Desempenho financeiro de franqueados: o papel dos elementos internos da unidade franqueada e a influência da orientação para o mercado e orientação empreendedora
Autor(a) principal: | |
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Data de Publicação: | 2019 |
Tipo de documento: | Tese |
Idioma: | por |
Título da fonte: | Biblioteca Digital de Teses e Dissertações da Uninove |
Texto Completo: | http://bibliotecatede.uninove.br/handle/tede/2137 |
Resumo: | Franchisors exert pressures on franchisees to ensure they follow their rules and guidelines. Franchisees with entrepreneurial orientation or market orientation are limited to act as a result of these restrictions, so there is little room for the franchisee to act within their power, which is restricted to the management of the structure of their store, which includes management of its staff and the management of its operating expenses and local publicity. Thus, it is important to understand the role of these structural elements of the store, influenced by the franchisee’s profile (entrepreneur and facing the market). Bibliometrics conducted on franchise performance confirmed that there were no studies that focused on these internal elements of the franchised unit to understand financial performance. Therefore, the purpose of this research was to explain the role of the elements under franchisee operational autonomy (staff structure and store structure) in their financial performance from the perspective of the entrepreneurial orientation profile and market orientation. After a literature review involving the conceptualization of the research constructs and approaching theories of agency, stewardship and managerial restriction, four hypotheses were presented. For this purpose, a questionnaire was submitted to 99 franchisees from the same franchise chain whose results were analyzed using descriptive statistics, confirmatory factor analysis, and structural equations modeling. Subsequently, qualitative research with seven franchisees considered key informants were conducted and analyzed through content analysis with open coding to understand the reasons that justified the parallel relations to the proposed model. The results confirmed the proposed model, pointing out that the entrepreneurial profile has a significant relation to a greater variation in the operating and advertising expenses of the store so that this variation of expenses leads to a higher financial performance of the franchisee. In turn, market orientation has a significant relationship with the franchisee’s personnel structure, so this structure is also related to the franchisee's financial performance. In addition, direct relationships of entrepreneurial orientation and market orientation with financial performance were not significant. The results point out how the franchisee’s behavior, whether market-oriented or entrepreneurial-oriented, support when they are directed to perform internal and operational activities of their franchised unit, showing that, in this way, there may be a better financial result. Considering also that the research was conducted in a franchise chain whose franchisees were not new to franchises, having more job experience, especially in the franchise chain, the theory that better explains their relationship with the franchisor is the stewardship one, showing that the agency theory loses its explanation for the franchising phenomena from some specific maturity level of the franchise chain and its franchisees. |
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Cunha, Júlio Araujo Carneiro daBorini, Felipe MendesRodrigues, Thelma Valéria RochaCunha, Júlio Araujo Carneiro daNassif, Vânia Maria JorgeVarotto, Luis Fernandohttp://lattes.cnpq.br/5860406342492579Nakao, Aldo Nobuyuki2020-06-19T13:46:14Z2019-01-30Nakao, Aldo Nobuyuki. Desempenho financeiro de franqueados: o papel dos elementos internos da unidade franqueada e a influência da orientação para o mercado e orientação empreendedora. 2019. 125 f. Tese( Programa de Mestrado Profissional em Administração - Gestão em Sistemas de Saúde) - Universidade Nove de Julho, São Paulo.http://bibliotecatede.uninove.br/handle/tede/2137Franchisors exert pressures on franchisees to ensure they follow their rules and guidelines. Franchisees with entrepreneurial orientation or market orientation are limited to act as a result of these restrictions, so there is little room for the franchisee to act within their power, which is restricted to the management of the structure of their store, which includes management of its staff and the management of its operating expenses and local publicity. Thus, it is important to understand the role of these structural elements of the store, influenced by the franchisee’s profile (entrepreneur and facing the market). Bibliometrics conducted on franchise performance confirmed that there were no studies that focused on these internal elements of the franchised unit to understand financial performance. Therefore, the purpose of this research was to