Journal Screenshot

International Journal of Academic Research in Economics and Management Sciences

Open Access Journal

ISSN: 2226-3624

Critical Success Factors for Sustainable Marketing: A Strategical Framework Using Key Performance Indicators in Small and Medium Enterprises (SMEs) Businesses in Oman

Ayman Nasser AL Shukri, Syuhaida Ismail

http://dx.doi.org/10.6007/IJAREMS/v12-i4/19573

Open access

Small and medium enterprises (SMEs) have limited employees, resources, and assets below a certain threshold. Many Oman’s SMEs exited and disconnected their business in 2020 due to the absence of marketing planning and strategy and their inability to formulate strategic marketing plans due to the lack of financial liquidity from investors. This paper aims to develop a framework for marketing strategic planning for Omani SMEs by identifying the current marketing strategies, examining critical success factors (CSFs) affecting marketing strategies, and proposing the framework for marketing strategic planning for Oman’s SMEs in the sales sector. Using the quantitative method, this study adopts a questionnaire survey on 364 Omani-owned SMEs in the sales sector. The paper's findings reflect that current marketing strategies are marketing mix strategy, social media marketing strategies, and online digital marketing; the problems in implementing marketing strategies are lack of marketing activities (marketing mix), branding, market fluctuation, and financial obstacles. The framework for marketing strategic planning for Oman’s SMEs in the sales sector is expected to consist of pharmaceutical and medical products, foodstuffs, cosmetic and aromatic products, multi-goods warehouses, building materials, restaurants, and sales activities. The research provides for the effective outcomes of the SME sales business in Oman, owing to the success of KPIs and CSFs. These are the leading contributors to implementing the SMEs business in Oman.

