Publications

September 1997 (Revised August 1999)
Case

Boston Chicken, Inc.

By: Paul M. Healy

This case examines Boston Chicken's franchise strategy for growing its innovative restaurant business, and the associated accounting reporting issues that arise. View Details

Keywords: Financial Reporting; Franchise Ownership; Financial Strategy; Business Strategy; Food and Beverage Industry

June 1997 (Revised February 2012)
Background Note

A Note on Franchising

By: Paul A. Gompers and Catherine M. Conneely

Examines the motivations for franchising. Examines the academic literature in the area and draws implications for franchising patterns. Also provides data on franchising patterns. View Details

Keywords: Franchise Ownership

September 1996 (Revised June 1997)
Case

QVC, Inc.

By: Jeffrey F. Rayport

Illustrates the "Service Profit Chain" in action. QVC, whose initials stand for Quality, Value,, and Convenience, demonstrates clearly how a strong customer focus can lead to establishing a strong franchise in the retail sector and a highly profitable business whose... View Details

Keywords: Customer Relationship Management; Service Delivery; Retail Industry; United States

April 1995 (Revised June 1996)
Case

Choice Hotels International, 1995

By: Tarun Khanna and Israel Yellen Ganot

Illustrates the various ways in which Choice Hotels, the franchiser for seven mid-market hotel chains, can realize economies of scope across its multiple products. Also provides an opportunity to discuss the benefits and limitations of various organizational forms... View Details

Keywords: Organizational Structure; Competition; Franchise Ownership; Accommodations Industry; United States

1993
Chapter

Decomposing a Brand's Customer Franchise into Buyer Types

By: J. McQueen, J. Foley and J. A. Deighton

Keywords: Brands and Branding; Customers; Demand and Consumers

August 1992 (Revised September 2002)
Case

Star Distributors, Inc. (A)

By: David A. Thomas

Depicts the conflict and organizational problems that emerged in a franchise operation owned by Paul Logan, an African American, and John Heyman, a white American. Provides the opportunity to examine the ways in which race influences managerial behavior and... View Details

Keywords: Conflict Management; Performance Effectiveness; Franchise Ownership; Race; Management Style; Conflict and Resolution; Business and Stakeholder Relations

August 1992 (Revised February 1998)
Supplement

Star Distributors, Inc. (B)

By: David A. Thomas

Presents the dilemma of Don Waters, vice president of Franchise Operations at Belmont Beverages. Waters must must decide what to do about the conflict between two partners in one of Belmont's franchises. View Details

Keywords: Management Teams; Conflict Management; Franchise Ownership; Partners and Partnerships; Distribution Industry; Food and Beverage Industry

Article

Enfranchisement of Service Workers

By: Leonard A. Schlesinger and James Heskett

Enfranchisement is achieved through an integration of empowerment with methods of pay for performance. Evidence from Ito Yokado Group in Japan and Nordstrom in the US demonstrates the positive effects of enfranchisement. Successful efforts to enfranchise employees: 1.... View Details

Keywords: Motivation and Incentives; Franchise Ownership; Employees; Compensation and Benefits; Service Industry; Japan; United States

Read Now

fall 1990
Article

Improving Channel Coordination Through Franchising

By: R. Lal

Keywords: Franchise Ownership

Article

A Model for Managing System Conflict during Franchise Expansion

By: P. J. Kaufmann and V. K. Rangan

Keywords: Management; System; Conflict and Resolution; Business Ventures; Expansion

June 1989 (Revised May 1993)
Case

Fairfield Inn (A)

By: James L. Heskett

The Fairfield Inn, an economy hotel venture by the Marriott Corp., has developed a novel method for selecting and measuring the performance of its hotel personnel that fits the company's strategy. Because it faces the need to grow rapidly, questions have arisen as to... View Details

Keywords: Selection and Staffing; Innovation and Invention; Growth and Development Strategy; Franchise Ownership; Performance Evaluation; Corporate Strategy; Accommodations Industry

1989
Chapter

Model of Franchiser Market Penetration in an Area of Dominant Influence

By: V. K. Rangan and Patrick J Kaufmann

Keywords: Franchise Ownership; Market Participation; Power and Influence

November 1984 (Revised March 1985)
Case

First Interstate Bancorp Franchising Program

By: Dwight B. Crane

March 1983 (Revised November 1988)
Case

Michael Bregman

By: Howard H. Stevenson and Richard O. von Werssowetz

Michael Bregman has successfully opened pilot installations of two different restaurant concepts. He now must develop a strategy for growth, including decisions about fast or slow growth, use of company-owned versus franchised units, and how to use the different... View Details

Keywords: Decisions; Framework; Growth and Development Strategy; Franchise Ownership; Expansion