Journal of Business & Industrial Marketing

Article	Citations
Knowledge management, customer relationship management and innovation capabilities	53
The different shades of innovation emergence in smart service systems: the case of Italian cluster for aerospace technology	47
Digital transformation of business model in manufacturing companies: challenges and research agenda	44
Artificial intelligence in customer relationship management: literature review and future research directions	44
Artificial intelligence adoption in business-to-business marketing: toward a conceptual framework	44
How do ESG pillars impact firms’ marketing performance? A configurational analysis in the pharmaceutical sector	41
Value co-creation: a review of literature and future research agenda	39
A digital servitization framework for viable manufacturing companies	38
Digital transformation in sales as an evolving process	38
Market shaping dynamics: interplay of actor engagement and institutional work	36
Unpacking the relationship between a coopetition-oriented mindset and coopetition-oriented behaviours	32
How environmental turbulence influences firms’ entrepreneurial orientation: the moderating role of network relationships and organizational inertia	31
Survival strategies of SMEs amidst the COVID-19 pandemic: application of SEM and fsQCA	31
How does coopetition affect radical innovation? The roles of internal knowledge structure and external knowledge integration	28
Rethinking interaction in social distancing times: implications for business-to-business companies	28
Servitization strategy, manufacturing organizations and firm performance: a theoretical framework	28
Marketing-sales-service interface and social media marketing influence on B2B sales process	27
Modeling the emergency health-care supply chains: responding to the COVID-19 pandemic	27
A holistic model of dynamic capabilities and environment management system towards eco-product innovation and sustainability in automobile firms	26
The double-edged sword of coopetition: differential effects of cross-functional coopetition on product and service innovations	26
Green market orientation and organizational performance in Taiwan’s electric and electronic industry: the mediating role of green supply chain management capability	25
Systematic review of determinants of sales performance: Verbekeet al.’s (2011) classification extended	24
Antecedents and consequences of market orientation in international B2B market: role of export assistance as a moderator	24
Collaboration in achieving sustainable solutions in the textile industry	24
Managing environmental turbulence through innovation speed and operational flexibility in B2B service organizations	24

B2B brand orientation, relationship commitment, and buyer-supplier relational performance	23
Empowering value co-creation in the digital age	23
Exploring the factors influencing the adoption of supply chain finance in supply chain effectiveness: evidence from manufacturing firms	22
Value (co-)creation in B2B sales ecosystems	21
Digital entrepreneurship: global maps and trends of research	21
A review of coopetition and future research agenda	21
Viability mechanisms in market systems: prerequisites for market shaping	20
Industry 4.0 in the product development process: benefits, difficulties and its impact in marketing strategies and operations	20
Networks, institutional environment and firm internationalization	20
Examining the needs to adopt big data analytics in B2B organizations: development of propositions and model of needs	19
Putting the “service” into B2B marketing: key developments in service research and their relevance for B2B	19
A bibliometric review of service ecosystems research: current status and future directions	19
Examining the impact of strategic supplier partnership, customer relationship and supply chain responsiveness on operational performance: the moderating effect of demand uncertainty	18
Networking capability and firm performance: the mediating role of market orientation and business process agility	18
The impact of supply chain relationship quality on knowledge sharing and innovation performance: evidence from Chinese manufacturing industry	17
Managing firm risk through supply chain dependence: an SME perspective	17
Factors impacting digital transformations of the food industry by adoption of blockchain technology	17
Digital entrepreneurs in technology-based spinoffs: an analysis of hybrid value creation in retail public–private partnerships to tackle showrooming	17
Market-scanning and market-shaping: why are firms blindsided by market-shaping acts?	16
Barriers to service recovery in B2B markets: a TISM approach in the context of IT-based services	16
The PPE industry in Italy during COVID-19: supply chain disruption and the adoption of digital and social media in B2B firms	16
How the digital transformation from COVID-19 affected the relational approaches in B2B	16
Is co-created value the only legitimate value? An institutional-theory perspective on business interaction in B2B-marketing systems	16
Translating leader sustainability orientation into green supply chain integration: a missing link of green entrepreneurial orientation	16
Recent trends in supply chain management of business-to-business firms: a review and future research directions	16