Afonso, H., & Cabrita, M. (2015). Developing a Lean Supply Chain Performance Framework in a SME: A Perspective Based on the Balanced Scorecard. Procedia Engineering, 131, 270-279. doi: 10.1016/j.proeng.2015.12.389
Agarwal, R., &Dahm, M. J. (2015). Success Factors in Independent Ethnic Restaurants. Journal of Foodservice Business Research, 18(1), 20–33. https://doi.org/10.1080/15378020.2015.995749
Agburu, J., Anza, N., & Iyortsuun, A. (2017). Effect of outsourcing strategies on the performance of small and medium scale enterprises (SMEs). Journal Of Global Entrepreneurship Research, 7(1). https://doi.org/10.1186/s40497-017-0084-0
Ahmad, M., & Cuenca, P. R. (2013). Critical success factors for ERP implementation in SMEs. Robotics And Computer-Integrated Manufacturing, 29(3), 104-111. https://doi.org/10.1016/j.rcim.2012.04.019
Al Badi, K. (2019). Implementation of marketing concept and organisational culture in SMEs in Al Buraimi – Oman. Benchmarking: An International Journal, 26(7), 2401-2414. https://doi.org/10.1108/bij-05-2018-0136
Al Buraiki, M., & Khan, R. D. (2018). Finance and technology: key challenges faced by small and medium enterprises (SMEs) in Oman. International Journal of Management, Innovation & Entrepreneurial Research, 4(2), 01-12. https://doi.org/10.18510/ijmier.2018.421
Al Harrasi, N. (2020). Assessing the Relationship between Leader’s Information Power and Employee Productivity at Selected Muscat Governmental Organizations, Sultanate Of Oman. Journal of Critical Reviews, 7(14), 241-248.
Al Maamari, N. K. S., & Bhuiyan, A. B. (2021). The empirical review of the organizational, technological, environmental and human resources factors on the efficiency of the digital transformation, Oman. International Journal of Business and Management Future, 5(1), 38-55.
Al Qubtan, T. R., & Gan, P. T. (2020). Risk, challenges, and opportunities: insights from small and medium enterprises in Oman. European Journal of Economic and Financial Research, 4(2).
Al Shabibi, I. (2020). Planning for entrepreneurialism in a rentier state economy: Entrepreneurship education for economic diversification in Oman (Doctoral dissertation, Cardiff University).
Al Shukaili, A. M., Al Kindi, K., Kassim, N. M., Ahmed, Z., & Al Hosni, K. (2022). Can government financial support enhance job creations: insights from Oman. Journal of Science and Technology Policy Management.
Al Zadjali, H. (2020, September). Building the right AI governance model in Oman. In Proceedings of the 13th International Conference on Theory and Practice of Electronic Governance (pp. 116-119).
AL-Amri, K. S., & Sharma, A. (2019). Study the Impact of use of ICT on Organization Performance in Omani SMEs. Journal of Student Research.
Al-Ghenaimi, A. A. (2019). Collaborative Arrangements and the State of Trust between SMEs and Large Companies in Mandated Business Interactions (Doctoral dissertation, University of Bradford).
Al-Hinai, A., Espinosa, A., &Vidgen, R. (2018). A systemic approach to integrate SOEs and SMEs in business ecosystem. In Economic Diversification in the Gulf Region, Volume I (pp. 49-75). Palgrave Macmillan, Singapore.
Al-Maskari, A., Al-Maskari, M., Alqanoobi, M., & Kunjumuhammed, S. (2019). Internal and external obstacles facing medium and large enterprises in Rusayl Industrial Estates in the Sultanate of Oman. Journal Of Global Entrepreneurship Research, 9(1). https://doi.org/10.1186/s40497-018-0125-3
Alqassabi, M. A. (2020). Insights on Sustainability of Small and Medium Enterprises in Oman: a Conceptual Framework. International Journal of Economics and Financial Issues, 10(1), 209–218. https://doi.org/10.32479/ijefi.9063
Alraja, M. N., Imran, R., Khashab, B. M., & Shah, M. (2022). Technological Innovation, Sustainable Green Practices and SMEs Sustainable Performance in Times of Crisis (COVID-19 pandemic). Information Systems Frontiers, 1-25.
Amjad, T., Rani, S. H. A., &Sa'atar, S. (2020). Entrepreneurial Marketing Theory: Current Developments and Future Research Agenda. SEISENSE Journal of Management, 3(1), 27-46.
Aribisala, A., &Olufolarin, O. (2020). Economic impact of COVID-19 lock down on small medium enterprise (smes) in lagos state. International Journal on Integrated Education, 3(7), 62-68.
