Journal of Business & Industrial Marketing

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
The interplay between sales and marketing expenditures: an econometric approach in the B2B market	53
Spokesperson effectiveness in B2B advertising: spokesperson characteristics and posture using eye-tracking	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

How SMEs’ supply chain specific investment impacts supply chain financing performance: insights from signaling theory	31
Innovation generation in buyer-supplier collaborative relationships: the role of relationship learning	31
Benefits, barriers, and facilitators of developing B2B mobile applications	31
Influence of rural Ghanaian farmers’ social behavior on adoption of agricultural technology	30
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
Necessary condition analysis for sustainable channel governance in fast-moving markets	28
Green giants: how high–tech manufacturers in China foster supplier green innovativeness for sustainable development	27
Firm disruption orientation and supply chain resilience: understanding mechanisms to mitigate disruption impact	27
Repositioning strategies for incumbent SMEs in response to technological discontinuities: based on the Korean automotive component industry	27
Inflection points during a disruptive event: planning within the sales force	25
Barriers beneath zero: a systems view of sustainable cold chain transitions in India’s food sector	25
Unveiling the path to green innovation: the interplay of green learning orientation, knowledge management capability and manufacturing firm’s capability to orchestrate resources	24
A design science research methodology for developing an integrated model supplier reduction and grouping parts using GT-based algorithm	24
Can crowdfunding creators learn from previous experiences to have a better future financing performance?	24
The role of contextual factors in conflict handling strategies in logistics service networks	24
Impact of customer-centric approach and customer dissatisfying cost on supply chain profit under price competition	24
Make a deal with the devil? Buyer firms’ competitive advantage and constraints from relationships with dominant suppliers	23
Analysis of green supply chains under fairness concern and differential power structure	23
Pandemic-driven business model sustainability: a review	23
“What’s it really worth?” A meta-analysis of customer-perceived relationship value in B2B markets	23
Determinants and outcomes of satisfaction in B2B sales relationships	22
The role of passion in favouring the creation of new business: an empirical investigation of the sport context through the IMP lens	22
Relevance and its epistemic underpinnings in B2B marketing research: four axioms and nine relevance types	22
Beyond the transaction: exploring resources stewardship, relational connectedness and co-creation in B2B marketing	21
How coupled knowledge flows impact value co-creation in the innovation ecosystem? An empirical study based on the open innovation theory	21
Digital sustainability empowerment and B2B customer co-creation: how CSR value creation drives green innovation performance in emerging market SMEs	21
Revisiting e-commerce platforms’ strategies of exercising channel power: a contingency perspective	20
Environmental sustainability and information sharing related to delivery options in the B2B2C context of e-commerce: evidence from a survey	20
Postpandemic international tourism restart: effect of border control and vaccination	20
How much customer collaboration is too much? Implications for user entrepreneurship and product performance	20
Carbon emission reduction and green marketing decisions in a two-echelon low-carbon supply chain considering fairness concern	20
Channel conflict and technological disintermediation: a bibliometric analysis of half a century	19
The impact of collaborative innovation network embeddedness on enterprise value co-creation	19
Unleashing green innovation: navigating the path with green inclusive leadership, green knowledge management and internal CSR communication	19
The influence of efficiency pursuing on business streamlining 2.0	19
Erratum: Collusive bargaining behavior in supply chains	19
Artificial intelligence advancements in procurement: transforming organizational buying behavior	19
Reconfiguring the service system for resilience: lessons learned in the higher education context	18
The role of information in relation to interaction affected by technology change – the case of a telemedicine pilot project	18
Sustainable recycling management: configuration of risk factors and resilience strategies	18
Influences of collaborative culture and knowledge management on product and process innovation: the moderating role of information technology utilization	18
Not the way it used to be: B2B interactions in the era of ecosystems	18
A systematic review for organizing servitization by multi-actor collaborations: lenses, factors and outcomes	18
