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Franchise Partnership and International Expansion: A Conceptual Framework and Research Propositions


Dhruv Grewal, tel.: (781) 239-3902; e-mail:, to Gopalkrishnan R. Iyer at, to Rajshekhar (Raj) G. Javalgi at, and to Lori Radulovich at


Although academic research has provided tremendous insights about the organizational form of franchising, considerable work remains with regard to understanding the critical factors that enable international franchise expansion and performance. The authors advance the argument that a franchise relationship is essentially an entrepreneurial partnership, and that this partnership influences the speed, scale, and scope of franchise expansion into international markets. In the proposed conceptual model, the authors detail the links among the franchise partnership, international expansion, and franchise system performance.