OOIR: Observatory of International Research

Papers

(The H4-Index of Industrial Marketing Management is 46. 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 2022-05-01 to 2026-05-01.)

Article	Citations
IMM Asia and Oceania Summit 2024	583
Call for papers: Industrial Marketing Management (IMM) African Summit: 10–12 September 2025	446
Ecosystem development as a strategy for defensive nonmarket shaping	177
Handling resource deficiencies through resource interaction in business networks	169
Restoring ecosystem brands: The role of sustainability-led innovation	139
Corporate sustainable brand identity work and network embeddedness: Learnings from Better Place (2007–2013)	128
The liability of in-outsidership	124
Editorial: Best business-to-business marketing management Ph.D. thesis 2023	124
Toward a better understanding of value destruction: The case of food waste	118
Interaction and networking for adaptation in a complex and challenging environment: Special issue editorial	114
Supplier experience as antecedent to supplier satisfaction - An explorative study of SMEs	112
The interplay of morality, emotional labor, and customer injustice: How salesperson experiences shape job satisfaction	112
Artificial intelligence-enabled systems and innovation in B2B firms: The role of strategic agility and decision-making performance	105
Integrating machine learning, modularity and supply chain integration for Branding 4.0	96
The timing of diverse external stakeholder involvement during interfirm open innovation: The effects on new product speed to market and product lifespan	95
In the eye of the beholder: A systematic review of the literature on customers' perceptions of salesperson appearance	89
Interorganizational preparedness in business-to-business relationships	86
A tale of two paradigms. A comment on Möller and Halinen (2022)	84
Relationship insecurity and dark-side behaviours in business-to-business relationships	84
Does B2B WOM usage matter to channel relationship performance? The roles of organizational culture and psychic distance	80
Editorial Board Continued	79
The buying center concept as a milestone in industrial marketing: Review and research agenda	73
How do business-to-business actors experience circular solutions? Uncovering the interplay between experience, interaction, and adaptation in the case of concrete element reuse	72
The dynamic effects of learning: Host country experience and international joint venture termination	71
Under which conditions do manufacturing companies choose FDI for service provision in foreign markets? An investigation using fsQCA	67

The fair trade of environmental effects and regional disparities	66
2nd Industrial Marketing Management Oceania and Asia Summit	60
Current state of the literature and new research directions on the nature of marketing in international B2B service firms: Special issue editorial	60
Innovation outsourcing versus joint innovation in collaboration with suppliers: A strategic relational-institutional perspective	57
Which is more effective for platform performance: Punishments or incentives?	56
Effect of dynamic marketing capabilities on new market development and sales growth: The roles of structural inertia and environmental dynamism	55
The impact of dynamic capabilities in disrupted supply chains—The role of turbulence and dependence	55
Suppressing or motivating opportunism? The effectiveness of contract enforcement in manufacturer-distributor relationship	55
Trust and opportunism as paradoxical tension: Implications for achieving sustainability in buyer-supplier relationships	53
The contemporary face of word-of-mouth in B2B contexts: New technologies, practices and challenges	53
Understanding B2B customer journeys for complex digital services: The case of cloud computing	52
Individual strategies as interaction modes for handling institutional logic diversity over time: A case study on a public-private collaboration project	52
Advancing the service-specific and solution-centric model of creativity: The roles of salesperson intuition, emotional intelligence, and cognitive laziness	50
Creating value in servitization through digital service innovations	50
Fairness asymmetry, changes in mutual trust, and supplier performance in buyer-supplier exchanges in China: A dyadic view	49
Transitioning to artificial intelligence-based key account management: A critical assessment	49
Untying the knot: Drivers of the intention to downgrade the relationship in B2B service contexts	49
Expanding into new product lines in response to COVID-19: The interplay between firm age and performance aspirations	48
Moving the needle: Publishing academic-practitioner research in Industrial Marketing Management	46
Salesperson knowledge sourcing inside the vendor organization: Examining the performance-relationship continuum given selected boundary conditions	46
Blockchain technology for building buyer-supplier trust and transparency in supply chains: An experimental study on P2P online marketplace vendors	46