Knowledge sharing and NPD performance for UK cross – border M&A firms: the moderating role of behavior and outcome controls	18
Ambicultural sensitivity and relational embeddedness in fostering B2B relationship	18
Remanufacturing through a marketing lens: an interaction approach to OEM-customer relationships and future research directions	18
Matching intra-functional integration with inter-firm IT linkage to facilitate flexibility for customers	18
Sales controls: a necessary condition perspective	18
Dyadic capabilities in implementing performance-based public procurement	18

Green learning orientation and environmental culture: enabling green innovation and B2B relationship management in manufacturing firms	18
Antecedents and consequences of supply chain agility: a competence-capability-performance paradigm	17
Servitization and firm performance: a p-curve analysis	17
The interplay of institutions and coopetition: a decade-long analysis of a geographical indication in the Brazilian wine industry	17
Subsidiary longevity in multinational enterprises: the roles of mandates and host market institutions	16
Cloud technology adoption and business model innovation: the role of organizational ambidexterity in navigating technological dynamics	16
Calculative trust, benevolent trust and supplier opportunism: the double edged role of IT infrastructure capability	16
When friends are near foes: governing nonequity alliances with steering committees	16
Exploring the dynamics of firm growth: the interplay of decision-making logic	16
Understanding the spillover effects of manufacturer-initiated reward on observers’ compliance: a social learning perspective	16
Interpartner learning capabilities and relationship performance during complex projects	16
Compromising in business networks: a case of creating a big science facility	16
Resilience strategies in entrepreneurial SME networks: a multi-level framework	16
Integrating SAP-LAP, TOE, and STS frameworks for strategic sales force adoption in B2B systems	15
Drivers of green innovation and green acquisition: empirical evidence from the food and beverage industry	15
Unlocking the potential of prosocial motives in fostering environmental and social innovation: the roles of creativity-relevant skills and business moral values	15
Augmenting machine learning with human insights: the model development for B2B personalization	15
Output servitization and environmental performance: impacts on manufacturing enterprises	15
Different strategies of cross-channel integration and their effects on intra-channel manufacturer and distributor relationships	14
Understanding the shift: contextual determinants of classic and alternative servitisation trajectories	14
Inter-firm coopetition and innovation in industrial clusters: the role of institutional support	14
Mastering customer lock-in by servitization innovation strategies of asset specificity	14
Critical realist multilevel research in business marketing: a laminated conceptualization of resilience	14
Ambicultural sensitivity and resource dynamism in B2B relationship: an international dynamic marketing capabilities perspective	14
Strengthening organizational resilience: role of sustainable supply chain, digitalization and business model adaptation	14
How and when collaborative innovation networks influence new product development performance in SMEs: evidence from China	13
Social media branding in the food industry: comparing B2B and B2C companies’ use of sustainability messaging on Twitter	13
Export performance: a comprehensive bibliometric overview	13
Emerging market professional service firms’ market success: does cultural intelligence matter?	13
Building supply chain resilience through industry 4.0 base technologies: role of supply chain visibility and environmental dynamism	13
Foreign direct investment strategies and corporate social performance in emerging multinational enterprises: driving sustainability amidst supply chain restructuring	13
A network perspective on supply chain management in the structural reshaping of globalization	13
Exploring the role of relationship management and relationship quality in B2B: empirical insights and future research directions	13
Unraveling the event-type effect of CSR-linked (CSRL) sponsorship: perceived competence and warmth as mediating mechanisms	13
From rigidity to adaptability: strategic contract design and incentives for governing franchisee behavior across relationship stages	13
From perceived value to customer loyalty behavioral intentions: a social exchange theory perspective on value-based selling	12
An ICT-based start-up entering maritime logistics networks: facilitation of value cocreation patterns	12
Top management’s green transformational leadership and competitive advantage: the mediating role of green organizational learning capability	12
