This study aims to measure the influence of the barriers present in the knowledge transfer at the sales process, by the franchisor to the franchisee, in language schools in the Sao Paulo/SP city, Brazil. The theoretical aspects include the transfer of knowledge displayed through communication model and barriers inherent in this process. Using (Szulanski 1996) approach the barriers may occur in relation to, namely, the content of knowledge; context; the source; the recipient.,The methodology is quantitative and the type of research is exploratory and descriptive. For this investigation was used an adapted version of the questionnaire developed by Szulanski (1996), applied to a sample of 79 franchised language schools linked to the Brazilian Franchise Association. Beyond factor analysis it was used the nonparametric test of Jonckheere-Terpstra and analysis of variance, to comparing schools.,The results of this analysis revealed that certain types of knowledge transfers are evaluated by the franchisees as more favorably or unfavorably according to the brand franchise. These results show a lack of standardization trend of the activities of the sales process and mismatches with the guidelines of the franchisor. The authors highlight that in the comparison between the brands is evident the dominance of the CNA in relation to other networks of language franchises when analyzed the relationship factors, technical adequacy, absorption of knowledge, competence to absorb knowledge and in the indicators contribution to revenue, acceptance of guidelines and bring results.,This research contributes to the identification of barriers that are involved during the transfer of practices of the franchisor to the franchisee on the knowledge of the sales process in language schools, awakening in franchisee reflections of improvements and solutions that can be worked on and developed in their units. Specifically, the study contributes to the knowledge management literature in franchises, as this topic is still emerging, as it presents conflicting findings.

中文翻译：

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特许人向特许人转让知识的障碍：在语言学校的申请

这项研究的目的是衡量在巴西圣保罗/ SP市的语言学校中，特许人到特许人的销售过程中知识转移中存在的障碍的影响。理论方面包括通过沟通模型显示的知识转移以及此过程中固有的障碍。使用（Szulanski 1996）方法，可能会遇到与知识内容有关的障碍；语境; 来源; 方法是定量的，研究的类型是探索性和描述性的。在这项调查中，使用了Szulanski（1996）开发的问卷的改编版，该问卷适用于与巴西特许经营协会相关的79所特许经营语言学校的样本。除因素分析之外，还使用了Jonckheere-Terpstra的非参数检验和方差分析来比较流派。该分析的结果表明，根据品牌特许经营权，特许经营者对某些类型的知识转移进行了更有利或不利的评价。 。这些结果表明，销售流程的活动缺乏标准化趋势，并且与特许人的准则不符。作者强调，在分析品牌之间的关系因素，技术充足性，知识吸收，吸收知识的能力以及指标对收入的贡献时，在品牌之间的比较中，可以明显看出CNA在其他语言特许经营网络中的优势，接受准则并带来结果。，这项研究有助于发现在语言学校的销售过程知识方面，向特许经营者转让特许经营权的过程中所涉及的障碍，唤醒特许经营者可以在其工作中进行改进和解决的思考。单位。特别是，由于该主题提出了相互矛盾的发现，因此该主题仍在不断涌现，为特许经营领域的知识管理文献做出了贡献。