Power, buyer trustworthiness and supplier performance: evidence from the Armenian dairy sector
Power, buyer trustworthiness and supplier performance: evidence from the Armenian dairy sector
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.
69-77
Gorton, Matthew
c32c7dd8-19b7-48c5-89bc-8adfd63333ca
Angell, Robert
ca8389e4-2a83-43a8-b331-c262eda37674
Dries, Liesbeth
1ebbdf02-7214-41b5-9c10-75b5d966aa20
Urutyan, Vardan
202863d2-8099-464c-ad36-dfe07dee5f67
White, John
559c3678-611b-4ab6-b719-97847fb50708
1 October 2015
Gorton, Matthew
c32c7dd8-19b7-48c5-89bc-8adfd63333ca
Angell, Robert
ca8389e4-2a83-43a8-b331-c262eda37674
Dries, Liesbeth
1ebbdf02-7214-41b5-9c10-75b5d966aa20
Urutyan, Vardan
202863d2-8099-464c-ad36-dfe07dee5f67
White, John
559c3678-611b-4ab6-b719-97847fb50708
Gorton, Matthew, Angell, Robert, Dries, Liesbeth, Urutyan, Vardan and White, John
(2015)
Power, buyer trustworthiness and supplier performance: evidence from the Armenian dairy sector.
Industrial Marketing Management, 50, .
(doi:10.1016/j.indmarman.2015.05.024).
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.
Text
IMM power supply chain prepublication
- Accepted Manuscript
More information
Accepted/In Press date: 20 August 2014
e-pub ahead of print date: 2 June 2015
Published date: 1 October 2015
Identifiers
Local EPrints ID: 426006
URI: http://eprints.soton.ac.uk/id/eprint/426006
ISSN: 0019-8501
PURE UUID: 32541344-7944-49d5-b183-d28a1093392d
Catalogue record
Date deposited: 09 Nov 2018 17:30
Last modified: 11 May 2024 04:02
Export record
Altmetrics
Contributors
Author:
Matthew Gorton
Author:
Liesbeth Dries
Author:
Vardan Urutyan
Author:
John White
Download statistics
Downloads from ePrints over the past year. Other digital versions may also be available to download e.g. from the publisher's website.
View more statistics