Big data artificial intelligence to promote new product performance: the role of electronic-supply chain collaboration in B2B firms	12
Platform evolution for data-driven servitization: an affordance perspective	12
Guest editorial: Local and international perspectives on value in changing business networks	12
Unraveling critical success factors of local food supply chains: a systematic literature review	12
Riding the waves: unraveling the influence of legitimacy, regulation, and governance on digital freight matching platform success	12
Leveraging gamification to enhance persuasive behaviour and streamline online product returns: an approach grounded in multiple case studies	12
The impacts of positive and negative product information disclosure at trade shows	12
Researching network-like phenomena – the importance of considering three different observation logics	12
Can salespeople use social media to enhance brand awareness and sales performance? The role of manager empowerment and creativity	12
Strategies to mitigate barriers to supply chain sustainability: an apparel manufacturing case study	12
Buyer reputation: a blind spot in buyer–supplier relationships	12
When in Rome, do as the Romans do: can international marketing adaptation improve the association between servitization and profitability?	12
Editorial: New JBIM initiatives to improve B2B research and provide greater scholarly alignment with practice	12
Modeling the strategies to accelerate the natural gas business market growth in a developing country	12
The effect of strategic supply management on operational and innovation performance: the mediating role of external supply resources mobilization	11
The challenges of B2B innovation: using marketing analytics to plan and implement a successful digital catalog adoption	11
Venture capital, internationalization strategy and corporate innovation	11
Differentiating “must–have” and “should–have” supply chain capabilities for enhanced performance: a necessary conditions analysis	11
Role of adaptive marketing capability and organisational agility in the resilience of B2B manufacturing companies during crises	11
Emotional mechanics of gamification and value co-creation: the digital platform Nike+ as a B2B2C ecosystem	11
Leveraging strategic network resources into firm performance: the roles of dynamic capabilities and platform monitoring	11
Re-examining B2B calculative commitment and its impact on willingness-to-pay a premium price	11
Genuine small talk, rapport, and negotiation outcomes in B2B relationship	11
A systematic review of customer behavior in business-to-business markets and agenda for future research	11
The effect of environmental competitiveness, customer and competitor orientation on export performance	11
Impact of platform cues and algorithmic listings on B2B vs B2C gig success: analysis with random forest and panel regression	11
Actor roles emergence through actor engagement: an SD logic perspective	11
The moderating effect of supply chain collaboration on servitization	11
Power in the supply chain: a state-of-the-art literature review and propositions from the perspective of gender differences	11
Navigating global horizons: a review of export promotion and foreign market entry strategies for small and medium enterprises (SMEs)	11
Pricing and advertising decisions in O2O supply chain with the presence of consumers’ anticipated regret	10
Building business network relationships in the changing Chinese context: findings from Italian luxury companies	10
Digital servitization journey in small- and medium-sized enterprises: the contribution of knowledge-intensive business firms	10
Business customer experience in B2B2C service settings: a scale development	10
Segmenting the customers of system delivery projects based on data heterogeneity	10
Understanding buyer responses to supplier green certification in B2B markets: insights from interpersonal similarity and SOR framework	10
Aligning sustainability goals of industrial operations and marketing in Industry 4.0 environment for MSMEs in an emerging economy	10
Strengthening manufacturers’ influence in triadic channels: leveraging relationships with indirect customers	10
Bridging functionality and emotion: the role of brand image in cultivating loyalty among logistics partners through brand love and engagement in Vietnam’s B2B sector	10
Leadership, knowledge dynamics and dual-path innovation: unravelling the synergy in Pakistan’s manufacturing sector	10
Opportunism in an emerging market – franchisee perspective	10
The impact of generative AI technology on B2B sales process and performance: an empirical study	10

Explorative or exploitative innovation? The moderating effect of big data marketing capability	10
Embracing green supply chain collaboration through technologies: the bridging role of advanced manufacturing technology	9
The role of digital skills in the acceptance of artificial intelligence	9
