Industrial Marketing Management

Papers
(The H4-Index of Industrial Marketing Management is 51. 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 2021-06-01 to 2025-06-01.)
ArticleCitations
Religiosity and psychological contracts in Asian B2B service relationships300
IMM Asia and Oceania Summit 2024290
Building and leveraging competence exploitation and exploration for firm new product success177
Supplier experience as antecedent to supplier satisfaction - An explorative study of SMEs174
Editorial: Best business-to-business marketing management Ph.D. thesis 2023160
A tale of two paradigms. A comment on Möller and Halinen (2022)158
Corporate sustainable brand identity work and network embeddedness: Learnings from Better Place (2007–2013)155
Does B2B WOM usage matter to channel relationship performance? The roles of organizational culture and psychic distance128
Restoring ecosystem brands: The role of sustainability-led innovation123
Handling resource deficiencies through resource interaction in business networks122
Toward a better understanding of value destruction: The case of food waste119
The interplay of morality, emotional labor, and customer injustice: How salesperson experiences shape job satisfaction118
Call for papers: Industrial Marketing Management (IMM) African Summit: 10–12 September 2025117
Amplifying retailers' sales with a hub's owned and earned social media: The moderating role of marketplace organic search108
Artificial intelligence-enabled systems and innovation in B2B firms: The role of strategic agility and decision-making performance108
Blockchain implementation for circular supply chain management: Evaluating critical success factors100
Integrating machine learning, modularity and supply chain integration for Branding 4.098
The timing of diverse external stakeholder involvement during interfirm open innovation: The effects on new product speed to market and product lifespan88
Good fortune and its influence on B2B relationships: The case of the Mae Manee money solution campaign in Thailand85
Exploring the impact of Industry 4.0 technologies on social sustainability through a circular economy approach80
Editorial Board Continued79
Suppressing or motivating opportunism? The effectiveness of contract enforcement in manufacturer-distributor relationship77
Understanding B2B customer journeys for complex digital services: The case of cloud computing77
Innovation outsourcing versus joint innovation in collaboration with suppliers: A strategic relational-institutional perspective75
Which is more effective for platform performance: Punishments or incentives?72
The contemporary face of word-of-mouth in B2B contexts: New technologies, practices and challenges71
The dynamic effects of learning: Host country experience and international joint venture termination71
How to apply the event study methodology in STATA: An overview and a step-by-step guide for authors70
The buying center concept as a milestone in industrial marketing: Review and research agenda69
Trust and opportunism as paradoxical tension: Implications for achieving sustainability in buyer-supplier relationships69
Under which conditions do manufacturing companies choose FDI for service provision in foreign markets? An investigation using fsQCA67
The fair trade of environmental effects and regional disparities67
Current state of the literature and new research directions on the nature of marketing in international B2B service firms: Special issue editorial67
Individual strategies as interaction modes for handling institutional logic diversity over time: A case study on a public-private collaboration project64
The trade-off between trust and distrust in supply chain collaboration64
The impact of dynamic capabilities in disrupted supply chains—The role of turbulence and dependence64
An overview, empirical application, and discussion of the future research potential of Q&A models in B2B contexts63
Creating value in servitization through digital service innovations63
Editorial Board Continued63
An ecosystem perspective synthesis of co-creation research62
Moving the needle: Publishing academic-practitioner research in Industrial Marketing Management61
A multilateral stakeholder salience approach: An extension of the stakeholder identification and salience framework60
Fairness asymmetry, changes in mutual trust, and supplier performance in buyer-supplier exchanges in China: A dyadic view57
Disruptive market-shaping processes: Exploring market formation for autonomous vehicle solutions55
Transitioning to artificial intelligence-based key account management: A critical assessment53
Untying the knot: Drivers of the intention to downgrade the relationship in B2B service contexts53
Expanding into new product lines in response to COVID-19: The interplay between firm age and performance aspirations53
Salesperson knowledge sourcing inside the vendor organization: Examining the performance-relationship continuum given selected boundary conditions53
Why researchers should be cautious about using PLS-SEM53
Blockchain technology for building buyer-supplier trust and transparency in supply chains: An experimental study on P2P online marketplace vendors53
Does geographic distance to customers improve or inhibit supplier innovation? A moderated inverted-U relationship52
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