Industrial Marketing Management

Article	Citations
IMM Asia and Oceania Summit 2024	583
Call for papers: Industrial Marketing Management (IMM) African Summit: 10–12 September 2025	446
Ecosystem development as a strategy for defensive nonmarket shaping	177
Handling resource deficiencies through resource interaction in business networks	169
Restoring ecosystem brands: The role of sustainability-led innovation	139
Corporate sustainable brand identity work and network embeddedness: Learnings from Better Place (2007–2013)	128
The liability of in-outsidership	124
Editorial: Best business-to-business marketing management Ph.D. thesis 2023	124
Toward a better understanding of value destruction: The case of food waste	118
Interaction and networking for adaptation in a complex and challenging environment: Special issue editorial	114
The interplay of morality, emotional labor, and customer injustice: How salesperson experiences shape job satisfaction	112
Supplier experience as antecedent to supplier satisfaction - An explorative study of SMEs	112
Artificial intelligence-enabled systems and innovation in B2B firms: The role of strategic agility and decision-making performance	105
Integrating machine learning, modularity and supply chain integration for Branding 4.0	96
The timing of diverse external stakeholder involvement during interfirm open innovation: The effects on new product speed to market and product lifespan	95
In the eye of the beholder: A systematic review of the literature on customers' perceptions of salesperson appearance	89
Interorganizational preparedness in business-to-business relationships	86
A tale of two paradigms. A comment on Möller and Halinen (2022)	84
Relationship insecurity and dark-side behaviours in business-to-business relationships	84
Does B2B WOM usage matter to channel relationship performance? The roles of organizational culture and psychic distance	80
Editorial Board Continued	79
The buying center concept as a milestone in industrial marketing: Review and research agenda	73
How do business-to-business actors experience circular solutions? Uncovering the interplay between experience, interaction, and adaptation in the case of concrete element reuse	72
The dynamic effects of learning: Host country experience and international joint venture termination	71
Under which conditions do manufacturing companies choose FDI for service provision in foreign markets? An investigation using fsQCA	67

The fair trade of environmental effects and regional disparities	66
2nd Industrial Marketing Management Oceania and Asia Summit	60
Current state of the literature and new research directions on the nature of marketing in international B2B service firms: Special issue editorial	60
Innovation outsourcing versus joint innovation in collaboration with suppliers: A strategic relational-institutional perspective	57
Which is more effective for platform performance: Punishments or incentives?	56
Effect of dynamic marketing capabilities on new market development and sales growth: The roles of structural inertia and environmental dynamism	55
The impact of dynamic capabilities in disrupted supply chains—The role of turbulence and dependence	55
Suppressing or motivating opportunism? The effectiveness of contract enforcement in manufacturer-distributor relationship	55
Trust and opportunism as paradoxical tension: Implications for achieving sustainability in buyer-supplier relationships	53
The contemporary face of word-of-mouth in B2B contexts: New technologies, practices and challenges	53
Understanding B2B customer journeys for complex digital services: The case of cloud computing	52
Individual strategies as interaction modes for handling institutional logic diversity over time: A case study on a public-private collaboration project	52
Creating value in servitization through digital service innovations	50
Advancing the service-specific and solution-centric model of creativity: The roles of salesperson intuition, emotional intelligence, and cognitive laziness	50
Transitioning to artificial intelligence-based key account management: A critical assessment	49
Untying the knot: Drivers of the intention to downgrade the relationship in B2B service contexts	49
Fairness asymmetry, changes in mutual trust, and supplier performance in buyer-supplier exchanges in China: A dyadic view	49
Expanding into new product lines in response to COVID-19: The interplay between firm age and performance aspirations	48
Salesperson knowledge sourcing inside the vendor organization: Examining the performance-relationship continuum given selected boundary conditions	46
Blockchain technology for building buyer-supplier trust and transparency in supply chains: An experimental study on P2P online marketplace vendors	46
Moving the needle: Publishing academic-practitioner research in Industrial Marketing Management	46
Disruptive market-shaping processes: Exploring market formation for autonomous vehicle solutions	45
