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Do internet marketing capabilities interact with the effect of procedural capabilities for public procurement participation on SMEs’ sales performance?

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dc.contributor.author Changalima, Ismail A.
dc.contributor.author Israel, Baraka
dc.contributor.author Amani, David
dc.contributor.author Panga, Faustine P.
dc.contributor.author Mwaiseje, Shadrack S.
dc.contributor.author Mchopa, Alban D.
dc.contributor.author Kazungu, Isaac
dc.contributor.author Ismail, Ismail J.
dc.date.accessioned 2024-03-06T05:34:33Z
dc.date.available 2024-03-06T05:34:33Z
dc.date.issued 2023
dc.identifier.uri http://repository.mocu.ac.tz/xmlui/handle/123456789/1262
dc.description.abstract Purpose – This study aims to examine the influence of procedural capabilities for public procurement participation on small and medium enterprises’ (SMEs) sales performance in Tanzania. Also, the study establishes the interaction effect of internet marketing capabilities on the relationship between procedural capabilities and sales performance. Design/methodology/approach – The authors conducted confirmatory factor analysis and PROCESS macro for simple interaction analysis to analyse cross-sectional data that were obtained through questionnaire from surveyed SMEs’ managers. The included SMEs are those that are involved in supplying goods, services and works to public entities in Dodoma, Tanzania. Findings – The findings reveal that procedural capabilities for participation in public procurement enhance SMEs to improve sales performance. Also, there is a significant and positive relationship between internet marketing capabilities and sales performance. Lastly, internet marketing capabilities strengthen the relationship between procedural capabilities and sales performance. Social implications – This study is a wake-up call to SMEs to better comprehend public procurement procedures and e-business practices to use the available public procurement opportunities. It is argued that SMEs should invest in technology to market their businesses through social media and online platforms. According to the study, SMEs may benefit from improving their sales performance by fully utilising their internet marketing capabilities and participating in public procurement opportunities. Originality/value – This study adds to the two main streams of literature that emphasise harnessing public procurement opportunities for SMEs (through public procurement partic en_US
dc.language.iso en en_US
dc.publisher Emerald Publishing Limited en_US
dc.subject E-business en_US
dc.subject Small-and-medium-enterprises en_US
dc.subject Procedural-capabilities en_US
dc.subject Internet-marketing en_US
dc.subject E-procurement en_US
dc.subject Buyer–supplie-relationships en_US
dc.subject Sales-performance en_US
dc.subject Capability-development, en_US
dc.title Do internet marketing capabilities interact with the effect of procedural capabilities for public procurement participation on SMEs’ sales performance? en_US
dc.title.alternative Internet marketing capabilities en_US
dc.type Article en_US


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