FRANCHISING AS A MARKET ENTRY STRATEGY BY

KENTUCKY FRIED CHICKEN INTO KENYA

BY:

MARY A. ACHOLA

A RESEARCH PROJECT SUBMITTED IN PARTIAL

FULFILLMENT OF THE REQUIREMENTS FOR AWARD OF THE

DEGREE OF MASTER OF BUSINESS ADMINISTRATION,

SCHOOL OF BUSINESS, UNIVERSITY OF NAIROBI

OCTOBER, 2016

i
 DECLARATION
This research project is my original work and has not been submitted for a degree in any
other university.

Signature…………………………………….……Date…………………………………

MARY A. ACHOLA

D61/77509/2015

This research project has been submitted for examination with my approval as the
university supervisor.

Signature……………………………………......…Date…………………………………

DR. JOHN YABS

SENIOR LECTURER

DEPARTMENT OF BUSINESS ADMINISTRATION

SCHOOL OF BUSINESS
UNIVERSITY OF NAIROBI

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 ACKNOWLEDGEMENT
Completion of this project would not have been possible without the kind support and
help of many individuals and organizations. I would like to extend my sincere thanks to
all of them.

I am highly indebted to my project supervisor, Dr. John Yabs and the lecturers at the
University of Nairobi for their guidance, professional advice and constructive criticisms
which gave me the motivation to complete this paper.

Special gratitude and thanks to industry persons for giving me such attention and
information especially in filing the interview guide. I also wish to thank my financial and
moral supporters during this journey.

My thanks and appreciations also go to my colleagues in developing the project and

people who have willingly helped me out with their abilities.

Thank you all.

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 DEDICATION
First, I wish to dedicate this project to God Almighty my creator, my strong pillar, my
source of inspiration, wisdom, knowledge and understanding. He has been the source of
my strength throughout this program and on His wings only have I soared. I also dedicate
this work to my family and friends who have encouraged me all the way and made sure
that I give this project all it takes to finish that which I started.

Special dedication to my husband and dear children David Chris Tita and Jacob Graham
Omollo, who have been affected in every way possible by this quest.

Thank you dear ones for you all can never be quantified.

God Bless you.

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 ABSTRACT
Franchising is a business strategy for building a presence in foreign markets. It is
common in the service and retailing enterprises. Franchising is therefore a distribution
network of independent business relationship that not only allows sharing of brand
identification but also provides a strong marketing and distribution system. Franchising is
based on mutual agreement between two parties that is the franchisor and the franchisee.
Thus, there is no standard franchising contract. This study focused on the KFC and within
the context of appropriateness which has not been done before. This study was therefore
designed to fill this gap. The study was based on one objective: to determine how
franchising strategy is used a market entry strategy by KFC into the Kenyan Market. This
was a case study. Primary data was collected through the use of an interview guide.
Content analysis was used in cross examining the responses in order to arrive at valid
conclusions. The findings of this study according to the objective were that KFC adopts
the same franchising processes for all its branches. KFC underwent different processes to
attain its various franchises. The objective of this study as stated above was to determine
the factors that influence the application of franchising as a strategy by KFC. Franchising
as a strategy enables a company to gain competitive advantage over its competitors. The
competitiveness is achieved by nature of product, nature of the market, capacity of the
franchisor, capacity of the franchisee and the rules and regulation of the host country.
A greater proportion of the respondents reported that they would actually use franchising
if they were to start their own businesses, a sign that they are actually in support of
franchising as a mode of entry into foreign markets. Most of the managers cited heavy
taxation and cumbersome formalization procedures as the main challenges facing
franchising in Kenya.

The study established that the management needs to have a positive rethink towards the
use of franchising and have the right resources as the success of a business or strategy
depends primarily on the value judgment, energy and skill of its top managers and the
strategic implementation within the context and parameter of the uncertainty and
ambiguity of the environment subjected to volatility.

The study further established that strategic training is recommended to top management
and all employees in the fast food franchises in order to enhance their performance. Also
it recommended that top management should undertake a comprehensive study and
adoption of strategic management in all and every aspect and areas of its concern so as to
synergies, restructure, re-engineer and reposition its operations and thus enhancing
competitiveness and performance.

