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

Ismail Abdi Changalima, Baraka Israel, David Amani, Faustine Peter Panga, Shadrack Samwel Mwaiseje, Alban Dismas Mchopa, Isaac Kazungu and Ismail Juma Ismail

Journal of Public Procurement, 2023, vol. 23, issue 3/4, 416-433

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 participation) and leveraging internet marketing capabilities for SMEs to improve their sales performance.

Keywords: E-business; Small and medium enterprises; Procedural capabilities; Internet marketing capabilities; Sales performance; Public procurement participation; E-procurement; Procurement; Capability development; Buyer–supplier relationships; Small to medium enterprises (search for similar items in EconPapers)
Date: 2023
References: Add references at CitEc
Citations: View citations in EconPapers (1)

Downloads: (external link)
https://www.emerald.com/insight/content/doi/10.110 ... d&utm_campaign=repec (text/html)
https://www.emerald.com/insight/content/doi/10.110 ... d&utm_campaign=repec (application/pdf)
Access to full text is restricted to subscribers

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:eme:jopppp:jopp-01-2023-0001

DOI: 10.1108/JOPP-01-2023-0001

Access Statistics for this article

Journal of Public Procurement is currently edited by Mr David Loseby

More articles in Journal of Public Procurement from Emerald Group Publishing Limited
Bibliographic data for series maintained by Emerald Support ().