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dc.contributor.authorGorton, M
dc.contributor.authorAngell, R
dc.contributor.authorDries, L
dc.contributor.authorUrutyan, V
dc.contributor.authorJackson, E
dc.contributor.authorWhite, John
dc.date.accessioned2016-01-22T10:55:57Z
dc.date.available2016-01-22T10:55:57Z
dc.date.issued2015-06-02
dc.identifier.issn0019-8501
dc.identifier.issn1873-2062
dc.identifier.urihttp://hdl.handle.net/10026.1/4220
dc.description.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.

dc.format.extent69-77
dc.languageen
dc.language.isoen
dc.publisherElsevier BV
dc.subjectBuyer-seller relationships
dc.subjectPower
dc.subjectTrust
dc.subjectSupplier performance
dc.subjectArmenia
dc.titlePower, buyer trustworthiness and supplier performance: Evidence from the Armenian dairy sector
dc.typejournal-article
dc.typeJournal Article
plymouth.author-urlhttp://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000364892600009&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=11bb513d99f797142bcfeffcc58ea008
plymouth.volume50
plymouth.publication-statusPublished
plymouth.journalINDUSTRIAL MARKETING MANAGEMENT
dc.identifier.doi10.1016/j.indmarman.2015.05.024
plymouth.organisational-group/Plymouth
plymouth.organisational-group/Plymouth/Faculty of Arts, Humanities and Business
plymouth.organisational-group/Plymouth/Faculty of Arts, Humanities and Business/Plymouth Business School
plymouth.organisational-group/Plymouth/REF 2021 Researchers by UoA
plymouth.organisational-group/Plymouth/REF 2021 Researchers by UoA/UoA17 Business and Management Studies
plymouth.organisational-group/Plymouth/Users by role
plymouth.organisational-group/Plymouth/Users by role/Academics
dcterms.dateAccepted2014-08-20
dc.rights.embargodate2017-6-2
dc.identifier.eissn1873-2062
dc.rights.embargoperiod36 months
rioxxterms.versionofrecord10.1016/j.indmarman.2015.05.024
rioxxterms.licenseref.urihttp://www.rioxx.net/licenses/under-embargo-all-rights-reserved
rioxxterms.licenseref.startdate2015-06-02
rioxxterms.typeJournal Article/Review


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