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 TABLE OF CONTENTS

DECLARATION............................................................................................................ ii

ACKNOWLEDGEMENT ............................................................................................. iii

DEDICATION ............................................................................................................... iv

ABSTRACT .................................................................................................................... v

ABBREVIATIONS AND ACRONYMS ..................................................................... viii

CHAPTER ONE: INTRODUCTION ..............................................................................1

1.1 Background of the Study............................................................................................ 1

1.1.1 The Concept of International Business ............................................................................... 2

1.1.2 Foreign Entry Strategies ..................................................................................................... 3
1.1.3 Concept of Franchising ....................................................................................................... 4
1.1.4 Kentucky Fried Chicken ..................................................................................................... 5
CHAPTER TWO: LITERATURE REVIEW .................................................................8

2.1 Introduction ............................................................................................................... 8

2.2 Theoretical Foundation .............................................................................................. 8

2.2.1 Internationalization Theory ................................................................................................. 8

2.2.2 Porter’s Generic Business Strategies ................................................................................ 10
2.2.3 Environmental Dependency Theory ................................................................................. 10
2.3 Empirical Studies ..................................................................................................... 12

2.4 International Business and Modes of Foreign Entry ................................................. 13

CHAPTER THREE: RESEARCH METHODOLOGY ..............................................14

3.1 Introduction ............................................................................................................. 14

3.2 Research Design ...................................................................................................... 14

3.4 Data Analysis .......................................................................................................... 15

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CHAPTER FOUR: DATA ANALYSIS, PRESENTATION AND DISCUSSION ....17

4.1 Introduction ............................................................................................................. 17

4.3 Challenges of Competition ....................................................................................... 20

4.4 Response Strategies to Increased Competition ......................................................... 21

CHAPTER FIVE: SUMMARY OF FINDINGS, CONCLUSIONS AND

RECOMMENDATIONS.................................................................................................23

5.1 Introduction ............................................................................................................. 23

5.2 Summary of Findings ............................................................................................... 23

5.2.1 KFC Franchises .................................................................................................... 24

5.3 Conclusion............................................................................................................... 24

5.4 Recommendations.................................................................................................... 25

5.5 Limitations of the Study ........................................................................................... 26

5.6 Suggestion for Further Research .............................................................................. 26

REFERENCES .................................................................................................................27

APPENDICES .................................................................................................................... i

APPENDIX I- LETTER OF INTRODUCTION .......................................................................... i

APPENDIX II: INTERVIEW GUIDE ..................................................................................... ii

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 ABBREVIATIONS AND ACRONYMS
JV : Joint Ventures

KFC : Kentucky Fried Chicken

MBA : Master of Business Administration

R&D : Research and Development

SPSS : Statistical Packages for Social Scientists

SWOT : Strengths Weaknesses Opportunities and Threats

viii
 CHAPTER ONE: INTRODUCTION

1.1 Background of the Study

Franchising is a business strategy for building a presence in foreign markets (Bashel,

2010). It is a distribution network of independent business relationship that not only

allows sharing of brand identification but also provides a strong marketing and

distribution system. Franchising is based on mutual agreement between two parties that is

the franchisor and the franchisee. Companies usually opt for franchising for various

reasons such as: for easier market penetration, to enhance their production, to venture

into new markets or to increase their expertise levels (Bashel, 2010). Franchising has

expanded rapidly in the last 5 decades and is estimated to account for more than a third of

the world’s retail sales. (Holmes & Lofstrom, 2003).

The social network perspective of franchising as described in the theory of

internationalization recognizes that firm internationalization depends on both firm related

advantages and networking activities and alliances. Firms that share a common goal of

finding markets or doing business internationally, have implemented strategies that best

enable them to access the markets or effectively carry out their businesses.(Johanson &

Mattsson, 1988). Porter’s (1980) uses the term alliances to encompass a whole variety of

arrangements that include joint ventures, franchising and other kinds of inter firm

relationships. Environmental dependency theory states that organizations operate in a

dynamic environment and they need to adapt and respond appropriately, hence the need

for strategic management (Pearce & Robinson, 2003).

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In recent years there has been an upsurge of fast food franchises setting shop in Nairobi

with the aim of bringing international food quality standards. The market that is growing

fastest in Kenya is the middle class comprising of about two million people who can be

defined as those with high disposable income. Nairobi, Kenya’s capital is a cosmopolitan

city that is considered to be a market that is a trendsetter for the country.

1.1.1 The Concept of International Business

International business has in the recent past received considerable interest from both

scholars and entrepreneurs. This is attributed to the large potential benefits that are

accrued from venturing into this sector. By definition, it refers to expanding the

operations of a particular business beyond its country’s borders (Davis, Et al 1997).This

means not only operation in a different business market but also in a different economy.

Hence, a careful evaluation of the company’s dynamics is required before undertaking

the international business process.

The international business has its origin from past business transaction practices such as

barter trade and long trade. Of which these practices have improved drastically over the

years. This diversification in the trade practices has been largely due to globalization,

advancement in technology, industrialization and improved infrastructure in most states

(Management Study Guide, December 2012). Thus highly enhancing how business

occurs and encouraging even more entrepreneurs to expand their borders.

International business not only improves the welfare of the business owners, but also the

country’s economy at large. This is though the various custom duty charged on the goods

exported and also taxation on the products. However, despite this importance, not all

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organizations venturing into the international business are always successful. Particularly,

some do not even last more than a year in the foreign market. This raises concern as to

what is required for firm to effectively integrate and gain maximally from the

international business practice (Shrader, et al 2000).

