Journal of Business & Industrial Marketing

Article	Citations
Power in the supply chain: a state-of-the-art literature review and propositions from the perspective of gender differences	87
Uncovering the dark side of the sharing economy from a provider’s perspective: a bibliometric systematic review	78
Can salespeople use social media to enhance brand awareness and sales performance? The role of manager empowerment and creativity	73
Effects of interfirm IT capability and interfirm trust on omnichannel integration: the mediating role of interfirm integration	64
Actor roles emergence through actor engagement: an SD logic perspective	63
The effect of strategic supply management on operational and innovation performance: the mediating role of external supply resources mobilization	53
The cultural factors in global account management: the case of Indian buyers and German suppliers	50
Developing Delphi methodology for studying future market change	42
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	42
Building trust among channel members via power sources	41
Navigating a global pandemic crisis through marketing agility: evidence from Italian B2B firms	41
Differences in sustainability orientation and asymmetric power in buyer–seller relationships: direct and moderated impacts on relationship satisfaction	37
Viable industrial supplier performance evaluation using fuzzy inference system: a case of the automotive industry	37
Mitigating the effects of COVID-19: an exploratory case study of the countermeasures taken by the manufacturing industry	34
Rich alone or rich together: the impact of value proposition innovation on the product–place co-branding value	34
Criteria for selecting actors for the value co-creation in startups	34
The relationships among the logic of value innovation, strategic decisions and market-driven factors	34
Digital transformation in sales organizations: antecedents of sales managers’ change readiness and championing behaviors	34
Information sharing in a green supply chain: a bane or a boon?	34
Ring the alarm: modifications to higher education negatively impacting full-time faculty	31
The long and winding road of eHealth. The service ecosystem perspective	31
Too much of a good thing?: The impact of ethical controls and perceived controllability on salesforce job performance	31
Understanding the enduring shifts in sales strategy and processes caused by the COVID-19 pandemic	29
Deals and value measuring in interactive health-care services	29
Venture capital, internationalization strategy and corporate innovation	29

The interplay between sales and marketing expenditures: an econometric approach in the B2B market	28
Antecedents and consequences of reliance in the context of B2B brand image	28
Viability amid systemic crisis: the CORER framework	26
How and when does internal and external social media use for marketing impact B2B SME performance?	25
The challenges of B2B innovation: using marketing analytics to plan and implement a successful digital catalog adoption	24
Stakeholder contributions to commercialization and market creation of a radical innovation: bridging the micro- and macro levels	24
The red and green signals for industrial salesforce: testing an integrated framework	23
The impact of account managers’ dual embeddedness on solution co-creation performance	23
A model for B2B salesperson performance with service ecosystems perspective: a grounded theory	23
Genuine small talk, rapport, and negotiation outcomes in B2B relationship	23
Emotional mechanics of gamification and value co-creation: the digital platform Nike+ as a B2B2C ecosystem	23
Antecedents and outcomes of firm internet-interactive capability in interfirm relationships	22
Mapping the intellectual structure of business-to-business loyalty literature: a bibliometric analysis approach	22
Developing a global B2B strategy for products and services management: practical guidance from the field	22
Environmental uncertainty, participative corporate political activity and radical innovation in China: a sensemaking perspective	22
Relationship problem mechanisms and negative active responses: the moderating role of behavior monitoring	21
Digitization of interorganizational relationships: direct effects of benefit magnitude and indirect effects of benefit asymmetry on reseller profit	21
Interaction in a time of crisis: buyer-supplier adaptation in public healthcare	20
The role of trust and commitment as mediators between economic and non-economic satisfaction in sales manager B2B relationships	20
Studying international complaints: a multicultural analysis across two time periods	20
The effect of government subsidies on cooperative green innovation of supply chains from the perspective of cost sharing	20
Psychological effects of COVID-19 phobia on industrial consumers: a case study in Turkey	20
Why cannot we all just get along? Resolving customer-focused team interface conflicts in a B2B firm leveraging AHP-based multi-criteria decision-making	20
The evaluation of the effects of the COVID-19 pandemic on the Turkish manufacturing sector using AHP-TOPSIS methods	20
Supply chain governance: a conceptual model	19
