E. Chiapello, Les typologies des modes de contr??le et leurs facteurs de contingence : un essai d'organisation de la litt??rature, Comptabilit?? - Contr??le - Audit, vol.2, issue.2, pp.51-74, 1996.
DOI : 10.3917/cca.022.0051

T. H. Chiles and J. F. Macmackin, Integrating Variable Risk Preferences, Trust and Transaction Cost Economics, Academy of Management Journal, vol.21, issue.1, pp.75-89, 1996.

G. Cliquet, Plural Forms in Store Networks : a Model for Store Network Management. The International Review of Retail, Distribution and Consumer Research, pp.369-387, 2000.

G. Cliquet, Les reseaux mixtes franchise-succursalisme: apports de la litterature et implications pour le marketing des reseaux de points de vente, Recherche et Applications en Marketing, vol.17, issue.1, pp.57-73, 2002.
DOI : 10.1177/076737010201700104

URL : https://hal.archives-ouvertes.fr/halshs-00071114

R. Crandall, The Decline of the Franchised Dealer in the Automobile Repair Market, The Journal of Business, vol.43, issue.1, pp.19-30, 1970.
DOI : 10.1086/295238

R. Dahlstron and A. Nygaard, An Empirical Investigation of Ex Post Transaction Costs in Franchised Distribution Channels, Journal of Marketing Research, vol.36, issue.2, pp.160-170, 1999.
DOI : 10.2307/3152090

S. P. Dant, Ownership structure in franchising: the effects of transaction costs, production costs and strategic considerations, The International Review of Retail, Distribution and Consumer Research, vol.44, issue.1, pp.53-75, 1996.
DOI : 10.2307/2393356

R. P. Dant, P. J. Kaufmann, and A. K. Paswan, Ownership Redirection in Franchised Channels, Journal of Public Policy and Marketing, vol.11, issue.1, pp.33-44, 1992.

R. Dant and N. Nasr, Control techniques and upward flow of information in franchising in distant markets: conceptualization and preliminary evidence, Journal of Business Venturing, vol.13, issue.1, pp.3-28, 1998.
DOI : 10.1016/S0883-9026(97)00040-2

T. K. Das and B. S. Teng, Between Trust and Control : Developing Confidence in Partner Cooperation in Alliances, Academy of Management Review, vol.23, issue.3, pp.491-512, 1998.

H. Dekker, Control of inter-organizational relationships: evidence on appropriation concerns and coordination requirements, Accounting, Organizations and Society, vol.29, issue.1, pp.27-49, 2004.
DOI : 10.1016/S0361-3682(02)00056-9

J. P. Deslauriers, Recherche qualitative. Guide Pratique, 1991.
DOI : 10.7202/1002031ar

URL : http://www.erudit.org/fr/revues/crs/1987-v5-n2-crs1516066/1002031ar.pdf

C. Donada and G. Nogatchewsky, Partenariat, vassalit??, march?? et seigneurie??: 4 configurations de contr??le client-fournisseur, Comptabilit?? - Contr??le - Audit, vol.14, issue.1, pp.145-168, 2008.
DOI : 10.3917/cca.141.0145

R. Dumoulin, Les configurations de contrôle au sein des réseaux inter organisationnels : une recherche exploratoire, Thèse de Doctorat : Sciences de Gestion : Université des Sciences et Technologies de, 1996.

R. Dumoulin and A. Gbaka, Contrôle d'entreprise et réseaux stratégiques, pp.51-74, 1997.

R. Dumoulin, P. Meschi, and T. Uhlig, Management, contrôle et performance des réseaux d'entreprises : étude empirique de 55 réseaux d'alliances, Finance Contrôle Stratégie, vol.3, issue.2, pp.81-112, 2000.

S. Dutta, M. Bergen, J. B. Heide, and G. John, Understanding Dual Distribution : The Case of Reps and House Accounts, Journal of Law Economics and Organization, vol.11, issue.1, pp.189-204, 1995.

