Industrial Marketing Management

Article	Citations
IMM Asia and Oceania Summit 2024	464
Call for papers: Industrial Marketing Management (IMM) African Summit: 10–12 September 2025	393
Interorganizational preparedness in business-to-business relationships	160
Ecosystem development as a strategy for defensive nonmarket shaping	150
Relationship insecurity and dark-side behaviours in business-to-business relationships	149
A tale of two paradigms. A comment on Möller and Halinen (2022)	124
Editorial: Best business-to-business marketing management Ph.D. thesis 2023	114
Good fortune and its influence on B2B relationships: The case of the Mae Manee money solution campaign in Thailand	108
Restoring ecosystem brands: The role of sustainability-led innovation	107
The liability of in-outsidership	105
Interaction and networking for adaptation in a complex and challenging environment: Special issue editorial	101
Does B2B WOM usage matter to channel relationship performance? The roles of organizational culture and psychic distance	99
Handling resource deficiencies through resource interaction in business networks	97
Supplier experience as antecedent to supplier satisfaction - An explorative study of SMEs	97
Artificial intelligence-enabled systems and innovation in B2B firms: The role of strategic agility and decision-making performance	97
The timing of diverse external stakeholder involvement during interfirm open innovation: The effects on new product speed to market and product lifespan	95
Integrating machine learning, modularity and supply chain integration for Branding 4.0	94
Blockchain implementation for circular supply chain management: Evaluating critical success factors	91
Amplifying retailers' sales with a hub's owned and earned social media: The moderating role of marketplace organic search	81
The interplay of morality, emotional labor, and customer injustice: How salesperson experiences shape job satisfaction	81
Toward a better understanding of value destruction: The case of food waste	81
Exploring the impact of Industry 4.0 technologies on social sustainability through a circular economy approach	79
Suppressing or motivating opportunism? The effectiveness of contract enforcement in manufacturer-distributor relationship	78
Editorial Board Continued	78
Corporate sustainable brand identity work and network embeddedness: Learnings from Better Place (2007–2013)	78

Current state of the literature and new research directions on the nature of marketing in international B2B service firms: Special issue editorial	77
The dynamic effects of learning: Host country experience and international joint venture termination	77
2nd Industrial Marketing Management Oceania and Asia Summit	74
Which is more effective for platform performance: Punishments or incentives?	73
Innovation outsourcing versus joint innovation in collaboration with suppliers: A strategic relational-institutional perspective	71
The fair trade of environmental effects and regional disparities	69
Understanding B2B customer journeys for complex digital services: The case of cloud computing	69
Trust and opportunism as paradoxical tension: Implications for achieving sustainability in buyer-supplier relationships	67
How do business-to-business actors experience circular solutions? Uncovering the interplay between experience, interaction, and adaptation in the case of concrete element reuse	65
Advancing the service-specific and solution-centric model of creativity: The roles of salesperson intuition, emotional intelligence, and cognitive laziness	64
The contemporary face of word-of-mouth in B2B contexts: New technologies, practices and challenges	62
Individual strategies as interaction modes for handling institutional logic diversity over time: A case study on a public-private collaboration project	61
The buying center concept as a milestone in industrial marketing: Review and research agenda	59
Creating value in servitization through digital service innovations	57
The impact of dynamic capabilities in disrupted supply chains—The role of turbulence and dependence	56
Under which conditions do manufacturing companies choose FDI for service provision in foreign markets? An investigation using fsQCA	56
An overview, empirical application, and discussion of the future research potential of Q&A models in B2B contexts	55
Expanding into new product lines in response to COVID-19: The interplay between firm age and performance aspirations	54
Salesperson knowledge sourcing inside the vendor organization: Examining the performance-relationship continuum given selected boundary conditions	52
Disruptive market-shaping processes: Exploring market formation for autonomous vehicle solutions	52
Fairness asymmetry, changes in mutual trust, and supplier performance in buyer-supplier exchanges in China: A dyadic view	52