Differentiating “must–have” and “should–have” supply chain capabilities for enhanced performance: a necessary conditions analysis	19
Editorial: Relational approaches to business network development: new insights and future research directions	19
Impact of various structural attributes on B2B sustainability positioning	18
An integrated perspective of value creation and capture: a systematic literature review	18
The role of relational and transactional factors in the adoption of virtual governance strategies	18
Industrial dynamics and economic growth in health-care context. Evidence from selected OECD countries	18
How core, technical and social components of business relationship value drive customer satisfaction and loyalty in high tech B2B market	18
Theory and analysis of disruptive deception: SME responses to B2B supply chain opportunism	17
Selling to enabled purchasers: the effect of perceived supply risk and profit impact on the buyer–seller interaction	17
Spokesperson effectiveness in B2B advertising: spokesperson characteristics and posture using eye-tracking	17
The moderating role of cultural controls on the relationship between traditional formal sales controls and inside salesperson performance	17
Studying the role of corporate social responsibility, green HRM and green innovation to improve green performance of SMEs	17
Demystifying customer engagement in B2B markets	17
Inter-functional value co-creation as an antecedent of supply chain performance: a study based on the coordination theory	17
Trade show visitors and key technological trends: from a literature review to a conceptual framework	17
The role of relational governance in innovation platform growth: the context of living labs	16
Predicting bid protests: what should sourcing teams (not) do?	16
CRM system implementation and firm performance: the role of consultant facilitation and user involvement	16
Modeling the strategies to accelerate the natural gas business market growth in a developing country	16
How do firms’ respond during recession – a review and future research agenda	16
Influence of new product development best practices on performance: an analysis in innovative Brazilian companies	16
B2B supply chain risk measurement systems: a SCOR perspective	16
Leveraging strategic network resources into firm performance: the roles of dynamic capabilities and platform monitoring	16
How does renqing influence purchase intentions in the Chinese business-to-business context?	16
Proactive market orientation and business model innovation to attain superior new smart connected products performance	16

What role do FinTech companies play in supply chain finance? A signaling intermediary perspective	16
The role of trust in innovation ecosystems	15
Quantum game perspective on green product optimal pricing under emission reduction cooperation of dual-channel supply chain	15
Strategic orientations, marketing capabilities and innovativeness: an adaptive approach	15
A systematic review of customer behavior in business-to-business markets and agenda for future research	15
The impact of buyer–supplier communication on production ramp-up performance	15
An empirical study of the outcome-driven implementation in small- and medium-sized enterprises	15
Integrating the dialectic perspectives of resource-based view and industrial organization theory for competitive advantage – a review and research agenda	14
Antecedents of professionals’ self-efficacy in professional service firms: effects of external source credibility and content quality	14
Factors impacting digital transformations of the food industry by adoption of blockchain technology	14
The role of communication between partners in the process of strategic alliances: a systematic literature review	14
The interplay between product innovation and servitization: the mediating role of digitalization	14
The impact of servitization on manufacturing firms’ market power: empirical evidence from China	14
Does service modularity enhance new service development performance in supply chains: an empirical study	14
Relational key account management: insights from the Middle Eastern context	14
Exposition of techno-functional components of intelligent food supply chain: a review and future research agenda	13
Dynamically adapting to the new normal: unpacking SMEs’ adoption of social media during COVID-19 outbreaks	13
Investigating information processing paradigm to predict performance in emerging firms: the mediating role of technological innovation	13
Editorial: Business-to-business marketing: imagining something different	13
The origin and evolution of the concept of servitization: a co-word and network analysis	13
Green strategies and relationship maintenance: a network evolution perspective	13
Business ties, adaptive capability and technological turbulence: implications for SMEs’ performance in Turkey	13
Sales complexity and value appropriation: a taxonomy of sales situations	13
Accountants robots in shared service centers: effects of the culture for innovation, work engagement and performance measurement system	13
Artificial intelligence in customer relationship management: literature review and future research directions	13
The impact of coercive pressure and ethical responsibility on cross-functional green management and firm performance	13
