OOIR: Observatory of International Research

Papers

(The H4-Index of Industrial Marketing Management is 44. 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 2022-06-01 to 2026-06-01.)

Article	Citations
IMM Asia and Oceania Summit 2024	613
Call for papers: Industrial Marketing Management (IMM) African Summit: 10–12 September 2025	456
Editorial: Best business-to-business marketing management Ph.D. thesis 2023	181
The liability of in-outsidership	170
Toward a better understanding of value destruction: The case of food waste	145
Ecosystem development as a strategy for defensive nonmarket shaping	130
The timing of diverse external stakeholder involvement during interfirm open innovation: The effects on new product speed to market and product lifespan	128
Interaction and networking for adaptation in a complex and challenging environment: Special issue editorial	125
The interplay of morality, emotional labor, and customer injustice: How salesperson experiences shape job satisfaction	119
Networking profiles of salespeople across the servitization stages: A configurational analysis	116
The impact of digital marketing on firms' reliance on major customers	115
Corporate sustainable brand identity work and network embeddedness: Learnings from Better Place (2007–2013)	113
Integrating machine learning, modularity and supply chain integration for Branding 4.0	110
Does B2B WOM usage matter to channel relationship performance? The roles of organizational culture and psychic distance	100
Artificial intelligence-enabled systems and innovation in B2B firms: The role of strategic agility and decision-making performance	100
A tale of two paradigms. A comment on Möller and Halinen (2022)	89
Interorganizational preparedness in business-to-business relationships	85
Restoring ecosystem brands: The role of sustainability-led innovation	83
In the eye of the beholder: A systematic review of the literature on customers' perceptions of salesperson appearance	75
Handling resource deficiencies through resource interaction in business networks	74
Relationship insecurity and dark-side behaviours in business-to-business relationships	71
Supplier experience as antecedent to supplier satisfaction - An explorative study of SMEs	70
Editorial Board Continued	64
Effect of dynamic marketing capabilities on new market development and sales growth: The roles of structural inertia and environmental dynamism	63
Which is more effective for platform performance: Punishments or incentives?	58

Current state of the literature and new research directions on the nature of marketing in international B2B service firms: Special issue editorial	58
The fair trade of environmental effects and regional disparities	55
The contemporary face of word-of-mouth in B2B contexts: New technologies, practices and challenges	55
The dynamic effects of learning: Host country experience and international joint venture termination	53
How do business-to-business actors experience circular solutions? Uncovering the interplay between experience, interaction, and adaptation in the case of concrete element reuse	52
2nd Industrial Marketing Management Oceania and Asia Summit	52
The buying center concept as a milestone in industrial marketing: Review and research agenda	51
Understanding B2B customer journeys for complex digital services: The case of cloud computing	51
Creating value in servitization through digital service innovations	51
Advancing the service-specific and solution-centric model of creativity: The roles of salesperson intuition, emotional intelligence, and cognitive laziness	50
Suppressing or motivating opportunism? The effectiveness of contract enforcement in manufacturer-distributor relationship	49
Innovation outsourcing versus joint innovation in collaboration with suppliers: A strategic relational-institutional perspective	49
Individual strategies as interaction modes for handling institutional logic diversity over time: A case study on a public-private collaboration project	49
Under which conditions do manufacturing companies choose FDI for service provision in foreign markets? An investigation using fsQCA	48
Trust and opportunism as paradoxical tension: Implications for achieving sustainability in buyer-supplier relationships	48
Why researchers should be cautious about using PLS-SEM	47
Does geographic distance to customers improve or inhibit supplier innovation? A moderated inverted-U relationship	45
Challenges of the digital landscape: An investigation into the influence of technology and information systems on financial performance of B2B key account managers	45
Expanding into new product lines in response to COVID-19: The interplay between firm age and performance aspirations	44
Salesperson knowledge sourcing inside the vendor organization: Examining the performance-relationship continuum given selected boundary conditions	44
Transitioning to artificial intelligence-based key account management: A critical assessment	44
Blockchain technology for building buyer-supplier trust and transparency in supply chains: An experimental study on P2P online marketplace vendors	44