est ainsi le principal mécanisme de médiation dans la relation entre les bénéfices de la marque et les comportements de citoyenneté de marque des franchisés. Cette recherche étend le paradigme de la relation de franchise en associant le rôle du franchisé et de la marque dans le cadre relationnel au-delà de la dyade traditionnelle franchisés/franchiseur. Les résultats montrent que les franchisés deviennent des supporteurs actifs de la marque au travers des actions franchiseur/franchisés lorsqu'ils sont liés de manière émotionnelle aux marques. Nous sommes conscients que la petite taille de notre échantillon est insuffisante pour tester notre modèle conceptuel complexe. Les recherches futures peuvent bénéficier en examinant le rôle de la relation franchisé-marque comme atténuateur des transgressions de la marque du franchiseur sur les intentions de renouveler le contrat de franchisé. / Introducing the brand in the context of franchise relationships prove effective since franchisor's practices to influence the decisions of franchisees are no longer as effective. This research aims to explore and examine the quality of franchisee-brand relationship as a mediator of the relationship between franchisee-perceived brand benefits and franchisee brand citizenship behaviours. A qualitative phase was conducted, followed by a quantitative analysis where a conceptual model was tested by structural equations (PLS-SEM). The survey was carried out in France and in Indonesia. The analysis shows that franchisee-perceived brand benefits significantly influence the quality of franchisee-brand relationships. The latter also acts as the key mediating mechanism in the relationship between franchisee-perceived brand benefits and franchisee brand citizenship behaviours. This research extends the franchise relationship paradigm by combining the role of the franchisee and the brand within the relational framework beyond the traditional franchisee-franchisor dyad. The results suggest that franchisees become active supporters of the brand through franchisor-franchisee actions when they are emotionally bonded with the brands. We are aware of the sample size relative insufficiency to fit our complex conceptual model with the data. Future research can benefit by examining the role of franchisee-brand relationship in altering the effect of franchisor brand transgressions on franchisee stay intention.

ABSTRACT Aim: From its inception to its expansion nationally and internationally, the management of a restaurant franchise concept uses various critical success factors to overcome the barriers that they encounter throughout their different growth phases. This study aims to find out what the CSFs are for Swedish restaurant franchisors of different sizes, what barriers they encounter and what their solutions to these problems are. Method: This is a qualitative study. An initial study was performed by open-ended interviews with the CEOs of the Swedish Franchisor organization and the CEO of the Swedish Franchisee organization. Thereafter, ten semi-structured telephone interviews were held with the upper management at Swedish restaurant franchisor companies. Saturation was achieved after 6-8 interviews and the data was analyzed thematically. Results & Conclusions: Small franchisors focus on concept development, finding capital and finding franchisees. Two of the smaller franchisors used crowdfunding to finance their expansion. Larger franchisors focus on standardization, improving their quality and on brand building. The conclusion is that there are significant differences in the CSFs for small and large franchisors. Suggestions for future research: This study is limited in scope and limited in time. For future research, we would recommend a longitudinal study of several newborn franchise systems, to study them over several years and to see which CSFs are more important at different growth stages. Another research approach could be to rank the CSFs by using a quantitative method and work with a larger sample frame of franchisors. Or to study our fastest growing respondent. Contribution of the thesis: The main contribution to literature is that small franchisors focus on selecting the right franchisees and locations, large franchisors focus on developing the concept and on standardization. The main managerial implication is that franchisors of all sizes need to take a broad perspective and plan for different expansion phases. Keywords: Franchising, Franchisee, Franchisor, Critical Success Factors, CSFs, Restaurant Chain, Fast-Food chain, life cycle, expansion, barriers. / This is a study of what the most important tasks are to successfully expand ten franchised restaurant chains in Sweden. These tasks have been studied in various industries and are commonly referred to as "Critical Success Factors." It is interesting to study these tasks since the upper management in any company and industry need to be aware of what the most important tasks are for their company, as well as the need of measuring these tasks. The result of the study was that restaurant franchisors seem to have different CSFs depending on their size. Small franchisors focus more on, e.g., concept development, whereas large franchisors focus more on, e.g., standardization. The managerial implication is that managers in expanding franchise systems need to be aware that the CSFs change over time.