Knowledge management process as a mediator between collaborative culture and frugal innovation: the moderating role of perceived organizational support	9
Value co-creation and co-destruction in the digital transformation of highly traditional companies	9
Influence of sales technologies on B2B salesforce performance: a meta-analytic investigation	9
Inside sales managers’ utilization of cultural controls as part of a sales control portfolio to enhance overall sales performance	9
Does B2B salespeople’s love of money attitude mediate the relationships between a growth mindset, a fixed mindset, grit, and job performance?	9
Research on operation mechanisms of shareholding supply chains considering retailers’ marketing efforts	9
Revisiting the expropriation and bonding effects of specific asset investments from the perspective of channel role behaviors	9
Be proactive or stick to rules? How goodwill and capacity trust influence proactive and template-based information sharing and innovation	9
Effectual networking capability and SME performance in international B2B markets	9
Service design: a critical examination and future research directions in servitization literature	9
Advancing circularity in manufacturing SMEs through digital servitization	9
B2B automobile sales forecasting with participatory predictor using ANN-GA	9
Actor engagement: origin, evolution and trends	9
Sharing knowledge, gaining business: value implications of social status in online knowledge communities	9
Value capture in IoT-driven business models: considerations about smart resources and isolating mechanisms in networked environments	9
Leveraging the interplay of Internet of Things (IoT) capabilities for achieving customer satisfaction in a B2B2C context: an integrative perspective	9
Measuring supply chain finance: a study of scale development and validation in the emerging market context	9
Advancement of services: implications for the reconfiguration of service supply chain structures	9
Quality investment as a catalyst for successful performance-based contracts: a relational view perspective	9
Speed matters for supply chain communication to acquire superior firm performance: carbon footprint communication	9
Examining the viability of lean production practices in the Industry 4.0 era: an empirical evidence based on B2B garment manufacturing sector	9
Breaking the bottlenecks: a fuzzy SWARA approach to AI-ML implementation barriers in B2B industrial operations and supply chain management	9
The impact of IT use on supply chain coordination: the moderating role of environmental uncertainty	9
Exploring racial concerns of black graduates about B2B Sales: stereotypes and firm’s mitigating initiatives	9
Effect of social capital and transaction cost on multifaceted opportunism in manufacturer-supplier relationship	9
The vulnerability of technology-based business during COVID-19: an indicator-based conceptual framework	8
Manufacturer's sales format selection and information sharing strategy of platform with a private brand	8
Exploring the barriers and motivators of value co-creation through a theoretical lens of service-dominant logic	8
Key success factors for stability of asymmetric technological collaborations: a bionic engineering approach	8
Policy uncertainty, social responsibility and corporate M&A	8
Not all communication styles are created equal: the differing effects of communicating the family business brand’s roots and virtues	8
Does entrepreneurial orientation improve customer equity drivers?: Moderating roles of relationship learning and branding capability	8
Dynamic capabilities in digital transformation: an institutional theory perspective from case studies of chinese B2B technology firms	8
Material flow cost accounting for aluminum gravity die casting in electrical products manufacturing	8
Mitigating disruption through adaptive organization and organization learning to create a transformation business model	8
Capability matching between suppliers and customers in solution co-creation: a process-based model	8
The impact of the relationship commitment and customer integration on supply chain performance	8
Antecedents of team alignment for team performance: length of relationship as a moderator	8
Exploring the influence of supervisor and family work support on salespeople’s engagement and unethical behaviors	8
Supporting value co-creation through interaction during the pre-purchase customer journey: empirical evidence from B2B HR services	8
Leveraging social media in B2B sales: impact on in-role and customer relationship performance	8
Towards a theoretical framework of co-development in supply chains: role of platform affordances and supply chain relationship capital	8
Relational governance, guanxi and interorganizational opportunism: a meta-analysis of the moderators	8
Mapping global value chain, production network, and commodity chain literature using scientometrics: an integrative resilient value chains model based on a review of the literature	8
