Industrial Marketing Management

Article	Citations
Alone on an island: A mixed-methods investigation of salesperson social isolation in general and in times of a pandemic	277
From rivals to allies: Building and benefiting from coopetition capability	247
Organizational agility and firm performance: The role of architectural marketing capabilities	166
Leveraging organisational agility in B2B ecosystems to mitigate food waste and loss: A stakeholder perspective	164
In times of fear turn to your competitor: Developing organizational resilience through coopetition	149
Supplier experience as antecedent to supplier satisfaction - An explorative study of SMEs	148
Strategic integration of big data analytics in R&D: Impact on new product success in turbulent markets	147
Improving brand performance through environmental reputation: The roles of ethical behaviorand brand satisfaction	120
Social entrepreneurship orientation: Drivers of success for start-ups and established industrial firms	111
B2B eWOM on Alibaba: Signaling through online reviews in platform-based social exchange	110
Market-shaping roles – Exploring actor roles in the shaping of the Swedish market for liquefied gas	105
Does it pay off to communicate like your online community? Evaluating the effect of content and linguistic style similarity on B2B brand engagement	105
Technology-enabled multi-sided platforms in B2B relationships: A critical analysis and directions for future research	104
The influence of managerial perceptions on adopting environmental strategies in B2B: An exploratory study from emerging countries	104
Choosing the discount size in the software industry: How to incentivise the salesforce	98
Toward a better understanding of value destruction: The case of food waste	95
Post-formational buyer directives: Aid or harm for learning and innovation in alliances?	92
Alliance portfolios and joint R&D project performance	81
Interfirm problem representation: Developing shared understanding within inter-organizational networks	79
Editorial Board	73
Good fortune and its influence on B2B relationships: The case of the Mae Manee money solution campaign in Thailand	73
Editorial Board	73
Updating the theory of industrial marketing: Industrial marketing as a Bayesian process of belief-updating	72
Creating marketing innovation abroad: The value of marketing professionals in foreign MNC subsidiaries	71
Managerial mindset effects on international marketing strategy adaptation decisions	70

Performance of knowledge transfer mechanisms: The case of franchising networks	69
Drivers of salespeople engagement: A justice perspective	67
Branding and positioning strategies in industrial and B2B markets in the Middle East or Africa (MEA)	66
Text-mining 10-K (annual) reports: A guide for B2B marketing research	66
Sharing of selling functions in distribution channels and distributor outcomes: The role of solution selling capabilities and uncertainty	66
Editorial Board	65
Editorial Board	65
The impact of performance measurement diversity on customer-oriented selling behavior	64
Editorial: Best business-to-business marketing management Ph.D. thesis 2023	64
A tale of two paradigms. A comment on Möller and Halinen (2022)	62
Editorial Board Continued	62
Editorial Board	62
Book Review	61
What drives technology licenses to contain (non-)legally enforceable contracting?	61
IMM Asia and Oceania Summit 2024	60
How do firms capture value in a full-scene smart service? Effectiveness of value proposition and co-creation capabilities	59
Towards a theory of interfirm adaptation in business relationships	59
Towards the Coopetitive Circular Business Model: Theoretical foundations, conceptual envisioning, and future research imperatives	58
Speak to head and heart: The effects of linguistic features on B2B brand engagement on social media	58
How business usage center members' self-concepts affect their perceptions and assessments in organizational usage processes	58
The interplay of morality, emotional labor, and customer injustice: How salesperson experiences shape job satisfaction	56
The sales-marketing interface: A systematic literature review and directions for future research	55
Organizational innovativeness and firm performance: Does sales management matter?	55
Unrealized solutions in business markets	52
Unleash the power of the installed base: Identifying cross-selling opportunities from solution offerings	51
Do salesforce management systems actually drive salesperson intentions?	49
Unintentionality in market shaping – A multiple case study of touring exhibitions from New Zealand, Australia, and the United Kingdom	48
The effects of B2B sustainable brand positioning on relationship outcomes	48
Corporate sustainable brand identity work and network embeddedness: Learnings from Better Place (2007–2013)	47
The ‘visible hand’ behind cooperation in franchising: A model of franchisor practices that influence cooperation within social networks	46
Positioning strategies for B2B service markets	46
Urban crowdsourcing: Stakeholder selection and dynamic knowledge flows in high and low complexity projects	46
Call for papers: Industrial Marketing Management (IMM) African Summit: 10–12 September 2025	45
Mining the metaphor of market driving to propel productive research	44
Religiosity and psychological contracts in Asian B2B service relationships	44
Applying multi-stage marketing in industrial markets: Exploratory insights on its successful implementation, management and adaptation in dynamic markets	44
Challenges in sustainability transitions in B2B firms and the role of corporate entrepreneurship in responding to crises created by the pandemic	43
Multi-perspective analysis of monetary effects of information sharing between supply chain partners	42
