Selecting partners in an International Franchise Organisation

Whilst there has been research into the selection of partners in joint venture arrangements, there has been little investigation into the selection process involved in selecting franchise partners. This paper aims to provide an insight into the process of selecting potential franchise partners in the European Division of an international organisation. Interviews, observations and document analysis were used as qualitative data collection techniques. Findings suggested that the organisation employed both partner and task related criteria to select potential franchisees. However, the process of selection is not just about employing a number of selection criteria, it is a substantial multidimensional organisational activity which involves human dynamics. The paper discusses the real-life complexities of selecting franchise partners and illuminates the challenges franchising organisations face internationally in their determination to grow.