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
