Journal of Business & Industrial Marketing

Article	Citations
The impact of servitization on manufacturing firms’ market power: empirical evidence from China	121
B2B supply chain risk measurement systems: a SCOR perspective	78
Spokesperson effectiveness in B2B advertising: spokesperson characteristics and posture using eye-tracking	70
The interplay between sales and marketing expenditures: an econometric approach in the B2B market	66
Publisher’s note	57
The effect of government subsidies on cooperative green innovation of supply chains from the perspective of cost sharing	55
Integrating the dialectic perspectives of resource-based view and industrial organization theory for competitive advantage – a review and research agenda	53
Theory and analysis of disruptive deception: SME responses to B2B supply chain opportunism	51
Differences in sustainability orientation and asymmetric power in buyer–seller relationships: direct and moderated impacts on relationship satisfaction	49
Dynamically adapting to the new normal: unpacking SMEs’ adoption of social media during COVID-19 outbreaks	47
Does salesperson’s karma orientation reduce counterproductive behaviors? Exploring the moderating impact of emotional labor and self-leadership	46
What role do FinTech companies play in supply chain finance? A signaling intermediary perspective	46
Gaining insights into omnichannel usage behaviour of corporate customers in the German pharmacy supplies market: a cluster analysis approach	44
Born to sell or selling yourself out? The role of emotional labor in B2B salespeople	44
Digital transformation in sales organizations: antecedents of sales managers’ change readiness and championing behaviors	43
Developing Delphi methodology for studying future market change	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	40
Business ties, adaptive capability and technological turbulence: implications for SMEs’ performance in Turkey	37
Intra- and inter-organizational tensions of a digital servitization strategy. Evidence from the mechatronic sector in Italy	36
Firm disruption orientation and supply chain resilience: understanding mechanisms to mitigate disruption impact	35
Green giants: how high–tech manufacturers in China foster supplier green innovativeness for sustainable development	35
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
Inflection points during a disruptive event: planning within the sales force	32
Multi-homing in B2B services: a psychological perspective	32
Benefits, barriers, and facilitators of developing B2B mobile applications	31

Can crowdfunding creators learn from previous experiences to have a better future financing performance?	31
Identifying factors needed for business actor engagement in sustainable development goal (SDG) initiatives	30
How SMEs’ supply chain specific investment impacts supply chain financing performance: insights from signaling theory	30
Innovation generation in buyer-supplier collaborative relationships: the role of relationship learning	28
Repositioning strategies for incumbent SMEs in response to technological discontinuities: based on the Korean automotive component industry	27
Influence of rural Ghanaian farmers’ social behavior on adoption of agricultural technology	27
Necessary condition analysis for sustainable channel governance in fast-moving markets	27
Sponsoring many or few sports properties? Moderated mediation effect of perceived sponsor ubiquity depending on sponsor–property fit	27
The reshoring decision under uncertainty in the post-COVID-19 era	26
Impact of customer-centric approach and customer dissatisfying cost on supply chain profit under price competition	26
The impact of boundary conditions on the relationship between value creation and value appropriation in buyer-supplier relationships	25
Business customer virtual interaction: enhancing value creation in B2B markets in the post-COVID-19 era – an SME perspective	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
How much customer collaboration is too much? Implications for user entrepreneurship and product performance	24
The role of contextual factors in conflict handling strategies in logistics service networks	24
Revisiting e-commerce platforms’ strategies of exercising channel power: a contingency perspective	24
Relevance and its epistemic underpinnings in B2B marketing research: four axioms and nine relevance types	24
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	23
Postpandemic international tourism restart: effect of border control and vaccination	23
Environmental sustainability and information sharing related to delivery options in the B2B2C context of e-commerce: evidence from a survey	23
Impact of bundling on the omnichannel supply chain under price competition	23
Pandemic-driven business model sustainability: a review	23
A design science research methodology for developing an integrated model supplier reduction and grouping parts using GT-based algorithm	23
Analysis of green supply chains under fairness concern and differential power structure	22
Artificial intelligence advancements in procurement: transforming organizational buying behavior	21
Make a deal with the devil? Buyer firms’ competitive advantage and constraints from relationships with dominant suppliers	21