Astuti, R., Afiff, A., &Balqiah, T. (2018). Entrepreneurial Marketing and Marketing Strategies of SMEs on Marketing Performance: An Empirical Analysis of Fit. SOCIAL SCIENCES & HUMANITIES, 26(0128-7702), 39-54.
Balasubramanian, S., Shukla, V., Sethi, J. S., Islam, N., &Saloum, R. (2021). A readiness assessment framework for Blockchain adoption: A healthcare case study. Technological Forecasting and Social Change, 165, 120536.
Barringer, B., & Ireland, D. (2019). Entrepreneurship: Successfully Launching New Ventures (6th ed., pp. 411-449). London: Pearson Education (US).
Bellakhal, R., &Mouelhi, R. B. A. (2020). Digitalisation and Firm Performance: Evidence from Tunisian SMEs (No. 36). EMNES Working Paper.
Bhandari, V., & Mohite, V. (2022). Entrepreneurship Ecosystem: An Appraisal for Sultanate of Oman Using the Ease of Doing Business Index.
Bilal, Z., & Al Mqbali, N. (2015). Challenges and constraints faced by small and medium enterprises (SMEs) in Al Batinah governorate of Oman. World Journal Of Entrepreneurship, Management And Sustainable Development, 11(2), 120-130. https://doi.org/10.1108/wjemsd-05-2014-0012
Bose, S., Al Naabi, A. M. R., Boughanmi, H., & Yousuf, J. B. (2019). Domestic ban versus border rejections: A case of Oman’s fish exports to the EU. Sage Open, 9(1), 2158244018823079.
Brandt, F., & Znotka, M. (2021). Influencing factors and outcomes of entrepreneurial activities in German healthcare organizations–a qualitative study. International Journal of Healthcare Management, 14(3), 805-812.
Christina, B., Neelufer, A., & Al Amri, S. (2014). Challenges and barriers encountered by the smes owners in muscat. International Journal Of Small Business And Entrepreneurship Research, 2(3), 1-13.
Connelly, L. M. (2008). Pilot studies. Medsurg Nursing, 17(6), 411.
Cuenca, R., & Ahmad, M. (2013). Critical success factors for ERP implementation in SMEs. Robotics And Computer-Integrated Manufacturing, 29, 104-111.
Dahleez, K., &Abdelmuniem Abdelfattah, F. (2021). Transformational leadership and organisational performance of Omani SMEs: the role of market orientation. International Journal Of Productivity And Performance Management, ahead-of-print(ahead-of-print). https://doi.org/10.1108/ijppm-08-2020-0447
Ghaleb, E. A., Dominic, P. D. D., Fati, S. M., Muneer, A., & Ali, R. F. (2021). The Assessment of Big Data Adoption Readiness with a Technology–Organization–Environment Framework: A Perspective towards Healthcare Employees. Sustainability, 13(15), 8379.
GUPTA, S., & HODA, N. (2021). Perceived Motivators and Barriers for Entrepreneurship: An Empirical Study of SMEs in Oman. The Journal of Asian Finance, Economics and Business, 8(5), 863-872.
Hilal, B., Rahim, N. F. A., &Iranmanesh, M. (2020). The Conceptual Framework of SMEs Financial Success in Sultanate of Oman. Journal of Governance and Integrity, 3(2).
Ifinedo, P. (2018). Empirical study of Nova Scotia nurses’ adoption of healthcare information systems: implications for management and policy-making. International journal of health policy and management, 7(4), 317.
Jones, R., & Rowley, J. (2009). Presentation of a generic “EMICO” framework for research exploration of entrepreneurial marketing in SMEs. Journal of Research in Marketing and Entrepreneurship.
Kasiri, N., Movassaghi, H., & Lamoureux, S. (2020). Sustainability engagement or not? US SMEs approach. Journal of Small Business Strategy, 30(3), 16-32.
Khan, M. A. I., &Alam, S. (2019). Entrepreneurs Novelty & SMEs Performances: Evidences From GCC. International Journal of Advance and Innovative Research, 6(1).
Kim, H., & Kim, E. (2018). How an open innovation strategy for commercialization affects the firm performance of Korean healthcare IT SMEs. Sustainability, 10(7), 2476.
Kotler, P., & Armstrong, G. (2013). Principles of Marketing (16th Global Edition).
Krejcie, R. V., and Morgan, D. W. (1970). Determining sample size for research activities. Educational and psychological measurement, 30(3), 607-610.
Magd, H., and McCoy, M. (2014). Entrepreneurship in Oman: Paving the Way for a Sustainable Future. Procedia Economics and Finance, 15, 1632-1640.
https://doi.org/10.1016/s2212-5671(14)00634-0
Magd, H., Nzomkunda, A., & Al Busaidi, M. (2020). Exploring health, safety an d environment management practices across small-medium enterprises in Oman: review and recommendations. Int. J. Soc. Sci. Econ. Invent., 6(9), 342-350.
