Purpose – The purpose of this paper is to explore how contracts are used to build and develop long‐term relationships in contexts where trust cannot be expected in advance – i.e. there is a lack of initial trust. Design/methodology/approach – This paper is based on a qualitative...

Purpose – The purpose of this paper is to investigate the international market development process in small- and medium-sized exporting firms (SMEs) and to examine the influence of “unexpected market events” in relation to actual market activities. Design/methodology/approach – The...