Influences of university-industry alliance portfolio depth and breadth on growth of new technology-based firms: Evidence from China	42
Amplifying retailers' sales with a hub's owned and earned social media: The moderating role of marketplace organic search	42
Sharing the benefits: How different dimensions contribute to value creation and capture	42
Capabilities for data-driven innovation in B2B industrial companies	41
The relationship between coopetition strategies and company performance under different levels of competitive intensity, market dynamism, and technological turbulence	40
Product development the IKEA way – The role of target costing as a framing device to configure and combine resources in networks	40
Accelerating growth with strategic innovation: Putting market driving into context	40
Vertical innovation partnerships and relational performance: The mediating role of trust, interdependence, and familiarity	39
Are B2B data breaches concerning? Consequences of buyer's or firm's data loss on buyer and supplier related outcomes	39
Does buying green pay off? Stock market reactions to green acquisitions	39
Why history matters: Micro-and macro-foundations in a corporate de alio spinoff	37
Evolution of B2B relationship stages in China: A study of confucianism philosophy	37

Building mutual trust in collaborative green NPD: Evidence from China's digital infrastructure	37
Unlocking the link between relationship duration and product De-listing in retail channels: The role of market orientation and brand diffusion	37
The attributes of inter-organizational relationships: Which fifteen of them really matter to software developers?	36
The individual manager in the spotlight: Protecting sensitive knowledge in inter-firm coopetition relationships	35
Does B2B WOM usage matter to channel relationship performance? The roles of organizational culture and psychic distance	35
Developing customer analytics capability in firms of different ages: Examining the complementarity of outside-in and inside-out resources	34
Realization and unrealization of servitization through everyday micro-level activities: The interplay between servitization practices, practitioners, and praxis	34
Video-based sales interaction in cross-cultural B2B relationships: Potential (un)desired consequences	34
Prospective market shaping: A discursive analysis of possible future autonomous vehicle markets	34
Do we get along well? A dyadic study of how and when congruence in specific investments influence innovation	33
Foreign divestment of B2B service firms: Institutional unpredictability and digitalization institutions	33
Unveiling professional service providers' willingness to educate: A configurational approach	33
Editorial: Qualitative research in business marketing management	32
Channeling influence: The impact of downstream salesperson solution orientation within a business-to-business channel	32
Industrial service innovation: Exploring the transformation process to digital servitization in industrial goods companies	31
The influence of marketing exploitation and exploration on business-to-business small and medium-sized enterprises' pioneering orientation	31
The timing of diverse external stakeholder involvement during interfirm open innovation: The effects on new product speed to market and product lifespan	31
Risk sources and the effectiveness of the control system in the franchisor's risk perception management	31
Integrating machine learning, modularity and supply chain integration for Branding 4.0	31
Dynamic capabilities that matter for business failure versus survival	30
Influencer marketing within business-to-business organisations	29
Engagement-driven institutionalization in market shaping: Synchronizing and stabilizing collective engagement	29
The impact of customer characteristics on exploitation and exploration capabilities: An empirical study of outsourcing service companies	29
Handling resource deficiencies through resource interaction in business networks	29
Blockchain implementation for circular supply chain management: Evaluating critical success factors	29
A service design perspective on the stakeholder engagement journey during B2B innovation: Challenges and future research agenda	29
Unravelling the black box between coopetition and firms' sustainability performance	29
Platform-provider relationship dynamics in the sharing economy: Challenges and implications	28
Restoring ecosystem brands: The role of sustainability-led innovation	28
Key account management configurations and their effectiveness: A quasi-replication and extension	28
Opening up early or late? The effect of open innovation before and after product launch on new product market performance	28
Building and leveraging competence exploitation and exploration for firm new product success	28
Leader crisis communication and salesperson resilience in face of the COVID-19: The roles of positive stress mindset, core beliefs challenge, and family strain	28
Customer-perceived value in the circular economy: A multidimensional framework	27
Integrated community-based internal branding - A holistic approach to internal branding for B2B organizations	27
SMEs and artificial intelligence (AI): Antecedents and consequences of AI-based B2B practices	27
Startups versus incumbents in ‘green’ industry transformations: A comparative study of business model archetypes in the electrical power sector	27
Value co-creation in industrial AI: The interactive role of B2B supplier, customer and technology provider	27
Interfirm coopetition, interfirm knowledge creation, and collaborative innovation performance: The moderating roles of environmental competitiveness and dysfunctional competition	26
Applications of artificial intelligence in B2B marketing: Challenges and future directions	26
