Title: The effect of benchmarking procurement plan and after sales services on suppliers sales success in western region of Kingdom of Saudi Arabia

Authors: Sulieman Ibraheem Shelash Al-Hawary; Bahaà Abdul-Hafez Attallah Al-Nady

Addresses: Department of Marketing, Faculty of Business and Finance, American University of Madaba, P.O. Box 2882, Amman 11821, Jordan ' Faculty of Business, Middle East University, P.O. Box 230505 – Amman 11123, Jordan

Abstract: This study aims to adopt illusion for effect of benchmarking procurement plan and after sales services on suppliers' sales success in western region of Saudi Arabia. The researchers draw their conceptual foundations from previous studies, supplement this from the marketing literature and test the model, and data analysis was based on multivariate statistical techniques. This paper emphasises the importance of benchmarking procurement and after sales services on supplier sales success. The study demonstrates that there is positive effect of benchmarking procurement plan (BPP) and after sales services (ASS) on suppliers' sales success (SSS) success. The findings are expected to provide researchers with useful insights to conduct future studies on benchmarking procurement plan associated with after sales services on suppliers' sales success variable.

Keywords: benchmarking; procurement planning; after sales services; suppliers sales; sales success; retailers; wholesalers; Saudi Arabia; marketing.

DOI: 10.1504/IJSOM.2014.064036

International Journal of Services and Operations Management, 2014 Vol.19 No.1, pp.103 - 135

Published online: 30 Aug 2014 *

Full-text access for editors Full-text access for subscribers Purchase this article Comment on this article