A note about FRI’s research
FRI’s vision has always been to create high-quality, evidence-based tools and training that foster profitable partnerships in the franchising sector, and we have invested heavily in conducting our own primary research.
Our studies draw on large samples of franchisees and franchise networks, a feature often lacking in the academic literature. To ensure high standards of academic rigour, we have collaborated with academic psychologists from several Australian universities, including the University of NSW, University of Queensland, Griffith University and Curtin University.
Types of research
Our research uses the following three approaches:
Quantitative: This uses rating scales to measure the attitudes and perceptions of franchisees and franchisor executives on a range of issues. The data is then analysed to identify statistically significant trends within or between groups, and to measure changes in attitudes over time.
Qualitative: This uses open-ended questions to elicit opinions from franchisors and franchisees on specific topics. It also draws on “Grounded Theory” to construct theories and models by methodically analysing the data and seeking the best explanations for emerging patterns.
Ethnographic: This involves spending time observing and talking with people in their workplaces. Because our consulting work often involves interactions with franchisor executives and franchisees in their workplaces and at conferences, we have been able to observe actual behaviour.
The focus of our research
Our research focuses on identifying useful insights that can be applied by franchisors, franchisees, professional advisers, Government departments and franchising associations.
Use of these research papers
While we encourage you to download and study these papers, we do ask that you respect that this is copyrighted material and that you ensure this material is correctly referenced if you later refer to it in talks, presentations, articles or papers.
Frazer, L; Merrilees, B; Nathan, G; Thaichon, P. Creating Effective Franchising Relationships: Challenges of Managing Mature Franchisees.
This case study, based on ethnographic research, examines how a franchisor tailors its support services. It was published as a chapter in the book Entrepreneurship and Organisational Change (Springer, 2020), which you can download here.
Nathan, Greg. Engineering Healthy Franchise Relationships.
This comprehensive paper was a compendium to a keynote address delivered to the American Bar Association’s 32nd Forum on Franchising in Toronto, October 14-16, 2009. It explores the commercial consequences of poorly managed franchise relationships and introduces eight specific areas identified through research that significantly impact the health of the franchise relationship.
Nathan, Greg. An Empirical Study on How Psychosocial Factors Impact on Franchisee Satisfaction.
This paper was presented at the International Society of Franchising 2022 Conference, McMaster University, Canada. It highlights the role of psychosocial factors in a healthy franchising sector and draws on data from two studies with a sample of over 7,000 franchisees to identify the factors that drive healthy franchise relationships.
Franchise Relationships Institute, International Franchise Excellence Research Report.
This Research Report presents detailed findings from The Franchisee Success Study, a large global research project conducted by FRI in 2012 involving 2,401 franchisees. The goal of the study was to understand why some franchisees perform better or are more satisfied than others, and what franchisors can do to improve their franchisees’ performance and satisfaction.
Nathan, Greg. The Psychology of the Franchise Relationship.
This paper was delivered to the American Bar Association’s 29th Forum on Franchising in Boston, October 11-13, 2006. It highlights how the franchise relationship goes beyond stereotypical legal and commercial definitions and contains strategies for franchisors to reduce conflict and build collaborative relationships with their franchisees.
Nathan, Greg; Jackson, Chris; and Allen, James. Psycho‑Social Predictors of Franchisee Success and Implications for Selection
This paper was presented at the International Society of Franchising 2008 Conference, St Malo, France. It draws on data from a study of 802 franchisees and identifies specific psychosocial attributes that significantly impact successful franchisee performance.
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