0000121345 00000 n 0000122306 00000 n Consider four strategies used to grow franchised brands: individual location (one at a time), multi-unit development, master franchising, and area representative. Prospective Franchise Owners Find You The key to inbound marketing is that you find your franchise owners where they spend their time on the Internet. 0000126500 00000 n it is marketing system for creating an image in the minds of current Dismiss Try Ask an Expert These are: 1. 0000129419 00000 n ?:0FBx$ !i@H[EE1PLV6QP>U(j 0000099469 00000 n trailer The study of franchising as a small business growth strategy is only weakly researched and understood. 0000128524 00000 n 0000099392 00000 n when you decide to give your franchise to others that mean you are ensuring that they have required skills to operate branches of your business. 0000123621 00000 n startxref 0000099546 00000 n %%EOF endobj 0000123948 00000 n growth and development strategy of motels and hotels (Walker, 1999). Domino Pizza Inc. commenced its first franchise dealing in the year 1967 by starting the very first store. 0000072191 00000 n 0000128716 00000 n 0000126970 00000 n There are two ways a multi-unit franchise can be achieved: an area development franchise or a master franchise. 0000129213 00000 n J. F. Preble, Richard C. Hoffman. 0000121591 00000 n 0000001818 00000 n With UK turnover from franchise networks achieving 13.4 billion and an overall failure rate still under 4%, the franchise community has a lot to be happy about. J\~TMPoT\&a;(u_HRF@ '[8rb=4M._ 4Wz186@ pIbJCzutteBPoRy @"'GP|&. 0000126346 00000 n Franchising is a well-known marketing strategy for business expansion.. A contractual agreement takes place between Franchisor and Franchisee. When a company with a proven business model wants to scale its operations by increasing its share in certain markets, it can consider opening a franchise for its products or services.. A franchise is like a joint venture between the company wanting to expand . %PDF-1.6 % 0000128069 00000 n 0000015457 00000 n <]>> 0000007735 00000 n 0000015161 00000 n J egVasuwO03FVkj'^unh`Rj3~q7A d2`a'(v. + 0000012117 00000 n Strategy reflects the managerial decisions made to adapt the firm to its environment. @pAAS| ,r3Xs)Y jZQPc`:iv-|"^"OW/xuLhlc1M%}beJ^S7>U^8*W6SbqK. As one of the most successful business models in the United States, franchising is both a legal and business framework that's focused on growth, expansion, unit-level economics, and opportunity. Past mistakes should not be repeated or, worse, hidden by including the prior year's shortfalls as reasonable expectations in the current plan. 0000121918 00000 n 0000129931 00000 n 0000126831 00000 n As well as analyse what possibilities franchising offers for Aku & Ada. 0000006938 00000 n 0000128760 00000 n Franchising is a business strategy for getting and keeping customers. 0000006463 00000 n According to Benson, "Dunkin' Donuts is proud to energize Americans and keep the honest, hard-working . 0000129169 00000 n Bs-5iIW% zwvv#d 0 This thesis is a qualitative research on what requirements are needed for a company in 0000006800 00000 n The coffee shop chain has 10,000 stores worldwide with approximately 4,400 of them as licensed shops. 0000099003 00000 n 0000015892 00000 n 0000129799 00000 n 0000006892 00000 n Among the top hotel chains in the world, Hilton Worldwide has a large number of hotel brands within its portfolio. endstream endobj startxref Franchising is a marketing strategy and is currently a very popular tool used for business expansion purposes. 1100 0 obj <>stream 0000129507 00000 n 0000124595 00000 n Author: Ed Teixeira Publisher: Routledge ISBN: 1000602516 Category : Business & Economics Languages : en 0000084793 00000 n Download Franchising Strategies Book in PDF, Epub and Kindle A comprehensive and accessible companion to a proven business model, this book shows how to franchise an existing business, supported by case studies, data, and research reports on the franchise industry. Approximately 93% Of McDonald's restaurants worldwide are owned and operated by independent local business owners. Growing the franchise system one location at a time is the simplest and easiest strategy, but also has its limitations. franchising was brought up as a possible strategy in the future. 0000003121 00000 n 0000126243 00000 n 0000122741 00000 n Franchising is considered as a low risk and low 0000128112 00000 n This plan for growth works best when the . franchise over the countless other opportunities. 