Contract Management and Relationship Performance in Global B2B Markets

Abstract

In global business-to-business (B2B) markets, contractual arrangements form the backbone of interorganizational exchanges. As firms increasingly engage with international partners across diverse legal, cultural, and institutional environments, effective contract management becomes critical for safeguarding transactions and enhancing relationship performance. This research article examines the role of contract management in shaping relationship performance in global B2B contexts. Drawing on transaction cost economics, relational governance theory, and international business literature, the study develops an integrative framework explaining how formal contracts and relational mechanisms jointly influence trust, cooperation, adaptability, and performance outcomes. The paper synthesizes existing research, proposes a conceptual model, discusses managerial implications, and outlines future research directions. The study contributes to global B2B marketing and supply chain literature by highlighting the strategic role of contract management beyond legal compliance.