Franchising and the Choice of International Entry Mode

  • Krista Duniach-Smith
Conference paper
Part of the Contributions to Management Science book series (MANAGEMENT SC.)


In this study, international entry mode choice is examined in a franchise setting. As in the traditional entry mode and international franchising literatures, it is suggested that both organizational and environmental determinants influence the franchisor’s choice of entry mode (direct franchising, foreign direct investment, area development agreement, joint venture and master franchising). Expert opinion is used to identify the most influential determinants of entry mode choice by international franchisors. However, the results of the Delphi panel — composed of 35 international franchising experts — show that international franchising mode of entry determinants differ somewhat from those identified for entry mode choice in general. The findings also suggest that a specific conceptual framework is needed to explain entry mode choice by international franchisors and provide valuable insight into organizing future research in this area.


Foreign Direct Investment Joint Venture Foreign Market Panel Member Entry Mode 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.


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Copyright information

© Springer-Verlag Berlin Heidelberg 2004

Authors and Affiliations

  • Krista Duniach-Smith
    • 1
  1. 1.Faculté d’Administration et GestionUniversité Montpellier IMontpellierFrance

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