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dc.contributor.authorDant, Rajiv P
dc.contributor.authorWeaven, Scott K
dc.contributor.authorBaker, Brent L
dc.date.accessioned2017-05-03T12:53:03Z
dc.date.available2017-05-03T12:53:03Z
dc.date.issued2013
dc.date.modified2014-06-11T03:13:27Z
dc.identifier.issn0309-0566
dc.identifier.doi10.1108/03090561311285556
dc.identifier.urihttp://hdl.handle.net/10072/56566
dc.description.abstractPurpose - This is the first attempt to examine the theoretical and empirical linkages between franchisee personality traits and franchisee-franchisor relationship quality. Design/methodology/approach - A self-report online survey was used in this research to collect data from a random sample of 225 franchisees drawn across 80 franchise systems. Personality was represented by the Big Five personality traits (IPIP-B5 scales) and relationship quality was conceptualized as a 23-item second-order construct (incorporating trust, commitment and relationship satisfaction). Regression analysis was used to test the hypothesized relationships. Findings - Four of the five personality dimensions had the predicted effect on the outcome variable of relationship quality. Dimensions of "agreeableness", "conscientiousness", "emotional stability" had a positive effect on relationship quality, while "extraversion" had a negative effect on the dependent variable. Implications of these results are discussed. Research limitations/implications - Although personality is a valid predictor of work-related behaviours, future research should investigate the impact of other individual-level influences (e.g. autonomy, self-esteem, entrepreneurial fervour) on franchisee-franchisor relationship quality. Overall, the authors recommend administration of the Big Five tests in franchisee recruitment and ongoing management activities. Originality/value - The manuscript introduces the need to extend current inter-organisational approaches to understanding franchise relationships through the inclusion of interpersonal constructs like personality dimensions. In effect, it calls for a marriage of B2B and B2C perspectives to examining the franchising and more generally the relationship marketing phenomenon.
dc.description.peerreviewedYes
dc.description.publicationstatusYes
dc.languageEnglish
dc.language.isoeng
dc.publisherEmerald Group Publishing
dc.publisher.placeUnited Kingdom
dc.relation.ispartofstudentpublicationN
dc.relation.ispartofpagefrom279
dc.relation.ispartofpageto302
dc.relation.ispartofissue1/2
dc.relation.ispartofjournalEuropean Journal of Marketing
dc.relation.ispartofvolume47
dc.rights.retentionY
dc.subject.fieldofresearchCommerce, management, tourism and services
dc.subject.fieldofresearchMarketing management (incl. strategy and customer relations)
dc.subject.fieldofresearchcode35
dc.subject.fieldofresearchcode350605
dc.titleInfluence of personality traits on perceived relationship quality within a franchisee-franchisor context
dc.typeJournal article
dc.type.descriptionC1 - Articles
dc.type.codeC - Journal Articles
gro.date.issued2013
gro.hasfulltextNo Full Text
gro.griffith.authorWeaven, Scott K.


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