A study on relational factors in information technology outsourcing: analyzing judgments of small and medium-sized supplying and contracting companies' managers	15
The interplay of word-of-mouth and customer value on B2B sales performance in a digital platform: an expectancy value theory perspective	15
Carbon emission reduction and green marketing decisions in a two-echelon low-carbon supply chain considering fairness concern	15
Logistics as a value in e-commerce and its influence on satisfaction in industries: a multilevel analysis	15
Sales technology and salespeople’s ambidexterity: an ecosystem approach	15
Achieving superior performance in international markets: the roles of organizational agility and absorptive capacity	15
How to improve new product performance through customer relationship management and product development management: evidence from China	15
A framework for the relationship implications of additive manufacturing (3D printing) for industrial marketing: servitization, sustainability and customer empowerment	15
Business to business (B2B) alliances in the healthcare industry: a review of research trends and pertinent issues	15
Enhancing supply chain learning and innovation performance through human resource management	15
Envisioning the challenges of the pharmaceutical sector in the Indian health-care industry: a scenario analysis	15
How companies evaluate the ROI of social media marketing programmes: insights from B2B and B2C	15
The impact of relative governance on B2B firms’ value appropriation from industrial buyer–seller relationships: empirical evidence from China	15
The impact of digitalization on supply chain resilience: an empirical study of the Chinese manufacturing industry	14
Introducing sharing-focused business models in the B2B context: comparing interaction and environmental sustainability for selling, renting and sharing on industrial markets	14
The role of openness in collaborative innovation in industrial networks: historical and contemporary cases	14
Marketing capabilities for small and medium enterprises that supply large companies	14
Relational governance, organizational unlearning and learning: implications for performance	14
The interplay between product innovation and servitization: the mediating role of digitalization	13
Successful implementation of value-based selling: a value co-creation and dynamic capabilities perspective	13
Testing the impact of athlete brand image attributes on fan loyalty	13
Knowledge management process as a mediator between collaborative culture and frugal innovation: the moderating role of perceived organizational support	13
Integrating the dialectic perspectives of resource-based view and industrial organization theory for competitive advantage – a review and research agenda	13
The role of trust in innovation ecosystems	13
Cooperative goals and dynamic capability: the mediating role of strategic flexibility and the moderating role of human resource flexibility	13

The effects of green brand equity on green word of mouth: the mediating roles of three green factors	13
B2B engagement within an internet of things ecosystem	13
Business customer virtual interaction: enhancing value creation in B2B markets in the post-COVID-19 era – an SME perspective	13
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	13
Mitigating the effects of COVID-19: an exploratory case study of the countermeasures taken by the manufacturing industry	13
Unmasking conflict in vertical coopetition	13
Multichannel integration through innovation capability in manufacturing SMEs and its impact on performance	13
The Matthew effect in talent management strategy: reducing exhaustion, increasing satisfaction, and inspiring commission among boundary spanning employees	13
R&D alliance partner attributes and innovation performance: a fuzzy set qualitative comparative analysis	13
Salesperson grit: reducing unethical behavior and job stress	12
Intra- and inter-organizational tensions of a digital servitization strategy. Evidence from the mechatronic sector in Italy	12
CRM system implementation and firm performance: the role of consultant facilitation and user involvement	12
Goods and services related brand image and B2B customer loyalty: effects of construal level	12
Mobilizing resources in product development by organizational interfaces across firms, units and functions	12
The effect of international intrapreneurship on firm export performance with driving force of organizational factors	12
Exploring the role of relationship management and relationship quality in B2B: empirical insights and future research directions	12
The reshoring decision under uncertainty in the post-COVID-19 era	12
New product performance implications of ambidexterity in strategic marketing foci: a case of emerging market firms	12
Networking capability: a systematic review of literature and future research agenda	11
Impact of digital technology on velocity of B2B buyer-supplier relationship development	11
Modeling the supply chain finance (SCF) barriers of Indian SMEs using BWM framework	11
The emergence of B2B omni-channel marketing in the digital era: a systematic literature review	11
Digitalization in B2B marketing: omnichannel management from a PLS-SEM approach	11
An ecosystems analysis of how sales managers develop salespeople	11
The strategic role of firm agility in the relationship between IT capability and firm performance under the COVID-19 outbreak	11