0000085857 00000 n 184 0 obj<>stream 0000126788 00000 n Action Plan. 0000001815 00000 n The Essential Attorney Handbook for Internet Marketing, Search Engine Optimization, and Website Development Management Author: Jeffery W. Lantz Publisher: Esquire Interactive ISBN: 1449540546 Category : Law Languages : en Pages : 280. 0000122605 00000 n The franchisor assists in setting up the service provider with adequate skill and knowledge to emanate its brand to the customers. There are approximately 3,800 franchise systems operating in the United States, as of the beginning of 2019. Franchise: A franchise is a type of license that a party (franchisee) acquires to allow them to have access to a business's (the franchiser) proprietary knowledge, processes, and trademarks in . 0000051975 00000 n 0000122785 00000 n 0000003676 00000 n 0000000716 00000 n 0000016096 00000 n 0000129073 00000 n 0000124551 00000 n 78 0 obj <> endobj << 0000125649 00000 n 0000125253 00000 n 0000006754 00000 n 0000013773 00000 n These include broad digital strategies, SEO, social media, offline marketing, and paid ads. Franchising is emerging as a highly effective strategy for growth, job creation, and economic development and is spreading rapidly around the globe. Additional sales lead to additional profit and if you retain this in the business, in the long-term, you should have a saleable . Franchise Your Business Thinking of starting a franchise with your existing business? 101 0 obj <>/Filter/FlateDecode/ID[<0E45C10CF7A425F1BFE8B81BE12D488A><445993564DB93F4A9353745C10EE89E8>]/Index[78 46]/Info 77 0 R/Length 117/Prev 278005/Root 79 0 R/Size 124/Type/XRef/W[1 3 1]>>stream Franchising allows franchisors to function effectively with a much leaner organization. In this article, we will look at 1) introduction to Hilton, 2) history, 3) business model, and 4) the USP of Hilton Hotels & Resorts. Selected articles from the Strategy and Corporate Finan ce Practice . 0000003335 00000 n aQ8CichO-b!L=i YY4n{L|*F[cYc 2f"c$ pjVMJ{#}mf/\}@_ZvQfjk |Bkc Rather than spending time and money tracking down leads, leads find you through Internet inquiries and research. Limitations and recommendations are listed for future studies. 0000125173 00000 n Abstract Franchising is a business model decision. %PDF-1.6 % xb```"9 i l@q 0000001682 00000 n Welcome to McDonald's Franchising. hXOHW#f 0000123665 00000 n 0000018681 00000 n Download Franchising Strategies PDF full book. Daniel Byman, 'Al Qaeda's M&A Strategy', Foreign Policy, 7 December 2010. trailer How Does Franchising Work? 0000126104 00000 n 0000127544 00000 n The franchise model provides leveraged growth and entrepreneurial flexibility when the firm's cash flow is uncertain. /N 3 0000122027 00000 n 0000015092 00000 n 0000007083 00000 n 0000084263 00000 n 0000015614 00000 n RH|4rM}Qequh_i?[hIb;aZjP,kI Email us at info@ifranchisegroup.com, or call one of our franchise consultants at 708-957-2300. 2 0 obj The rst step is determining whether your business is franchisable and if franchising is the right strategy. Economics and Management of Franchising Networks pp 243-263 Cite as Franchising and the Choice of International Entry Mode Krista Duniach-Smith Conference paper 295 Accesses Part of the Contributions to Management Science book series (MANAGEMENT SC.) The main focus of this research is to introduce franchising as a potential growth strategy for the company. 0000101118 00000 n Law. INTRODUCTION Franchising had prolonged seen as a pulling technique to grow and broaden a firm (Flint- 0000123490 00000 n 164 0 obj <> endobj (Teixeira 2005, p.19). endstream endobj 79 0 obj <> endobj 80 0 obj <> endobj 81 0 obj <>stream 0000121733 00000 n Again, franchising in this manifestation involves significant trade-offs, discussed later in "Considerations in Buying a Franchise." Nonetheless, it offers the potential to reduce the risk Bryce Loidolt, 'Managing the Global and Local: The Dual Agendas of Al Qaeda in the Arabian Peninsula', Studies in Conflict and Terrorism, vol. There are over 745,000 franchise locations in the United States. 18 STRATEGY NO. 0000002190 00000 n Here are the five most common ways you can participate in afranchise program: Go the Classic Route. <<636C9EEA96A3D54AAE75BBE41CF1C406>]>> Other common benefits to franchising include: Access to training programs for franchisees before they open their business. 0000126543 00000 n Our presentation is structured as follows: First, we will review the concept of franchising and will identify master franchising as a strategic option. 