The significant impact of Customer Relations Practices (CRP), Information Technology (IT) and Information Sharing between supply chain partners (IS) on product sales / Arawati Agus, Za’faran Hassan and Sarminah Samad

This paper examines the relationship between supply chain
management programs and sales in manufacturing companies in
Malaysia. The study measures senior quality managers’ or production
manager’s perception of SCM practices and sales in the industry.
This study investigates relationships between supply chain
management programs and sales through statistical methods such
as Spearman’s correlations, Friedman’s rank test and multiple
regression analysis. The findings suggest that SCM programs and
implementations especially ‘customer relations practices’ (CRP),
‘technology & information’ (IT) and ‘information sharing between
supply chain partners’ (IS) have significant correlations and
associations with sales. The result also indicates that ‘High salesgenerated
companies’ emphasized more on SCM programs such as ‘Customer Relations Practices’, ‘Technology and Innovation’ and
‘Strategic Supplier Partnership’.