explain the role of the elements under franchisee operational autonomy (staff structure and store structure) in their financial performance from the perspective of the entrepreneurial orientation profile and market orientation. After a literature review involving the conceptualization of the research constructs and approaching theories of agency, stewardship and managerial restriction, four hypotheses were presented. For this purpose, a questionnaire was submitted to 99 franchisees from the same franchise chain whose results were analyzed using descriptive statistics, confirmatory factor analysis, and structural equations modeling. Subsequently, qualitative research with seven franchisees considered key informants were conducted and analyzed through content analysis with open coding to understand the reasons that justified the parallel relations to the proposed model. The results confirmed the proposed model, pointing out that the entrepreneurial profile has a significant relation to a greater variation in the operating and advertising expenses of the store so that this variation of expenses leads to a higher financial performance of the franchisee. In turn, market orientation has a significant relationship with the franchisee’s personnel structure, so this structure is also related to the franchisee's financial performance. In addition, direct relationships of entrepreneurial orientation and market orientation with financial performance were not significant. The results point out how the franchisee’s behavior, whether market-oriented or entrepreneurial-oriented, support when they are directed to perform internal and operational activities of their franchised unit, showing that, in this way, there may be a better financial result. Considering also that the research was conducted in a franchise chain whose franchisees were not new to franchises, having more job experience, especially in the franchise chain, the theory that better explains their relationship with the franchisor is the stewardship one, showing that the agency theory loses its explanation for the franchising phenomena from some specific maturity level of the franchise chain and its franchisees.Os franqueadores exercem pressões sobre os franqueados para garantir que eles sigam suas regras e diretrizes. Franqueados com orientação empreendedora ou orientação para o mercado ficam limitados a atuar em decorrência dessas restrições, de modo que há pouco espaço para o franqueado atuar dentro de sua alçada de poder, que se restringe à gestão da estrutura da sua loja, o que inclui a gestão da sua equipe e a gestão de seus gastos operacionais e de publicidade local. Dessa forma, é importante compreender o papel desses elementos estruturais da loja, influenciados pelo perfil do franqueado (empreendedor e voltado ao mercado). Uma bibliometria conduzida sobre desempenho em franquias confirmou não haver estudos dedicados a estes elementos internos da unidade franqueada para se entender o desempenho financeiro. Diante disso, o objetivo dessa pesquisa foi explicar o papel dos elementos sob autonomia operacional do franqueado (estrutura de pessoal e estrutura de loja) no seu desempenho financeiro a partir da perspectiva do perfil de orientação empreendedora e orientação para o mercado. Após uma revisão de literatura envolvendo a conceituação dos construtos da pesquisa e abordando as teorias de agência, stewardship e restrição gerencial, quatro hipóteses são apresentadas. Para tal, um questionário foi aplicado com 99 franqueados de uma mesma rede de franquias cujos resultados foram analisados através do uso de estatística descritiva, de análise fatorial confirmatória e modelagem de equações estruturais. Posteriormente, uma pesquisa qualitativa com sete franqueados considerados informantes-chave foi conduzida e analisada por meio de análise de conteúdo com codificação aberta para se entender os motivos que justificavam as relações paralelas ao modelo proposto. Os resultados confirmaram o modelo proposto sugerindo que o perfil empreendedor tem relação significante à uma maior variação de gastos operacionais e de publicidade da loja, de modo que essa variação de gastos leva a um maior desempenho financeiro do franqueado. Por sua vez, a orientação para o mercado tem relação significante com a estrutura de pessoal da franquia, de maneira que essa estrutura também se relaciona ao desempenho financeiro do franqueado. Além disso, as relações diretas da orientação empreendedora e da orientação para o mercado com desempenho financeiro não tiveram significância estatística. Os resultados indicam como contribuição que o perfil do franqueado, seja ele de orientação para o mercado ou empreendedora o auxiliam quando for direcionado à realização das atividades internas e operacionais de sua unidade franqueada, mostrando que desta forma, pode resultar em melhor desempenho financeiro. Considerando ainda que a pesquisa foi conduzida em uma rede de franquia cujos franqueados não eram novatos em franquias, tendo mais experiência e vivência na