0000006984 00000 n xref 0000006846 00000 n 0000015401 00000 n 0000008862 00000 n 0000006334 00000 n 0000121874 00000 n 0000009404 00000 n 0000121635 00000 n submitted to. 0000129551 00000 n 0000011877 00000 n The business strategy used in structuring the franchise offering is the foundation for every successful franchise system, and proper strategy development can ensure that your goals are attainable. Franchise marketing strategies are more difficult to implement and don't guarantee universal success across all locations. 0000129029 00000 n 0000002990 00000 n Franchising is an arrangement where an organization (Franchisor) allows another organization or individual (Franchisee) to use its trade name and business concept in return for a fee. It is a marketing Business. 0000125956 00000 n 0000004566 00000 n 0000012597 00000 n [/ICCBased 3 0 R] For small to medium sized businesses, franchising can lead to successful and profitable growth, and plays an important role within the US economy. It is one of the strategies employed by multinational corporations (MNCs) to penetrate foreign markets. The challenge is knowing what is right for your company, so that you can create a franchise offering that is marketable to the franchisees you want . 0000127207 00000 n There is no scope for any changes and this limited creativity is an important disadvantage of franchising. 0000125533 00000 n Much of the debate over Oxenfeldt and Kelly's resource scarcity explanation has centered on capital. Hypothesis 1: Firm age is negatively related to the use of franchising. 0000053878 00000 n 0000000016 00000 n 0000124092 00000 n 0000124909 00000 n More recent successful exponents of this model include: 1992 ETYRES; 1994 CHIPSAWAY; 1997 Mail Boxes Etc; 2009 ORANGE. Hypothesis 3: Firm growth rate is positively related to the use of franchising. 0000126687 00000 n 0000128354 00000 n Advantages of franchising your business. 1087 14 Introduction to Franchising 2. 624 0 obj <>stream @Rt CXCP%CBH@Rf[(t CQhz#0 Zl`O828.p|OX %%EOF 0000011075 00000 n 0000128864 00000 n McDonald's is the world's leading global foodservice retailer with over 38,000 locations in over 100 countries. MFk t,:.FW8c1L&9aX: rbl1 Starbucks franchises are available overseas in countries excluding the United States and Canada. 0000127751 00000 n The authors then show how the strategic concepts of portfolio management, global strategy and network analysis can be used in formulating and implementing franchise strategies. Realism - The franchisee should be very realistic in assessment of his business strengths and weaknesses. Franchising is a business model where the owner (franchisor) of a product, service, or method utilizes the distribution services of an affiliated dealer (franchisee). INTRODUCTION TO HILTON Hilton Hotels Corporation, now known as Hilton Worldwide, is a global hospitality business. Keywords: Franchising Strategy, Systematic Literature Review, Scoping Review, Prisma, Franchising. However, the pursuit of global markets by. This publication was prepared by the Commercial Market Strategies Project (CMS). 0 Limitations and recommendations are listed for future studies. 0000129843 00000 n 0000121417 00000 n View franchising.pdf from MARKETING ELECT5 at University of the Philippines Diliman. 0000001554 00000 n 0000122350 00000 n none franchising franchising is business strategy for getting and keeping the customers. 0000125759 00000 n 30 STRATEGY NO. Download full books in PDF and EPUB format. 2, February 2011, pp. 0000125490 00000 n 0000101852 00000 n 0000129630 00000 n 0000122946 00000 n 0000007129 00000 n %PDF-1.7 *w H(dW`lllW!Ud*ATCxR(X/) - Individual Location. 2 Invest in Strengthening the Franchisor-Franchisee Relationship Keep It Simple 100 Jollibee 20 Waffle Time 104 PR Gaz 24 Potato Corner 28 Turks 108 STRATEGY NO.10 Continue Investing In Your Brand -Rebrand! Download full books in PDF and EPUB format. 0000123039 00000 n 0000129674 00000 n 0000124186 00000 n MARKETING TOOLS These are the physical (or digital) items that make up the basic toolkit required to implement a strong franchise strategy, in order of priority. If you are still new to franchise, you need to know and understand the basics in franchising for you to easily perform franchising operations. Over the past few years, 250 to 300 businesses annually have developed their concept into a franchise. 0000124406 00000 n Learning from them, franchising can succeed if the franchisee has a right combination of the four R's prescribed. 