Multi-Unit Retailing: The Role Of Control As A Determinant Of Success

Abstract

To meet the demands of fragmenting markets and to enhance their financial success, small retailers often expend to multi-unit operations.  A successful expansion requires careful strategic planning and control.  This research indicates that there is a positive relationship between financial success and the degree of centralized control over store identity, buying, and management of certain retailers.  Evidence further indicates a synergistic effect among these control variables.