S. Dutta, M. Bergen, and G. John, The Governance of Exclusive Territories When Dealers can Bootleg, Marketing Science, vol.13, issue.1, pp.83-99, 1994.
DOI : 10.1287/mksc.13.1.83

F. R. Dwyer and S. Oh, A Transaction Cost Perspective on Vertical Contractual Structure and Interchannel Competitive Strategies, Journal of Marketing, vol.52, issue.2, pp.21-34, 1988.
DOI : 10.2307/1251262

F. R. Dwyer, P. H. Schurr, and S. Et-oh, Developing Buyer-Seller Relationships, Journal of Marketing, vol.51, issue.2, pp.11-27, 1987.
DOI : 10.2307/1251126

J. H. Dyer, SPECIALIZED SUPPLIER NETWORKS AS A SOURCE OF COMPETITIVE ADVANTAGE: EVIDENCE FROM THE AUTO INDUSTRY, Strategic Management Journal, vol.17, issue.4, pp.271-291, 1996.
DOI : 10.1002/(SICI)1097-0266(199604)17:4<271::AID-SMJ807>3.0.CO;2-Y

B. Elango and V. Fried, Franchising Research: A Literature Review and Synthesis, Journal of Small Business Management, vol.35, issue.3, pp.68-81, 1997.

Y. Evrard, B. Pras, and E. Roux, Market : Etudes et Recherches en Marketing, 2005.
URL : https://hal.archives-ouvertes.fr/halshs-00150660

M. Fiol, La convergence des buts dans l'entreprise, Thèse d'Etat, 1991.

K. Fladmoe-lindquist and L. L. Jacque, Control Modes in International Service Operations: The Propensity to Franchise, Management Science, vol.41, issue.7, pp.1238-1250, 1995.
DOI : 10.1287/mnsc.41.7.1238

J. Foward and C. Fulop, Elements of a Franchise: the Experiences of Established Firms, The Service Industries Journal, vol.24, issue.3, pp.159-178, 1993.
DOI : 10.1080/09593969100000015

J. Foward and C. Fulop, Large established firms entry into franchising: an exploratory investigation of strategic and operational issues, The International Review of Retail, Distribution and Consumer Research, vol.243, issue.1, pp.34-52, 1996.
DOI : 10.1177/0266242694122002

F. Fréry, L'entreprise transactionnelle, Gérer et Comprendre, vol.45, pp.66-78, 1996.

F. Fréry, Les réseaux d'entreprises : une approche transactionnelle, Repenser la Stratégie, Editions Vuibert, pp.61-84, 1998.

F. Fréry, Entreprises virtuelles et réalités stratégiques, Revue Française de Gestion, vol.133, pp.23-31, 2001.

C. Fulop and K. Warren, The Marketing of a Professional Service: Opticians, International Journal of Advertising, vol.7, issue.4, pp.287-305, 1992.
DOI : 10.1080/02650487.1988.11107061

J. Galbraith, Designing Complex Organizations, 1977.

J. B. Gassenheimer, D. B. Baucus, and M. S. Baucus, Cooperative arrangements among entrepreneurs: An analysis of opportunism and communication in franchise structures, Journal of Business Research, vol.36, issue.1, pp.67-79, 1996.
DOI : 10.1016/0148-2963(95)00164-6

I. Geysken, J. B. Steenkamp, and N. Et-kumar, A Meta-Analysis of Satisfaction in Marketing Channel Relationships, Journal of Marketing Research, vol.36, issue.2, pp.223-238, 1999.
DOI : 10.2307/3152095

C. J. Goetz and R. E. Scott, Principles of Relational Contracts, Virginia Law Review, vol.67, issue.6, pp.1089-1150, 1981.
DOI : 10.2307/1072743

M. Gosh and G. John, Governance Value Analysis and Marketing Strategy, Journal of Marketing, vol.63, pp.131-145, 1999.
DOI : 10.2307/1252107

A. Grandori and G. Soda, Inter-firm Networks: Antecedents, Mechanisms and Forms, Organization Studies, vol.73, issue.6, pp.183-214, 1995.
DOI : 10.2307/2393356

M. Granovetter, Economic Action and Social Structure: The Problem of Embeddedness, American Journal of Sociology, vol.91, issue.3, pp.481-510, 1985.
DOI : 10.1086/228311

R. M. Grant, The Resource-Based Theory of Competitive Advantage: Implications for Strategy Formulation, California Management Review, vol.38, issue.3, pp.114-135, 1991.
DOI : 10.1007/978-1-349-11336-1

L. E. Greiner, Evolution and revolution as organizations grow, Harvard Business Review, 1972.
DOI : 10.1007/978-1-349-20317-8_25

D. W. Griesinger, The Human Side of Economic Organization, The Academy of Management Review, vol.15, issue.3, pp.478-499, 1990.

