Journal of Business-To-Business Marketing

Papers
(The median citation count of Journal of Business-To-Business Marketing is 2. 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 2021-08-01 to 2025-08-01.)
ArticleCitations
Should I Stay or Should I Go? The Cascading Impact of Performance Pressure on Supervisor Bottom-Line Mentality and Salesperson Hypervigilant Decision Making, Emotional Exhaustion, and Engagement23
Correction21
No Slogan versus with Slogan: The Different Message Strategies for New Product Digital Video Ads15
Role of Functional Company Characteristics on Food Franchisee Behavior15
Masking the Role or Masking the Toll? The Effects of Career Fit on Salesperson Burnout14
Reviewing Global Relational Governance Research from 2002 to 202014
Growing through Giving: The Role of Paying it Forward in Business-to-Business Marketing12
Artificial Intelligence Applications in the B2B Sales Funnel11
Predicting the Blockchain Technology Acceptance in Supply Chains with Inter-Firm Perspective: An Integrated DEMATEL and PLS-SEM Approach11
The Role of Salespeople in Value Co-Creation and Its Impact on Sales Performance11
The Trend of Omnichannel Trade Fairs. Are B2B Exhibitors Open to This Challenge? A Study on Portuguese Exhibitors10
Impact of Contract Specificity and Enforcement on Channel Opportunism and Conflict10
Referrals are A Double-Edged Sword: A Relative Theory of Referral Effects10
The New Norm for Sales Organizations: Impact of Technology During Environmental Turbulence10
Servant Leadership Effects on Salesperson Self-Efficacy, Performance, Job Satisfaction, and Turnover Intentions9
Political Skill of B to B Sales Team as a Dynamic Capability: A Strategic Resource Perspective9
A Synthetic Model of Chinese Business Ethics in Business-To-Business Contexts9
Is Beauty the Key to Market Entry? Evaluating Influencer Beauty Through Computer Vision and Multimodal Machine Learning8
Manufacturers’ Acquiescence to Buyers’ Sourcing Requests in Industrial Markets7
Influence of Franchisee Motivation on Their Satisfaction in the Food Franchise Sector5
Institutional Distance and Partnership Governance Arrangements: An Exploratory Study of the Implementation of a Large Cross-Border Reconstruction Project in China5
Simulation Analysis of B2B Supply Chain Management Optimization Based on Complex Network5
Strategies for Online Market Entry: The Role of Network Anchors in China’s Live Streaming Sales Ecosystem5
The Effects of Livestreaming and Online Shopping Integration on Buyers’ Online Omnichannel Transaction Experience4
Does Taxation Foster Entrepreneurship across Western Balkans Countries? Empirical Evidence across 30 Years4
Perceived Market Leadership and Customer Engagement for IT Companies in the Enterprise Software Market: Evaluating the Role of Social Media Marketing4
Linking Green Innovation to Firm Success: Cost Leadership’s Mediating Role in Vietnam4
A Process-Based Framework for B-to-B Service Quality: A Practitioner Note of Management Consulting Service4
Proximity and Unnecessity? Geographical Distance of Customers and Supplier Corporate Social Responsibility4
The Effect of Product Selection in Live Streaming on Firm Performance: The Roles of Interaction, Scenario, and Brand-Consumer Congruence4
Will a Small Subcontractor Internalize Its Export Marketing Resources? A Resource-Based View Investigation3
Can Customer Participation Promote Supplier Green Innovation in the Social Media Environment? The Mediating Role of Green Dynamic Capability and the Moderating Role of Social Media Use3
Empowerment of Cross-Border E-Commerce Platforms for Small and Medium-Sized Enterprises: Evidence from China3
Collaborating with Public Research Institutions: Using Strategic Intent and Co-Created Value to Gain Strategic Opportunities in New Product Development3
The Determinants of Customer Intentions to Use Fintech Services in a Commercial Chinese Bank3
“Business-to-Business-to-Brain?” Reviewing Neuroscience Research in B2B-Marketing Using TCCM Analysis3
Value-Based Selling Capability: Antecedents and Implications for B2B Sales Performance3
Framing Static and Dynamic Time-Periods through the Teleological Lens in the Implementation Process of Enterprise Resource Planning3
Barriers to Entry in China’s Consumer Goods E-Commerce Market3
Individual Differences in Supplier-Switching Decision-Making3
Modeling New Technology Readiness and Acceptance in the Case of B2B Marketing Employees3
International Industrial Selling: Demands, Resources, and Burnout3
Effect of Bilateral Controls on Opportunism: The Mediating Role of Commitment2
Retrospective View and Thematic Analysis of Business-to-Business Relationships through Bibliometric Analysis2
The Importance of Pre-employment Job Motives in Predicting Voluntary Salesforce Turnover in the Gig Economy2
The Role of Agility and Sales Orientation Ambidexterity in SME Sales Growth: Transition Country Perspective2
Acquiring Professional Service Customers: Do Agile Project Methods Increase the Intention to Choose an Out-supplier?2
Navigating Uncharted Waters: Insights into Transformative Marketing in the B2B Mobility Ecosystem2
The Effect of Data Empowerment on Channel Resilience: The Roles of Ambidextrous Learning，Guanxi Inertia and Enterprise Openness2
A Nuanced Analysis of Salesperson Grit: Exploring Perseverance, Consistency, and Mind-set2
Social Media Agencies and Clients: A Resource Integration Approach2
When ‘Mianzi’ Meets Artificial Intelligence: Exploring Cultural and Technological Effects on B2B Brand Dependence2
Shipping Market Forecasting Considering the Individual Investor Emotions: A Novel Twofold Partial Swarm Optimization Based Stacked Long Short-Term Memory Model2
How Supplier Customization Influences Its Performance? A Moderated Mediation Model Based on the Contract Theory2
Improving Business-to-Business Relationship Quality Through Salespeople’s Grit and Political Skill2
An FsQCA Exploration of Multiple Paths to Sales Performance: Evidence from China2
Supplier pro-relational opportunism: Antecedents and effects on cooperative buyer-supplier relationships2
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