Determinants and outcomes of satisfaction in B2B sales relationships	21
Beyond the transaction: exploring resources stewardship, relational connectedness and co-creation in B2B marketing	21
The role of passion in favouring the creation of new business: an empirical investigation of the sport context through the IMP lens	21
Digital entrepreneurship: global maps and trends of research	20
Unleashing green innovation: navigating the path with green inclusive leadership, green knowledge management and internal CSR communication	20
Changes in knowledge coupling and innovation performance: the moderation effect of network cohesion	20
“What’s it really worth?” A meta-analysis of customer-perceived relationship value in B2B markets	20
Modern mediators: intermediaries’ informational roles in sourcing from China	20
Role of brand equity and competitive strategies in the relation between horizontal alliances and its benefits	20
Matching intra-functional integration with inter-firm IT linkage to facilitate flexibility for customers	19
Carbon emission reduction and green marketing decisions in a two-echelon low-carbon supply chain considering fairness concern	19
Dyadic capabilities in implementing performance-based public procurement	19
The influence of efficiency pursuing on business streamlining 2.0	19
Sustainable recycling management: configuration of risk factors and resilience strategies	19
Servitization and firm performance: a p-curve analysis	18
Influences of collaborative culture and knowledge management on product and process innovation: the moderating role of information technology utilization	18
Sales controls: a necessary condition perspective	18
Small firm coopetition – the missing links: coopetitive tension, balance and value	18
Orchestrating in the entrepreneurial ecosystem – orchestrator roles and role-specific capabilities in the regional health technology ecosystem	18
Towards profitable customized solutions in small firms: a matter of relationships, modularity and expertise	18
Remanufacturing through a marketing lens: an interaction approach to OEM-customer relationships and future research directions	18
The interplay of institutions and coopetition: a decade-long analysis of a geographical indication in the Brazilian wine industry	18
Antecedents and consequences of supply chain agility: a competence-capability-performance paradigm	17
The role of information in relation to interaction affected by technology change – the case of a telemedicine pilot project	17

A systematic review for organizing servitization by multi-actor collaborations: lenses, factors and outcomes	17
Ambicultural sensitivity and relational embeddedness in fostering B2B relationship	17
Not the way it used to be: B2B interactions in the era of ecosystems	17
Exploring the dynamics of firm growth: the interplay of decision-making logic	17
Knowledge sharing and NPD performance for UK cross – border M&A firms: the moderating role of behavior and outcome controls	17
Reconfiguring the service system for resilience: lessons learned in the higher education context	17
How global mindset drives innovation and exporting performance: the roles of relational and bricolage capabilities	17
Understanding the shift: contextual determinants of classic and alternative servitisation trajectories	16
Augmenting machine learning with human insights: the model development for B2B personalization	16
Mastering customer lock-in by servitization innovation strategies of asset specificity	15
When friends are near foes: governing nonequity alliances with steering committees	15
Ambicultural sensitivity and resource dynamism in B2B relationship: an international dynamic marketing capabilities perspective	15
Drivers of green innovation and green acquisition: empirical evidence from the food and beverage industry	15
Social media branding in the food industry: comparing B2B and B2C companies’ use of sustainability messaging on Twitter	15
Unlocking the potential of prosocial motives in fostering environmental and social innovation: the roles of creativity-relevant skills and business moral values	15
Understanding the spillover effects of manufacturer-initiated reward on observers’ compliance: a social learning perspective	15
Critical realist multilevel research in business marketing: a laminated conceptualization of resilience	15
Guest editorial	15
Output servitization and environmental performance: impacts on manufacturing enterprises	14
Strengthening organizational resilience: role of sustainable supply chain, digitalization and business model adaptation	14
Compromising in business networks: a case of creating a big science facility	14
Exploring the role of relationship management and relationship quality in B2B: empirical insights and future research directions	14
Interpartner learning capabilities and relationship performance during complex projects	14
Different strategies of cross-channel integration and their effects on intra-channel manufacturer and distributor relationships	14
Calculative trust, benevolent trust and supplier opportunism: the double edged role of IT infrastructure capability	14
Emerging market professional service firms’ market success: does cultural intelligence matter?	14
Subsidiary longevity in multinational enterprises: the roles of mandates and host market institutions	14
