OOIR: Observatory of International Research

Papers

(The H4-Index of Journal of Business & Industrial Marketing is 28. 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 2021-07-01 to 2025-07-01.)

Article	Citations
Developing Delphi methodology for studying future market change	104
The origin and evolution of the concept of servitization: a co-word and network analysis	88
The interplay between sales and marketing expenditures: an econometric approach in the B2B market	83
Theory and analysis of disruptive deception: SME responses to B2B supply chain opportunism	70
Dynamically adapting to the new normal: unpacking SMEs’ adoption of social media during COVID-19 outbreaks	61
Too much of a good thing?: The impact of ethical controls and perceived controllability on salesforce job performance	56
B2B supply chain risk measurement systems: a SCOR perspective	52
Differences in sustainability orientation and asymmetric power in buyer–seller relationships: direct and moderated impacts on relationship satisfaction	50
Publisher’s note	45
Spokesperson effectiveness in B2B advertising: spokesperson characteristics and posture using eye-tracking	45
Digital transformation in sales organizations: antecedents of sales managers’ change readiness and championing behaviors	42
Predicting bid protests: what should sourcing teams (not) do?	42
Selling to enabled purchasers: the effect of perceived supply risk and profit impact on the buyer–seller interaction	42
The impact of servitization on manufacturing firms’ market power: empirical evidence from China	41
What role do FinTech companies play in supply chain finance? A signaling intermediary perspective	41
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	41
The effect of government subsidies on cooperative green innovation of supply chains from the perspective of cost sharing	41
Strategic orientations, marketing capabilities and innovativeness: an adaptive approach	38
Business ties, adaptive capability and technological turbulence: implications for SMEs’ performance in Turkey	37
Integrating the dialectic perspectives of resource-based view and industrial organization theory for competitive advantage – a review and research agenda	37
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”)	36
Sponsoring many or few sports properties? Moderated mediation effect of perceived sponsor ubiquity depending on sponsor–property fit	34
Firm disruption orientation and supply chain resilience: understanding mechanisms to mitigate disruption impact	34
How SMEs’ supply chain specific investment impacts supply chain financing performance: insights from signaling theory	33
The impact of boundary conditions on the relationship between value creation and value appropriation in buyer-supplier relationships	32

Multi-homing in B2B services: a psychological perspective	31
Green giants: how high–tech manufacturers in China foster supplier green innovativeness for sustainable development	29
Can crowdfunding creators learn from previous experiences to have a better future financing performance?	29
Intra- and inter-organizational tensions of a digital servitization strategy. Evidence from the mechatronic sector in Italy	28
Identifying factors needed for business actor engagement in sustainable development goal (SDG) initiatives	28