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.