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  • Hidden superior marketing systems of franchisees: a comparison of high versus average performers

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    23155_1.pdf (312.1Kb)
    Author(s)
    Merrilees, Bill
    Frazer, Lorelle
    Griffith University Author(s)
    Frazer, Lorelle
    Merrilees, Bill J.
    Year published
    2003
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    Abstract
    Our aim is to understand better why there is a variability of performance among franchisees in a given system. Although we intend to eventually use a quantitative framework, it was felt important to initially use a qualitative, case study approach, to get a clearer picture of the main issues and parameters. Nine franchisees across three systems were interviewed, with the results reported here. Major contrasts have been identified between high and average franchisee performers in terms of their marketing and management practices.Our aim is to understand better why there is a variability of performance among franchisees in a given system. Although we intend to eventually use a quantitative framework, it was felt important to initially use a qualitative, case study approach, to get a clearer picture of the main issues and parameters. Nine franchisees across three systems were interviewed, with the results reported here. Major contrasts have been identified between high and average franchisee performers in terms of their marketing and management practices.
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    Conference Title
    Celebration of ehrenberg and bass: marketing discoveries, knowledge and contribution
    Publisher URI
    http://www.anzmac.org
    Copyright Statement
    © The Author(s) 2003. The attached file is posted here with permission of the copyright owners for your personal use only. No further distribution permitted. For information about this conference please refer to the publisher's website or contact the authors.
    Publication URI
    http://hdl.handle.net/10072/1913
    Collection
    • Conference outputs

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