In this book, Dr. Scott A. Shane systematically helps businesses assess the pros and cons of the decision to franchise. This book focuses squarely on the issues and challenges faced by franchisors. Shane answers key questions such as: What do successful franchisors do differently from unsuccessful franchisors? Why do some companies in an industry choose to franchise while their competitors don't? How does the decision to franchise affect your ability to compete with firms that don't? For businesses that choose to move forward, Shane presents proven principles for every aspect of building a successful franchising system, including: recruiting, selecting, managing and supporting franchisees; establishing territories and pricing; managing expansion; and navigating the unique legal and institutional challenges of franchising.
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About the Author
Dr. Scott A. Shane is Professor of Economics and Entrepreneurship at the Weatherhead School of Management at Case Western Reserve University. The author of numerous scholarly articles on franchising, Dr. Shane has consulted with many current and potential franchisors on the topics outlined in this book. Dr. Shane has also written or edited seven other business books including: Finding Fertile Ground: Identifying Extraordinary Opportunities for New Ventures; Academic Entrepreneurship: University Spinoffs and Wealth Creation; A General Theory of Entrepreneurship: The Individual-Opportunity Nexus; Entrepreneurship: A Process Perspective; and Foundations of Entrepreneurship. Dr. Shane holds a Ph.D. from The Wharton School, University of Pennsylvania.
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