M Gorton
Power, buyer trustworthiness and supplier performance: evidence from the Armenian dairy sector
Gorton, M; Angell, R; Dries, L; Urutyan, V; Jackson, E L; White, J
Authors
R Angell
L Dries
V Urutyan
E L Jackson
J White
Abstract
The paper presents a Multiple Indicators and MultIple Causes (MIMIC) model for explaining the relationships between buyer-seller power, buyer trustworthiness and supplier satisfaction / performance. The model draws on an organizational supply chain perspective of power and is verified using data relating to dairy farmers’ relationships with their main buyer in Armenia. The analysis indicates that buyers are more trustworthy where there is greater competition for supplies. Buyer trustworthiness is also positively correlated with both the size of a supplier, as well as a supplier being a member of a marketing cooperative. Buyer trustworthiness has a positive impact on suppliers’ satisfaction (regarding their relationship with their main buyer) and enhances the quality and quantity of suppliers’ output.
Citation
Gorton, M., Angell, R., Dries, L., Urutyan, V., Jackson, E. L., & White, J. (2015). Power, buyer trustworthiness and supplier performance: evidence from the Armenian dairy sector. Industrial Marketing Management, 50, 69-77. https://doi.org/10.1016/j.indmarman.2015.05.024
Journal Article Type | Article |
---|---|
Acceptance Date | Aug 20, 2014 |
Publication Date | Jun 2, 2015 |
Deposit Date | Oct 7, 2015 |
Publicly Available Date | Jun 1, 2018 |
Journal | Industrial Marketing Management |
Print ISSN | 0019-8501 |
Publisher | Elsevier |
Peer Reviewed | Peer Reviewed |
Volume | 50 |
Pages | 69-77 |
DOI | https://doi.org/10.1016/j.indmarman.2015.05.024 |
Public URL | https://rvc-repository.worktribe.com/output/1400626 |
Files
9647.pdf
(1 Mb)
PDF
Downloadable Citations
About RVC Repository
Administrator e-mail: publicationsrepos@rvc.ac.uk
This application uses the following open-source libraries:
SheetJS Community Edition
Apache License Version 2.0 (http://www.apache.org/licenses/)
PDF.js
Apache License Version 2.0 (http://www.apache.org/licenses/)
Font Awesome
SIL OFL 1.1 (http://scripts.sil.org/OFL)
MIT License (http://opensource.org/licenses/mit-license.html)
CC BY 3.0 ( http://creativecommons.org/licenses/by/3.0/)
Powered by Worktribe © 2024
Advanced Search