An overview, empirical application, and discussion of the future research potential of Q&A models in B2B contexts	45
AI strategy for global brand identity	44
Conceptualizing the Industrial Metaverse: From Technological Layers to Business Value	44
Technology sourcing: How and why Bang & Olufsen’s capability, identity, and supplier interface change	43
Why researchers should be cautious about using PLS-SEM	42
Challenges of the digital landscape: An investigation into the influence of technology and information systems on financial performance of B2B key account managers	42
Call for Papers for the 9th Industrial Marketing Management Summit	42
Does geographic distance to customers improve or inhibit supplier innovation? A moderated inverted-U relationship	42
We are not on the same page: The effects of salesperson trust overestimation on customer satisfaction and relationship performance	41
Editorial Board Continued	41
A meta-analytic synthesis of how market and entrepreneurial orientation contribute to export performance: Do home country institutions matter?	40
Masterful scholarly competences and the development of impactful B2B marketing theory: Contributions of Dr. Shelby D. Hunt	39
Choosing contracts to support ALFO strategy: Insights from comparing franchised and managed hotels	39
Crisis-driven innovations in marketing	39
Editorial Board	39
Do emerging market multinational corporations headquarter-subsidiary relationships foster subsidiary innovation and performance in developed markets?	39
A step-by-step guide of (fuzzy set) qualitative comparative analysis: From theory to practice via an implementation in a B2B context	38
Do senior managers hold the keys to unlock innovation and environmental sustainability?	38
The balancing act: Organizational agility in fast-growing international ventures	38
Is social media B2B engagement driven by impression management strategies? Understanding corporate-driven versus individual-driven LinkedIn profiles	37
Bouncing back in turbulent business environments: Exploring resilience in business networks	37
Towards an integration of corporate foresight in key account management	37
Leveraging consumer behavior research to forge new insights into B2B buyer behavior: Contextualizing extant research and developing a research agenda	37
Exploring relationship between digital dexterity, supply chain quality management, agility and performance – Empirical evidence from Indian B2B manufacturers	37
The parallax nature of studying business markets, relationships and networks	37
The role of cool versus warm colors in B2B versus B2C firm-generated content for boosting positive eWOM	36
Governing the interplay of inter-organizational relationship mechanisms in open innovation projects across ecosystems	36
Editorial: Social network analysis in marketing: A step-by-step guide for researchers	36

The role of digital and interpersonal touchpoints as drivers of future customer engagement intention in B2B service firms	36
Improving PLS-SEM use for business marketing research	36
Signalling trust: supplier communication, buyer risk propensity, and e-marketplace engagement among B2B SMEs	35
Is the buyer really king? A meta-analysis of the buyer advantage in sales negotiation	35
The AI transformation of product innovation	35
Do more friends make your way smooth? Supply chain relationships, moral disengagement, and innovation performance	35
Editorial Board	35
Managing coopetition in multipartner alliances of micro firms	35
Learning in strategic alliances: Reviewing the literature streams and crafting the agenda for future research	35
Editorial Board Continued	34
Franchisees' adoption of omnichannel marketing	34
Inter-firm coopetition: The role of a firm's long-term orientation	33
Resource interaction: Key concepts, relations and representations	32
Navigating role conflict: Implications for service sabotage in customer success management	32
Cross-cultural determinants of global account management: Findings from B2B services	32
On the difficulty of using algorithms to replace managers in decision making: A study of customer prioritization	32
Hindrances and outcomes of social bonding in exporter-importer relationships: The moderating role of formal contracting and ethical climate	32
Adoption of AI integrated partner relationship management (AI-PRM) in B2B sales channels: Exploratory study	32
Market driving: Some directions for future research	32
The influence of sustainability and digitalisation on business model innovation: The case of a multi-sided platform for food surplus redistribution	31
Tensions in value spaces: The organizational buying center and advanced services	31
Integrating B2B and B2C research to explain industrial buyer behavior	31
Inbound sales management: Exploring the substitutability of autonomous AI sales agents in advancing B2B relationships	31
The knotted paradox of coopetition for sustainability: Investigating the interplay between core paradox properties	31
