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Use of the written contract in long-lasting business relationships
Mid Sweden University, Faculty of Human Sciences, Department of Social Sciences.ORCID iD: 0000-0001-9441-2919
Responsible organisation
2004 (English)In: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 33, no 3, 261-268 p.Article in journal (Refereed) Published
Abstract [en]

While contracts are signed in most business dealings, they are seldom used. These contracts are drawn up for different purposes: as a communications tool, to reduce uncertainty, or simply because it is customary. This study investigates how contracts are used in long-lasting business relationships and what factors influence the subsequent use of contracts. A number of studies claims that the negotiation process and the relationships developed during that process influence the subsequent use of contracts. In many cases, parties conduct business without contracts as they develop trust-based relationships. A conceptual framework is developed, which is then used to analyze trhee in-depth case studies. Findings show that the contract itself, rather than the negotiation process, has the greatest influence on how the contract is used.

Place, publisher, year, edition, pages
2004. Vol. 33, no 3, 261-268 p.
Keyword [en]
Trust-based relationship, Transactional contract, Relational contract
National Category
Business Administration
Identifiers
URN: urn:nbn:se:miun:diva-2711DOI: 10.1016/j.indmarman.2003.10.015ISI: 000220394800011Local ID: 2167OAI: oai:DiVA.org:miun-2711DiVA: diva2:27743
Note
Annual Conference of the Industrial-Marketing-and-Purchasing-Group, Perth, AustraliaAvailable from: 2008-09-30 Created: 2008-09-30 Last updated: 2011-07-26Bibliographically approved

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CiteExportLink to record
Permanent link

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Cite
Citation style
  • apa
  • harvard1
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf