Multifaceted Norms in SMC Export Cooperation: a Discourse Analysis of Normative Expectations
type: CreativeWork
description: This study focuses on normative expectations in cooperation. The purpose of this study is to enrich the view of long-term cooperation and to develop a multifaceted view of behavioral expectations in long-term cooperation between SMCs. This purpose was addressed through the following two sub-questions: 1. What discourses reflecting normative expectations can be identified in export cooperation between SMCs? 2. What kind of a cooperative relationship is constructed through the normative expectations functioning in export cooperation between SMCs? The theoretical framework for this research is based on the theory of contractual exchange developed by Ian Macniel, who is a lawyer. His theory presents a continuum where the self-interest maximiser is separated into the discrete end of a continuum of relationships and where the exchange is guided by discrete norms. In the relational end of the continuum, Macneil’s relational norms imply valuing the well-being of the relationship and its preservation. Parties seem to be expected to aim at making interpretations and actions on the basis of what is believed to be the welfare of the joint organization and the other party/parties. The focus in this study is on the relational end of the continuum. The purpose of the framework here is not to guide the analysis as such, but rather to serve as a basis for understanding the findings of the study and to be used as a platform for discussion of the findings of the analysis. The dissertation is carried out as a qualitative case-study using discourse analysis. It argues that by analysing discourse and discourses it is possible to unfold normative behavioral expectations shared by the parties: what they consider acceptable or unacceptable in the cooperation on the one hand or normal behavior on the other. To provide contextual background for the reader and to make the discourse analysis understandable, a case-description has been provided. The empirical context of the research focuses on a…
abstract: This study focuses on normative expectations in cooperation. The purpose of this study is to enrich the view of long-term cooperation and to develop a multifaceted view of behavioral expectations in long-term cooperation between SMCs. This purpose was addressed through the following two sub-questions: 1. What discourses reflecting normative expectations can be identified in export cooperation between SMCs? 2. What kind of a cooperative relationship is constructed through the normative expectations functioning in export cooperation between SMCs? The theoretical framework for this research is based on the theory of contractual exchange developed by Ian Macniel, who is a lawyer. His theory presents a continuum where the self-interest maximiser is separated into the discrete end of a continuum of relationships and where the exchange is guided by discrete norms. In the relational end of the continuum, Macneil’s relational norms imply valuing the well-being of the relationship and its preservation. Parties seem to be expected to aim at making interpretations and actions on the basis of what is believed to be the welfare of the joint organization and the other party/parties. The focus in this study is on the relational end of the continuum. The purpose of the framework here is not to guide the analysis as such, but rather to serve as a basis for understanding the findings of the study and to be used as a platform for discussion of the findings of the analysis. The dissertation is carried out as a qualitative case-study using discourse analysis. It argues that by analysing discourse and discourses it is possible to unfold normative behavioral expectations shared by the parties: what they consider acceptable or unacceptable in the cooperation on the one hand or normal behavior on the other. To provide contextual background for the reader and to make the discourse analysis understandable, a case-description has been provided. The empirical context of the research focuses on a…
author: Tuusjärvi, Eiren
language: en
date published: 2003
date modified: 2026-07-27T18:39:42Z
provider: Aalto University
publisher: Networked Digital Library of Theses and Dissertations
type: WebPage
source organization: Helsinki School of Economics