0000129755 00000 n 0000017459 00000 n Last, we will explore strategies, trends, and current opportunities and limitations of international franchising. We help businesses like yours launch successful franchises by providing all aspects of consulting services, including market research, business planning, legal documentation, site selection, and training. Utilizing a proprietary dataset with the . 0000126200 00000 n 0000126061 00000 n 0000009097 00000 n 0000123815 00000 n 0000046247 00000 n >> 0000127794 00000 n Franchiseware is a professional franchise development and management company. 24. 430 0 obj <> endobj 0000019199 00000 n 102-104; Farrall, 'The Evolution of Command', p. 20. Definition of Franchising We define franchising as a strategy mainly used by service companies, that allows the franchisee to use a business model, processes or brand name for a fee, to conduct business, as an independent branch of the parent company (franchisor). Business & Economics; Franchising Strategies. xwTS7PkhRH H. 0000019752 00000 n Hypothesis 2: System size is negatively related to the use of franchising. Franchising offers a middle ground between salaried employment and the essentially open risk of launching one's own independent small business. 0000053069 00000 n A new franchise has to act on the directive of its parent company. It is important to rationally evaluate the past in order to build on expected and unexpected accomplishments. Next, we will focus on the mechanics of structuring the required agreements. 0000084209 00000 n Franchising is an established business expansion strategy that has proven to deliver rapid growth - with arguably reduced risk. /Filter /FlateDecode 1087 0 obj <> endobj 0000002318 00000 n 0000128480 00000 n It is a marketing system for creating an image in the minds of current and future customers about how the company's. It reveals that small firms select franchising as a growth strategy for both economic and . There are some points to consider when you are in a franchise business, and these are as follows: 1. Business Suitability Our list of franchise examples continues with Century 21, a real estate agent franchise company that was founded in the USA back in 1971. 0000002180 00000 n 0000003090 00000 n 0000002030 00000 n The status of franchising in the markets where we currently do business is . Many franchisors also offer ongoing training opportunities so franchisees can benefit from new developments in the franchise's industry. 0000123179 00000 n 3. 0000122226 00000 n 0000129887 00000 n 0000003857 00000 n 3 Think Win Win Win 112 Mont Albo Goldilocks 116 Golden 32 Cowrie/Hukad 118 Flawless Franchise Development Core Messaging Document (Separate from the Franchisee/Brand) Formalized Lead Flow & Sales Process through Onboarding (Includes CRM selection and setup) 2. Grow your business - franchising your business can be a cost-effective way to grow your business. 0000099137 00000 n However, the pursuit of global markets by. 0000128310 00000 n startxref startxref Starbucks is one of the most popular and recognized brands in the coffee industry. franchising strategies. *1 J "6DTpDQ2(C"QDqpIdy~kg} LX Xg` l pBF|l *? Y"1 P\8=W%O4M0J"Y2Vs,[|e92se'9`2&ctI@o|N6 (.sSdl-c(2-y H_/XZ.$&\SM07#1Yr fYym";8980m-m(]v^DW~ emi ]P`/ u}q|^R,g+\Kk)/C_|Rax8t1C^7nfzDpu$/EDL L[B@X! 0000016198 00000 n hb```f``f`e`` B@16 };X\Lj85Waad Ey#s:,.s;L>;Y@#,mD&?S6#\S%e&u;drHTpO=&8NcofrxFCpht9(Q2GJ3 To learn more about how this franchising strategy and business planning process can help provide you with your best chance of success in franchising, contact us. And the franchisor instead supports the franchisee in starting up the activity and in providing a set of services as part of . 0000127501 00000 n 0000122436 00000 n 0000100132 00000 n In this article, Adrian Price considers the advantages of growing your business through franchising. A multi-unit franchise is an agreement where the franchisor grants a franchisee the rights to open and operate MORE THAN ONE unit. 0000084446 00000 n 4. 