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    Power, buyer trustworthiness and supplier performance: evidence from the Armenian dairy sector

    253870.pdf (881.0Kb)
    Access Status
    Open access
    Authors
    Gorton, M.
    Angell, R.
    Dries, L.
    Urutyan, V.
    Jackson, Elizabeth
    White, J.
    Date
    2015
    Type
    Journal Article
    
    Metadata
    Show full item record
    Citation
    Gorton, M. and Angell, R. and Dries, L. and Urutyan, V. Jackson, E. and White, J. 2015. Power, buyer trustworthiness and supplier performance: evidence from the Armenian dairy sector. International Marketing Management. 50 (1): pp. 69-77.
    Source Title
    International Marketing Management
    DOI
    10.1016/j.indmarman.2015.05.024
    School
    School of Information Systems
    URI
    http://hdl.handle.net/20.500.11937/54201
    Collection
    • Curtin Research Publications
    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.

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