Relational governance mechanisms as enablers of dynamic capabilities in Nigerian SMEs during the COVID-19 crisis	26
Is this company a lead customer? Estimating stages of B2B buying journey	26
The role of technology in enabling circular supply chain management	25
Mental health and well-being in business-to-business markets	25
Business failure in post-pandemic era: New challenges for industrial networks, emerging insights and market opportunities	25
Understanding intra- and interorganizational paradoxes inhibiting data access in digital servitization	25
Competence is power: How digital influencers impact buying decisions in B2B markets	25
Exploring the impact of Industry 4.0 technologies on social sustainability through a circular economy approach	25
Using bibliometric research to advance the business-to-business sustainability literature: Establishing an integrative conceptual framework for future application	25
Can Masstige brands be introduced in the B2B markets? An exploratory study	24
More is better but in what direction? The effects of relationship marketing investment breadth and depth on customer gratitude	24
Effects of relational ties paradox on financial and non-financial consequences of servitization: Roles of organizational flexibility and improvisation	24
Investigating governance of tolerable and intolerable dark sides in B2B dyads in post pandemic emerging markets	24
In pursuit of value: The objective of a purchase as guide for a relationship	24
A trade war and a pandemic: Disruption and resilience in the food bank supply chain	24
Contractual provisions, governance, and maintaining sales leadership: Evidence from franchise systems	24
“Old boys' club”: Barriers to digital marketing in small B2B firms	24
Subscription offers in business-to-business markets: Conceptualization, taxonomy, and framework for growth	24
Rising up to the challenge of our rivals: Unpacking the drivers and outcomes of coopetition activities	24
Research quality: What it is, and how to achieve it	24
Innovation for survival: The scope of negative attainment discrepancy and enterprise R&D investment	23
Clearing the paradigmatic fog — how to move forward in business marketing research	23
Does buyers' financial slack promote or inhibit suppliers' circular economy performance?	23
Inter-organizational collaborations for social innovation and social value creation: Towards the development of new research agenda and theoretical perspectives	23
Suppressing or motivating opportunism? The effectiveness of contract enforcement in manufacturer-distributor relationship	23
Enhancing B2B sustainability through customer training in product-service systems: A design science approach	22
Socio-mental adapting in business relationships: A dialogical understanding	22
Increasing circularity: The importance of resource interactions when adapting from waste management to resource management	22
The influence of marketing exploitation and exploration on B2B SME performance: The moderating roles of supplier flexibility and information exchange	22
Unite and conquer – End-to-end value creation through intra-organizational purchasing-sales integration	22
Sustainable procurement decisions of industrial SMEs: A social exchange theory perspective	22
Sampling and sample size in B2B marketing: Current practices and recommendations	22
Phoenix rising: Rebounding to venture again post firm-failure	21
Emerging research questions for new journey development in industrial markets	21
Traversing between the arcs of environmental collaboration: Implications for dyadic environmental performance	21
Coopetition – Strategy and interorganizational transformation: Platform, innovation barriers, and coopetitive dynamics	21
CO2 reduction through digital transformation in long-haul transportation: Institutional entrepreneurship to unlock product-service system innovation	21
Extending the conversation on market driving: An introduction to the special issue	21
Editorial: Outstanding Article Awards and Best Reviewer Awards 2024	21
Can B2B firms benefit from competitors' advertising? A dynamic business environment perspective on an emerging communication form	21

How inter-firm cooperation and conflicts in industrial clusters influence new product development performance? The role of firm innovation capability	21
A configurational examination of agile development as a sociotechnical system	21
Managers of selling and buying organizations as engineers of employees' networks	21
Examining supplier, buyer, and customer triads: The critical role of conflict in interaction processes and product/service innovations	21
Adversarial Service Networks: A Study of Service Firms’ Response to Manufacturer-led Servitization in Aviation	20
Corrigendum to “Re-thinking strategic myopia: A necessary condition analysis of heuristic and firm's performance” [Industrial Marketing Management 115 (2023) 99-109]	20
Activating salesperson resilience during the COVID-19 crisis: The roles of employer event communication and customer demandingness	20
Culturally diverse teams and inter-organizational knowledge sharing behavior: The role of perceived morality and relationship orientation	20
Exploring the factors to promote circular supply chain implementation in the smart logistics ecological chain	20
Understanding B2B customer journeys for complex digital services: The case of cloud computing	20
Driving or driven by others? A dynamic perspective on how data-driven start-ups strategize across different network roles in digitalized business networks	19
From channel integration to platform integration: Capabilities required in hospitality	19
Integration of traditional, transitioning & transformative digital technologies for value co-creation in B2B: A process model	19
Editorial Board	19