1.1.2 Foreign Entry Strategies

Strategy is termed as a method employed in attaining the set targets and objectives. The

strategy adopted by an organization is a main pre-determining factor as to whether the

organization will prosper or tumble down. The strategies enable proper alignment of the

available resources so as to maximize the efficiency at the minimal possible cost.

Additionally, if well-chosen and implemented, the strategy will be able to give the

company competitive advantage thus an upper hand against its competitors. Thus strategy

formulation ought to be highly prioritized by any particular management so as to avoid

insolvency and collapsing of organizations (Jayabalan, et al, 2009).

International business introduces even more intense competition and risks, and thus

requires well-structured strategies. At the outset of a foreign venture the company must

carry out extensive research to ascertain the viability of the venture. The company must

prepare adequately in terms of the available resources. There are several strategies that a

multinational company could use to enter into new markets. However the strategies are

affected by a number of factors such as: social cultural issues, level of technology, legal

requirements, and political factors as well as the level of competition. This study aims at

investigating the suitability of franchising as one of the market entry strategies in Kenya.

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1.1.3 Concept of Franchising

Franchise can be termed as an existing business relationship where the right to distribute

the firm’s products are granted to the franchisee by the franchisor using the latter’s

system and brand for a certain fee (Arasa & Gideon, 2015). In this case, franchising

allows the firm to rapidly expand into another market by utilizing the franchisor’s

intellectual property as well as the network’s enthusiasm and capital of the owner-

operators.

Franchises are mostly formed to attain a various purposes. To begin with, some are

undertaken so as to avoid the riskiness involved in venturing to new markets. Also, it

could be due to franchising being convenient in that it is not permanent thus can be

terminated anytime incase need arises. Additionally, unlike partnership where each

partner is delegated equal responsibilities, franchising only takes into the consideration

the obligations that agreed and signed for in the Franchising Agreement (Coase 1937).

Franchising has thus gained preference among most international business takers as it

permits firms to have easier market penetration due to sharing the ideas and expertise.

Hence, as compared to the organizations operating solely, those under franchising are

most likely to perform better. This has seen even micro enterprises grow into

multinational organizations due to the increased knowledge of the foreign market

situations and being able to curb the intense competition (Denis & McConnell 2003).

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1.1.4 Kentucky Fried Chicken

KFC Corporation, that is located in Louisville, Kentucky, constitutes one of the few

brands organizations in America that can pride about having over 5 decade history of

business success. KFC was started by Harland Sanders, an entrepreneur who began

selling fried chicken from his roadside restaurant in Corbin. The organization has

immensely grown over the recent years and currently, KFC has branches in 118 countries

and territories around the world. Particularly, there are 4,563 outlets in China, 4,491 in

the United States, and 9,821 across the rest of the world. These outlets are either operated

by franchisees or directly by the company.

Currently, KFC, the world’s largest chicken chain has 3 outlets in Kenya at the

Nakumatt Junction Mall along Ngong road, the Nakumatt Galleria near Bomas of Kenya

Mall and in Kimathi Street the center of Nairobi town. Their menu includes crispy fried

chicken, fries, burgers and fruit juices. Due to the success and expansion achieve much

focus is given to how exactly franchising aided the company to gain competitive

advantage and to be well known not only in Kenya but also globally.

1.2 Research problem

Ruiz (2014) conducted a survey on Franchising: A choice of entrepreneurship in the

Honduran fast food industry and affirmed that extensive market research, flexibility in

adjusting existing business model to accommodate local culture differences and a good

training program would result in success of a fast food franchise. KFC highly prioritizes

the quality of management, technology, product and operations. KFC opened the first

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ever drive through in Nairobi on 15th June 2013 enabling motorist on the busy Mombasa

road to enjoy their KFC chicken on the go.

The local studies include; Gikonyo (2014) researched on critical success factors for

franchised restaurants entering the Kenyan market customers‟ perspective and identified

product mix, convenience, employee competence, price and atmosphere as the critical

success factors. Mwangi (2010) conducted a study on strategic responses to competition

among large fast food restaurants in Nairobi central business district. The research

established that for a firm to survive in a competitive environment it should be able to

identify its target market and tailors its products and service to suit their tastes and

preferences.

Wanja (2015) on his study on fast food franchises’ strategies in Nairobi City County,

concluded that strategic management has a positive relationship with performance of the

fast food franchises and that strategic management practices influenced performance of

fast food franchises to a great extent. This shows that the franchises are committed to

applying strategic management practices to steer their operations in the Kenyan market.

The study further recommended that strategic training should be given to all employees

in the fast food franchises and that adoption of strategic management practices in

developing economies like Kenya should form part of the fast food franchise’s method of

improving organizational performance in order to cope with turbulent business

environment and the global economy.