Untying the knot: Drivers of the intention to downgrade the relationship in B2B service contexts	50
AI strategy for global brand identity	49
Conceptualizing the Industrial Metaverse: From Technological Layers to Business Value	48
Moving the needle: Publishing academic-practitioner research in Industrial Marketing Management	47
Challenges of the digital landscape: An investigation into the influence of technology and information systems on financial performance of B2B key account managers	47
Does geographic distance to customers improve or inhibit supplier innovation? A moderated inverted-U relationship	47
Blockchain technology for building buyer-supplier trust and transparency in supply chains: An experimental study on P2P online marketplace vendors	47
Transitioning to artificial intelligence-based key account management: A critical assessment	46
Why researchers should be cautious about using PLS-SEM	45
Call for Papers for the 9th Industrial Marketing Management Summit	45
Announcement of Outstanding Article 2021	44
The parallax nature of studying business markets, relationships and networks	44
Editorial Board Continued	44
Editorial Board Continued	43
Masterful scholarly competences and the development of impactful B2B marketing theory: Contributions of Dr. Shelby D. Hunt	43
Contextual agility informing market shaping	42
Is social media B2B engagement driven by impression management strategies? Understanding corporate-driven versus individual-driven LinkedIn profiles	42
The balancing act: Organizational agility in fast-growing international ventures	42
We are not on the same page: The effects of salesperson trust overestimation on customer satisfaction and relationship performance	41
Choosing contracts to support ALFO strategy: Insights from comparing franchised and managed hotels	41
Do emerging market multinational corporations headquarter-subsidiary relationships foster subsidiary innovation and performance in developed markets?	40
Governing the interplay of inter-organizational relationship mechanisms in open innovation projects across ecosystems	40
Do senior managers hold the keys to unlock innovation and environmental sustainability?	38
Crisis-driven innovations in marketing	38
Towards an integration of corporate foresight in key account management	38
Editorial: Social network analysis in marketing: A step-by-step guide for researchers	38
Bouncing back in turbulent business environments: Exploring resilience in business networks	37
The role of cool versus warm colors in B2B versus B2C firm-generated content for boosting positive eWOM	37
Examining buyers' negative word-of-mouth intentions following suspected salesperson transgressions	36

A meta-analytic synthesis of how market and entrepreneurial orientation contribute to export performance: Do home country institutions matter?	35
Exploring relationship between digital dexterity, supply chain quality management, agility and performance – Empirical evidence from Indian B2B manufacturers	35
Leveraging consumer behavior research to forge new insights into B2B buyer behavior: Contextualizing extant research and developing a research agenda	35
Learning in strategic alliances: Reviewing the literature streams and crafting the agenda for future research	35
Improving PLS-SEM use for business marketing research	34
A step-by-step guide of (fuzzy set) qualitative comparative analysis: From theory to practice via an implementation in a B2B context	34
The AI transformation of product innovation	34
Signalling trust: supplier communication, buyer risk propensity, and e-marketplace engagement among B2B SMEs	33
Cross-cultural determinants of global account management: Findings from B2B services	33
Franchisees' adoption of omnichannel marketing	33
Editorial Board	33
Tensions in value spaces: The organizational buying center and advanced services	32
Hindrances and outcomes of social bonding in exporter-importer relationships: The moderating role of formal contracting and ethical climate	32
Inter-firm coopetition: The role of a firm's long-term orientation	32
Inbound sales management: Exploring the substitutability of autonomous AI sales agents in advancing B2B relationships	32
Is the buyer really king? A meta-analysis of the buyer advantage in sales negotiation	32
Editorial Board Continued	32
Adoption of AI integrated partner relationship management (AI-PRM) in B2B sales channels: Exploratory study	32
Franchise network relationships and word of mouth communication in social media networks	32
Do more friends make your way smooth? Supply chain relationships, moral disengagement, and innovation performance	32
Market driving: Some directions for future research	32
Managing coopetition in multipartner alliances of micro firms	32
Industry 4.0 and supply chain performance: A systematic literature review of the benefits, challenges, and critical success factors of 11 core technologies	32