Enhancing the export activities of small and medium-sized enterprises in emerging markets	13
Intra- and inter-organizational tensions of a digital servitization strategy. Evidence from the mechatronic sector in Italy	12
The role of grit, engagement and exhaustion in salesperson productive procrastination	12
Business customer virtual interaction: enhancing value creation in B2B markets in the post-COVID-19 era – an SME perspective	12
What do female and male entrepreneurs value in business accelerators?	12
Theorising the dark side of interorganizational relationships: an extension	12
Single versus multiple salesforce go-to-market strategy: the impact of sales orientation on conflict, salesperson-owned loyalty and buyer-exit propensity	12
Placebo outsourcing: when does provider’s bluffing enhance customer satisfaction?	12
Examining the use of fsQCA in B2B marketing research: benefits, current state and agenda for future research	12
Building business network relationships in the changing Chinese context: findings from Italian luxury companies	12
Adoption of digital platforms by sponsoring organisations and NPOs for cause-related B2B marketing programs: a fsQCA exploration	11
Organisational identity development by entrepreneurial firms using social media: a process-based model	11
Guest editorial: Interactions, relationships and networks in a digital era	11
Customer equity drivers and repurchase intent among B2B customers: the moderating role of perceived switching cost	11
Coopetitive service innovation: the role of geographical proximity, innovation focus and customer cooperation	11
Sponsoring many or few sports properties? Moderated mediation effect of perceived sponsor ubiquity depending on sponsor–property fit	11
Digital servitization journey in small- and medium-sized enterprises: the contribution of knowledge-intensive business firms	11
The effect of social disruption on the use of technologies to digitize B2B processes and its impact on corporate performance	11
How do managerial ties affect contractual governance in interfirm cooperation?	11
Multi-homing in B2B services: a psychological perspective	11
Resilient and sustainable B2B chemical supply chain capacity expansions: a systematic literature review	11
IT vendor integration as catalyst of IT outsourcing success	11
A comparative analysis of financial and nonfinancial rewards on work motivation and knowledge sharing in a postpandemic era	11
Marketing research agency, creative agency and client relationships: a study of relationship tensions	11
New product development team performance: a historical meta-analytic review of its nomological network	11
How B2B brand ambidexterity enhances brand performance through buyer dependence in digital contexts	11
Navigating global horizons: a review of export promotion and foreign market entry strategies for small and medium enterprises (SMEs)	11
Firm disruption orientation and supply chain resilience: understanding mechanisms to mitigate disruption impact	11
What can satisfy customers in servitization? Service or goods innovation	11
Can crowdfunding creators learn from previous experiences to have a better future financing performance?	10
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”)	10
The conscientious corporate brand: definition, operationalization and application in a B2B context	10
The effect of environmental competitiveness, customer and competitor orientation on export performance	10
Green exploitation and exploration innovation as responses to environmental performance shortfalls: integration of performance feedback, threat-rigidity and ambidexterity perspectives	10
Customer participation in manufacturing firms’ new service development: the moderating role of CRM technology	10
Inflection points during a disruptive event: planning within the sales force	10
How SMEs’ supply chain specific investment impacts supply chain financing performance: insights from signaling theory	10
Green giants: how high–tech manufacturers in China foster supplier green innovativeness for sustainable development	9
Environmental factors, ambidexterity and performance in SMEs: does bricolage matter?	9
Network interactions for pharmaceutical market access: findings from an explorative research	9
Segmenting the customers of system delivery projects based on data heterogeneity	9
Impact of customer-centric approach and customer dissatisfying cost on supply chain profit under price competition	9
Enhancing supply chain sustainability performance: the pivotal role of emerging technologies	9
Exploring renting models for clothing items – resource interaction for value creation	9
B2B informal networking influences on relational outcomes in emerging and developed nations: a multiregional empirical study	9
The effect of international intrapreneurship on firm export performance with driving force of organizational factors	9
Ethical value co-creation in circular economy ecosystems: a case study of the textile industry	9
The innovation gap is closing: Chinese state-owned enterprises’ mechanisms for developing innovative solutions	9
Exploring and extending the synergy concept – a study of three acquisitions	9