Akoth (2013) researched on expansion trend of fast food franchises in Kenya and

ascertained that factors used to gain competitive advantage varied with the particular

6
organization. Most of the studies focused on firm’s competitive environment. Thus a gap

of knowledge was left in the area of entry strategy with relation to franchise business.

Few studies have, been done on the use of Franchising by KFC. This study therefore aims

at contributing to the wealth of knowledge and help fill this research gap. This study

therefore, seeks to investigate franchising as an entry strategy by KFC into Kenyan

market. It was guided by the following research questions: how has KFC used franchising

as an entry strategy into Kenyan market?

1.3 Research Objective

The objective of the study was to determine how franchising strategy is used as a market

entry strategy by KFC into Kenyan Market.

1.4 Value of the Study

The study will contribute knowledge and enhance franchising activities in Kenya. It will

also enhance the competitiveness of franchisees in creating wealth for their members and

employment for the country. Moreover, the study will equip both policy makers and

stakeholders with knowledge to identify the strengths and weaknesses of various

strategies/incentives and practices as well as policy guidelines on areas that require

immediate intervention for development of international business. This will make it

easier for the government and stakeholders to combine and adopt the best role with the

appropriate policy interventions and incentives to achieve the desired economic growth

rate as envisioned in Vision 2030.

The study will be of great importance to government agencies responsible for regulation

of multinationals in Kenya.

7
 CHAPTER TWO: LITERATURE REVIEW

2.1 Introduction

This chapter presents relevant theories and empirical studies on the appropriateness of

entering a foreign market through a franchise. The first part of the chapter deals with the

theoretical review followed by empirical studies, theories and general literature review.

2.2 Theoretical Foundation

This study will be anchored on Internationalization theory, Porters generic business

strategies and Environmental dependency theory.

2.2.1 Internationalization Theory

The theory of internationalization was developed by Johanson, J., & Vahlne, J.E. (1977).

It was later explained by Dunning (1980) by relating it to the competitive mechanism and

firm’s behavior. This theory suggests that internationalization depends on internal factors

such as manager attitudes and commitments and external factors such as unsolicited

inquiries and orders. This implies that factors such as knowledge, experience, resource

base, innovation activities and firm processes impact the international performance of

firms and subsequently, their international performance. The social network perspective

of internationalization recognizes that firm internationalization depends on both firm

related advantages and networking activities and alliances (Johanson & Mattsson, 1988).

The firm’s direct and indirect relationships provide a portfolio of networks which a firm

can exploit to achieve its internationalization goals. The networks may comprise of

relationships with individuals, businesses, government agencies and other organizations.

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Firms can exploit the capabilities, competencies and networks of these relationships to

access resources which was assist them expand internationally (Johanson and Vahlne,

2009). This implies that the internationalization and performance of firms is influenced

by network relationships. The business strategy framework in internationalization theory

is pragmatic and suggests that firms review a varied number of factors when assessing the

benefits and costs associated with various internationalization strategies (Porter, 1990;

Reid, 1983).

Research in this framework highlights internal and external factors relevant to

internationalization. Internal factors comprise of firm specific factors of firm resources

and product characteristics. External factors consist of host country 30 conditions, market

characteristics and industry factors. These factors are expected to have an effect on the

internationalization and performance of firms and are considered to be more flexible in

that the theory considers both internal and environmental aspect when determining

international development of the firm. Under this theory, multinationals are said to be

created when transactions are internalized beyond national borders thereby the costs in

the organization are lower than the costs in the market (Galánat al 1999).

This theory also explains the country selection of a country for foreign direct investment.

The internationalization process is determined by the realization of advantages of OLI.

The ownership advantage relates to a 31 specific organization and it includes aspects

such as the level of product innovation, intangible assets and technological capabilities.

Location advantages relate to the production and institutional factors that are resident in a

particular geographical location and location advantages of host and home countries. The

9
internationalization advantage stems from a firm’s ability to create value through

management and coordination of internal activities through foreign direct investment.

2.2.2 Porter’s Generic Business Strategies

Porter (1998) holds that there exist five strategies which when adopted effectively by an

organization, it ought to impact positively. The collective strength of these five forces

determines the ultimate profit potential of an industry (Pearce & Robinson, 2002., Porter

1998). However, rivalry occurs when players use competition practices or tactics like

price competition, advertising battles, product introductions and increased customer

service warranties. It occurs because one or more competitors feel the pressure or sees the

opportunity to improve position. Pressure comes from substitute products because

substitute products limit the potential returns of an industry by placing ceilings on prices

firms in the industry can charge. Suppliers can exert bargaining power over participants

by threatening to raise prices or reduce quality of purchased goods or services. They can

thus squeeze profitability out of an industry. This practices also known as strategies

include cost leadership, differentiation and market focus. The theory thus implies that

apart from franchising, these Porter strategies can also be adopted by the organizations so

as to enhance their penetration in the foreign market even further.