The relationship between a firm's pre-recall product and environment CSR efforts and post-recall market share	31
Source-oriented asymmetric information sharing in B2B negotiations: Two sides of time pressure	31
Industry 4.0 and supply chain performance: A systematic literature review of the benefits, challenges, and critical success factors of 11 core technologies	31
Editorial Board Continued	31
Managing ad hoc sales encounters in B2B markets	31
Effects of complementors' perceived coopetition on fostering innovation: Evidence from Chinese software platforms	30
The emergence of coopetition in highly regulated industries: A study on the Brazilian private healthcare market	30
Institutions, effectuation and network outsidership: Reviews and case studies of foreign market entry	30
Purchasing involvement in new product development: An absorptive capacity perspective	30
When being green is not enough – An experimental study of the effects of sustainable value propositions on B2B green buying decisions	30
Capabilities supporting digital servitization: A multi-actor perspective	30
How to succeed in a dysfunctional environment: Configuring marketing agility components for better performance	30
Does brand equity matter in small retailers' horizontal strategic alliances?	29
Transforming market-based organizational learning in the decentralized metaverse: Implications for B2B metaverse marketing strategy	29
Key account management formalization and effectiveness: A fuzzy-set qualitative comparative analysis	29
Owner-managers failure experience and business model innovations in B2B firms: The roles of coopetition, managerial persistence, and financial resource slack	29
The roles of relational diversity and embeddedness in absorptive capacity enhancement	29
Strategic agility in the B2B sharing economy ecosystem of emerging economies: Empirical insights from the Middle East	29
Unlocking the potential of Industrial Internet of Things (IIOT) in the age of the industrial metaverse: Business models and challenges	29
Is segmentation a theory? Improving the theoretical basis of a foundational concept in business-to-business marketing	29
A configurational approach to understanding relationship characteristics in differing levels of servitization	28
Changing the market for a sustainable innovation	28
Digital technology deployment and firm resilience: Evidence from the COVID-19 pandemic	28
Intra and inter-organizational paradoxes in product-service systems: Current insights and future research directions	28
Managing resource loops in circular supply chains: A taxonomy of multi-sided platforms in the B2B setting	28
How does supplier relationship management affect supplier innovation contribution? Interorganizational learning and social exchange theory integrated perspectives	28
Editorial Board	27
Do salesforce management systems actually drive salesperson intentions?	27
Opening up early or late? The effect of open innovation before and after product launch on new product market performance	27
Editorial Board Continued	27
Call for papers for the Regional Industrial Marketing Management: Baltic States summit	27
How do firms capture value in a full-scene smart service? Effectiveness of value proposition and co-creation capabilities	27
Improving brand performance through environmental reputation: The roles of ethical behaviorand brand satisfaction	27
Engagement for sustainability transformation: Generating collective engagement for institutional change through synchronization	27
Contingent value of coopetition in business clusters from a resource-based view: A moderated-mediation model	26
Dynamic capabilities that matter for business failure versus survival	26
The impact of performance measurement diversity on customer-oriented selling behavior	26
Platform-provider relationship dynamics in the sharing economy: Challenges and implications	26
Positioning strategies for B2B service markets	26
Mental health and well-being in business-to-business markets	25
Realization and unrealization of servitization through everyday micro-level activities: The interplay between servitization practices, practitioners, and praxis	25
Culturally diverse teams and inter-organizational knowledge sharing behavior: The role of perceived morality and relationship orientation	25
Editorial Board	25
Video-based sales interaction in cross-cultural B2B relationships: Potential (un)desired consequences	25
The role of technology in enabling circular supply chain management	25
B2B customer journeys: Conceptualization and an integrative framework	25
Relational governance mechanisms as enablers of dynamic capabilities in Nigerian SMEs during the COVID-19 crisis	25
Editorial: Outstanding Article Awards and Best Reviewer Awards 2024	25
Sales funnel structures in B2B digital platforms: Dynamic effects of online sentiment and sales strategies on marketing performance	25
The future of marketing analytics in the sharing economy	24