Resource interaction: Key concepts, relations and representations	32
The influence of sustainability and digitalisation on business model innovation: The case of a multi-sided platform for food surplus redistribution	31
When being green is not enough – An experimental study of the effects of sustainable value propositions on B2B green buying decisions	31
Managing resource loops in circular supply chains: A taxonomy of multi-sided platforms in the B2B setting	31
The roles of relational diversity and embeddedness in absorptive capacity enhancement	31
Intra and inter-organizational paradoxes in product-service systems: Current insights and future research directions	31
Is segmentation a theory? Improving the theoretical basis of a foundational concept in business-to-business marketing	31
The knotted paradox of coopetition for sustainability: Investigating the interplay between core paradox properties	31
Editorial Board Continued	31
The relationship between a firm's pre-recall product and environment CSR efforts and post-recall market share	30
Managing ad hoc sales encounters in B2B markets	30
Strategic agility in the B2B sharing economy ecosystem of emerging economies: Empirical insights from the Middle East	30
Key account management formalization and effectiveness: A fuzzy-set qualitative comparative analysis	30
Institutions, effectuation and network outsidership: Reviews and case studies of foreign market entry	30
Unlocking the potential of Industrial Internet of Things (IIOT) in the age of the industrial metaverse: Business models and challenges	29
Integrating B2B and B2C research to explain industrial buyer behavior	29
Source-oriented asymmetric information sharing in B2B negotiations: Two sides of time pressure	29
Owner-managers failure experience and business model innovations in B2B firms: The roles of coopetition, managerial persistence, and financial resource slack	28
Principal-independent manufacturers' representative relationships: Review, synthesis, directions for future research	28
Purchasing involvement in new product development: An absorptive capacity perspective	28
How does supplier relationship management affect supplier innovation contribution? Interorganizational learning and social exchange theory integrated perspectives	28
Effects of complementors' perceived coopetition on fostering innovation: Evidence from Chinese software platforms	28
How to succeed in a dysfunctional environment: Configuring marketing agility components for better performance	28
Digital technology deployment and firm resilience: Evidence from the COVID-19 pandemic	27
A configurational approach to understanding relationship characteristics in differing levels of servitization	27
The emergence of coopetition in highly regulated industries: A study on the Brazilian private healthcare market	27
Does brand equity matter in small retailers' horizontal strategic alliances?	27
Capabilities supporting digital servitization: A multi-actor perspective	27
Changing the market for a sustainable innovation	27
Improving brand performance through environmental reputation: The roles of ethical behaviorand brand satisfaction	26
Realization and unrealization of servitization through everyday micro-level activities: The interplay between servitization practices, practitioners, and praxis	26
Call for papers for the Regional Industrial Marketing Management: Baltic States summit	26
Editorial Board	26
Mental health and well-being in business-to-business markets	26
Video-based sales interaction in cross-cultural B2B relationships: Potential (un)desired consequences	26
How do firms capture value in a full-scene smart service? Effectiveness of value proposition and co-creation capabilities	26
Editorial Board Continued	26
Opening up early or late? The effect of open innovation before and after product launch on new product market performance	26
Platform-provider relationship dynamics in the sharing economy: Challenges and implications	26
Positioning strategies for B2B service markets	26
“Old boys' club”: Barriers to digital marketing in small B2B firms	25
Dynamic capabilities that matter for business failure versus survival	25
Key account managers' identification profiles and effectiveness: A fuzzy-set qualitative comparative analysis	25
Contingent value of coopetition in business clusters from a resource-based view: A moderated-mediation model	25
Do salesforce management systems actually drive salesperson intentions?	25
The role of technology in enabling circular supply chain management	25
Editorial: Outstanding Article Awards and Best Reviewer Awards 2024	25
The impact of performance measurement diversity on customer-oriented selling behavior	25
