Does paying higher franchise fees command higher RevPAR?

Nan Hua, John W. O’Neill, Khaldoon Nusair, Dipendra Singh, Agnes DeFranco

Research output: Contribution to journalArticlepeer-review

9 Scopus citations


Purpose: This study aims to validate the value-added hypothesis in hotel franchising using data from 2,120 properties across the United States with a total of 12,720 observations over a six-year period of 2008-2013. Design/methodology/approach: A series of annual cross-sectional regressions for each of the sample years and aggregated panel regressions for all sample hotel years were conducted. Newey–West errors were computed to address potential issues of autocorrelation and heteroscedasticity, and sensitivity tests were also performed. Findings: The paper concludes that franchise royalty fee adds value to hotel franchisees as it significantly and positively affects revenue per available room (RevPAR) for all sample years after controlling for the major determining dimensions of RevPAR. A series of sensitivity tests also show robustness of results. Research limitations/implications: This study offers a rational and empirical explanation for the positive and significant effect of franchise royalty fees on hotel performance and the value-added hypothesis. Hoteliers need to ensure that there is a proper match between hotel specific attributes and the potential franchise when making a franchise selection. Individual entrepreneurs can partner with franchisors to reap the benefits of franchising, while experienced hoteliers can also use the findings of this study to make strategic decisions. Originality/value: This study is the first using actual performance data from a large hotel property sample over multiple years to validate the value-added theory, where a higher royalty fee does command a higher RevPAR.

Original languageEnglish (US)
Pages (from-to)2941-2961
Number of pages21
JournalInternational Journal of Contemporary Hospitality Management
Issue number11
StatePublished - 2017

All Science Journal Classification (ASJC) codes

  • Tourism, Leisure and Hospitality Management


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