rede, a teoria de stewardship proporciona uma melhor explicação da relação entre franquiados e franqueador, mostrando que, a partir de um determinado momento a teoria da agência perde seu poder de explicação para os fenômenos da franquia.Submitted by Nadir Basilio (nadirsb@uninove.br) on 2020-06-19T13:46:14Z No. of bitstreams: 1 Aldo Nobuyuki Nakao.pdf: 1906729 bytes, checksum: 92dfcb4c4003fda111b22ed517fe3902 (MD5)Made available in DSpace on 2020-06-19T13:46:14Z (GMT). No. of bitstreams: 1 Aldo Nobuyuki Nakao.pdf: 1906729 bytes, checksum: 92dfcb4c4003fda111b22ed517fe3902 (MD5) Previous issue date: 2019-01-30application/pdfporUniversidade Nove de JulhoPrograma de Pós-Graduação em AdministraçãoUNINOVEBrasilAdministraçãodesempenho do franqueadodesempenho financeiroorientação empreendedoraorientação para o mercadofranquiafranchisee’s performancefinancial performanceentrepreneurial orientationmarket orientationfranchiseCIENCIAS SOCIAIS APLICADAS::ADMINISTRACAODesempenho financeiro de franqueados: o papel dos elementos internos da unidade franqueada e a influência da orientação para o mercado e orientação empreendedoraFranchiseeds' financial performance: the role of the internal elements of franchised unit and the market orientation influence and entrepreneurial orientationinfo:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/doctoralThesis8024035432632778221600info:eu-repo/semantics/openAccessreponame:Biblioteca Digital de Teses e Dissertações da Uninoveinstname:Universidade Nove de Julho (UNINOVE)instacron:UNINOVEORIGINALAldo Nobuyuki Nakao.pdfAldo Nobuyuki Nakao.pdfapplication/pdf1906729http://localhost:8080/tede/bitstream/tede/2137/2/Aldo+Nobuyuki+Nakao.pdf92dfcb4c4003fda111b22ed517fe3902MD52LICENSElicense.txtlicense.txttext/plain; charset=utf-82165http://localhost:8080/tede/bitstream/tede/2137/1/license.txtbd3efa91386c1718a7f26a329fdcb468MD51tede/21372021-07-01 16:59:24.207oai:localhost: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Biblioteca Digital de Teses e Dissertaçõeshttp://bibliotecatede.uninove.br/PRIhttp://bibliotecatede.uninove.br/oai/requestbibliotecatede@uninove.br||bibliotecatede@uninove.bropendoar:2021-07-01T19:59:24Biblioteca Digital de Teses e Dissertações da Uninove - Universidade Nove de Julho (UNINOVE)false |
dc.title.por.fl_str_mv |
Desempenho financeiro de franqueados: o papel dos elementos internos da unidade franqueada e a influência da orientação para o mercado e orientação empreendedora |
dc.title.alternative.eng.fl_str_mv |
Franchiseeds' financial performance: the role of the internal elements of franchised unit and the market orientation influence and entrepreneurial orientation |
title |
Desempenho financeiro de franqueados: o papel dos elementos internos da unidade franqueada e a influência da orientação para o mercado e orientação empreendedora |
spellingShingle |
Desempenho financeiro de franqueados: o papel dos elementos internos da unidade franqueada e a influência da orientação para o mercado e orientação empreendedora Nakao, Aldo Nobuyuki desempenho do franqueado desempenho financeiro orientação empreendedora orientação para o mercado franquia franchisee’s performance financial performance entrepreneurial orientation market orientation franchise CIENCIAS SOCIAIS APLICADAS::ADMINISTRACAO |
title_short |
Desempenho financeiro de franqueados: o papel dos elementos internos da unidade franqueada e a influência da orientação para o mercado e orientação empreendedora |
title_full |
Desempenho financeiro de franqueados: o papel dos elementos internos da unidade franqueada e a influência da orientação para o mercado e orientação empreendedora |
title_fullStr |
Desempenho financeiro de franqueados: o papel dos elementos internos da unidade franqueada e a influência da orientação para o mercado e orientação empreendedora |
title_full_unstemmed |
Desempenho financeiro de franqueados: o papel dos elementos internos da unidade franqueada e a influência da orientação para o mercado e orientação empreendedora |
title_sort |
Desempenho financeiro de franqueados: o papel dos elementos internos da unidade franqueada e a influência da orientação para o mercado e orientação empreendedora |
author |
Nakao, Aldo Nobuyuki |
author_facet |
Nakao, Aldo Nobuyuki |
author_role |
author |
dc.contributor.advisor1.fl_str_mv |
Cunha, Júlio Araujo Carneiro da |
dc.contributor.referee1.fl_str_mv |
Borini, Felipe Mendes |
dc.contributor.referee2.fl_str_mv |
Rodrigues, Thelma Valéria Rocha |
dc.contributor.referee3.fl_str_mv |
Cunha, Júlio Araujo Carneiro da |
dc.contributor.referee4.fl_str_mv |
Nassif, Vânia Maria Jorge |
dc.contributor.referee5.fl_str_mv |
Varotto, Luis Fernando |
dc.contributor.authorLattes.fl_str_mv |
http://lattes.cnpq.br/5860406342492579 |
dc.contributor.author.fl_str_mv |
Nakao, Aldo Nobuyuki |
contributor_str_mv |
Cunha, Júlio Araujo Carneiro da Borini, Felipe Mendes Rodrigues, Thelma Valéria Rocha Cunha, Júlio Araujo Carneiro da Nassif, Vânia Maria Jorge Varotto, Luis Fernando |
dc.subject.por.fl_str_mv |