2.2.3 Environmental Dependency Theory

This theory was developed Aldrich & Pfeffer (1976). Every organization is established

with specific goals and objectives in mind. For business organizations, three economic

goals guide their strategic direction, whether or not they are explicitly stated in their

mission statement. These are survival growth and profitability. However organizations

10
operate in a dynamic environment and they need to adapt and respond appropriately,

hence the need for strategic management (Pearce & Robinson, 2003).

For an organization to operate successfully, it must establish a match between itself and

the environment in which it is operating. The environmental forces could either be the

internal multifaceted activities, a firm’s immediate external environment or even the

remote external environment all of which contribute to making the business environment

complex. Therefore all environmental factors most are anticipated, monitored, assessed

and incorporated in top level decision making.

The success and survival of any organization depends on how well it is able to relate and

competitively position itself in the environment (Pearce and Robinson, 2007).Jackson and

Morgan, (1982) contend that when the business environment changes, organizations must

adjust to survive and those that are successful in their adjustment may use any of several

possible strategies. Mintzberg, (1979) postulate that an organization is made of structures

that define its various parts and the different functions it performs in the environment to

realize its goals. An organization transforms itself as a result of self-awareness and was to

take advantage of environmental changes.

All business forms exist in an open system. This means they impact and are impacted by

the external conditions largely beyond their control (Pearce and Robinson, 2002). It thus

calls for all organizations regardless of the sector in which they are to formulate

competitive strategies in response to this turbulent environment. This was enable them

cope with competition. For effective strategic responses, continuous scanning of both

internal and external environment is a prerequisite so as to keep abreast of all

11
environmental variables underpinning current and future business operations of the firm

(Rose and Holland, 1986; Thompson and Strickland, 2003).

2.3 Empirical Studies

Quite a number of Studies have been done on the franchising in the fast foods sector. For

instance, Eisenhardt (1994) studied the impact of franchising on the fast food sector. On

the other hand Denis and McConnell (2003) studied and found that the right choice of

foreign entry is very vital in transforming the fast food sector.

Walton-Roberts and Hiebert (1997), while referring to the role of franchising in business

management amongst Indo-Canadian entrepreneurs, argue that the use of technology and

globalization are central tenets of the establishment and sustainability of franchise

business. Wheeler (2006) conducted a study on the factors affecting Franchises in the fast

food industry in the United States. The results of his study indicated that government

regulation and bureaucracies are the main challenges facing the development of

franchises in the United States. The cost of capital was however not found to be a

challenge.

Banerjee & Duflo (2008), in their study on franchises around the world conclude that

franchises have gained prominence in the twenty first century because of people’s

entrepreneurial spirit and the ease of forming a franchise. Most franchisees run ventures

mostly because of the low capital requirements and the goodwill associated with

renowned brand names.

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2.4 International Business and Modes of Foreign Entry

International Business involves doing business across geographically dispersed areas.

International business has also gained greater visibility over the years because of the

growth of 'large multinational corporations. Effective communication is important in

international business due to the geographical and physical separation of the market (s)

and the supplier. Thus those involved in international business need to deal with various

issues in international business. In the current arena, international business is global in

nature or regional in nature however advancement in technology has enabled various

companies and nations to do business regardless of the geographical separations.

Firms that share a common goal of finding markets or doing business internationally,

have implemented strategies that best enable them to access the markets or effectively

carry out their businesses. Thus there are various entry methods that were traditionally

used by firms to do businesses internationally. Porter uses the term alliances to

encompass a whole variety of arrangements that include joint ventures, licenses, long

term supply agreements and other kinds of inter firm relationships. Theories of

international business demonstrate that strategies create a competitive edge for a firm.

The choice of a certain strategy depends on the costs of strategy formulation and

implementation. The theories highlighted above are in relation to the scope of this study.

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 CHAPTER THREE: RESEARCH METHODOLOGY

3.1 Introduction

This chapter highlights the research methods and techniques that were employed to carry

out the study: Section 3.2 Presents the research design; Section 3.3 presents the sample

and sampling design; Section 3.4 Presents data collection techniques; finally Section 3.5

Presents data analysis.

3.2 Research Design

Research design is detailed description of the procedure employed by the researcher so as

to go about various research questions (Cooper & Schindler, 2006). The study adopted a

case study design. Gay (1981) defines a case study research as a process of collecting

data in order to answer questions concerning the current status of the subjects in the

study.

Case study design was appropriate for the study since it enabled the researcher to get all

facts and detailed information from the selected number of the respondents about the

variables in study. The case study was instrumental in determining the use of franchising

by KFC in Kenya.