Building supply chain resilience through industry 4.0 base technologies: role of supply chain visibility and environmental dynamism	14
How and when collaborative innovation networks influence new product development performance in SMEs: evidence from China	14
Strategic alliances and firms’ chances to survive “black swans” in B2B industries	13
When in Rome, do as the Romans do: can international marketing adaptation improve the association between servitization and profitability?	13
Leveraging gamification to enhance persuasive behaviour and streamline online product returns: an approach grounded in multiple case studies	13
A network perspective on supply chain management in the structural reshaping of globalization	13
Unraveling the event-type effect of CSR-linked (CSRL) sponsorship: perceived competence and warmth as mediating mechanisms	13
Effects of country of origin and importers’ innovativeness in new product trials	13
An ICT-based start-up entering maritime logistics networks: facilitation of value cocreation patterns	13
Understanding the influence of business strategy in corporate social responsibility: evidence from Chinese firms in Africa	13
Editorial: New JBIM initiatives to improve B2B research and provide greater scholarly alignment with practice	13
Unraveling critical success factors of local food supply chains: a systematic literature review	13
Modeling the strategies to accelerate the natural gas business market growth in a developing country	13
Strategies to mitigate barriers to supply chain sustainability: an apparel manufacturing case study	13
Buyer reputation: a blind spot in buyer–supplier relationships	13
Inter-firm coopetition and innovation in industrial clusters: the role of institutional support	13
Export performance: a comprehensive bibliometric overview	13
Top management’s green transformational leadership and competitive advantage: the mediating role of green organizational learning capability	13
Differentiating “must–have” and “should–have” supply chain capabilities for enhanced performance: a necessary conditions analysis	13
Can salespeople use social media to enhance brand awareness and sales performance? The role of manager empowerment and creativity	12
Power in the supply chain: a state-of-the-art literature review and propositions from the perspective of gender differences	12
Role of adaptive marketing capability and organisational agility in the resilience of B2B manufacturing companies during crises	12
Leveraging strategic network resources into firm performance: the roles of dynamic capabilities and platform monitoring	12
Environmental uncertainty, participative corporate political activity and radical innovation in China: a sensemaking perspective	12
Actor roles emergence through actor engagement: an SD logic perspective	12
Guest editorial: Local and international perspectives on value in changing business networks	12
Emotional mechanics of gamification and value co-creation: the digital platform Nike+ as a B2B2C ecosystem	12
Genuine small talk, rapport, and negotiation outcomes in B2B relationship	12
The challenges of B2B innovation: using marketing analytics to plan and implement a successful digital catalog adoption	12
Venture capital, internationalization strategy and corporate innovation	12
The effect of environmental competitiveness, customer and competitor orientation on export performance	11
Explorative or exploitative innovation? The moderating effect of big data marketing capability	11
Opportunism in an emerging market – franchisee perspective	11
Leadership, knowledge dynamics and dual-path innovation: unravelling the synergy in Pakistan’s manufacturing sector	11
A systematic review of customer behavior in business-to-business markets and agenda for future research	11
Digital servitization journey in small- and medium-sized enterprises: the contribution of knowledge-intensive business firms	11
The effect of strategic supply management on operational and innovation performance: the mediating role of external supply resources mobilization	11
The impact of generative AI technology on B2B sales process and performance: an empirical study	11
Understanding buyer responses to supplier green certification in B2B markets: insights from interpersonal similarity and SOR framework	11
Criteria for selecting actors for the value co-creation in startups	11
Navigating global horizons: a review of export promotion and foreign market entry strategies for small and medium enterprises (SMEs)	11
Segmenting the customers of system delivery projects based on data heterogeneity	11
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	11
Breaking the bottlenecks: a fuzzy SWARA approach to AI-ML implementation barriers in B2B industrial operations and supply chain management	10
B2B automobile sales forecasting with participatory predictor using ANN-GA	10
Actor engagement: origin, evolution and trends	10
Service design: a critical examination and future research directions in servitization literature	10
Leveraging the interplay of Internet of Things (IoT) capabilities for achieving customer satisfaction in a B2B2C context: an integrative perspective	10
The moderating effect of supply chain collaboration on servitization	10