Does enabling control systems and relational capabilities foster conflict management in innovation ecosystems?	8
The strategic role of firm agility in the relationship between IT capability and firm performance under the COVID-19 outbreak	8
The power of connecting experience data and operational data: more than the sum of its parts?	8
Integration of organizational, economic and customer-related attributes to prioritize marketing strategies	8
Role of community trust in driving brand loyalty in large online B2B communities	8
Impact of supply chain finance on the business risk of core enterprises: evidence from China	8
Resilience strategies to mitigate supply chain sustainability risks	7
Unravelling the enablers of Industry 4.0 in Indian automobile industry amid COVID-19: an integrated TISM and fuzzy MICMAC approach	7
Contract choice and equilibrium: whether and how to open platform to competitor for the dominant manufacturer?	7
Integrating value chains in digital transformation: strategies for effective integration	7
Supplier interfaces in digital transformation: an exploratory case study of a manufacturing firm and IoT suppliers	7
From knowledge broker to solution provider in the Industry 4.0 setting: the innovation path of a small consulting firm	7
The role of ICTs for knowledge sharing in franchising networks	7
Drivers of geographical indication food supply chain performance: a B2B network perspective	7
External knowledge and eco-innovation: evidence from small and medium-sized enterprises	7
Studying international complaints: a multicultural analysis across two time periods	7
Critical antecedents influencing innovation performance of strategic alliance: a meta analytical view	7
Sustainability–driven changes in the business incubation industry	7
Mobilization for collective market shaping: interplay of innovation and issue networks	7
The effect of supply chain finance on sustainability performance: empirical analysis and fsQCA	7
Interfirm multidimensional trust in firm internationalization	7
Should the pricing or advertising decision come first in a supply chain with a network externality?	7
A decision support framework for socially responsible supplier selection in the Nigerian banking industry	7
The impact of account managers’ dual embeddedness on solution co-creation performance	7
Understanding the relationship between coopetition and startups’ resilience: the role of entrepreneurial ecosystem and dynamic exchange capability	7
Fairness as a mediator between network density and relationship performance: the moderating role of transaction-specific investment	7
When digitalization meets sustainability: exploring interactions within a manufacturing firm	7
Efficacy of supply chain integration in meeting customers’ on-time delivery needs: moderating effect of product life cycle	7
The trade credit transaction: on buyer–supplier relationship development	7
Blockchainembedded supply chain finance solutions for Indian MSMEs: a TISM and MICMAC approach	7
Servitization in the construction industry: a multiple case study from a value-adding perspective	7
Channel diversity, constructive and destructive conflicts: the moderating role of network centrality	7
Role of mindfulness in merchant’s adoption of mobile payments in an unorganized sector	7
Editorial: Relational approaches to business network development: new insights and future research directions	7
Impact of digitalization on entrepreneurial ecosystems: a bibliometric exploration	7
Investigating knowledge dissemination and social media use in the farming network to build trust in smart farming technology adoption	6
Globalization orientation, business practices and performance outcomes: an empirical investigation of B2B manufacturing firms	6
Putting the “service” into B2B marketing: key developments in service research and their relevance for B2B	6
Bribery, local network, and local performance among multinational corporations: a moderated mediation model of informal competition	6
Exploring the mediation role of innovation in the nexus between knowledge–sharing and firm performance	6
I want what they have: the impact of salesperson envy on customer relationships amid organizational disruption	6
The influence of agility on green purchasing practices: the role of supplier governance and supplier relationships	6
What can satisfy customers in servitization? Service or goods innovation	6
Humor usage by sellers: effects of aggressive and constructive humor types on perceptions of Machiavellianism and relational outcomes	6
Ethical value co-creation in circular economy ecosystems: a case study of the textile industry	6
Paradoxical tensions in digital servitization strategies: a processual and multi-level analysis	6
The effect of social disruption on the use of technologies to digitize B2B processes and its impact on corporate performance	6
Customer bargaining power and supplier profitability: the moderating role of product market overlap	6