“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 contracts are motivation for this exploratory study. Design/methodology/approach qualitative multiple case study design focuses on 18 small medium size enterprise (SMEs) from New Zealand. analysis encompasses coding, pattern matching explanation building. uses coding uncover themes matching/cross-case comparison facilitate Findings underlines scant use formal international sales/distribution contracts, lack knowledge concerning contracting, barriers contract formation, misgivings about court system litigation adoption proxy contracts. depicts varieties practices, namely, no contract, improvisational, normative, contractual arrangements context in which each approach applies. Research limitations/implications Similar most studies area, dissection derives exporter side dyad. robs research a holistic view exchange. Nonetheless, contributes better formation formalization role shaping activities SMEs. Practical implications Although vital, they not obligatory all exchanges. Contracts matter more high intensity exporters with comparatively short relationship histories, selling knowledge-intensive products predominantly non-relational cultures. Policymakers should highlight importance such contexts direct SMEs several freely available resources contracting. Social casts fairness/equity access justice as pertinent structural disadvantages impacting Originality/value According authors’ knowledge, is first provide an in-depth portrayal SMEs, detail pervasiveness non-contractual depict nuanced context-dependent.