OOIR: Observatory of International Research

Papers

(The H4-Index of Journal of Business & Industrial Marketing is 30. 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.)

Article	Citations
Developing Delphi methodology for studying future market change	100
The origin and evolution of the concept of servitization: a co-word and network analysis	85
The interplay between sales and marketing expenditures: an econometric approach in the B2B market	78
B2B supply chain risk measurement systems: a SCOR perspective	73
Differences in sustainability orientation and asymmetric power in buyer–seller relationships: direct and moderated impacts on relationship satisfaction	69
Spokesperson effectiveness in B2B advertising: spokesperson characteristics and posture using eye-tracking	59
Publisher’s note	53
Business ties, adaptive capability and technological turbulence: implications for SMEs’ performance in Turkey	49
Theory and analysis of disruptive deception: SME responses to B2B supply chain opportunism	47
Supply chain governance: a conceptual model	44
Predicting bid protests: what should sourcing teams (not) do?	43
The impact of servitization on manufacturing firms’ market power: empirical evidence from China	41
Dynamically adapting to the new normal: unpacking SMEs’ adoption of social media during COVID-19 outbreaks	41
Digital transformation in sales organizations: antecedents of sales managers’ change readiness and championing behaviors	40
Strategic orientations, marketing capabilities and innovativeness: an adaptive approach	39
The effect of government subsidies on cooperative green innovation of supply chains from the perspective of cost sharing	38
Too much of a good thing?: The impact of ethical controls and perceived controllability on salesforce job performance	38
Selling to enabled purchasers: the effect of perceived supply risk and profit impact on the buyer–seller interaction	37
What role do FinTech companies play in supply chain finance? A signaling intermediary perspective	36
Integrating the dialectic perspectives of resource-based view and industrial organization theory for competitive advantage – a review and research agenda	35
Sponsoring many or few sports properties? Moderated mediation effect of perceived sponsor ubiquity depending on sponsor–property fit	35
Examining B2B channel decision-making within differential quality-level zone: a supply chain design using a non-cooperative strategic game theoretic approach (“Stackelberg Supply Chain for B2B”)	35
The role of supply chain resilience and absorptive capacity in the relationship between marketing–supply chain management alignment and firm performance: a moderated-mediation analysis	35
How SMEs’ supply chain specific investment impacts supply chain financing performance: insights from signaling theory	34
Firm disruption orientation and supply chain resilience: understanding mechanisms to mitigate disruption impact	34

Impact of customer-centric approach and customer dissatisfying cost on supply chain profit under price competition	33
Business customer virtual interaction: enhancing value creation in B2B markets in the post-COVID-19 era – an SME perspective	33
Multi-homing in B2B services: a psychological perspective	32
Can crowdfunding creators learn from previous experiences to have a better future financing performance?	31
Green giants: how high–tech manufacturers in China foster supplier green innovativeness for sustainable development	30