There are six departments at KFC Nairobi. They include Sales and Marketing, Human

Resource and Administration, Finance and Accounts, Food Production, records and

Procurement departments. All heads of departments were interviewed and their responses

recorded for further analysis. Each department maintains its own records. However, all

relevant sources of information were gathered, scrutinized and studied. Primary data was

14
collected from senior management by way of interview. This method has a clear

advantage of being an effective way of collecting data from the population cheaply and

faster.

3.3 Data Collection

The study purely used primary data in obtaining information. This was through

conducting interviews. Interviews entail an interchange of ideas and views so as to gain

knowledge from individuals (Kvale 1996). The interview guide was considered

appropriate for this study since there was need to gain an in-depth understanding of the

use of franchising by KFC in Kenya and this could only be achieved by conducting

interviews.

Both primary and secondary data was used in the study. Primary data was collected using

an interview guide. Secondary data was obtained from secondary sources, which are the

various operations data available from the KFC records department. The data set included

a performance history of selected KFC branches.

3.4 Data Analysis

The data collected from the study was qualitative. Thus content analysis was adopted in

analyzing the data. Content analysis is termed as any method used to make inferences

through identification of collected data. (Nachmias & Nachmias, 1996). Before

embarking on content analysis, the researcher assessed the written material’s quality to

ensure that the available material accurately represents what is written or said. These

sources included; audited accounts, financial performance records, journals and

documentary materials.

15
The researcher then listed and summarized the major issues contained in the interview

guide responses. This enabled her to structure the data in a way that can make it possible

to analyze and interpret it. The result of the analysis was then interpreted and conclusion

made. Results were presented using charts and tables. After successful data collection

exercise, the obtained data was verified and edited for completeness and consistency.

Tables and other geographical presentations as appropriate were used to present the data

collected for ease of understanding and analysis.

This was case study hence the need to use the research methods and techniques of case

studies to carry out the analysis. A case study is the best research technique in business

and applied research (Ghauri & Gronhaug, 2002). Both primary and secondary data were

gathered and analyzed. Qualitative techniques were used in the collection and analysis of

data. This formed the basis for the methodology that was used in this study.

16
 CHAPTER FOUR: DATA ANALYSIS, PRESENTATION AND

DISCUSSION

4.1 Introduction

Data analysis entailed analyzing and interpreting the findings of the study as set out in the

research objectives. This chapter presents the quantitative analysis of data collected from

owners of enterprises as well the finance managers. It gives the findings from the

questionnaires and other observations that were encountered during the fieldwork. The

data has been analyzed to give clear and vivid findings of the study.

4.2 Demographic Information

Fig 4.2.1 KFC Branches in Kenya

17
The researcher sought to establish the branches of the respondents who filled the

questionnaires, based on the data presented in figure 4.2.1, 57% were from the leading

KFC branches while 43% were from other branches. The respondents were mainly

Managers of departments and therefore the findings imply that the researcher obtained

very accurate information since they fully understand issues relating to the topic of

discussion.

Fig 4.2.2 Respondents’ Departments

18
Data on figure 4.2.2 indicates the departments from which the samples were drawn, based

on the findings, 49% were from food production and 32.6% were branch managers while

only 6% were from finance and public relations. The findings imply that most of the

respondents had vast experience in the fast food sector.

Fig 4.2.3: Distribution of Position held by the respondents

The researcher further sought to categories the respondents as per the position held in the

organization during the period of study, based on the findings presented on figure 4.2.3,

74% of the respondents held senior positions that could directly influence the policy and

choice of strategy while only 26% had no direct influence. The findings imply that the

franchise was in a good position to implement the best strategies.

19
4.3 Challenges of Competition

This section addresses first objective that aims at determining the challenges of

competition faced by KFC in Kenya. The respondents were asked to indicate the

challenges their businesses faced from competition from the various aspects of

competition in the industry. A content analysis was done and responses are reported

below.

Most respondents described competition in the industry as intense. They noted that

pricing is a major competition factor. The non-franchised fast food businesses sell a

combination of local and international dishes. These non-franchised fast food businesses

are able to offer lower prices to the market due to the quality and cost of their recipe’s

supply chain. It was noted that the some of the independent stock suppliers, are able to

purchase their stock from cheaper and unsanitary sources. This consequently makes it

possible for them to have lower costs that are passed on the customers in form of lower

prices which, the franchised businesses cannot match without making losses.

It was further noted that Kenchic is a major competitor due to the fact that it has been in

the market for quite a long time and has branches all over Kenya. Increased levels of

internet usage in Kenya have seen most customers go for cheaper and more convenient

restaurants who offer round the clock delivery services. This has been a major drawback

to KFC restaurants. The respondents revealed that customers are increasingly expecting

shorter turnaround times, have knowledge on available cheaper options and using this

knowledge to demand for competitive and better services.

