Industrial Marketing Management

Article	Citations
Sharing the benefits: How different dimensions contribute to value creation and capture	224
Organizational agility and firm performance: The role of architectural marketing capabilities	180
Supplier experience as antecedent to supplier satisfaction - An explorative study of SMEs	158
Alone on an island: A mixed-methods investigation of salesperson social isolation in general and in times of a pandemic	147
Leveraging organisational agility in B2B ecosystems to mitigate food waste and loss: A stakeholder perspective	147
Speak to head and heart: The effects of linguistic features on B2B brand engagement on social media	144
Value co-creation in industrial AI: The interactive role of B2B supplier, customer and technology provider	136
Choosing the discount size in the software industry: How to incentivise the salesforce	134
Toward a better understanding of value destruction: The case of food waste	129
Post-formational buyer directives: Aid or harm for learning and innovation in alliances?	115
The influence of managerial perceptions on adopting environmental strategies in B2B: An exploratory study from emerging countries	107
Interfirm problem representation: Developing shared understanding within inter-organizational networks	104
Influencer marketing within business-to-business organisations	102
Applications of artificial intelligence in B2B marketing: Challenges and future directions	98
Social entrepreneurship orientation: Drivers of success for start-ups and established industrial firms	97
Competence is power: How digital influencers impact buying decisions in B2B markets	90
Multi-perspective analysis of monetary effects of information sharing between supply chain partners	86
Editorial Board	85
Good fortune and its influence on B2B relationships: The case of the Mae Manee money solution campaign in Thailand	83
Updating the theory of industrial marketing: Industrial marketing as a Bayesian process of belief-updating	81
Creating marketing innovation abroad: The value of marketing professionals in foreign MNC subsidiaries	79
Managerial mindset effects on international marketing strategy adaptation decisions	76
Performance of knowledge transfer mechanisms: The case of franchising networks	73
Drivers of salespeople engagement: A justice perspective	69
Sharing of selling functions in distribution channels and distributor outcomes: The role of solution selling capabilities and uncertainty	68

Branding and positioning strategies in industrial and B2B markets in the Middle East or Africa (MEA)	66
Text-mining 10-K (annual) reports: A guide for B2B marketing research	63
Editorial Board	62
Editorial Board	61
A tale of two paradigms. A comment on Möller and Halinen (2022)	59
The impact of performance measurement diversity on customer-oriented selling behavior	59
Editorial Board	59
Editorial: Best business-to-business marketing management Ph.D. thesis 2023	59
Does it pay off to communicate like your online community? Evaluating the effect of content and linguistic style similarity on B2B brand engagement	58
Editorial Board Continued	56
What drives technology licenses to contain (non-)legally enforceable contracting?	56
Book Review	55
Why history matters: Micro-and macro-foundations in a corporate de alio spinoff	53
Individual antecedents to consumer intention to switch to food waste bioplastic products: A configuration analysis	53
Towards a theory of interfirm adaptation in business relationships	53
IMM Asia and Oceania Summit 2024	53
Reducing food waste in hotel kitchens based on self-reported data	51
The ‘visible hand’ behind cooperation in franchising: A model of franchisor practices that influence cooperation within social networks	50
Understanding the spillover effects of channel reward on observers' commitment: The mediating role of envy	50
Key account management configurations and their effectiveness: A quasi-replication and extension	50
Editorial Board	50
Organizational innovativeness and firm performance: Does sales management matter?	49
How business usage center members' self-concepts affect their perceptions and assessments in organizational usage processes	49
Micro-processes of public good social innovation in the Australian social impact investment market	48
The effects of B2B sustainable brand positioning on relationship outcomes	48
Evolution of B2B relationship stages in China: A study of confucianism philosophy	47
B2B eWOM on Alibaba: Signaling through online reviews in platform-based social exchange	47
Developing a digital marketing tool for ethnic ventures' mixed business model and market-shaping: A design scientific approach of web demographics	46
Positioning strategies for B2B service markets	45
Corporate sustainable brand identity work and network embeddedness: Learnings from Better Place (2007–2013)	45
Urban crowdsourcing: Stakeholder selection and dynamic knowledge flows in high and low complexity projects	44
A service design perspective on the stakeholder engagement journey during B2B innovation: Challenges and future research agenda	44
Digital servitization: Crossing the perspectives of digitization and servitization	44
Startups versus incumbents in ‘green’ industry transformations: A comparative study of business model archetypes in the electrical power sector	44
