Industrial Marketing Management

Papers
(The H4-Index of Industrial Marketing Management is 51. 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 2021-05-01 to 2025-05-01.)
ArticleCitations
Religiosity and psychological contracts in Asian B2B service relationships291
Toward a better understanding of value destruction: The case of food waste269
IMM Asia and Oceania Summit 2024170
Amplifying retailers' sales with a hub's owned and earned social media: The moderating role of marketplace organic search169
Building and leveraging competence exploitation and exploration for firm new product success154
Good fortune and its influence on B2B relationships: The case of the Mae Manee money solution campaign in Thailand153
Supplier experience as antecedent to supplier satisfaction - An explorative study of SMEs153
Editorial: Best business-to-business marketing management Ph.D. thesis 2023124
A tale of two paradigms. A comment on Möller and Halinen (2022)119
Corporate sustainable brand identity work and network embeddedness: Learnings from Better Place (2007–2013)116
Call for papers: Industrial Marketing Management (IMM) African Summit: 10–12 September 2025116
Restoring ecosystem brands: The role of sustainability-led innovation111
The interplay of morality, emotional labor, and customer injustice: How salesperson experiences shape job satisfaction109
Handling resource deficiencies through resource interaction in business networks107
Does B2B WOM usage matter to channel relationship performance? The roles of organizational culture and psychic distance105
Integrating machine learning, modularity and supply chain integration for Branding 4.097
The timing of diverse external stakeholder involvement during interfirm open innovation: The effects on new product speed to market and product lifespan96
Blockchain implementation for circular supply chain management: Evaluating critical success factors82
Exploring the impact of Industry 4.0 technologies on social sustainability through a circular economy approach81
Editorial Board Continued77
The impact of dynamic capabilities in disrupted supply chains—The role of turbulence and dependence75
The buying center concept as a milestone in industrial marketing: Review and research agenda75
Suppressing or motivating opportunism? The effectiveness of contract enforcement in manufacturer-distributor relationship75
Understanding B2B customer journeys for complex digital services: The case of cloud computing74
Innovation outsourcing versus joint innovation in collaboration with suppliers: A strategic relational-institutional perspective73
Creating value in servitization through digital service innovations71
The dynamic effects of learning: Host country experience and international joint venture termination71
The contemporary face of word-of-mouth in B2B contexts: New technologies, practices and challenges70
Individual strategies as interaction modes for handling institutional logic diversity over time: A case study on a public-private collaboration project69
Under which conditions do manufacturing companies choose FDI for service provision in foreign markets? An investigation using fsQCA69
Which is more effective for platform performance: Punishments or incentives?67
The fair trade of environmental effects and regional disparities66
The trade-off between trust and distrust in supply chain collaboration66
How to apply the event study methodology in STATA: An overview and a step-by-step guide for authors66
Trust and opportunism as paradoxical tension: Implications for achieving sustainability in buyer-supplier relationships63
An overview, empirical application, and discussion of the future research potential of Q&A models in B2B contexts62
Editorial Board Continued62
Does geographic distance to customers improve or inhibit supplier innovation? A moderated inverted-U relationship62
Transitioning to artificial intelligence-based key account management: A critical assessment61
Untying the knot: Drivers of the intention to downgrade the relationship in B2B service contexts61
Moving the needle: Publishing academic-practitioner research in Industrial Marketing Management60
An ecosystem perspective synthesis of co-creation research59
Omnichannel Management in B2B. Complexity-based model. Empirical evidence from a panel of experts based on Fuzzy Cognitive Maps59
Disruptive market-shaping processes: Exploring market formation for autonomous vehicle solutions59
Salesperson knowledge sourcing inside the vendor organization: Examining the performance-relationship continuum given selected boundary conditions58
An examination of salesperson bricolage during a critical sales disruption: Selling during the Covid-19 pandemic56
Expanding into new product lines in response to COVID-19: The interplay between firm age and performance aspirations55
A multilateral stakeholder salience approach: An extension of the stakeholder identification and salience framework53
Erratum to “Unpacking value creation and capture in B2B relationships” [Industrial Marketing Management – 92, 163–177]51
Fairness asymmetry, changes in mutual trust, and supplier performance in buyer-supplier exchanges in China: A dyadic view51
Blockchain technology for building buyer-supplier trust and transparency in supply chains: An experimental study on P2P online marketplace vendors51
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