Adoption, Transfers, and Incentives in a Franchise Network with Positive Externalities

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Barrie R. Nault; Albert S. Dexter;
  • Journal: Marketing Science,volume 13,issue 4,pages412-423
  • Related identifiers: doi: 10.1287/mksc.13.4.412
  • Subject: channels of distribution, pricing research

We study franchise arrangements that allow franchisees with exclusive territories to own their customers. This permits franchisees to benefit from positive externalities in the franchise network through interfranchise transfers based on the purchases by their customers ... View more
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