Internal organizational characteristics and their impact on sales: the case of Paraguayan MSMEs during the covid-19 pandemic

Abstract

This paper empirically analyzes the relationship between certain organizational characteristics and sales performance on a sample of 360 micro, small and medium-sized enterprises (MSMEs) from Paraguay. The results from the logistic regression analysis show that the outsourcing of operations has a positive impact on sales. On the other hand, it was observed that relationships with suppliers in the supply chain as well as the delay of planned investments before the pandemic negatively influence sales.These results might help businesses and policy makers to strengthen certain internal characteristics of MSMEs to improve sales possibilities, especially during crisis periods.