Staff Publications

Staff Publications

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    'Staff publications' is the digital repository of Wageningen University & Research

    'Staff publications' contains references to publications authored by Wageningen University staff from 1976 onward.

    Publications authored by the staff of the Research Institutes are available from 1995 onwards.

    Full text documents are added when available. The database is updated daily and currently holds about 240,000 items, of which 72,000 in open access.

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Record number 495823
Title Power, buyer trustworthiness and supplier performance : Evidence from the Armenian dairy sector
Author(s) Gorton, Matthew; Angell, Robert; Dries, Liesbeth; Urutyan, Vardan; Jackson, Elizabeth; White, John
Source Industrial Marketing Management 50 (2015). - ISSN 0019-8501 - p. 69 - 77.
Department(s) Agricultural Economics and Rural Policy Group
Publication type Refereed Article in a scientific journal
Publication year 2015
Keyword(s) Armenia - Buyer-seller relationships - Power - Supplier performance - Trust

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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