N. Guibert and Y. Dupuy, La compl??mentarit?? entre contr??le ?? formel ?? et contr??le ?? informel ?? : le cas de la relation client-fournisseur, Comptabilit?? - Contr??le - Audit, vol.3, issue.1, pp.39-52, 1997.
DOI : 10.3917/cca.031.0039

R. Gulati, DOES FAMILIARITY BREED TRUST? THE IMPLICATIONS OF REPEATED TIES FOR CONTRACTUAL CHOICE IN ALLIANCES., Academy of Management Journal, vol.38, issue.1, pp.85-112, 1995.
DOI : 10.2307/256729

R. Gulati, Alliances and networks, Strategic Management Journal, vol.19, issue.4, pp.293-317, 1998.
DOI : 10.1002/(SICI)1097-0266(199804)19:4<293::AID-SMJ982>3.0.CO;2-M

R. Gulati and H. Singh, The Architecture of Cooperation: Managing Coordination Costs and Appropriation Concerns in Strategic Alliances, Administrative Science Quarterly, vol.43, issue.4, pp.27-33, 1998.
DOI : 10.2307/2393616

G. K. Hadfield, Problematic Relations: Franchising and the Law of Incomplete Contracts, Stanford Law Review, vol.42, issue.4, pp.927-992, 1990.
DOI : 10.2307/1228908

P. Hall and R. Dixon, Franchising, 1988.

J. B. Heide and G. John, Do Norms Matter in Marketing Relationships?, Journal of Marketing, vol.56, issue.2, pp.32-44, 1992.
DOI : 10.2307/1252040

C. Hofer and D. Schendel, Strategy formulation: analytical concepts, 1978.

G. Hofstede, The Game of budget control, Contrôle budgétaire : les règles du jeu. Paris, Editions Hommes et Techniques, 1967.

J. I. Hough, Power and Authority and their Consequences in Franchise Organisations : A Study of the Relationship between Franchisors and Franchisees, Ph. D, 1986.

M. Huberman and M. Miles, Qualitative Data Analysis, 1994.

D. M. Kreps, A Course in Microeconomic Theory, 1990.

F. Lafontaine, Agency Theory and Franchising: Some Empirical Results, The RAND Journal of Economics, vol.23, issue.2, pp.263-283, 1992.
DOI : 10.2307/2555988

F. Lafontaine, Franchising versus corporate ownership, Journal of Business Venturing, vol.14, issue.1, pp.17-34, 1999.
DOI : 10.1016/S0883-9026(97)00102-X

F. Lafontaine and P. Kaufmann, The evolution of ownersip patterns in franchise systems, Journal of Retailing, vol.70, issue.2, pp.97-113, 1994.
DOI : 10.1016/0022-4359(94)90010-8

F. Lafontaine and K. L. Shaw, Targeting Managerial Control : Evidence from Franchising, Rand Journal of Economics, vol.36, pp.131-150, 2005.
DOI : 10.3386/w8416

J. J. Lambin, Recherche en Marketing, 1990.

A. Larson, Network Dyads in Entrepreneurial Settings: A Study of the Governance of Exchange Relationships, Administrative Science Quarterly, vol.37, issue.1, pp.76-104, 1992.
DOI : 10.2307/2393534

C. Lillis, C. Narayana, and J. Gilman, Competitive Advantage Variation over The Life Cycle of a Franchise, Journal of Marketing, vol.40, issue.4, pp.77-80, 1976.
DOI : 10.2307/1251071

P. Lorino, Méthodes de recherche en contrôle de gestion : une approche critique, 2008.

R. F. Lusch and J. R. Brown, Interdependency, Contracting, and Relational Behavior in Marketing Channels, Journal of Marketing, vol.60, issue.4, pp.19-38, 1996.
DOI : 10.2307/1251899

I. R. Macneil, The New Social Contract: An Inquiry into Modern Contractual Relations, Michigan Law Review, vol.79, issue.4, 1980.
DOI : 10.2307/1288310

C. Manolis, R. Dahlstrom, and A. Nygaard, A Preliminary Investigation of Owernship Conversions in Franchised Distribution Systems, Journal of Applied Business Research, vol.11, issue.2, pp.1-8, 1995.

R. Markland and R. Furst, A Conceptual Model for Analysing Discrete Alternative Franchising Portfolios: Design and validation, Operational Research Quarterly, vol.25, 1974.

