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Franchising: Pathway to Wealth Creation by Sue Birley, Robert M. Rosenberg, Stephen Spinelli,

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Chapter 9. The Dynamics of the Franchisee–Franchisor Relationship

What separates the great franchises from the mediocre? What makes some franchises hum like a finely tuned engine and others sound like a broken record? Our belief is that beyond all the systems, spreadsheets, and technologies, the fundamental success factor for franchises is an understanding that the franchisor–franchisee alliance is an intimate business relationship. This leads to our discussion of the dynamic relationship between franchisor and franchisees and the important role it plays above and beyond all the quantitative material and data that comprises the “potentially successful” franchise. Relational dynamics is the way in which the franchisee and franchisor interact to ...

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