Appendix Survey Items

Affective commitment This franchise organization has a great deal of personal meaning for me.

I really feel a sense of belonging to my franchise organization.

I am proud to belong to this franchise organization.

I feel emotionally attached to my franchise organization.

I really feel as if my franchise organization’s problems are my own.

I feel like “part of the family” at my franchise organization. Continuance commitment—perceived switching costs

I have invested too much time in this franchise organization to consider working elsewhere. Leaving this franchise organization now would require considerable personal sacrifice.

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For me personally, the costs of leaving this franchise organization would be far greater than the benefits.

I would not leave this franchise organization because of what I would stand to lose. If I decided to leave this franchise organization, too much of my life would be disrupted.

I continue to work for this franchise organization because I don’t believe another franchise organization could offer the benefits I have here.

Opportunism

I sometimes alter facts slightly in order to gain the cooperation of my franchisor.

I sometimes explicitly promise to do things requested by my franchisor without actually doing them later.

I sometimes withhold information that would help my franchisor to run his business.

I do not always share information in a timely manner with my franchisor.

I sometimes make vague promises to my franchisor that I later ignore.

I sometimes purposely withhold information that would put me in a bad light.

I sometimes tell my franchisor what I think he wants to hear instead of telling him the truth. Intent to acquire additional units

I intend to own one or several additional units of this franchise organization in the next two years. Within the next six months, I intend to acquire an additional unit of this franchise organization.

I don’t plan to own additional units of this franchise organization (reverse scored). Intent to leave How likely is it that you will voluntarily leave your franchise organization when your current franchise agreement expires? How likely is that you will renew your franchise agreement at the end of term?

Affectivity (control variable) Thinking about yourself and how you normally feel, to what extent do you generally feel: Upset Hostile Alert Ashamed Inspired Nervous Determined Attentive Afraid Active

Self-reported performance—Study 1 and Study 3 (control variable) As compared to other similar franchisees in this franchise organization, our performance is very high in terms of: Sales growth Profit growth Overall profitability

Self-reported performance—Study 4 (control variable)

Compared to other franchisees in this chain, my outlet(s) is/are performing well. To date, I have been able to meet the business objectives for my outlets. Based on the franchisor’s forecasts, the performance of my outlet(s) is (1) poor, (2) below expectations, (3) average, (4) above expectations, (5) outstanding.

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Franchisor strategy for multi-unit franchising (control variable) We encourage our franchisees to own more than one unit We are reluctant to allow a franchisee to manage several units (reverse scored) We limit the number of units a franchisee can open (reverse scored) Multiple-unit franchising is a part of our strategy

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Karim Mignonac is a professor at the University of Toulouse 1 Capitole, 2 rue du Doyen Gabriel Marty, 31042 Toulouse, France.

Christian Vandenberghe is a professor at the HEC Montréal, 3000, Chemin de la Côte Sainte-Catherine, Montréal, Québec, Canada H3T 2A7.

Rozenn Perrigot is an associate professor at the University of Rennes 1 (IGR-IAE) and ESC Rennes School of Business, 11 rue Jean Macé, CS 70803, 35708 Rennes, France.

Assâad El Akremi is an associate professor at the University of Toulouse 1 Capitole, 2 rue du Doyen Gabriel Marty, 31042 Toulouse, France.

Olivier Herrbach is a professor at the University of Bordeaux 4, 35, avenue Abadie, 33072 Bordeaux Cedex, France.

The authors gratefully acknowledge the financial support of the French National Research Agency (grant number ANR-12-BSH1-0011-01- FRANBLE). They also thank ET&P editor James G. Combs and the two anonymous reviewers for their encouragement and insightful guidance throughout the review process.

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Appendix Survey Items