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 2022-06-01 to 2026-06-01.)

Article	Citations
The impact of contract design on contract ineffectiveness: a moderated moderation model of interpretive uncertainty and IT capability	83
Gaining insights into omnichannel usage behaviour of corporate customers in the German pharmacy supplies market: a cluster analysis approach	64
Theory and analysis of disruptive deception: SME responses to B2B supply chain opportunism	62
Publisher’s note	60
Spokesperson effectiveness in B2B advertising: spokesperson characteristics and posture using eye-tracking	53
The interplay between sales and marketing expenditures: an econometric approach in the B2B market	53
Does salesperson’s karma orientation reduce counterproductive behaviors? Exploring the moderating impact of emotional labor and self-leadership	50
Digital transformation in sales organizations: antecedents of sales managers’ change readiness and championing behaviors	49
Dynamically adapting to the new normal: unpacking SMEs’ adoption of social media during COVID-19 outbreaks	43
Erratum: Paradoxical tensions in digital servitisation strategies: a processual and multi-level analysis	42
Impacts of risk transmission of SRDI enterprises on supply chain resilience	40
Differences in sustainability orientation and asymmetric power in buyer–seller relationships: direct and moderated impacts on relationship satisfaction	39
Antecedents and consequences of salespeople’s resilience in B2B industry: how salespeople’s resilience drives their ambidexterity	38
The effect of government subsidies on cooperative green innovation of supply chains from the perspective of cost sharing	38
What role do FinTech companies play in supply chain finance? A signaling intermediary perspective	38
Exploring the influence of salesperson lone wolf tendencies on customer value co-creation: a social exchange perspective	37
B2B supply chain risk measurement systems: a SCOR perspective	37
Developing Delphi methodology for studying future market change	36
Born to sell or selling yourself out? The role of emotional labor in B2B salespeople	36
Business ties, adaptive capability and technological turbulence: implications for SMEs’ performance in Turkey	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
Sponsoring many or few sports properties? Moderated mediation effect of perceived sponsor ubiquity depending on sponsor–property fit	34
Leading with vision or vanity? Strategic leadership, digitalisation, team capabilities and the dark side of CEO narcissism in SME international growth	34
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”)	33
Structural dependence and new product performance in coopetition: role of interorganizational learning and market overlap	32

Innovation generation in buyer-supplier collaborative relationships: the role of relationship learning	31
Benefits, barriers, and facilitators of developing B2B mobile applications	31
How SMEs’ supply chain specific investment impacts supply chain financing performance: insights from signaling theory	31
Identifying factors needed for business actor engagement in sustainable development goal (SDG) initiatives	30
The impact of boundary conditions on the relationship between value creation and value appropriation in buyer-supplier relationships	30
Influence of rural Ghanaian farmers’ social behavior on adoption of agricultural technology	30