The purpose of this paper is to introduce strategy as a factor that explains when franchisors – through the franchisees they select – seek to replicate routines exactly versus allow local adaptation of routines.,Combined archival and survey data from 248 US and Canadian franchisors actively seeking franchisees were used to test hypotheses via structural equation modeling. The robustness of results was comprehensively explored.,As hypothesized, results suggest that franchisors pursuing plural form strategies select franchisees with traits that foster replication, such as prior managerial experience and the desire to become multi-outlet franchisees. Those franchisors pursuing turnkey strategies seek franchisees who exhibit a willingness to experiment and adapt. In contrast to expectations, plural form franchisors were more likely to seek franchisees with local market knowledge.,Strategy influences whether franchisors select franchisees who will replicate versus adapt organizational routines. The authors introduce strategy as a factor affecting the extent to which routines are replicated exactly versus adapted locally. For franchising research, they challenge prior theory by explaining why franchisors invest in franchisee selection rather than waiting for the best franchisees to self-select into franchising.

中文翻译：

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复制还是改编？特许经营和组织惯例

本文的目的是介绍一种策略，以此作为解释特许经营者何时通过他们选择的特许经营者来寻求精确地复制常规而不是允许对例程进行本地修改的因素。，来自248家积极寻求特许经营者的美国和加拿大特许经营者的存档和调查数据通过结构方程模型来检验假设。如所假设的那样，结果表明，采用多元形式策略的特许经营者选择的特许经营者具有促进复制的特征，例如先前的管理经验和成为多插座特许经营者的愿望。那些追求交钥匙策略的特许经营者寻求表现出愿意尝试和适应的特许经营者。与期望相反，多元化形式的特许经营者更有可能寻求具有当地市场知识的特许经营者。策略会影响特许经营者是否选择将复制和适应组织惯例的特许经营者。作者介绍了策略，将其作为影响例程被精确复制与局部适应的程度的一个因素。对于特许经营研究，他们通过解释为什么特许人投资于特许经营者选择而不是等待最佳的特许经营者自行选择特许经营来挑战先验理论。