20
4.4 Response Strategies to Increased Competition

This section addresses the second objective of the study that aimed at determining the

response strategies to the increased competition. The respondents were asked to indicate

the strategic responses they adopted in their businesses. 50% of the respondents stated

that restructuring of operations had been done in their branch. This involved the re-

organization of company structure to eliminate bureaucracy and reduce costs. It involved

consolidating some department's roles at functional levels for example resulting from a

previous fifteen operational sections to seven functional areas. This resulted to

improvement in service delivery and the structures are more business oriented since

various functional areas were combined and streamlined to remove duplication of

activities. It was noted that this was successfully achieved through training conducted

first to prepare the staff and secondly through lots of negotiations with functional heads.

The respondents stated that there is increased emphasis on Marketing and product

coverage activities. This is aimed at enhancing revenue base, increasing profitability and

improving the accessibility of recipes and chicken in the various target markets. New

markets are targeted to reach those in remote areas and to capture new business.

Promotions are conducted constantly and there is increased advertising on both print and

electronic media to educate people and offer discounted products. There is noted

increased field visits by the marketing and sales officers to lure new customers by

offering give away promotion items on purchase of food stuffs.

All respondents also noted that customer service has been given a more prominent role in

their businesses. Introduction of customer friendly services example electronic enquiries

21
through short messaging services (SMS) and acceleration of resolution of queries is being

enhanced progressively. KFC is constantly exploring ways to make the consumers happy

through convenience and most often service delivery without any extra charges. There is

also increased customer service training in the organizations to remind and educate staff,

on new or better ways of serving the customers. Some respondents noted that they

conduct customer service contests where customers are asked to rate the employees

serving them and the wining employees are recognized while other staff encouraged on

improving.

Incorporation and upgrading of new information technology system was noted to be a

key factor in the industry. All the restaurants noted that their systems were highly manual

in the past five to ten years but the situation has now changed. It was further noted that all

the restaurants interviewed have installed Wide Area Networks to integrate the various

business divisions located in various parts of the country.

22
CHAPTER FIVE: SUMMARY OF FINDINGS, CONCLUSIONS AND

RECOMMENDATIONS

5.1 Introduction

This chapter provides a summary of the findings reported in Chapter Four. The

conclusions of the study are drawn and recommendations made. The chapter also

suggests areas for further research.

5.2 Summary of Findings

The first objective of the study was to establish the challenges of competition faced by

KFC restaurants in Kenya. The study revealed that increased competition from

independent owned restaurants purchase most of their stock from cheap and unsanitary

dealers, thereby reducing the cost of operation which is reflected on the final price

presented to customers. Price has therefore become a key competition aspect in the

industry and the franchised restaurants marketing costs have gone up as they aim at

securing and expanding their Customer base.

It was also realized that customer service is a key factor in securing a competitive

advantage in the fast food industry, therefore after sale service are set in place to secure

customer loyalty, customer comfort ability is also set on place by refurbishing restaurants

to the taste of customers.

23
5.2.1 KFC Franchises

The findings revealed that there was adequate justification for franchising by KFC. This

is because a greater proportion of the respondents (86%) indicated that they prefers

franchising to all other joint ventures, 90% reported that they were involved in all

decision making processes of the franchise. A greater proportion of the respondents

(92%) reported that they were happy to work for KFC, while 82% reported that they liked

the working arrangements under the KFC franchise. On challenges affecting franchises,

78% of the respondents indicated that they were facing stiff competition while 22% did

not think KFC has a chance of survival given the highly competitive conditions.

5.3 Conclusion

With regard to providing information relating to franchising requirements to enable and

facilitate the determination of the importance of and how the fast food sector in Kenya is

dominated by franchises, it was found that franchising was the most appropriate model of

entry in into Kenya by KFC. As a result of franchising, KFC managers reported that

franchising is the most appropriate mode of entry into international business. A greater

proportion of the respondents also reported that they would actually use franchising if

they were to start their own businesses, a sign that they actually in support of franchising

as a mode of entry into foreign markets. On the challenges faced by franchises in Kenya,

most respondents reported that government had not done enough to ensure a conducive

business environment for franchises, an indication that the respondents were actually

dissatisfied with the legal and regulatory interventions imposed by the Kenya

government. Most of the managers cited heavy taxation and cumbersome formalization

24
procedures as the main challenges facing franchising in Kenya. Thus most KFC

managers had never been satisfied by the government because of heavy fees and

documentation.

5.4 Recommendations

Adoption of strategic management practice is considered indispensable in small scale

enterprises and especially in developing economies like Kenya and it should form part of

the fast food franchise’s method of improving organizational performance to enable them

cope with the changes and challenges of the turbulent business environment and the

global economy.

The study established that the management needs to have a positive rethink towards the

use of franchising and have the right resources as the success of a business or strategy

depends primarily on the value judgment, energy and skill of its top managers and the

strategic implementation within the context and parameter of the uncertainty and

ambiguity of the environment subjected to volatility.