Aligning sustainability goals of industrial operations and marketing in Industry 4.0 environment for MSMEs in an emerging economy	10
Embracing green supply chain collaboration through technologies: the bridging role of advanced manufacturing technology	10
Speed matters for supply chain communication to acquire superior firm performance: carbon footprint communication	10
Effectual networking capability and SME performance in international B2B markets	10

Building business network relationships in the changing Chinese context: findings from Italian luxury companies	10
Pricing and advertising decisions in O2O supply chain with the presence of consumers’ anticipated regret	10
Conceptualizing the supplier switching process: an example from public procurement	10
Examining the viability of lean production practices in the Industry 4.0 era: an empirical evidence based on B2B garment manufacturing sector	10
Measuring supply chain finance: a study of scale development and validation in the emerging market context	10
Chinese parent firm’s knowledge types and governance modes’ effect on overseas subsidiaries’ performance: a contingency perspective	10
Understanding networking dynamics in born global firms’ internationalization: balancing the mix of physical and virtual networking in B2B markets	10
Effect of social capital and transaction cost on multifaceted opportunism in manufacturer-supplier relationship	10
Business customer experience in B2B2C service settings: a scale development	9
Quality investment as a catalyst for successful performance-based contracts: a relational view perspective	9
Relational governance, guanxi and interorganizational opportunism: a meta-analysis of the moderators	9
Does enabling control systems and relational capabilities foster conflict management in innovation ecosystems?	9
Why are strangers trusted more during trade fairs? A literature review on the conceptual model of general trust formation	9
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	9
Knowledge management process as a mediator between collaborative culture and frugal innovation: the moderating role of perceived organizational support	9
Material flow cost accounting for aluminum gravity die casting in electrical products manufacturing	9
Manufacturer's sales format selection and information sharing strategy of platform with a private brand	9
Mitigating disruption through adaptive organization and organization learning to create a transformation business model	9
The role of digital skills in the acceptance of artificial intelligence	9
Value co-creation and co-destruction in the digital transformation of highly traditional companies	9
Adaptive marketing capabilities, market orientation, and international performance: the moderation effect of competitive intensity	9
Value capture in IoT-driven business models: considerations about smart resources and isolating mechanisms in networked environments	9
Does B2B salespeople’s love of money attitude mediate the relationships between a growth mindset, a fixed mindset, grit, and job performance?	9
The vulnerability of technology-based business during COVID-19: an indicator-based conceptual framework	9
Resource renewal in heavy business networks: the case of Modvion starting up in the Swedish wind energy context	8
Servitization in the construction industry: a multiple case study from a value-adding perspective	8
Inside sales managers’ utilization of cultural controls as part of a sales control portfolio to enhance overall sales performance	8
Towards a theoretical framework of co-development in supply chains: role of platform affordances and supply chain relationship capital	8
Role of community trust in driving brand loyalty in large online B2B communities	8
Key success factors for stability of asymmetric technological collaborations: a bionic engineering approach	8
Research on operation mechanisms of shareholding supply chains considering retailers’ marketing efforts	8
Channel diversity, constructive and destructive conflicts: the moderating role of network centrality	8
Supplier interfaces in digital transformation: an exploratory case study of a manufacturing firm and IoT suppliers	8
A decision support framework for socially responsible supplier selection in the Nigerian banking industry	8
Impact of supply chain finance on the business risk of core enterprises: evidence from China	8
Platform ecosystem development in an institutionalized business market: the case of the asset management industry	8
The impact of IT use on supply chain coordination: the moderating role of environmental uncertainty	8
The impact of the relationship commitment and customer integration on supply chain performance	8
Exploring racial concerns of black graduates about B2B Sales: stereotypes and firm’s mitigating initiatives	8
Policy uncertainty, social responsibility and corporate M&A	8
The strategic role of firm agility in the relationship between IT capability and firm performance under the COVID-19 outbreak	8
From knowledge broker to solution provider in the Industry 4.0 setting: the innovation path of a small consulting firm	8
Supply chain finance in enhancing supply-oriented and demand-oriented performance capabilities – moderating role of perceived partner opportunism	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
