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Franchisee perceived relationship value

Tracy R. Harmon (Whitman School of Management, Syracuse University, Syracuse, New York, USA)
Merlyn A. Griffiths (Bryan School of Business and Economics, University of North Carolina – Greensboro, Greensboro, North Carolina, USA)

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Article publication date: 11 April 2008




The paper seeks to develop a conceptualization of franchisee perceived relationship value (FPRV), defined as the trade‐off between perceived net worth of tangible and intangible benefits and costs to be derived over the lifetime of the franchisor‐franchisee relationship, as perceived by the franchisee, taking into consideration the available alternative franchise relationships.


A survey of existing literature provided the relevant constructs and concepts for developing a conceptual framework of FPRV.


The behavioral aspects of the franchise relationship are explored from the franchisee's perspective, providing an alternative viewpoint of the franchise relationship.

Practical implications

The paper affords a useful foundation for making decisions in a franchise relationship, such as the choice of a new franchisee. This entails a comparison of an existing franchisee about which much is known versus a new franchisee about which less is known. FPRV offers a constructive lens to better evaluate this decision and help frame questions concerning the value of social elements within the relationship.


This work is among the first to examine franchisee relationship value and consequences from the franchisee's perspective. Research propositions surrounding the franchisee's behavioral expectations in the relationship are offered, and serve to guide further research in this area.



Harmon, T.R. and Griffiths, M.A. (2008), "Franchisee perceived relationship value", Journal of Business & Industrial Marketing, Vol. 23 No. 4, pp. 256-263.



Emerald Group Publishing Limited

Copyright © 2008, Emerald Group Publishing Limited

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