T. G. Noordewier, G. John, and J. R. Nevin, Performance Outcomes of Purchasing Arrangements in Industrial Buyer-Vendor Relationships, Journal of Marketing, vol.54, issue.4, pp.80-93, 1990.
DOI : 10.2307/1251761

B. Nooteboom, H. Berger, and N. G. Noorderhaven, EFFECTS OF TRUST AND GOVERNANCE ON RELATIONAL RISK., Academy of Management Journal, vol.40, issue.2, pp.308-338, 1997.
DOI : 10.2307/256885

S. W. Norton, Franchising, brand name capital, and the entrepreneurial capacity problem, Strategic Management Journal, vol.75, issue.S1, pp.105-114, 1988.
DOI : 10.1002/smj.4250070605

S. W. Norton, An Empirical Look at Franchising as an Organizational Form, The Journal of Business, vol.61, issue.2, pp.197-217, 1988.
DOI : 10.1086/296428

S. W. Norton, Is franchising a capital structure issue?, Journal of Corporate Finance, vol.2, issue.1-2, pp.75-101, 1995.
DOI : 10.1016/0929-1199(95)00005-S

R. N. Osborn and J. Hagedoorn, THE INSTITUTIONALIZATION AND EVOLUTIONARY DYNAMICS OF INTERORGANIZATIONAL ALLIANCES AND NETWORKS., Academy of Management Journal, vol.40, issue.2, pp.261-278, 1997.
DOI : 10.2307/256883

W. G. Ouchi, A Conceptual Framework for the Design of Organizational Control Mechanisms, Management Science, vol.25, issue.9, pp.833-848, 1979.
DOI : 10.1287/mnsc.25.9.833

W. G. Ouchi, Markets, Bureaucracies, and Clans, Administrative Science Quarterly, vol.25, issue.1, pp.129-141, 1980.
DOI : 10.2307/2392231

W. G. Ouchi, The Relationship Between Organizational Structure and Organizational Control, Administrative Science Quarterly, vol.22, issue.1, pp.95-113, 1997.
DOI : 10.2307/2391748

A. R. Oxenfeldt and A. O. Kelly, Will Successful Franchised Systems eventually become wholly-owned chains, Journal of Retailing, vol.44, issue.4, pp.69-83, 1968.

A. R. Oxenfeldt and D. N. Thompson, Franchising in Perspective, Journal of Retailing, vol.44, issue.4, pp.3-13, 1969.

M. Page, L'orientation non directive en psychothérapie et en psychologie sociale, 1965.

R. S. Thompson, Company Ownership vs Franchising: Issues and Evidence, Journal of Economic Studies, vol.29, issue.4, pp.31-42, 1992.
DOI : 10.1086/467017

J. M. Trutko, J. W. Trutko, and A. Kostecka, Franchises growing role in the US economy, 1975.

J. Van-maaren, Qualitative Methodology, 1983.

S. Verbieren, M. Cools, and A. Van-den-abbeele, Franchising: a Literature Review on Management and Control Issues, Review of Business and Economics, vol.53, issue.4, pp.398-443, 2008.

K. H. Wathne and J. B. Heide, Opportunism in Interfirm Relationships: Forms, Outcomes, and Solutions, Journal of Marketing, vol.64, issue.4, pp.36-51, 2000.
DOI : 10.1509/jmkg.64.4.36.18070

B. Wernerfelt, A resource-based view of the firm, Strategic Management Journal, vol.10, issue.2, pp.171-180, 1984.
DOI : 10.1002/smj.4250050207

N. Wicking, Analysing the Options. Seminar on The Business of Franchising, 1993.

O. E. Williamson, Markets and Hierarchies : Analysis and Antitrust Implications, 1975.

O. E. Williamson, The Economic Institutions of Capitalism, 1985.

O. E. Williamson, Comparative Economic Organization: The Analysis of Discrete Structural Alternatives, Administrative Science Quarterly, vol.36, issue.2, pp.269-296, 1991.
DOI : 10.2307/2393356

O. E. Williamson, The Mechanisms of Governance, 1996.

L. C. Young and I. F. Wilkinson, The Role of Trust and Co???operation in Marketing Channels: A Preliminary Study, European Journal of Marketing, vol.23, issue.2, pp.109-122, 1989.
DOI : 10.1108/EUM0000000000550

.. Méthodologie-de-l-'étude, 63 1.1. L'apport d'une démarche qualitative, p.63

.. Résultats-dans-le-secteur-de-la-réparation-automobile, 92 4.1. La sélection et la formation, p.92

.. Questionnaire-et-choix-de-la-population-des-franchiseurs, 122 2.1. Le terrain de l'étude, p.122

.. Questionnaire-et-choix-de-l-'échantillon-des-franchisés, 136 3.1. Constitution de l'échantillon, p.137

.. Le-test-du-questionnaire, 146 3.3. Le mode de recueil de l'information, p.147

I. Caractéristiques-des, 152 1.1. Caractéristiques de la population mère, p.152

.. Résultats-relatifs-À-la-description-des-leviers-du-contrôle, 157 2.1. Les processus de sélection et de formation, p.157