OOIR: Observatory of International Research

Papers

(The H4-Index of Industrial Marketing Management is 48. The table below lists those papers that are above that threshold based on CrossRef citation counts [max. 250 papers]. The publications cover those that have been published in the past four years, i.e., from 2021-08-01 to 2025-08-01.)

Article	Citations
IMM Asia and Oceania Summit 2024	339
Supplier experience as antecedent to supplier satisfaction - An explorative study of SMEs	333
Building and leveraging competence exploitation and exploration for firm new product success	185
Editorial: Best business-to-business marketing management Ph.D. thesis 2023	166
A tale of two paradigms. A comment on Möller and Halinen (2022)	139
Amplifying retailers' sales with a hub's owned and earned social media: The moderating role of marketplace organic search	130
Religiosity and psychological contracts in Asian B2B service relationships	129
Corporate sustainable brand identity work and network embeddedness: Learnings from Better Place (2007–2013)	129
Handling resource deficiencies through resource interaction in business networks	125
The timing of diverse external stakeholder involvement during interfirm open innovation: The effects on new product speed to market and product lifespan	124
The interplay of morality, emotional labor, and customer injustice: How salesperson experiences shape job satisfaction	116
Does B2B WOM usage matter to channel relationship performance? The roles of organizational culture and psychic distance	111
Integrating machine learning, modularity and supply chain integration for Branding 4.0	105
Good fortune and its influence on B2B relationships: The case of the Mae Manee money solution campaign in Thailand	104
Restoring ecosystem brands: The role of sustainability-led innovation	95
Relationship insecurity and dark-side behaviours in business-to-business relationships	90
Blockchain implementation for circular supply chain management: Evaluating critical success factors	88
Call for papers: Industrial Marketing Management (IMM) African Summit: 10–12 September 2025	86
Artificial intelligence-enabled systems and innovation in B2B firms: The role of strategic agility and decision-making performance	85
Exploring the impact of Industry 4.0 technologies on social sustainability through a circular economy approach	82
Toward a better understanding of value destruction: The case of food waste	81
Interorganizational preparedness in business-to-business relationships	81
Editorial Board Continued	79
Suppressing or motivating opportunism? The effectiveness of contract enforcement in manufacturer-distributor relationship	77
Innovation outsourcing versus joint innovation in collaboration with suppliers: A strategic relational-institutional perspective	76

The dynamic effects of learning: Host country experience and international joint venture termination	74
2nd Industrial Marketing Management Oceania and Asia Summit	73
How to apply the event study methodology in STATA: An overview and a step-by-step guide for authors	72
The buying center concept as a milestone in industrial marketing: Review and research agenda	71
Which is more effective for platform performance: Punishments or incentives?	69
Understanding B2B customer journeys for complex digital services: The case of cloud computing	69
The trade-off between trust and distrust in supply chain collaboration	67
The contemporary face of word-of-mouth in B2B contexts: New technologies, practices and challenges	67
The fair trade of environmental effects and regional disparities	67
Trust and opportunism as paradoxical tension: Implications for achieving sustainability in buyer-supplier relationships	67
Advancing the service-specific and solution-centric model of creativity: The roles of salesperson intuition, emotional intelligence, and cognitive laziness	67
Current state of the literature and new research directions on the nature of marketing in international B2B service firms: Special issue editorial	65
Under which conditions do manufacturing companies choose FDI for service provision in foreign markets? An investigation using fsQCA	62
The impact of dynamic capabilities in disrupted supply chains—The role of turbulence and dependence	62
Creating value in servitization through digital service innovations	61
Individual strategies as interaction modes for handling institutional logic diversity over time: A case study on a public-private collaboration project	60
An overview, empirical application, and discussion of the future research potential of Q&A models in B2B contexts	57
Editorial Board Continued	56
Moving the needle: Publishing academic-practitioner research in Industrial Marketing Management	55
Transitioning to artificial intelligence-based key account management: A critical assessment	53
Untying the knot: Drivers of the intention to downgrade the relationship in B2B service contexts	50
An ecosystem perspective synthesis of co-creation research	50
Expanding into new product lines in response to COVID-19: The interplay between firm age and performance aspirations	49
Why researchers should be cautious about using PLS-SEM	48