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This paper aims to investigate the effect of supplier relationship management (SRM) on the business performance of small-scale grapes processing firms in Dodoma, Tanzania. The paper also examines the moderating role of logistics capabilities in the relationship between SRM and business performance.

This research uses a cross-sectional survey design. A structured questionnaire was used to collect data from 202 small-scale grape processing firms. The data were analysed through descriptive and structural equation modelling.

The findings revealed that buyer-supplier relationships, supplier development and supplier selection were positively and significantly related to business performance. Furthermore, knowledge transfer had no relationship with business performance. On the other hand, the findings showed that logistics capabilities significantly moderated the relationship between SRM and business performance.

The study was cross-sectional, conducted only in Tanzania, and focussed entirely on small-scale firms processing grapes as raw materials. Thus, generalising the study findings to other countries with different conditions should be done cautiously. Also, this study used subjective measures, and other studies could use objective measures.

The study helps firm managers understand the importance of supplier relationship management on business performance. The findings also can be used by policymakers to create targeted policies and initiatives that support the firm’s growth and sustainability.

To the best of the researchers’ knowledge, this is the first attempt to find empirical support for the moderating role of logistics capability in supplier relationship management and the business performance of small-scale grapes processing firms in the Tanzanian context.

This paper analyzes procurement negotiators' skills and attributes by considering perceptions of procurement professionals in Tanzania.

This study employed a cross-sectional research design in which procurement professionals' opinions were collected through questionnaires. The study proposed that the skills and attributes of procurement negotiators are necessary for negotiation proceedings, and they were tested through confirmatory factor analysis.

Findings suggest that listening skills, persuasion skills, communication skills and planning skills are all important skills that contribute to overall procurement negotiation skills. Furthermore, trust, flexibility, honesty and emotion are statistically determined to be necessary attributes for procurement negotiators. All of the observed variables were statistically significant (p < 0.001) and contributed positively to explaining the skills and attributes of procurement negotiators.

The sample included only respondents from a single country. This may affect the generalization of results as there is a variation in institutional regulatory compliance governing public procurement undertakings in different countries. Also, the study did not include the outcome of negotiation proceedings and relied only on opinions collected from the procurement professionals in Tanzania.

This study's findings provide suggestions for practitioners on the necessary skills and attributes of procurement negotiators that might be well considered when appointing members of negotiation teams for procurement deals.

This paper adds value to the existing literature on the necessary skills and attributes of members of negotiation teams for procurement undertakings in the public sector.