desempenho do franqueado desempenho financeiro orientação empreendedora orientação para o mercado franquia |
topic |
desempenho do franqueado desempenho financeiro orientação empreendedora orientação para o mercado franquia franchisee’s performance financial performance entrepreneurial orientation market orientation franchise CIENCIAS SOCIAIS APLICADAS::ADMINISTRACAO |
dc.subject.eng.fl_str_mv |
franchisee’s performance financial performance entrepreneurial orientation market orientation franchise |
dc.subject.cnpq.fl_str_mv |
CIENCIAS SOCIAIS APLICADAS::ADMINISTRACAO |
description |
Franchisors exert pressures on franchisees to ensure they follow their rules and guidelines. Franchisees with entrepreneurial orientation or market orientation are limited to act as a result of these restrictions, so there is little room for the franchisee to act within their power, which is restricted to the management of the structure of their store, which includes management of its staff and the management of its operating expenses and local publicity. Thus, it is important to understand the role of these structural elements of the store, influenced by the franchisee’s profile (entrepreneur and facing the market). Bibliometrics conducted on franchise performance confirmed that there were no studies that focused on these internal elements of the franchised unit to understand financial performance. Therefore, the purpose of this research was to explain the role of the elements under franchisee operational autonomy (staff structure and store structure) in their financial performance from the perspective of the entrepreneurial orientation profile and market orientation. After a literature review involving the conceptualization of the research constructs and approaching theories of agency, stewardship and managerial restriction, four hypotheses were presented. For this purpose, a questionnaire was submitted to 99 franchisees from the same franchise chain whose results were analyzed using descriptive statistics, confirmatory factor analysis, and structural equations modeling. Subsequently, qualitative research with seven franchisees considered key informants were conducted and analyzed through content analysis with open coding to understand the reasons that justified the parallel relations to the proposed model. The results confirmed the proposed model, pointing out that the entrepreneurial profile has a significant relation to a greater variation in the operating and advertising expenses of the store so that this variation of expenses leads to a higher financial performance of the franchisee. In turn, market orientation has a significant relationship with the franchisee’s personnel structure, so this structure is also related to the franchisee's financial performance. In addition, direct relationships of entrepreneurial orientation and market orientation with financial performance were not significant. The results point out how the franchisee’s behavior, whether market-oriented or entrepreneurial-oriented, support when they are directed to perform internal and operational activities of their franchised unit, showing that, in this way, there may be a better financial result. Considering also that the research was conducted in a franchise chain whose franchisees were not new to franchises, having more job experience, especially in the franchise chain, the theory that better explains their relationship with the franchisor is the stewardship one, showing that the agency theory loses its explanation for the franchising phenomena from some specific maturity level of the franchise chain and its franchisees. |
publishDate |
2019 |
dc.date.issued.fl_str_mv |
2019-01-30 |
dc.date.accessioned.fl_str_mv |
2020-06-19T13:46:14Z |
dc.type.status.fl_str_mv |
info:eu-repo/semantics/publishedVersion |
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publishedVersion |
dc.identifier.citation.fl_str_mv |
Nakao, Aldo Nobuyuki. Desempenho financeiro de franqueados: o papel dos elementos internos da unidade franqueada e a influência da orientação para o mercado e orientação empreendedora. 2019. 125 f. Tese( Programa de Mestrado Profissional em Administração - Gestão em Sistemas de Saúde) - Universidade Nove de Julho, São Paulo. |
dc.identifier.uri.fl_str_mv |
http://bibliotecatede.uninove.br/handle/tede/2137 |
identifier_str_mv |
Nakao, Aldo Nobuyuki. Desempenho financeiro de franqueados: o papel dos elementos internos da unidade franqueada e a influência da orientação para o mercado e orientação empreendedora. 2019. 125 f. Tese( Programa de Mestrado Profissional em Administração - Gestão em Sistemas de Saúde) - Universidade Nove de Julho, São Paulo. |
url |
http://bibliotecatede.uninove.br/handle/tede/2137 |
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UNINOVE |
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Brasil |
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Administração |
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Universidade Nove de Julho |
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