Industrial Marketing Management

Papers
(The H4-Index of Industrial Marketing Management is 50. 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 2021-04-01 to 2025-04-01.)
ArticleCitations
Alone on an island: A mixed-methods investigation of salesperson social isolation in general and in times of a pandemic277
From rivals to allies: Building and benefiting from coopetition capability247
Organizational agility and firm performance: The role of architectural marketing capabilities166
Leveraging organisational agility in B2B ecosystems to mitigate food waste and loss: A stakeholder perspective164
In times of fear turn to your competitor: Developing organizational resilience through coopetition149
Supplier experience as antecedent to supplier satisfaction - An explorative study of SMEs148
Strategic integration of big data analytics in R&D: Impact on new product success in turbulent markets147
Improving brand performance through environmental reputation: The roles of ethical behaviorand brand satisfaction120
Social entrepreneurship orientation: Drivers of success for start-ups and established industrial firms111
B2B eWOM on Alibaba: Signaling through online reviews in platform-based social exchange110
Does it pay off to communicate like your online community? Evaluating the effect of content and linguistic style similarity on B2B brand engagement105
Market-shaping roles – Exploring actor roles in the shaping of the Swedish market for liquefied gas105
The influence of managerial perceptions on adopting environmental strategies in B2B: An exploratory study from emerging countries104
Technology-enabled multi-sided platforms in B2B relationships: A critical analysis and directions for future research104
Choosing the discount size in the software industry: How to incentivise the salesforce98
Toward a better understanding of value destruction: The case of food waste95
Post-formational buyer directives: Aid or harm for learning and innovation in alliances?92
Alliance portfolios and joint R&D project performance81
Interfirm problem representation: Developing shared understanding within inter-organizational networks79
Good fortune and its influence on B2B relationships: The case of the Mae Manee money solution campaign in Thailand73
Editorial Board73
Editorial Board73
Updating the theory of industrial marketing: Industrial marketing as a Bayesian process of belief-updating72
Creating marketing innovation abroad: The value of marketing professionals in foreign MNC subsidiaries71
Managerial mindset effects on international marketing strategy adaptation decisions70
Performance of knowledge transfer mechanisms: The case of franchising networks69
Drivers of salespeople engagement: A justice perspective67
Text-mining 10-K (annual) reports: A guide for B2B marketing research66
Sharing of selling functions in distribution channels and distributor outcomes: The role of solution selling capabilities and uncertainty66
Branding and positioning strategies in industrial and B2B markets in the Middle East or Africa (MEA)66
Editorial Board65
Editorial Board65
Editorial: Best business-to-business marketing management Ph.D. thesis 202364
The impact of performance measurement diversity on customer-oriented selling behavior64
Editorial Board62
A tale of two paradigms. A comment on Möller and Halinen (2022)62
Editorial Board Continued62
Book Review61
What drives technology licenses to contain (non-)legally enforceable contracting?61
IMM Asia and Oceania Summit 202460
How do firms capture value in a full-scene smart service? Effectiveness of value proposition and co-creation capabilities59
Towards a theory of interfirm adaptation in business relationships59
Speak to head and heart: The effects of linguistic features on B2B brand engagement on social media58
How business usage center members' self-concepts affect their perceptions and assessments in organizational usage processes58
Towards the Coopetitive Circular Business Model: Theoretical foundations, conceptual envisioning, and future research imperatives58
The interplay of morality, emotional labor, and customer injustice: How salesperson experiences shape job satisfaction56
The sales-marketing interface: A systematic literature review and directions for future research55
Organizational innovativeness and firm performance: Does sales management matter?55
Unrealized solutions in business markets52
Unleash the power of the installed base: Identifying cross-selling opportunities from solution offerings51
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