B2B social media content: engagement on LinkedIn	11
The relationship between sustainable supply chain management and enterprise economic performance: does firm size matter?	11
From managing customers to joint venturing with customers: co-creating service value in the digital age	11
Examining the key factors influencing loyalty and satisfaction toward the smart factory	11
Collaboration between supply chain partners: when does it matter? Evidence from collaborative profiles	10
Decision-makers’ logic of control and SME international performance	10
Incorporating data quality into a multi-product procurement planning under risk	10
Managing technology transfer between coopetitive firms: the roles of coopetition, asset specificity and justice	10
The role of relational governance in innovation platform growth: the context of living labs	10
The linkages among supplier relationship, customer relationship and supply performance	10
IMP: it’s time to get emotional! Understanding the role of negative emotions in dynamic decision-making processes	10
The impact of using a cloud supply chain on organizational performance	10
Supply chain integration, capability and performance – a business-to-business network cooperation	10
Examining the impact of locus and justice perception on B2B service recovery	10
Adapting business models in buyer-seller relationships: paradoxes in the fast fashion supply chain	10
A systematic review for organizing servitization by multi-actor collaborations: lenses, factors and outcomes	10
Navigating a global pandemic crisis through marketing agility: evidence from Italian B2B firms	10
Proactivity and responsiveness in value creation: a conceptual typology of market strategies	9
How innovation intermediaries support start-up internationalization: a relational proximity perspective	9
A global examination of institutional effects on B2B cooperation	9
Criteria for selecting actors for the value co-creation in startups	9
Effect of internal competitive work environment on working smart and emotional exhaustion: the moderating role of time management	9
How does supply chain knowledge enhance green innovation? The mediation mechanisms of corporate reputation and non-supply chain learning	9
Adaptive marketing capabilities, market orientation, and international performance: the moderation effect of competitive intensity	9
Evaluating the effects of CRM practices on organizational learning, its antecedents and level of customer satisfaction	9
Investigating the relationship between government support and SMEs’ sustainability through financial and green lenses	9
The diffusion of innovation in project-based firms – linking the temporary and permanent levels of organisation	9
Supply chain management and market responsiveness: a simulation study	9
Enhancing the export activities of small and medium-sized enterprises in emerging markets	9
Moving from a goods- to a service-oriented organization: a perspective on the role of corporate culture and human resource management	9
The utilization of online sales forums by salespeople as a mesosystem for enhancing sales-activity knowledge	9
Tensions and territoriality: the dark side of servitization	9
Driving forces of repurchasing social enterprise products	9
The role of analytical CRM on salesperson use of competitive intelligence	9
Emotional mechanics of gamification and value co-creation: the digital platform Nike+ as a B2B2C ecosystem	9
The impact of buyer–supplier communication on production ramp-up performance	9
The impact of servitization on manufacturing firms’ market power: empirical evidence from China	9
Examining the antecedents and consequences of pricing capability: evidence from SMEs	9
Can competitors cooperate? The impact of formal institution agents in promoting coopetition among emerging market exporters	9
Understanding salesperson intention to use AI feedback and its influence on business-to-business sales outcomes	9
Exploring the effects of SMEs’ platform-based digital connectivity on firm performance – the moderating role of environmental turbulence	9
Blockchainembedded supply chain finance solutions for Indian MSMEs: a TISM and MICMAC approach	8
Fairness and behavioral intentions in discrete B2B transactions: a study of small business firms	8
Buying centre members’ information control and complex organizational buying	8
Changes in knowledge coupling and innovation performance: the moderation effect of network cohesion	8
Serial crowdfunding in start-up development: a business network view	8
What role do FinTech companies play in supply chain finance? A signaling intermediary perspective	8
An integrated perspective of value creation and capture: a systematic literature review	8
The impact of decision-making styles (effectuation logic and causation logic) on firm performance: a meta-analysis	8
Orchestrating in the entrepreneurial ecosystem – orchestrator roles and role-specific capabilities in the regional health technology ecosystem	8
The role of brand representatives in predicting trust in early buyer–supplier relationships	8
Enhancing supply chain competences through supply chain digital embeddedness: an institutional view	8
Customer prioritization, product complexity and business ties: implications for job stress and customer service performance	8
Impact of novel information technology on IT alignment and sustainable supply chain performance: evidence from Chinese manufacturing industry	8
