“Forget it, let’s go with a handshake”: contracting practices of exporting small to medium size enterprises (SMEs)

Purpose This paper aims to dissect cross-border contracting practices among exporting businesses. The under-representation of exporter-importer dynamics and the superficial understanding of contracts are the motivation for this exploratory study. Design/methodology/approach The qualitative multiple case study design focuses on 18 small to medium size enterprise (SMEs) exporting from New Zealand. The analysis encompasses coding, pattern matching...