A Multi-Study Investigation of Outcomes of Franchisees' Affective Commitment to Their Franchise Organization


  • The authors gratefully acknowledge the financial support of the French National Research Agency (grant number ANR-12-BSH1-0011-01- FRANBLE). They also thank ET&P editor James G. Combs and the two anonymous reviewers for their encouragement and insightful guidance throughout the review process.


Franchisees' affective organizational commitment refers to the degree to which franchisees experience an emotional attachment to their franchise organization. Using a social exchange theory perspective, this research reports four studies that explore the relationship between franchisee's affective commitment and franchisee outcomes. We found that affective commitment to the franchise organization was positively related to franchisee objective performance (Study 1) and intent to acquire additional units (Study 2), and negatively related to franchisee opportunism (Study 3) and intent to leave the franchise organization, particularly when continuance commitment (i.e., commitment based on the cost associated with membership to the franchise) was low (Study 4). The implications of these findings are discussed.