The study further established that strategic training is recommended to top management

and all employees in the fast food franchises in order to enhance their performance. Also

it recommended that top management should undertake a comprehensive study and

adoption of strategic management in all and every aspect and areas of its concern so as to

synergies, restructure, re-engineer and reposition its operations and thus enhancing

competitiveness and performance.

25
5.5 Limitations of the Study

The Methodology used in this study has limitations and the findings are not exhaustive;

requiring further scrutiny. One of the limitations was that some managers were unwilling

to co-operate. They cited fear of victimization Further it will be interesting to have a full

fledge study, that focuses on the precursors of other franchises impacting on their

strategic management practices and establish the critical success factors for each of these

franchises.

5.6 Suggestion for Further Research

This study focused on the responses of KFC franchised restaurants in Kenya to

challenges of increased competition. A similar study could be done targeting all fast

restaurants in Kenya.

The respondents recommended the need to evaluate the success of policies formulated by

the government to govern the restaurant franchising in Kenya. A study in this area would

help us understand whether there is a level playing field by all the marketers in the

restaurant businesses in the Kenyan fast food industry.

The hospitality sector has very many non-franchised restaurants and it would also be

important to evaluate the success of their businesses and strategies used to survive in the

highly competitive industry.

26
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30
 APPENDICES

APPENDIX I- LETTER OF INTRODUCTION

i
APPENDIX II: INTERVIEW GUIDE

PART A: BACKGROUND INFORMATION

1. Year of incorporation.......................................................................................

2. The position you occupy in your organization? ..............................................

3. Period for which you have held the position....................................................

4. How many employees does the branch have? .................................................

5) Indicate your most favorite foreign Franchise brand in the fast food sector in Kenya.
(e.g. Subway, KFC etc.)

………………………………………………………………………………………………

6) Indicate your KFC branch e.g. The Junction, Kimathi Street, etc.
………………………………………………………………………………………………
………………………………………………………………………………………………

7) Indicate your department and position at KFC

………………………………………………………………………………………………
………………………………………………………………………………………………
………………………………………………………………………………………………
………………………

8) Is KFC a good employer? ...........................................................

9) How would you describe your branch’s general

outlook?..................................................

ii
PART B: STRATEGIC MANAGEMENT PRACTICES APPLIED

Strategy Formulation

1) Has your franchise articulated a vision for the organization?..........................................

2) Has your franchise developed a mission statement? .....................................................

3) Do you feel that your current mission statement is compatible with the activities being
carried on by the organization?.......................................................................................

4) Has your branch conducted a SWOT analysis? ......................................................

5) On A scale of 1-10 how would you rate the importance of the SWOT analysis process
to the effective operation of your branch?......................................................................

6) Is a SWOT analysis employed when dealing with significant issues outside of strategic
planning? ...............................................................................................................................

7) Has your organization established long term

objectives?....................................................

8) How important is it to establish long-term objectives for your franchise? ...................

9) How important is it to generate strategies to deal with issues for your franchise?........

10) Does your organization maintain a policy

manual?...........................................................

For questions 2-5 rate using a five point scale where:-

1 = None

2 = Very low

3 = Low

4 = High

5 = Extremely high

iii
2) Rate your organization’s capacity to implement strategies...............................................

3) Rate the commitment to providing financial resources to support the implementation of

strategic initiatives.............................................................................................................

4) Rate the motivation to maintain and support the implementation of strategic initiatives
by the Board of Directors ............................................................................................

5) Rate the competencies of your organization staff to plan, manage and implement
strategic initiatives. ...............................................................................................................

PART C: STRATEGY EVALUATION

1) Has your organization developed a set of key performance indicators or some other
form of accountability to track the success of strategic initiatives?......................................

If yes list at least 3

For questions 2 – 4rate use a five point scale where:-

1 = None

2 = Very low

3 = Low

4 = High

5 = Extremely high

2) Rate your organization’s performance in communicating assessment results to the:

Membership...............................................

Board of Directors....................................

Auditors/Public/Others...............................

3) Rate your organization’s response time after they acknowledge that a strategic
initiative is failing.

iv
4) Rate the level of participation in strategy evaluation by the:

Board of Directors...................................................

Departmental Heads................................................

Other Staff...............................................................

PART D: STRATEGIC MANAGEMENT PRACTICES APPLIED

Where would you like to see KFC in the next five (5) years?

................................................................................................................................................
................................................................................................................................................

Given a chance, what would you change about KFC with regards to its operations in
Kenya

................................................................................................................................................

Do you think KFC is strategically positioned to meet the growing demand for fast food in
Kenya? (Explain)...................................................................................................................

...............................................................................................................................................

THANK YOU FOR YOUR PARTICIPATION!