Please use this identifier to cite or link to this item: http://hdl.handle.net/10397/13871
Title: International hotel development : a study of potential franchisees in China
Authors: Xiao, Q 
O'Neill, JW
Wang, H
Keywords: Franchising
International franchisee
International hotel chains
China hotel market
Issue Date: 2008
Publisher: Pergamon Press
Source: International journal of hospitality management, 2008, v. 27, no. 3, p. 325-336 How to cite?
Journal: International journal of hospitality management 
Abstract: Franchising is a strategic partnership formed by the franchisor and the franchisee, and consequently partner selection between the franchisor and the franchisee is critical to the long-term success of a franchise. However, the literature has primarily taken the viewpoint of franchisors, but failed to explore the perspective of the potential franchisees. As China represents a significant growth opportunity for international hotel franchisors, this study examines the perspective of China's domestic hotel operators regarding franchising and analyzes a mix of factors that may affect such perspective. The study of 182 Chinese hotel general managers shows that China's hotel practitioners have considerable interest in franchising and are knowledgeable about the concept as it pertains to hotels. The findings indicate that the length of work experience and educational background of Chinese hotel operators may influence their franchising preferences. Hotel chains that have strong brand awareness, supportive centralized reservation systems, and offer relatively high returns on investment at relatively low franchise fees, are most attractive to potential Chinese franchisees.
URI: http://hdl.handle.net/10397/13871
ISSN: 0278-4319
EISSN: 1873-4693
DOI: 10.1016/j.ijhm.2007.10.006
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