Clearing the paradigmatic fog: A rejoinder to responses	24
The value of congruence in social exchanges: A dyadic trust perspective on servitization	24
Fast-Track Your Academic Career: An Online Program Presented by the Editors of Industrial Marketing Management – 15 November and 29 November 2022 – Call for Participants	24
Untangling the double-edged role of emotional demands in resilience and presenteeism in B2B salespeople: The analysis of ingredients and recipes	24
Framing mechanisms and the emergence of dynamic coherence in orchestrated networks	24
Contractual provisions, governance, and maintaining sales leadership: Evidence from franchise systems	24

The IT buying center: Integrating the buying center and IT governance	23
Corrigendum to “Re-thinking strategic myopia: A necessary condition analysis of heuristic and firm's performance” [Industrial Marketing Management 115 (2023) 99-109]	23
Extending the conversation on market driving: An introduction to the special issue	23
Conscientious enterprises: The role of decision makers' social identity and the preference to engage in B2B relationships	23
Investigating governance of tolerable and intolerable dark sides in B2B dyads in post pandemic emerging markets	23
Risky business or strategic advantage? The varying effects of vertical coopetition on firm risk	23
Developing identity of conscientious business-to-business organizations through integrative leadership	23
Unite and conquer – End-to-end value creation through intra-organizational purchasing-sales integration	22
Buying center-selling center interaction as a driver for power dynamics in buyer-supplier relationships	22
Phoenix rising: Rebounding to venture again post firm-failure	22
Foundations of marketing capabilities across 25-year: The role of competitive and innovation indexes in establishing firm performance	22
Market shaping for a fossil-free economy: Institutional work to change market practices of public procurement	22
Key account managers' identification profiles and effectiveness: A fuzzy-set qualitative comparative analysis	22
RETRACTED: Value creation, appropriation and destruction in coopetitive relationships among micro-firms	22
Actor engagement in franchising: A social exchange perspective on CSR performance	22
Social media analytics for business-to-business marketing	22
Editorial Board	21
In anticipation of a downturn: The role of impression management in buffering against failure	21
Domains of innovation intent: A key leadership responsibility	21
How do different organizational functions contribute to customer value proposition development	21
Towards export success: The role of inter-cultural B2B relationships, immigrant managers and cultural distance	21
Unleashing R&D networks for ambidexterity: The interplay between internal and external networking capabilities	21
Double-edged sword of open innovation for business failure in the post-pandemic era: The moderating roles of industrial embeddedness and absorptive capacity	21
The roles of shadow of the past and future in driving new product novelty and meaningfulness within coopetitive collaborations	21
Salespeople's experience with last-mile internal selling processes: Benefits and challenges	20
Do Brands boost the impact of patents on innovation performance among innovation collaborators? Evidence from the UK	20
B2B green marketing strategies for European firms: Implications for people, planet and profit	20
Gender issues in key account management research: A systematic literature review and avenues for future research	20
Social media: Fueling small talks in B2B sales conversations for performance gains	20
Empathy and EGO-drive in the B2B salesforce: Impacts on job satisfaction	20
Technology-enabled democratization: Impact of generative AI on content marketing agencies	20
Best Ph.D. thesis in business-to-business marketing management award	19
When do high prices sell better for sustainable products in business-to-business markets? The role of price–sustainability fit	19
Uncovering the effectual-causal resilience nexus in the era of Covid-19: A case of a food sector SME's resilience in the face of the global pandemic	19
Building green innovation networks for people, planet, and profit: A multi-level, multi-value approach	19
Editorial Board	19
Unpacking the exchange dynamics between strategic frontline employees and the internal business team	19
Bilateral indirect influence in coopetition triads: A conceptual framework	19
Looking back to move forward: Reviews and analyses of literature in industrial marketing	19
Coopetitive tensions across project phases: A paradox perspective	19
Buyers apping? Determinants of current and future use of sellers' business-to-business mobile apps	19
Unleashing the power of artificial intelligence for climate action in industrial markets	19
Human asset specificity, physical asset specificity, and direct distribution	19
PRE-ANNOUNCEMENT: 8th Industrial Marketing Management Summit	18