How can machine tool builders capture value from smart services? Avoiding the service and digitalization paradox	9
The moderating effect of supply chain collaboration on servitization	9
Customer reference marketing in internationalizing SMEs: a service perspective	8
Opportunism in an emerging market – franchisee perspective	8
Enhancing supply chain resilience through the supply network approach	8

Critical incidents and dissatisfaction in B2B relationships: an appraisal theory analysis	8
Impact of novel information technology on IT alignment and sustainable supply chain performance: evidence from Chinese manufacturing industry	8
The reshoring decision under uncertainty in the post-COVID-19 era	8
Understanding networking dynamics in born global firms’ internationalization: balancing the mix of physical and virtual networking in B2B markets	8
Buying centers and emerging developments: the SME perspective	8
Ecosystem network health and SMEs’ credit quality	8
Globalization orientation, business practices and performance outcomes: an empirical investigation of B2B manufacturing firms	8
When does a supplier tolerate resellers’ opportunistic behaviors? Transaction benefit and cost perspectives	8
Aligning sustainability goals of industrial operations and marketing in Industry 4.0 environment for MSMEs in an emerging economy	8
Customer involvement in technological development of smart products: empirical evidence from a coffee-machine producer	8
Impact of digital technology on velocity of B2B buyer-supplier relationship development	8
Integrating supplier innovation in the fuzzy front end: based on an analysis of the task environment	8
The impact of boundary conditions on the relationship between value creation and value appropriation in buyer-supplier relationships	8
Digital transformation and sustainable performance: the mediating role of triple-A supply chain capabilities	8
Pricing and advertising decisions in O2O supply chain with the presence of consumers’ anticipated regret	8
Why do SMEs switch suppliers?	8
A review of sustainability trade-offs affecting suppliers in developed and less developed countries	8
A nexus between corporate social responsibility disclosure and its determinants in energy enterprises	8
Identifying factors needed for business actor engagement in sustainable development goal (SDG) initiatives	7
Exploring collaborative innovation evolution of China’s energy conservation and environmental protection industry: a social network analysis based on patents	7
The effect of equity on value co-creation in business relationships	7
The fringe or national brand manufacturer? An analysis of private label sourcing strategy	7
Leadership, knowledge dynamics and dual-path innovation: unravelling the synergy in Pakistan’s manufacturing sector	7
Investigating knowledge dissemination and social media use in the farming network to build trust in smart farming technology adoption	7
Rethinking interaction in social distancing times: implications for business-to-business companies	7
Benefit distribution and stability analysis of enterprise digital servitization ecosystems from the perspective of value cocreation	7
Knowledge co-creation with multiple stakeholders: the case of SMEs in China	7
Addressing the loss of exploratory innovation: the roles of organizational foresight and strategic orientation	7
The moderating role of cultural similarity in developing commitment in the industrial importer-supplier relationship	7
Digital transformation of business model in manufacturing companies: challenges and research agenda	7
Maximizing customer adoption outcomes in emerging industrial markets via supplier innovativeness and relationship quality	7
Influence of digital transformation on the supply chain resilience of Chinese manufacturing enterprises: a mixed-methods perspective	7
Benefits, barriers, and facilitators of developing B2B mobile applications	7
Handling changes on and changes of the market: market–political ambidexterity in the Swedish market for solar energy	7
Investigating the relationship between government support and SMEs’ sustainability through financial and green lenses	7
Commitment, trust, relative dependence, and customer loyalty in the B2B setting: the role of customer satisfaction	7
Unpacking the relationship between formal contracts and alliance innovation performance: the role of relationship learning and guanxi	7
Long-term buyer-supplier relationships in IT services	7
Putting the “service” into B2B marketing: key developments in service research and their relevance for B2B	7
Implementation of new segments in small- and medium-sized enterprises (SMEs)	7
Serial crowdfunding in start-up development: a business network view	7
Value co-creation: a review of literature and future research agenda	7
The relationship between sustainable supply chain management and enterprise economic performance: does firm size matter?	7
Postpandemic international tourism restart: effect of border control and vaccination	6
The impact of human resource and information technology on supply chain learning and operational performance	6
Sectoral brand management: a social constructionist approach in the business-to-business market	6