0000004760 00000 n This preliminary, qualitative investigation examines the experiences of 17 operational and five "failed" franchises in the UK, in translating their business concepts into a franchise format. Furthermore, franchising had also seldom been used as a means to international expansion until the 1980s. 0000015024 00000 n Abstract In this study, international entry mode choice is examined in a franchise setting. Reasons To Franchise Your Business As A Strategy For Growth. Written by one of the nation's leading franchise consultants and by the late Dave Thomas, founder of Wendy's International, this fun, friendly guide is packed with guidance . Initially, the idea of the company is to add a dot in its logo whenever it will open its new branch, but soon the idea faced considering the rapid enlargement of the company and the swift growth, which it experienced. 0000123332 00000 n LB Century 21. 0000127951 00000 n Read more on how to franchise a business Franchise Your Business Starting a business from scratch can be . If you are looking to explore new horizons and enter into unchartered territories then the franchise model is not for you. What is franchising? 0000128199 00000 n It is intended to serve as a reference xref 0000085879 00000 n Franchising is an arrangement where franchisor (one party) grants or licenses some rights and authorities to franchisee (another party). G8$YEcD3+I2gRFT$&H(S. 0000099214 00000 n 0000003056 00000 n 0000050365 00000 n 0000004315 00000 n A secular authority or ruler who had been vested with certain authority and powers found it 2) Limited creativity. 0000072245 00000 n 164 21 Keywords: franchising strategy, systematic literature review, scoping review, PRISMA, franchising. 0000123288 00000 n Since franchisees will assume many of the responsibilities otherwise shouldered by the corporate home. Dunkin' Donuts has aligned its development strategy to support the growth opportunities and consumer needs of each individual market. 0000099315 00000 n 0000004285 00000 n 0000100071 00000 n %%EOF in franchising that has occurred in the past five decades. Renovate! xV]LU>,JPY|heLI tJ5hKBS Yk,TH+hv[hz,9{{w{g& G&4_i($]y*8l,R~9Vru$yZKeR5zJ'fk|4Zhy2n9h"W]$U, v|\Zs-.>e[JIyb[ncRgw#qv9'. 0000128612 00000 n Still, planning to use franchise marketing best practices is absolutely essential for any applicable business. Within franchising? Franchising in its most fundamental sense, that of bestowing a valuable privilege, or "franchise," for a consideration, has probably been practiced since the beginning of civilization. 0000121506 00000 n @~ (* {d+}G}WL$cGD2QZ4 E@@ A(q`1D `'u46ptc48.`R0) The theory of. This shows that the franchise strategy is one of the important aspects in expanding business and economic development. Comparative Table Conclusion Though both shares similar advantages. 0000007221 00000 n trailer 3 0 obj Under an area development franchise, a franchisee has the right to open more than one 0000005976 00000 n 0000007175 00000 n 0000018627 00000 n Accordingly, Knowles (1999) noted that hotel franchising in the 1990s is becoming more competitive and complicated than in the 1950s and 1960s. The non-food franchise sectors began to emerge during the 1990s. FRANCHISING is a contractual agreement whereby someone with a good idea for a business (franchisor) sells the rights to use the business name and sell a product or service (franchise) to others (franchisees) in a given territory in a specified manner. 0000084980 00000 n 0 0000001472 00000 n 0000084114 00000 n Jeffery W. Lantz. Franchising is a method to enhance your business once it is proven and has its value in the market. 0000125913 00000 n 0000125047 00000 n 0000007343 00000 n 2006. 34, no. 0000124230 00000 n xref 430 195 0000122071 00000 n 0000000016 00000 n 0000003487 00000 n Franchising is governed by an elaborate agreement specifying the responsibilities and duties of both the parties involved. 0000124747 00000 n 0000127358 00000 n 0000014949 00000 n 123 0 obj <>stream 0000072136 00000 n the borivli education societys matushri pushpaben vinubhai valia college of commerce m.k.school complex, factory lane, borivali (w), mumbai-400092.. a project on franchising strategies in the subject strategic management. Give us a call at (336)-396 . In some cases, the obstacles to getting financing could be lessened. stream 0000127708 00000 n 0000001990 00000 n 0000125129 00000 n 0000125393 00000 n 0000015683 00000 n This is how most people think offranchise opportunities: You buy a new franchise, find the. FranchiseBusiness.com.au explains the franchise model, a way for individuals to invest in an existing business and gain a competitive advantage. Today, it is present across 80 countries and territories, with over 9,400 independently owned franchise brokers, and a total number of 127,000 employees. 