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 2021-08-01 to 2025-08-01.)

Article	Citations
Differences in sustainability orientation and asymmetric power in buyer–seller relationships: direct and moderated impacts on relationship satisfaction	105
Digital transformation in sales organizations: antecedents of sales managers’ change readiness and championing behaviors	92
Developing Delphi methodology for studying future market change	85
Too much of a good thing?: The impact of ethical controls and perceived controllability on salesforce job performance	73
Selling to enabled purchasers: the effect of perceived supply risk and profit impact on the buyer–seller interaction	63
Publisher’s note	54
The interplay between sales and marketing expenditures: an econometric approach in the B2B market	51
Theory and analysis of disruptive deception: SME responses to B2B supply chain opportunism	46
Dynamically adapting to the new normal: unpacking SMEs’ adoption of social media during COVID-19 outbreaks	46
The effect of government subsidies on cooperative green innovation of supply chains from the perspective of cost sharing	43
The origin and evolution of the concept of servitization: a co-word and network analysis	42
What role do FinTech companies play in supply chain finance? A signaling intermediary perspective	42
Spokesperson effectiveness in B2B advertising: spokesperson characteristics and posture using eye-tracking	42
Business ties, adaptive capability and technological turbulence: implications for SMEs’ performance in Turkey	42
B2B supply chain risk measurement systems: a SCOR perspective	42
Strategic orientations, marketing capabilities and innovativeness: an adaptive approach	41
Integrating the dialectic perspectives of resource-based view and industrial organization theory for competitive advantage – a review and research agenda	38
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	38
Business customer virtual interaction: enhancing value creation in B2B markets in the post-COVID-19 era – an SME perspective	37
The impact of servitization on manufacturing firms’ market power: empirical evidence from China	37
Unveiling the path to green innovation: the interplay of green learning orientation, knowledge management capability and manufacturing firm’s capability to orchestrate resources	35
Benefits, barriers, and facilitators of developing B2B mobile applications	34
A nexus between corporate social responsibility disclosure and its determinants in energy enterprises	32
Identifying factors needed for business actor engagement in sustainable development goal (SDG) initiatives	32
How SMEs’ supply chain specific investment impacts supply chain financing performance: insights from signaling theory	31

Inflection points during a disruptive event: planning within the sales force	29
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”)	29
Green giants: how high–tech manufacturers in China foster supplier green innovativeness for sustainable development	29