Artificial intelligence capabilities, open innovation, and business performance – Empirical insights from multinational B2B companies	19
Actor engagement in franchising: A social exchange perspective on CSR performance	19
The relationship between household food waste and food security in Tehran city: The role of urban women in household management	19
Individual strategies as interaction modes for handling institutional logic diversity over time: A case study on a public-private collaboration project	19
Unleashing R&D networks for ambidexterity: The interplay between internal and external networking capabilities	19
Strategic use of social media within business-to-business (B2B) marketing: A systematic literature review	19
Social media and B2B sales: An integrative framework and future directions	19
What comprises a successful key account manager? Differences in the drivers of sales performance between key account managers and regular salespeople	18
Looking through the Glassdoor: The stories that B2B salespeople tell	18
Editorial Board	18
Knowledge intensive business service (KIBS) firms' use of visualization for customer participation and knowledge sharing during the service process	18
Strategic asset-seeking acquisitions and marketing capabilities of Chinese multinationals: An ability, motivation, and opportunity perspective	17
When does (not) a coopetitive relationship matter to performance? An empirical investigation of the role of multidimensional trust and distrust	17
How tech companies advance sustainability through artificial intelligence: Developing and evaluating an AI x Sustainability strategy framework	17
Stressful exit of B2B executives and their impact on firm performance: Contingent effects of erosion of status, diminished social support and cohesiveness	17
The role of ethics in business-to-business marketing: An exploratory review and research agenda	17
Which is more effective for platform performance: Punishments or incentives?	17
Enhancing resource allocation efficiency: The impact of servitization in China's manufacturing sector	17
Gift type, guanxi, and gift acceptability in Chinese business circles: The mediating effects of perceived manipulation and face threat	17
The role of innovation capabilities upgradation and digitalization in value co-creation and PSS innovation performance	17
The value of congruence in social exchanges: A dyadic trust perspective on servitization	17
Sales managers' perceptions of interpersonal communication competence in leading AI-integrated sales teams	16
Managing buyer-supplier conflict when one party dominates: A process study	16
1st Industrial Marketing Management (IMM) South America Summit (2nd - 4th October 2024)	16
Editorial Board Continued	16
Editorial Board Continued	16
Strategic development of third-party logistics providers (TPLs): “Going under the floor” or “raising the roof”?	16
Bridging the gap between trade operators and consumers to better understand the U.S. wine market: A simultaneous application of discrete choice experiments	16
Evolution of structural properties of the global strategic emerging industries' trade network and its determinants: An TERGM analysis	16
Clearing the paradigmatic fog: A rejoinder to responses	16
Editorial Board	16
Editorial Board	16
Too small to care? Developing a model explaining managers' decision to adopt employee stress prevention practices in micro and small enterprises	16
Conscientious enterprises: The role of decision makers' social identity and the preference to engage in B2B relationships	16
Online reverse auctions research in marketing versus SCM: A review and future directions	16
Fast-Track Your Academic Career: An Online Program Presented by the Editors of Industrial Marketing Management – 15 November and 29 November 2022 – Call for Participants	16
Editorial Board Continued	16
Editorial Board	16
Managing appropriation concerns and coordination costs in complex vendor relationships: Integration and isolation as governance strategies	15
Value creation, appropriation and destruction in coopetitive relationships among micro-firms	15
B2B brand positioning in emerging markets: Exploring positioning signals via websites and managerial tensions in top-performing African B2B service brands	15
From greenwashing to green B2B marketing: A systematic literature review	15
Buffering B2B service failure: The role of customer engagement	15
RFID-integrated blockchain-driven circular supply chain management: A system architecture for B2B tea industry	15
How business customers judge customer success management	15
Managing paradoxical tensions in platform-based modular solution networks	15
Exploring the microfoundations of dynamic capabilities for social innovation in a humanitarian aid supply network setting	15
Creating value in servitization through digital service innovations	15
How science-based start-ups and their entrepreneurial ecosystems co-evolve: A process study	15
Service customization in turbulent environments: Service business models and knowledge integration to create capability-based switching costs	15
Paradoxes in servitization: A processual perspective	15
Key account managers' identification profiles and effectiveness: A fuzzy-set qualitative comparative analysis	15
Innovation outsourcing versus joint innovation in collaboration with suppliers: A strategic relational-institutional perspective	15
Can systems integration lead to improved performance? The role of strategic alliances	15
Developing identity of conscientious business-to-business organizations through integrative leadership	15
Platform-based innovation ecosystems: Entering new markets through holographic strategies	15
Disengaging pro-environmental values in B2B green buying decisions: Evidence from a conjoint experiment	15
The future of marketing analytics in the sharing economy	15