Franquicias multiunidades y gobernanza relacional: un estudio de las redes operativas en Brasil
| Autor | Eugenio José Silva Bitti, Cintya Lanchimba, Diego Vilcacundo, Shirley Jamileth Narváez |
| Cargo | Universidade de São Paulo, Faculdade de Economia, Administração e Contabilidade de Ribeirão Preto, Ribeirão Preto, SP, Brazil / Escuela Politécnica Nacional, Quito, Ecuador / Escuela Politécnica Nacional, Quito, Ecuador / Escuela Politécnica Nacional, Quito, Ecuador |
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BAR-Brazilian Administration Review, 20(4), e220068, 2023.
Research Article
Data Availability: Silva Bitti, Eugenio Jose; Lanchimba, Cintya (2023), “MUF Brazil”, Mendeley Data, V1, doi: 10.17632/yyjr2dmgsk.1
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Keywords:
multi-unit franchising; relational governance;
contractual mix; trust.
JEL Code:
M19, M31.
Multi-Unit Franchising and Relational
Governance: A Study of Operating Networks
in Brazil
Eugenio José Silva Bitti1 , Cintya Lanchimba2 , Diego Vilcacundo2 , Shirley Jamileth Narváez2
1 Universidade de São Paulo, Faculdade de Economia, Administração e Contabilidade de Ribeirão Preto, Ribeirão Preto, SP, Brazil
2 Escuela Politécnica Nacional, Quito, Ecuador
How to cite: Bitti, E. J. S., Lanchimba, C., Vilcacundo, D., & Narváez, S. J. (2023). Multi-unit franchising and relational governance: A study of operating
networks in Brazil. BAR-Brazilian Administration Review, 20(4), e220068.
DOI: https://doi.org/10.1590/1807-7692bar2023220068
Received:
April 07, 2022.
This paper was with the authors for two revisions.
Accepted:
August 07, 2023.
Publication date:
August 18, 2023.
Funding:
The authors have stated that there was no financial support
for the research in this article.
Conflict of Interests:
The authors have stated that there is no conflict of interest.
Corresponding author:
Eugenio José Silva Bitti
Universidade de São Paulo, Faculdade de Economia,
Administração e Contabilidade de Ribeirão Preto,
Av. Bandeirantes, n. 3900, Vila Monte Alegre,
CEP 14040-905, Ribeirão Preto, SP, Brazil
ebitti@usp.br
Editor-in-Chief:
Ivan Lapuente Garrido
(Universidade do Vale do Rio dos Sinos, Brazil).
Associate Editor:
Yeda Swirski de Souza
(Universidade do Vale do Rio dos Sinos, Brazil).
Reviewers:
Two anonymous reviewers.
Editorial assistants:
Eduarda Anastacio, Kler Godoy and Simone Rafael
(ANPAD, Maringá, Brazil).
ABSTRACT
The relationship between relational governance mechanisms and multi-unit franchis-
ing, where a single franchisee owns and operates multiple units, has received limited
attention in the existing literature. Previous studies primarily focus on the role of trust
in such arrangements. Consequently, this study aims to develop and test a theoretical
model that explores the association between a higher allocation of units to this type of
franchisee and key attributes of relational governance, such as participation and com-
munication. Adopting the franchisors’ perspective, our sample consists of 170 networks
aliated with the Brazilian Franchising Association (Associação Brasileira de Franchis-
ing [ABF]), and data were collected from various sources, including a self-administered
questionnaire (based on data from 2018). The results provide support for our general
hypothesis, indicating a positive association between relational aspects of the fran-
chisor-franchisee partnership and a higher proportion of units owned by multi-unit
franchisees. Additionally, we find that the operational sector (retail/service) and specific
local investments diminish the explanatory power of the model’s variables related to
relational governance, suggesting a secondary influence on the decision-making pro-
cess concerning the contractual mix.
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