From safeguards to enablers: developing a relational contracting framework for SMEs
Hassinen, Rene (2025)
Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2025103126807
https://urn.fi/URN:NBN:fi:amk-2025103126807
Tiivistelmä
This thesis explores how small and medium-sized enterprises (SMEs) can improve their contracting by adopting more relational practices and by designing clearer, more functional contracts. Traditional contract theories have mainly focused on legal formality and risk control, whereas newer perspectives emphasize how contracts can also communicate, guide cooperation, and support management. Building on these ideas, the study develops and tests a construct that links relational practices with contract design as the main elements of effective contracting.
The research follows a constructive approach, combining theory with empirical insight. Five expert interviews were carried out during autumn 2025 and analysed through systematic coding. Altogether, 113 excerpts were coded and grouped under two main dimensions: relational practice and contract design, along with two additional themes: trust and structural barriers.
The results show that contracting is a complex and context-dependent process, there is no single right model that fits every situation. However, both literature and interviews point in the same direction: relational contracting, when used thoughtfully, creates business value. The study also suggests that while legal safeguards remain necessary, overemphasis on safeguarding can easily work against collaboration and slow down daily business. A balance is therefore needed, where legal certainty supports rather than restricts flexibility. Trust appears central to all successful contracts, and so does clarity. Simple, well-structured contracts help partners understand each other, reduce ambiguity, and make contracts more efficient.
The developed construct provides both theoretical and practical guidance for SMEs aiming to make contracting more useful and to bridge the gap between theory and business practice. Further research should test and refine the model in actual business environments.
The research follows a constructive approach, combining theory with empirical insight. Five expert interviews were carried out during autumn 2025 and analysed through systematic coding. Altogether, 113 excerpts were coded and grouped under two main dimensions: relational practice and contract design, along with two additional themes: trust and structural barriers.
The results show that contracting is a complex and context-dependent process, there is no single right model that fits every situation. However, both literature and interviews point in the same direction: relational contracting, when used thoughtfully, creates business value. The study also suggests that while legal safeguards remain necessary, overemphasis on safeguarding can easily work against collaboration and slow down daily business. A balance is therefore needed, where legal certainty supports rather than restricts flexibility. Trust appears central to all successful contracts, and so does clarity. Simple, well-structured contracts help partners understand each other, reduce ambiguity, and make contracts more efficient.
The developed construct provides both theoretical and practical guidance for SMEs aiming to make contracting more useful and to bridge the gap between theory and business practice. Further research should test and refine the model in actual business environments.