Relational governance mechanisms as enablers of dynamic capabilities in Nigerian SMEs during the COVID-19 crisis	25
Editorial Board	25
Contractual provisions, governance, and maintaining sales leadership: Evidence from franchise systems	25
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
Corrigendum to “Re-thinking strategic myopia: A necessary condition analysis of heuristic and firm's performance” [Industrial Marketing Management 115 (2023) 99-109]	24
Buying center-selling center interaction as a driver for power dynamics in buyer-supplier relationships	24
Clearing the paradigmatic fog: A rejoinder to responses	24
Actor engagement in franchising: A social exchange perspective on CSR performance	24
Extending the conversation on market driving: An introduction to the special issue	24

Conscientious enterprises: The role of decision makers' social identity and the preference to engage in B2B relationships	24
Unleashing R&D networks for ambidexterity: The interplay between internal and external networking capabilities	24
Phoenix rising: Rebounding to venture again post firm-failure	24
The value of congruence in social exchanges: A dyadic trust perspective on servitization	24
Unite and conquer – End-to-end value creation through intra-organizational purchasing-sales integration	23
Social media analytics for business-to-business marketing	23
The future of marketing analytics in the sharing economy	23
Developing identity of conscientious business-to-business organizations through integrative leadership	23
Investigating governance of tolerable and intolerable dark sides in B2B dyads in post pandemic emerging markets	23
Market shaping for a fossil-free economy: Institutional work to change market practices of public procurement	22
Sales funnel structures in B2B digital platforms: Dynamic effects of online sentiment and sales strategies on marketing performance	22
The IT buying center: Integrating the buying center and IT governance	22
Gender issues in key account management research: A systematic literature review and avenues for future research	22
Domains of innovation intent: A key leadership responsibility	22
B2B customer journeys: Conceptualization and an integrative framework	22
RETRACTED: Value creation, appropriation and destruction in coopetitive relationships among micro-firms	22
Editorial Board	22
Technology-enabled democratization: Impact of generative AI on content marketing agencies	22
Cultural sensemaking of corporate social responsibility: A dyadic view of Russian–Finnish business relationships	22
Culturally diverse teams and inter-organizational knowledge sharing behavior: The role of perceived morality and relationship orientation	22
Risky business or strategic advantage? The varying effects of vertical coopetition on firm risk	22
Empathy and EGO-drive in the B2B salesforce: Impacts on job satisfaction	22
Do Brands boost the impact of patents on innovation performance among innovation collaborators? Evidence from the UK	21
The roles of shadow of the past and future in driving new product novelty and meaningfulness within coopetitive collaborations	21
Social media: Fueling small talks in B2B sales conversations for performance gains	21
In anticipation of a downturn: The role of impression management in buffering against failure	21
Building green innovation networks for people, planet, and profit: A multi-level, multi-value approach	21
Towards export success: The role of inter-cultural B2B relationships, immigrant managers and cultural distance	21
Salespeople's experience with last-mile internal selling processes: Benefits and challenges	21
Human asset specificity, physical asset specificity, and direct distribution	21
How do different organizational functions contribute to customer value proposition development	21
B2B green marketing strategies for European firms: Implications for people, planet and profit	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
Unleashing the power of artificial intelligence for climate action in industrial markets	20
Buyers apping? Determinants of current and future use of sellers' business-to-business mobile apps	20
Editorial Board	20
Assessing value-in-use management from the customers' perspective	20
Looking back to move forward: Reviews and analyses of literature in industrial marketing	20
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	20
Best Ph.D. thesis in business-to-business marketing management award	20
Collaborative problemistic search capability and digital innovation: The moderating effects of IT capability and legal development	20
PRE-ANNOUNCEMENT: 8th Industrial Marketing Management Summit	20
Coopetitive tensions across project phases: A paradox perspective	20
Editorial Board	20
How should firms orchestrate intrinsic and extrinsic motivational strategies for diverse value-creation outcomes: Synergy or trade-off effect?	20