0000002450 00000 n 0000127117 00000 n Some stellar examples include MacDonald's, Singer and Coca Cola. This article develops a strategic perspective on franchising by first discussing the growth and strategic importance of franchising. 0000006114 00000 n 0000000016 00000 n 0000003051 00000 n 0000128568 00000 n 0000084927 00000 n 0 0000123446 00000 n 0000015286 00000 n Franchising as a Strategy Franchising can be considered a `generic strategy' from two viewpoints: (1) it represents strategic choices made by the firm, and (2) it is a form of strategic alliance between organizations. 0000099780 00000 n Franchising is a form of marketing and distribution in which the franchisor grants to an individual or company (the franchisee) the right to run a business selling a product or providing a service under the franchisor's business format and identified by the franchisor's trademark or brand. 0000051843 00000 n 0000123904 00000 n franchising strategy articles is increased decade by decade. 0000019519 00000 n 0000003414 00000 n 0000127315 00000 n 0000127908 00000 n Learn about:- 1. {{{;}#tp8_\. These franchises have considerable market potential, and many American franchisors continue to enter the Egyptian market. 0000128908 00000 n 0000126389 00000 n Access full book title Franchising Strategies by Ed Teixeira. 0000128155 00000 n Learn about franchising your business. %PDF-1.3 % /Length 2596 0000129463 00000 n INTRODUCTION Franchising had prolonged seen as a pulling technique to grow and broaden a firm (Flint- one worldwide famous example of franchising business is McDonald's. 0000004565 00000 n %%EOF Abstract Franchising is emerging as a highly effective strategy for growth, job creation, and economic development and is spreading rapidly around the globe. Franchising Strategies That Work. 0000002900 00000 n 0000018876 00000 n As a strategy mode Franchising is a business strategy for getting and keeping customers. 0000124318 00000 n 0000086044 00000 n 0000124703 00000 n The trend of franchising strategy articles is increased decade by decade. 0000015526 00000 n 0000002255 00000 n }k\e6''k. Franchises employ about eight million Americans directly. Like any important business decision, though, franchising can have advantages and disadvantages depending on your individual goals. As a result, franchising opportunities range from single units to multi-store development agreements. Franchising For Dummies, Second Edition gives you all the inside insight and smart advice to make sure you pick the right investment opportunity and make the most of it. 0000121777 00000 n 0000127401 00000 n Social Franchising as a Strategy for Expanding Access to Reproductive Health Services A case study of the Green Star service delivery network in Pakistan By Julie McBride, MPH, and Rehana Ahmed, MD September 2001. Usually, the franchisee pays a royalty to the franchisor to be using the brand, process, and product. 0000035968 00000 n 0000006504 00000 n <<402CCDDF2832144D969425F8732C16FC>]>> View 3 excerpts, cites background. 0000015344 00000 n Franchisor authorizes franchisee to sell their products, goods, services and give rights to use their trademark and . 0000124865 00000 n 0000126644 00000 n 0000015231 00000 n 0000127074 00000 n 0000129331 00000 n 0000125802 00000 n You will not have to cover the cost of investing in new premises or staff. Give Customers the Ultimate Coffeehouse Experience. 0000000576 00000 n 0000100012 00000 n 0000129375 00000 n A comprehensive and accessible companion to a proven business model, this book shows how to franchise an existing business, supported by case studies, data, and research reports on the franchise industry. university of mumbai for semester-ii of master of commerce by kishore sushil agarwal division b, roll no- 201 0000124450 00000 n 0000083880 00000 n The international franchise association estimates that American consumers spend approximately 1.3 trillion dollars on franchise goods and services on an annual basis. %PDF-1.5 % hbbd```b`` "A$C3dH&M0DH` #D] $'X$Dr{`i|DZt$f`.X v0 ~j 0000016302 00000 n 0000009823 00000 n For example, several companies in hotel management, car rental, foreign language teaching, health and fitness, and electronics are currently franchised in Egypt. Growth and innovation articles Disrupting beliefs: A new approach to business-model innovation Mark de Jong and Menno van Dijk July 2015 read the article Growing beyond the core business Survey 0000127665 00000 n (Nickels, McHugh, McHugh, 2010, p.132) 0000010171 00000 n 0000123083 00000 n
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