Inducing Franchisees to Relinquish Control: An Attribution Analysis

Abstract

The author identifies an effective method to induce franchisees to relinquish control in decision making. Attribution theory principles are introduced to describe the process by which franchisees make attributions for their performance. The findings suggest that a franchisee's choice of attributions is dependent on the behavior of other franchisees and their performance. The analysis serves as a basis for predicting when franchisees are likely to relinquish control.