Strategic orientations, marketing capabilities and innovativeness: an adaptive approach	8

Supply chain governance: a conceptual model	8
Strategic crisis response: managerial implications and direction for recovery and survival	8
Supplier interfaces in digital transformation: an exploratory case study of a manufacturing firm and IoT suppliers	8
Striking the right balance in tension management. The case of coopetition in small- and medium-sized firms	8
Salesforce responsive roles in turbulent times: case studies in agility selling	8
When co-creation pays off: the effect of co-creation on well-being, work performance and team resilience	8
Linking supply network flexibility with mass customization capability	8
Digital servitization journey in small- and medium-sized enterprises: the contribution of knowledge-intensive business firms	8
The dilemma of relational embeddedness: mediating roles of influence strategies in managing marketing channel opportunism	8
Value co-creation in the B2B context: a diagnosis of knowledge management based on multiple case studies	8
Does the type of sales position matter? A multi-group analysis of inside vs outside sales	7
Arab networking and relationship marketing: is there a need for both?	7
Supply chain finance in enhancing supply-oriented and demand-oriented performance capabilities – moderating role of perceived partner opportunism	7
Sales transformation: conceptual domain and dimensions	7
Determining corporate direction in sustainable development: a multi-dimensional framework in B2B	7
Environmental sustainability through designing reverse logistical loops: case research of poultry supply chains using system dynamics	7
How does dynamic network capability operate? A moderated mediation analysis with NPD speed and firm age	7
Pricing and advertising decisions in O2O supply chain with the presence of consumers’ anticipated regret	7
Sustainable housing development: the legitimacy-seeking perspective	7
Stakeholder contributions to commercialization and market creation of a radical innovation: bridging the micro- and macro levels	7
What is so special with outsourcing in the public sector?	7
The role of communication between partners in the process of strategic alliances: a systematic literature review	7
Key account management and value co-creation in multi-stakeholder ecosystems. A “market access” mix	7
Does supply chain finance adoption improve organizational performance? A moderated and mediated model	7
Digital love – inviting doubt into the relationship: the duality of digitalization effects on business relationships	7
Left to their own devices? Antecedents and contingent effects of workplace anxiety in the WFH selling environment	7
Mobile instant messaging apps as an opportunity for a conversational approach to marketing: a segmentation study	7
Service innovation in medical device manufacturers: does the digitalization matter?	7
Value co-creation and co-destruction in the digital transformation of highly traditional companies	7
Coopetition within the entrepreneurial ecosystem: startups’ entrepreneurial learning processes and their implications for new venture performance	7
Effect of supplier supply network resources on buyer–supplier collaborative product innovation: a contingency perspective	7
The effect of equity on value co-creation in business relationships	7
CSR orientation for competitive advantage in business-to-business markets of emerging economies: the mediating role of trust and corporate reputation	7
The origin and evolution of the concept of servitization: a co-word and network analysis	7
Drivers of managers’ affect (emotions) and corporate website usage: a comparative analysis between a developed and developing country	7
The influence of brokers on networking behaviour during internationalization: a study of Czech SMEs	7
The effect of supply chain finance on sustainability performance: empirical analysis and fsQCA	7
Recipes for new product success: the interplay between orientations and environmental turbulence	7
The value of values in business purchase decisions	7
How global mindset drives innovation and exporting performance: the roles of relational and bricolage capabilities	7
The impact of the relationship commitment and customer integration on supply chain performance	7
Performance implications of exploration and exploitation in SMEs: the mediating role of interaction orientation	7
Examining the functionality of digital platform capability in driving B2B firm performance: evidence from emerging market	7
Pricing and green promotion effort strategies in dual-channel green supply chain: considering e-commerce platform financing and free-riding	7
The fringe or national brand manufacturer? An analysis of private label sourcing strategy	7
Institutionalizing value-based healthcare in a service system: a policy and document analysis over three decades	7
Green market orientation, green value-based innovation, green reputation and enterprise social performance of Ghanaian SMEs: the role of lean management	7
How core, technical and social components of business relationship value drive customer satisfaction and loyalty in high tech B2B market	7
Linking supplier selection and management strategies with mass customization capability	7
An agent-based model for exploring the impacts of reciprocal trust on knowledge transfer within an organization	7