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 2022-08-01 to 2026-08-01.)

Article	Citations
IMM Asia and Oceania Summit 2024	677
Call for papers: Industrial Marketing Management (IMM) African Summit: 10–12 September 2025	178
Editorial: Best business-to-business marketing management Ph.D. thesis 2023	157
The liability of in-outsidership	143
Toward a better understanding of value destruction: The case of food waste	138
A tale of two paradigms. A comment on Möller and Halinen (2022)	136
Interorganizational preparedness in business-to-business relationships	124
Restoring ecosystem brands: The role of sustainability-led innovation	123
Interaction and networking for adaptation in a complex and challenging environment: Special issue editorial	113
In the eye of the beholder: A systematic review of the literature on customers' perceptions of salesperson appearance	112
The interplay of morality, emotional labor, and customer injustice: How salesperson experiences shape job satisfaction	112
Handling resource deficiencies through resource interaction in business networks	99
Supplier experience as antecedent to supplier satisfaction - An explorative study of SMEs	95
Networking profiles of salespeople across the servitization stages: A configurational analysis	83
The impact of digital marketing on firms' reliance on major customers	78
Relationship insecurity and dark-side behaviours in business-to-business relationships	76
Does B2B WOM usage matter to channel relationship performance? The roles of organizational culture and psychic distance	76
Corporate sustainable brand identity work and network embeddedness: Learnings from Better Place (2007–2013)	75
The timing of diverse external stakeholder involvement during interfirm open innovation: The effects on new product speed to market and product lifespan	71
Ecosystem development as a strategy for defensive nonmarket shaping	63
Understanding collaboration in servitization literature: A meta-synthesis of qualitative research	60
Artificial intelligence-enabled systems and innovation in B2B firms: The role of strategic agility and decision-making performance	59
Editorial Board Continued	58
The contemporary face of word-of-mouth in B2B contexts: New technologies, practices and challenges	58
The dynamic effects of learning: Host country experience and international joint venture termination	57

The fair trade of environmental effects and regional disparities	57
2nd Industrial Marketing Management Oceania and Asia Summit	55
Advancing the service-specific and solution-centric model of creativity: The roles of salesperson intuition, emotional intelligence, and cognitive laziness	55
Individual strategies as interaction modes for handling institutional logic diversity over time: A case study on a public-private collaboration project	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	53
The buying center concept as a milestone in industrial marketing: Review and research agenda	53
Current state of the literature and new research directions on the nature of marketing in international B2B service firms: Special issue editorial	52
Effect of dynamic marketing capabilities on new market development and sales growth: The roles of structural inertia and environmental dynamism	50
Innovation outsourcing versus joint innovation in collaboration with suppliers: A strategic relational-institutional perspective	49
Suppressing or motivating opportunism? The effectiveness of contract enforcement in manufacturer-distributor relationship	49
Trust and opportunism as paradoxical tension: Implications for achieving sustainability in buyer-supplier relationships	48
Understanding B2B customer journeys for complex digital services: The case of cloud computing	48
Which is more effective for platform performance: Punishments or incentives?	47
Does geographic distance to customers improve or inhibit supplier innovation? A moderated inverted-U relationship	46
Disruptive market-shaping processes: Exploring market formation for autonomous vehicle solutions	46
Technology sourcing: How and why Bang & Olufsen’s capability, identity, and supplier interface change	44
Challenges of the digital landscape: An investigation into the influence of technology and information systems on financial performance of B2B key account managers	44
An overview, empirical application, and discussion of the future research potential of Q&A models in B2B contexts	44
Salesperson knowledge sourcing inside the vendor organization: Examining the performance-relationship continuum given selected boundary conditions	44