How should firms orchestrate intrinsic and extrinsic motivational strategies for diverse value-creation outcomes: Synergy or trade-off effect?	18
When does boundary-spanner burnout connect participation and customer relationship performance? The role of the firm's network centrality and network density	18
Collaborative problemistic search capability and digital innovation: The moderating effects of IT capability and legal development	18
AI-based innovation in B2B marketing: An interdisciplinary framework incorporating academic and practitioner perspectives	18
Editorial Board	18
Managing digitalized touchpoints in B2B customer journeys	18
Sales compensation plan type and sales opportunity coverage: “Double-edged” sword effects on sales performance	18
B2B digital platform adoption by SMEs and large firms: Pathways and pitfalls	18
Network insidership: A liability in times of geopolitical tensions?	18
A meta-analysis of the performance effects of supply chain digitalization: toward a value-oriented perspective	18
Should I Stay or Should I Go? The Effect of Allied Brands Negative Publicity on Brand Managers' Decision-Making	18
Conceptualising natural resources in industrial systems	18
Staying alive: Coopetition and competitor oriented behaviour from a pre- to post COVID-19 pandemic era	18
Impact of carbon offset perceptions on greenwashing: Revealing intentions and strategies through an experimental approach	18
Editorial Board Continued	17
A synthesis of research on the marketing-sales interface (1984–2020)	17
Insights into processes underlying capability, complexity, and resilience using IMP assumptions to studying markets-as-networks	17
B2B digital platform capability and sustainable positioning: Do knowledge depth, knowledge breadth, and agility matter?	17
Sustainable entrepreneurship: How do contextual factors play a role?	17
Editorial Board	17
What's in it for me? The occurrence of supplier innovation contribution in the context of supplier-dominant innovation: The supplier's perspective	17
Manufacturing geographic diversification: A supply chain risk management strategy	17
Riding the waves or rocking the boat? Benefits and unintended consequences of customer growth strategies	17
Industrial innovation management in the age of digital transformation: The risk of too strong selling capabilities	17
Assessing value-in-use management from the customers' perspective	17
Editorial Board Continued	17
When does interfirm adaptation pay off? A configurational assessment in the B2B context	17
An integrated AI framework for managing organizational risk and climate change concerns in B2B market	17
The role of top management teams' functional background diversity in firms' coopetitive behavior	17
Language in intercultural business interactions: A self-perceived power perspective	17
Advancing value-based selling research in B2B markets: A theoretical toolbox and research agenda	17
Editorial Board	17
Game changer or threat: The impact of 3D printing on the logistics supplier circular supply chain	16
Leadership style's role in fostering supply chain agility amid geopolitical shocks	16
A systematic literature review on network marketing: What do we know and where should we be heading?	16
Probing for omitted variable bias: The role of the impact threshold of a confounding variable in complementing instrumental variable estimations	16
Knowledge transfer in business-to-business customer relationship development	16
Unveiling the effects of livestream studio environment design on sales performance: A machine learning exploration	16
Exploring the dark side of managerial upselling emphasis: Exploratory and exploitative learning's moderating roles in salesperson emotional exhaustion and performance	16
A tension-based maturity model for customer education in knowledge-intensive business service firms	16
Only senior managers lead business model innovation, or do they? Levels of management and dynamic capability deployment	16
Social media marketing assimilation in B2B firms: An integrative framework of antecedents and consequences	16
Strategic nets in tourism destinations: Investigating the learning processes underpinning dynamic management capabilities	16
B2B brand positioning – A capability (exploration x exploitation) based typology: Cases from the Middle East	16
Rethinking customer engagement design: Using customer-mobilized engagement (CME) to grow business networks	16
Market dialogue in public procurement: Buyer-supplier interfaces and relational abilities	16
Boosting app-based mobile financial services engagement in B2B subsistence marketplaces: The roles of marketing strategy and app design	15
How distance influences contractual governance in buyer-seller relationships	15
Editorial Board	15
Announcement of Best B2B Marketing Management Ph.D. Prize Competition, 2025	15
Entrepreneurial orientation in the social network age: Navigating with dynamic capabilities and cognitive flexibility	15