B2B digital platform capability and sustainable positioning: Do knowledge depth, knowledge breadth, and agility matter?	20
Insights into processes underlying capability, complexity, and resilience using IMP assumptions to studying markets-as-networks	19
Should I Stay or Should I Go? The Effect of Allied Brands Negative Publicity on Brand Managers' Decision-Making	19
Advancing value-based selling research in B2B markets: A theoretical toolbox and research agenda	19
Impact of carbon offset perceptions on greenwashing: Revealing intentions and strategies through an experimental approach	19
Riding the waves or rocking the boat? Benefits and unintended consequences of customer growth strategies	19
Industrial innovation management in the age of digital transformation: The risk of too strong selling capabilities	19
Sales compensation plan type and sales opportunity coverage: “Double-edged” sword effects on sales performance	19
When does boundary-spanner burnout connect participation and customer relationship performance? The role of the firm's network centrality and network density	19
Language in intercultural business interactions: A self-perceived power perspective	19
B2B digital platform adoption by SMEs and large firms: Pathways and pitfalls	19
Managing digitalized touchpoints in B2B customer journeys	18
Sustainable entrepreneurship: How do contextual factors play a role?	18
Editorial Board	18
When does interfirm adaptation pay off? A configurational assessment in the B2B context	18
Building a commercialization capability: A dynamic capability view	18
AI-based innovation in B2B marketing: An interdisciplinary framework incorporating academic and practitioner perspectives	18
Staying alive: Coopetition and competitor oriented behaviour from a pre- to post COVID-19 pandemic era	18
Probing for omitted variable bias: The role of the impact threshold of a confounding variable in complementing instrumental variable estimations	18
Agile transformation in dynamic, high-technology markets: Drivers, inhibitors, and execution	18
Editorial Board Continued	18
Editorial Board	18
The role of top management teams' functional background diversity in firms' coopetitive behavior	18
A meta-analysis of the performance effects of supply chain digitalization: toward a value-oriented perspective	18
Editorial Board Continued	18
Customer value-in-use monitoring in business markets: An investigation into its determinants and consequences	18
Building bridges in B2B sales: The role of one-to-one digital channels in developing social capital	17
Knowledge transfer in business-to-business customer relationship development	17
Only senior managers lead business model innovation, or do they? Levels of management and dynamic capability deployment	17
Game changer or threat: The impact of 3D printing on the logistics supplier circular supply chain	17
The elusiveness of business networks—Why do science park firm tenants not collaborate with neighbors?	17
A synthesis of research on the marketing-sales interface (1984–2020)	17
Exploring the dark side of managerial upselling emphasis: Exploratory and exploitative learning's moderating roles in salesperson emotional exhaustion and performance	17
A hostile tale of disclosure and betrayal: Business perceptions of offshoring services	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
A tension-based maturity model for customer education in knowledge-intensive business service firms	17
B2B brand positioning – A capability (exploration x exploitation) based typology: Cases from the Middle East	17
A systematic literature review on network marketing: What do we know and where should we be heading?	17
Leadership style's role in fostering supply chain agility amid geopolitical shocks	16
Market dialogue in public procurement: Buyer-supplier interfaces and relational abilities	16
Strategic nets in tourism destinations: Investigating the learning processes underpinning dynamic management capabilities	16
Unveiling the effects of livestream studio environment design on sales performance: A machine learning exploration	16
Blockchain application in circular marine plastic debris management	16
Social media marketing assimilation in B2B firms: An integrative framework of antecedents and consequences	16
An integrated AI framework for managing organizational risk and climate change concerns in B2B market	16
Rethinking customer engagement design: Using customer-mobilized engagement (CME) to grow business networks	16
Announcement of Best B2B Marketing Management Ph.D. Prize Competition, 2025	15
Opposites attract: How incumbents learn and unlearn in coopetitive relationships with start-ups	15
Customer engagement strategies for digital offerings: An empirical study of B2B suppliers	15
How distance influences contractual governance in buyer-seller relationships	15