Integration of organizational, economic and customer-related attributes to prioritize marketing strategies	8
Capability matching between suppliers and customers in solution co-creation: a process-based model	8
Left to their own devices? Antecedents and contingent effects of workplace anxiety in the WFH selling environment	8
The impact of supply chain specific investments on firms’ market performance: the mediating role of innovation	8
Supporting value co-creation through interaction during the pre-purchase customer journey: empirical evidence from B2B HR services	8
Exploring the barriers and motivators of value co-creation through a theoretical lens of service-dominant logic	8
Not all communication styles are created equal: the differing effects of communicating the family business brand’s roots and virtues	8
The power of connecting experience data and operational data: more than the sum of its parts?	8
Interfirm multidimensional trust in firm internationalization	8
The effect of supply chain finance on sustainability performance: empirical analysis and fsQCA	8
When digitalization meets sustainability: exploring interactions within a manufacturing firm	7
Should the pricing or advertising decision come first in a supply chain with a network externality?	7
Unravelling the enablers of Industry 4.0 in Indian automobile industry amid COVID-19: an integrated TISM and fuzzy MICMAC approach	7
Influence of dependence on social capital and operational performance: a study of the textile and clothing industry	7
Critical antecedents influencing innovation performance of strategic alliance: a meta analytical view	7
Strategic crisis response: managerial implications and direction for recovery and survival	7
Contract choice and equilibrium: whether and how to open platform to competitor for the dominant manufacturer?	7
Mobilization for collective market shaping: interplay of innovation and issue networks	7
External knowledge and eco-innovation: evidence from small and medium-sized enterprises	7
Blockchainembedded supply chain finance solutions for Indian MSMEs: a TISM and MICMAC approach	7
The role of ICTs for knowledge sharing in franchising networks	7
Fairness as a mediator between network density and relationship performance: the moderating role of transaction-specific investment	7
Understanding the relationship between coopetition and startups’ resilience: the role of entrepreneurial ecosystem and dynamic exchange capability	7
Drivers of geographical indication food supply chain performance: a B2B network perspective	7
Role of mindfulness in merchant’s adoption of mobile payments in an unorganized sector	7
Eight organizational enablers of digital service-sales ambidexterity in industrial firms	7
Sustainability–driven changes in the business incubation industry	7
Impact of digitalization on entrepreneurial ecosystems: a bibliometric exploration	7
Social capital impact on mass customization capability and innovation capabilities: the mediating role of absorptive capacity	7
Understanding the enduring shifts in sales strategy and processes caused by the COVID-19 pandemic	6
A comparative analysis of financial and nonfinancial rewards on work motivation and knowledge sharing in a postpandemic era	6
Ethical value co-creation in circular economy ecosystems: a case study of the textile industry	6
Investigating information processing paradigm to predict performance in emerging firms: the mediating role of technological innovation	6
What can satisfy customers in servitization? Service or goods innovation	6
The influence of agility on green purchasing practices: the role of supplier governance and supplier relationships	6
Editorial: Relational approaches to business network development: new insights and future research directions	6
Factors impacting digital transformations of the food industry by adoption of blockchain technology	6
Accountants robots in shared service centers: effects of the culture for innovation, work engagement and performance measurement system	6
Exploring collaborative innovation evolution of China’s energy conservation and environmental protection industry: a social network analysis based on patents	6
The impact of human resource and information technology on supply chain learning and operational performance	6
A review of sustainability trade-offs affecting suppliers in developed and less developed countries	6
How can machine tool builders capture value from smart services? Avoiding the service and digitalization paradox	6
Digitization of interorganizational relationships: direct effects of benefit magnitude and indirect effects of benefit asymmetry on reseller profit	6
Studying international complaints: a multicultural analysis across two time periods	6
New product development team performance: a historical meta-analytic review of its nomological network	6
Strategic orientation and innovation culture: catalysts for success in the dynamic Turkish IT industry	6
The effect of social disruption on the use of technologies to digitize B2B processes and its impact on corporate performance	6
Digital transformation and sustainable performance: the mediating role of triple-A supply chain capabilities	6
Guest editorial: Interactions, relationships and networks in a digital era	6
The impact of account managers’ dual embeddedness on solution co-creation performance	6