Submitted by Eduardo Pinto (eduardo.mspinto@gmail.com) on 2014-03-21T13:36:15Z No. of bitstreams: 1 FGV - Dissertação - Franquia - Eduardo Pinto vFINAL.pdf: 1301841 bytes, checksum: 3ff0451019d18e22556eb604c91c768c (MD5) / Approved for entry into archive by ÁUREA CORRÊA DA FONSECA CORRÊA DA FONSECA (aurea.fonseca@fgv.br) on 2014-04-30T19:35:46Z (GMT) No. of bitstreams: 1 FGV - Dissertação - Franquia - Eduardo Pinto vFINAL.pdf: 1301841 bytes, checksum: 3ff0451019d18e22556eb604c91c768c (MD5) / Approved for entry into archive by Marcia Bacha (marcia.bacha@fgv.br) on 2014-05-07T17:48:57Z (GMT) No. of bitstreams: 1 FGV - Dissertação - Franquia - Eduardo Pinto vFINAL.pdf: 1301841 bytes, checksum: 3ff0451019d18e22556eb604c91c768c (MD5) / Made available in DSpace on 2014-05-07T17:49:39Z (GMT). No. of bitstreams: 1 FGV - Dissertação - Franquia - Eduardo Pinto vFINAL.pdf: 1301841 bytes, checksum: 3ff0451019d18e22556eb604c91c768c (MD5) Previous issue date: 2014-02-10 / The franchise system has been receiving increasing attention in media oriented business due to its great development in Brazil and around the world, with a high rate of growth, as well as having a great potential to reach even greater heights. Based on theories of agency and corporate resources, the main approaches in this sector have been described, expanding the concept of contract support of the relation between franchisors and franchisees for a qualitative analysis of the relationship between both parties, even identifying their evolutions over time, advantages and disadvantages, models and management challenges. A nationwide study conducted by Toledo and Proenca (2005) praised one of the big reasons that generate the failure of a franchise chain is the lack of commitment in maintaining good relationship with the franchisor to its franchisees. And this is the central theme of this work, in order to give due importance to this topic, showing how it is influenced by the degree of maturity of the chain and its relevance to business success. Through a comparative case study, exploratory investigation, having interviews with franchisors and franchisees of two chains in the Brazilian food segment as the primary form of data collection, results were obtained with the way the relationship has been managed by both parties, in different topics, and its relation to the stage of maturity in which the network is making the study relevant to the market, with both academic contributions, as the congruence of research, and corporate, as the connection of good practices and lessons learned with the concepts covered. / O sistema de franquias vem recebendo um destaque cada vez maior nas mídias voltadas para negócios devido ao seu grande desenvolvimento tanto no Brasil quanto no restante do mundo, apresentando um alto índice de crescimento, além de possuir um grande potencial para atingir patamares ainda maiores. Com base nas teorias da agência e de recursos da empresa, foram descritas as principais abordagens sobre este setor, ampliando o conceito de contrato como suporte da relação entre franqueadores e franqueados para uma análise qualitativa sobre o relacionamento entre as partes, identificando ainda suas evoluções ao longo do tempo, vantagens e desvantagens, modelos e desafios de gestão. Um estudo de âmbito nacional realizado por Toledo e Proença (2005) enalteceu que um dos grandes motivos que geram o insucesso de uma rede de franquias é a falta de comprometimento na manutenção do bom relacionamento do franqueador para com seus franqueados. E este é o tema central deste trabalho, com o objetivo de dar a devida importância a este tópico, mostrando como ele é influenciado pelo grau de maturidade da rede e a sua relevância para o sucesso do negócio. Através de um estudo comparativo de casos, de caráter exploratório, tendo como principal forma de coleta de dados as entrevistas presenciais realizadas com franqueadores e franqueados de duas redes no segmento de alimentação brasileiro, foram obtidos resultados quanto a forma com que o relacionamento tem sido gerido por ambas as partes, em diversos âmbitos, e a sua relação com o estágio de maturidade em que a rede se encontra, tornando o estudo relevante para o mercado, com contribuições tanto acadêmicas, como a congruência de pesquisas, quanto corporativas, como a conexão de boas práticas e lições aprendidas com os conceitos abordados.

This diploma thesis focuses on the methodology introduction of master franchise. In a particular market Czech Republic and market with car services specifies the steps in the implementation of new licenses on the market. It also contains specific business plan drawn up directly to the network service stations operating under one brand.