Analyzing the customer brand engagement model from the perspective of sellers and buyers in the B2B context	6
Modeling the influence of management control system and ambidextrous behavior on B2B customer relationships: a job demand-resource perspective	6
Impact of bundling on the omnichannel supply chain under price competition	6
Evaluating the innovation capability of cluster-based firms: a graph-theoretic approach	6
Carbon emission reduction and green marketing decisions in a two-echelon low-carbon supply chain considering fairness concern	6
Quality investment as a catalyst for successful performance-based contracts: a relational view perspective	6
Political connections and firms’ trade credit in emerging economies	6
The role of CRM implementation in internal capital markets	6
The influence of agility on green purchasing practices: the role of supplier governance and supplier relationships	6
Seeds of demand-side legitimacy: when do existing companies procure from B2B startups?	6
Driving forces of repurchasing social enterprise products	6
Pricing and green promotion effort strategies in dual-channel green supply chain: considering e-commerce platform financing and free-riding	6
Client opportunism in agency-client relationship: the role of information asymmetry, agency response and calculative commitment	6
An empirical investigation of the professional identification of sales managers and their ethical intentions	6
Unveiling the path to green innovation: the interplay of green learning orientation, knowledge management capability and manufacturing firm’s capability to orchestrate resources	6
Modeling the emergency health-care supply chains: responding to the COVID-19 pandemic	6
Patterns of international marketing strategy	6
How B2B marketers interact with customers and develop knowledge to produce a co-owned marketing strategy	6
How much customer collaboration is too much? Implications for user entrepreneurship and product performance	6
Can we mend fences? A model of recovery processes of SME business-to-business relationships	6
The role of contextual factors in conflict handling strategies in logistics service networks	5
I want what they have: the impact of salesperson envy on customer relationships amid organizational disruption	5
Improving how we lead and manage in business marketing during and after a market crisis: the importance of perceived status, certainty, autonomy, relatedness and fairness	5
Impact of customer focus on technology leadership via technology development capability – a moderated mediation model	5
Relevance and its epistemic underpinnings in B2B marketing research: four axioms and nine relevance types	5
Changes in knowledge coupling and innovation performance: the moderation effect of network cohesion	5
Service design: a critical examination and future research directions in servitization literature	5
The mediating role of cooperative norms in the formation of buyer commitment in the buyer–seller relationship	5
Ethical values adaptation in international B2B relationships: case of Russian immigrant entrepreneurs in Finland	5
When co-creation pays off: the effect of co-creation on well-being, work performance and team resilience	5
Opening the black box of capabilities to renew the organizational and business know-how of franchises	5
The role of digital skills in the acceptance of artificial intelligence	5
Humor usage by sellers: effects of aggressive and constructive humor types on perceptions of Machiavellianism and relational outcomes	5
Customer participation in new product development and the impact of remote work	5
Ethical marketing strategies: the unique Nash equilibrium	5
Measuring supply chain finance: a study of scale development and validation in the emerging market context	5
Green market orientation and organizational performance in Taiwan’s electric and electronic industry: the mediating role of green supply chain management capability	5
Impact of governance mechanism on supply chain ambidexterity and enterprise cooperation performance: a combined perspective	5
Actor roles and public–private interaction in transitioning networks: the case of geofencing for urban freight transport in Sweden	5
A circular innovation strategy in a supply network context: evidence from the packaging industry	5
Effect of the pandemic on professional selling: an exposition of different selling styles using theories-in-use approach	5
Moving beyond traditional sponsorships: understanding the structure and dynamics of minority equity sponsorship agreements	5
Customer bargaining power and supplier profitability: the moderating role of product market overlap	5
Modern mediators: intermediaries’ informational roles in sourcing from China	5
Modelling factors of social media usage by B2B salespersons: an emerging market study	5
Examining the viability of lean production practices in the Industry 4.0 era: an empirical evidence based on B2B garment manufacturing sector	5
Business customer experience in B2B2C service settings: a scale development	5
The PPE industry in Italy during COVID-19: supply chain disruption and the adoption of digital and social media in B2B firms	5
Supply chain management in the insurance industry – symmetrical and asymmetrical analysis	5