Buyer-supplier matching in online B2B marketplace: An empirical study of small- and medium-sized enterprises (SMEs)	43
How do firms capture value in a full-scene smart service? Effectiveness of value proposition and co-creation capabilities	42
The individual manager in the spotlight: Protecting sensitive knowledge in inter-firm coopetition relationships	42
Applying multi-stage marketing in industrial markets: Exploratory insights on its successful implementation, management and adaptation in dynamic markets	42
Capabilities for data-driven innovation in B2B industrial companies	42
The impact of customer characteristics on exploitation and exploration capabilities: An empirical study of outsourcing service companies	42
The attributes of inter-organizational relationships: Which fifteen of them really matter to software developers?	40
Handling resource deficiencies through resource interaction in business networks	38
Integrated community-based internal branding - A holistic approach to internal branding for B2B organizations	38
Does B2B WOM usage matter to channel relationship performance? The roles of organizational culture and psychic distance	38
Engagement-driven institutionalization in market shaping: Synchronizing and stabilizing collective engagement	38
Institutional work in food waste reduction: Start-ups' role in moving towards a circular economy	37
Building and leveraging competence exploitation and exploration for firm new product success	37
Religiosity and psychological contracts in Asian B2B service relationships	36
Mining the metaphor of market driving to propel productive research	35
Challenges in sustainability transitions in B2B firms and the role of corporate entrepreneurship in responding to crises created by the pandemic	35

Dynamic capabilities that matter for business failure versus survival	35
The role of technology in enabling circular supply chain management	35
Market-shaping roles – Exploring actor roles in the shaping of the Swedish market for liquefied gas	35
Influences of university-industry alliance portfolio depth and breadth on growth of new technology-based firms: Evidence from China	34
Alliance portfolios and joint R&D project performance	34
Intellectual evolution of social innovation: A bibliometric analysis and avenues for future research trends	34
The relationship between coopetition strategies and company performance under different levels of competitive intensity, market dynamism, and technological turbulence	33
Accelerating growth with strategic innovation: Putting market driving into context	33
Are B2B data breaches concerning? Consequences of buyer's or firm's data loss on buyer and supplier related outcomes	32
Editorial: Qualitative research in business marketing management	32
Is this company a lead customer? Estimating stages of B2B buying journey	32
Product development the IKEA way – The role of target costing as a framing device to configure and combine resources in networks	32
Developing customer analytics capability in firms of different ages: Examining the complementarity of outside-in and inside-out resources	32
“Old boys' club”: Barriers to digital marketing in small B2B firms	32
Video-based sales interaction in cross-cultural B2B relationships: Potential (un)desired consequences	32
Restoring ecosystem brands: The role of sustainability-led innovation	31
The sales-marketing interface: A systematic literature review and directions for future research	31
Unleash the power of the installed base: Identifying cross-selling opportunities from solution offerings	31
Unrealized solutions in business markets	31
Unintentionality in market shaping – A multiple case study of touring exhibitions from New Zealand, Australia, and the United Kingdom	30
Exploring the impact of Industry 4.0 technologies on social sustainability through a circular economy approach	30
Do salesforce management systems actually drive salesperson intentions?	30
Amplifying retailers' sales with a hub's owned and earned social media: The moderating role of marketplace organic search	30
Unlocking the link between relationship duration and product De-listing in retail channels: The role of market orientation and brand diffusion	30
Can Masstige brands be introduced in the B2B markets? An exploratory study	29
Opening up early or late? The effect of open innovation before and after product launch on new product market performance	29
Integrating machine learning, modularity and supply chain integration for Branding 4.0	29
Unravelling the black box between coopetition and firms' sustainability performance	29
SMEs and artificial intelligence (AI): Antecedents and consequences of AI-based B2B practices	29
Understanding intra- and interorganizational paradoxes inhibiting data access in digital servitization	29
Leader crisis communication and salesperson resilience in face of the COVID-19: The roles of positive stress mindset, core beliefs challenge, and family strain	28
Vertical innovation partnerships and relational performance: The mediating role of trust, interdependence, and familiarity	28
Does buying green pay off? Stock market reactions to green acquisitions	27
Platform-provider relationship dynamics in the sharing economy: Challenges and implications	27
Using bibliometric research to advance the business-to-business sustainability literature: Establishing an integrative conceptual framework for future application	27