Malik, A., Budhwar, P., &Kandade, K. (2022). Nursing excellence: A knowledge-based view of developing a healthcare workforce. Journal of Business Research, 144, 472-483.
Ministry of Health. (2017). Policy and Strategy Development Guidelines with Health Lens (1st ed.). Muscat: Ministry of Health, Oman.
Mondal, S., Al-Shukaili, A., Kassim, N. M., & Zain, M. (2021). Role of SMEs in Oman: Perspectives of future Employment and Protection Policy Response. In SHS Web of Conferences (Vol. 124, p. 11002). EDP Sciences.
Muthuraman, S., Al Haziazi, M., Veerasamy, R., & Al Yahyaei, N. (2020). Economic Development through Small & Medium Enterprise – A Conceptual Framework. In 3rd international conference business ,management and economics. Muscat, Oman; The Research Council (TRC), Sultanate of Oman.
Nwankwo, C. A., & Kanyangale, M. (2020). Deconstructing entrepreneurial marketing dimensions in small and medium-sized enterprises in Nigeria: a literature analysis. International Journal of Entrepreneurial Venturing, 12(3), 321-341.
Ofosu, D., &Dzisi, S. (2014). Marketing Strategies and the Performance of SMEs in Ghana. European Journal Of Business And Management, 6(2222-1905), 102-111
Rahman, S., Khan, G., AlAbri, S., &Taghizadeh, S. (2021). The role of intellectual capital on entrepreneurial opportunity recognition among SMEs in the Sultanate of Oman. Journal of Intellectual Capital, ahead-of-print(ahead-of-print). https://doi.org/10.1108/jic-05-2020-0177
Reijonen, H., Saastamoinen, J., & Tammi, T. (2021). The importance of SMEs’ network partners in consortium bidding for public system tenders. International Journal of Public System Management.
Roopchund, R. (2019). Exploring Social CRM for development of SMEs in Mauritius. Journal of Enterprising Culture, 27(01), 93-109.
Sanyal, S., &Hisam, M. (2018). The Role of Business Incubators in Creating an Entrepreneurial Ecosystem: A Study of the Sultanate of Oman. Indian Journal Of Commerce & Management Studies, IX(3), 09. https://doi.org/10.18843/ijcms/v9i3/02
Sarraf, F., & Nejad, S. (2020). Improving performance evaluation based on balanced scorecard with grey relational analysis and data envelopment analysis approaches: Case study in water and wastewater companies. Evaluation And Program Planning, 79, 101762. doi: 10.1016/j.evalprogplan.2019.101762
Shukaili, A. A., Cucculelli, M., González-Pernía, J. L., &Legazkue, I. P. (2018). Entrepreneurship policy to overcome barriers to new firm growth in a developing economy: evidence from Oman. International Journal of Entrepreneurship and Small Business, 35(4), 511-537.
Siraj, K. K., Nafei, A., & Rajhi, N. A. (2018). Entrepreneur's perception of opportunities and challenges: learning's from Sultanate of Oman. Middle East Journal of Management, 5(3), 175-190.
Tondel, F., &Ahairwe, P. E. (2020). Policy coherence issues emerging from COVID-19 with a focus on healthcare supply chains (Vol. 275). ECDPM Discussion Paper.
Trivedi, J. Y. (2013). A Study on Marketing Strategies of Small and Medium sized Enterprises. Research Journal of Management Sciences, 2(8), 20-22
Tsai, Y. C., & Cheng, Y. T. (2012). Analyzing key performance indicators (KPIs) for E-commerce and Internet marketing of elderly products: A review. Archives of Gerontology and Geriatrics, 55(1), 126–132. https://doi.org/10.1016/j.archger.2011.05.024
Tsani, S., Riza, E., Tsiamagka, P., &Nassi, M. (2021). Public financing and management for a sustainable healthcare sector: some lessons from the COVID-19 pandemic. In COVID-19: Paving the Way for a More Sustainable World (pp. 233-254). Springer, Cham.
Wichmann, J., Uppal, A., Sharma, A., &Dekimpe, M. (2021). A global perspective on the marketing mixes across time and space. International Journal Of Research In Marketing. doi: 10.1016/j.ijresmar.2021.09.001
World Bank Group. (2022). Small and Medium Enterprises (SMEs) Finance. Retrieved 31 January 2022, from https://www.worldbank.org/en/topic/smefinance
Yew, J. L. K. (2020). Tacit knowledge and generational change: The china factor, enterprise development and Malaysian chinese family SMEs in traditional food production. China Report, 56(1), 103-128.
Yusuf, N., & Rajeh, M. T. M. (2022). Policy Implications to Mitigate Economic Impact of Covid-19 and Enhance Healthcare Services during Pandemic in Saudi Arabia. European Journal of Sustainable Development, 11(1), 191-191.

N/A