OOIR: Observatory of International Research

Papers

(The TQCC of Journal of Business & Industrial Marketing is 10. 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 2022-05-01 to 2026-05-01.)

Article	Citations
Gaining insights into omnichannel usage behaviour of corporate customers in the German pharmacy supplies market: a cluster analysis approach	84
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	83
Antecedents and consequences of salespeople’s resilience in B2B industry: how salespeople’s resilience drives their ambidexterity	61
B2B supply chain risk measurement systems: a SCOR perspective	61
What role do FinTech companies play in supply chain finance? A signaling intermediary perspective	58
The effect of government subsidies on cooperative green innovation of supply chains from the perspective of cost sharing	58
Developing Delphi methodology for studying future market change	53
Theory and analysis of disruptive deception: SME responses to B2B supply chain opportunism	53
The impact of contract design on contract ineffectiveness: a moderated moderation model of interpretive uncertainty and IT capability	50
Differences in sustainability orientation and asymmetric power in buyer–seller relationships: direct and moderated impacts on relationship satisfaction	45
Business ties, adaptive capability and technological turbulence: implications for SMEs’ performance in Turkey	43
Born to sell or selling yourself out? The role of emotional labor in B2B salespeople	40
Does salesperson’s karma orientation reduce counterproductive behaviors? Exploring the moderating impact of emotional labor and self-leadership	39
Exploring the influence of salesperson lone wolf tendencies on customer value co-creation: a social exchange perspective	39
Spokesperson effectiveness in B2B advertising: spokesperson characteristics and posture using eye-tracking	38
Dynamically adapting to the new normal: unpacking SMEs’ adoption of social media during COVID-19 outbreaks	37
Digital transformation in sales organizations: antecedents of sales managers’ change readiness and championing behaviors	37
Publisher’s note	36
Integrating the dialectic perspectives of resource-based view and industrial organization theory for competitive advantage – a review and research agenda	35
Sponsoring many or few sports properties? Moderated mediation effect of perceived sponsor ubiquity depending on sponsor–property fit	35
The interplay between sales and marketing expenditures: an econometric approach in the B2B market	35
Benefits, barriers, and facilitators of developing B2B mobile applications	34
Barriers beneath zero: a systems view of sustainable cold chain transitions in India’s food sector	33
Innovation generation in buyer-supplier collaborative relationships: the role of relationship learning	33
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”)	32

Multi-homing in B2B services: a psychological perspective	31
Impact of customer-centric approach and customer dissatisfying cost on supply chain profit under price competition	30
Identifying factors needed for business actor engagement in sustainable development goal (SDG) initiatives	30
Necessary condition analysis for sustainable channel governance in fast-moving markets	30
Can crowdfunding creators learn from previous experiences to have a better future financing performance?	29
Influence of rural Ghanaian farmers’ social behavior on adoption of agricultural technology	29
Repositioning strategies for incumbent SMEs in response to technological discontinuities: based on the Korean automotive component industry	29
Unveiling the path to green innovation: the interplay of green learning orientation, knowledge management capability and manufacturing firm’s capability to orchestrate resources	28
Firm disruption orientation and supply chain resilience: understanding mechanisms to mitigate disruption impact	27
Leading with vision or vanity? Strategic leadership, digitalisation, team capabilities and the dark side of CEO narcissism in SME international growth	26
Inflection points during a disruptive event: planning within the sales force	26
Structural dependence and new product performance in coopetition: role of interorganizational learning and market overlap	26
Green giants: how high–tech manufacturers in China foster supplier green innovativeness for sustainable development	26
The role of contextual factors in conflict handling strategies in logistics service networks	24
How SMEs’ supply chain specific investment impacts supply chain financing performance: insights from signaling theory	24
The impact of boundary conditions on the relationship between value creation and value appropriation in buyer-supplier relationships	24
A design science research methodology for developing an integrated model supplier reduction and grouping parts using GT-based algorithm	23
Make a deal with the devil? Buyer firms’ competitive advantage and constraints from relationships with dominant suppliers	23
Beyond the transaction: exploring resources stewardship, relational connectedness and co-creation in B2B marketing	23
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
“What’s it really worth?” A meta-analysis of customer-perceived relationship value in B2B markets	23
How much customer collaboration is too much? Implications for user entrepreneurship and product performance	22
Revisiting e-commerce platforms’ strategies of exercising channel power: a contingency perspective	22
Environmental sustainability and information sharing related to delivery options in the B2B2C context of e-commerce: evidence from a survey	22
Digital entrepreneurship: global maps and trends of research	22
Carbon emission reduction and green marketing decisions in a two-echelon low-carbon supply chain considering fairness concern	22
Pandemic-driven business model sustainability: a review	21
How coupled knowledge flows impact value co-creation in the innovation ecosystem? An empirical study based on the open innovation theory	20
Unleashing green innovation: navigating the path with green inclusive leadership, green knowledge management and internal CSR communication	20
Analysis of green supply chains under fairness concern and differential power structure	20
Relevance and its epistemic underpinnings in B2B marketing research: four axioms and nine relevance types	19
Channel conflict and technological disintermediation: a bibliometric analysis of half a century	19
Erratum: Collusive bargaining behavior in supply chains	19
The impact of collaborative innovation network embeddedness on enterprise value co-creation	19
Artificial intelligence advancements in procurement: transforming organizational buying behavior	19
Determinants and outcomes of satisfaction in B2B sales relationships	18
Reconfiguring the service system for resilience: lessons learned in the higher education context	18
Matching intra-functional integration with inter-firm IT linkage to facilitate flexibility for customers	18
Antecedents and consequences of supply chain agility: a competence-capability-performance paradigm	18
The influence of efficiency pursuing on business streamlining 2.0	18
Sales controls: a necessary condition perspective	18
The role of passion in favouring the creation of new business: an empirical investigation of the sport context through the IMP lens	18
The role of information in relation to interaction affected by technology change – the case of a telemedicine pilot project	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
Green learning orientation and environmental culture: enabling green innovation and B2B relationship management in manufacturing firms	17
Sustainable recycling management: configuration of risk factors and resilience strategies	17
Ambicultural sensitivity and relational embeddedness in fostering B2B relationship	17
Remanufacturing through a marketing lens: an interaction approach to OEM-customer relationships and future research directions	17

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