Industrial Marketing Management

Papers
(The H4-Index of Industrial Marketing Management is 49. 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 2021-10-01 to 2025-10-01.)
ArticleCitations
IMM Asia and Oceania Summit 2024384
Supplier experience as antecedent to supplier satisfaction - An explorative study of SMEs360
Blockchain implementation for circular supply chain management: Evaluating critical success factors194
Toward a better understanding of value destruction: The case of food waste175
The timing of diverse external stakeholder involvement during interfirm open innovation: The effects on new product speed to market and product lifespan146
Call for papers: Industrial Marketing Management (IMM) African Summit: 10–12 September 2025139
Relationship insecurity and dark-side behaviours in business-to-business relationships137
Editorial: Best business-to-business marketing management Ph.D. thesis 2023132
Good fortune and its influence on B2B relationships: The case of the Mae Manee money solution campaign in Thailand124
Integrating machine learning, modularity and supply chain integration for Branding 4.0116
Handling resource deficiencies through resource interaction in business networks115
Does B2B WOM usage matter to channel relationship performance? The roles of organizational culture and psychic distance99
Amplifying retailers' sales with a hub's owned and earned social media: The moderating role of marketplace organic search98
Restoring ecosystem brands: The role of sustainability-led innovation96
Corporate sustainable brand identity work and network embeddedness: Learnings from Better Place (2007–2013)92
Artificial intelligence-enabled systems and innovation in B2B firms: The role of strategic agility and decision-making performance91
The interplay of morality, emotional labor, and customer injustice: How salesperson experiences shape job satisfaction88
A tale of two paradigms. A comment on Möller and Halinen (2022)88
Interorganizational preparedness in business-to-business relationships86
Ecosystem development as a strategy for defensive nonmarket shaping83
Exploring the impact of Industry 4.0 technologies on social sustainability through a circular economy approach83
Religiosity and psychological contracts in Asian B2B service relationships83
Suppressing or motivating opportunism? The effectiveness of contract enforcement in manufacturer-distributor relationship81
Advancing the service-specific and solution-centric model of creativity: The roles of salesperson intuition, emotional intelligence, and cognitive laziness78
Editorial Board Continued73
Understanding B2B customer journeys for complex digital services: The case of cloud computing73
Individual strategies as interaction modes for handling institutional logic diversity over time: A case study on a public-private collaboration project72
The dynamic effects of learning: Host country experience and international joint venture termination72
The impact of dynamic capabilities in disrupted supply chains—The role of turbulence and dependence71
Current state of the literature and new research directions on the nature of marketing in international B2B service firms: Special issue editorial70
The contemporary face of word-of-mouth in B2B contexts: New technologies, practices and challenges69
2nd Industrial Marketing Management Oceania and Asia Summit69
The fair trade of environmental effects and regional disparities69
Under which conditions do manufacturing companies choose FDI for service provision in foreign markets? An investigation using fsQCA68
Which is more effective for platform performance: Punishments or incentives?67
Trust and opportunism as paradoxical tension: Implications for achieving sustainability in buyer-supplier relationships65
The buying center concept as a milestone in industrial marketing: Review and research agenda63
How to apply the event study methodology in STATA: An overview and a step-by-step guide for authors60
The trade-off between trust and distrust in supply chain collaboration59
Creating value in servitization through digital service innovations56
Innovation outsourcing versus joint innovation in collaboration with suppliers: A strategic relational-institutional perspective54
Challenges of the digital landscape: An investigation into the influence of technology and information systems on financial performance of B2B key account managers53
Editorial Board Continued52
Why researchers should be cautious about using PLS-SEM52
An overview, empirical application, and discussion of the future research potential of Q&A models in B2B contexts52
Disruptive market-shaping processes: Exploring market formation for autonomous vehicle solutions52
Blockchain technology for building buyer-supplier trust and transparency in supply chains: An experimental study on P2P online marketplace vendors51
Expanding into new product lines in response to COVID-19: The interplay between firm age and performance aspirations51
Salesperson knowledge sourcing inside the vendor organization: Examining the performance-relationship continuum given selected boundary conditions50
Transitioning to artificial intelligence-based key account management: A critical assessment49
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