Building mutual trust in collaborative green NPD: Evidence from China's digital infrastructure	27
Interfirm coopetition, interfirm knowledge creation, and collaborative innovation performance: The moderating roles of environmental competitiveness and dysfunctional competition	27
A trade war and a pandemic: Disruption and resilience in the food bank supply chain	27
Blockchain implementation for circular supply chain management: Evaluating critical success factors	27
Unveiling professional service providers' willingness to educate: A configurational approach	27
Improving brand performance through environmental reputation: The roles of ethical behaviorand brand satisfaction	27
“Can we build it? Yes, we can!” complexities of resource re-deployment to fight pandemic.	26
Foreign divestment of B2B service firms: Institutional unpredictability and digitalization institutions	26
Corrigendum to “Revisiting exercise of power strategies from the perspective of information processing” [Industrial Marketing Management – Volume 91]	26
Relational governance mechanisms as enablers of dynamic capabilities in Nigerian SMEs during the COVID-19 crisis	26
Towards the Coopetitive Circular Business Model: Theoretical foundations, conceptual envisioning, and future research imperatives	25
The interplay of morality, emotional labor, and customer injustice: How salesperson experiences shape job satisfaction	25
Channeling influence: The impact of downstream salesperson solution orientation within a business-to-business channel	25
Realization and unrealization of servitization through everyday micro-level activities: The interplay between servitization practices, practitioners, and praxis	25
Do we get along well? A dyadic study of how and when congruence in specific investments influence innovation	25
Strategic integration of big data analytics in R&D: Impact on new product success in turbulent markets	24
Customer-perceived value in the circular economy: A multidimensional framework	24
The timing of diverse external stakeholder involvement during interfirm open innovation: The effects on new product speed to market and product lifespan	23
In times of fear turn to your competitor: Developing organizational resilience through coopetition	23
Technology-enabled multi-sided platforms in B2B relationships: A critical analysis and directions for future research	23
Risk sources and the effectiveness of the control system in the franchisor's risk perception management	23
Industrial service innovation: Exploring the transformation process to digital servitization in industrial goods companies	23
The influence of marketing exploitation and exploration on business-to-business small and medium-sized enterprises' pioneering orientation	23
Business failure in post-pandemic era: New challenges for industrial networks, emerging insights and market opportunities	23
Prospective market shaping: A discursive analysis of possible future autonomous vehicle markets	23
Gift type, guanxi, and gift acceptability in Chinese business circles: The mediating effects of perceived manipulation and face threat	22
Effects of relational ties paradox on financial and non-financial consequences of servitization: Roles of organizational flexibility and improvisation	22
Managing B2B customer journeys in digital era: Four management activities with artificial intelligence-empowered tools	22
Enhancing resource allocation efficiency: The impact of servitization in China's manufacturing sector	22
Contractual provisions, governance, and maintaining sales leadership: Evidence from franchise systems	22
Too small to care? Developing a model explaining managers' decision to adopt employee stress prevention practices in micro and small enterprises	22
Clearing the paradigmatic fog — how to move forward in business marketing research	21
From greenwashing to green B2B marketing: A systematic literature review	21
Does buyers' financial slack promote or inhibit suppliers' circular economy performance?	21
RFID-integrated blockchain-driven circular supply chain management: A system architecture for B2B tea industry	21
Inter-organizational collaborations for social innovation and social value creation: Towards the development of new research agenda and theoretical perspectives	21
Online reverse auctions research in marketing versus SCM: A review and future directions	21
How transitioning to Industry 4.0 promotes circular product lifetimes	21
Innovation for survival: The scope of negative attainment discrepancy and enterprise R&D investment	21
How science-based start-ups and their entrepreneurial ecosystems co-evolve: A process study	21
A discursive framework of B2B brand legitimacy	21
Prototyping, experimentation, and piloting in the business model context	21
Can B2B firms benefit from competitors' advertising? A dynamic business environment perspective on an emerging communication form	21
When does (not) a coopetitive relationship matter to performance? An empirical investigation of the role of multidimensional trust and distrust	20
Editorial: Introducing interdisciplinary research in Industrial Marketing Management	20

Which is more effective for platform performance: Punishments or incentives?	20
A configurational examination of agile development as a sociotechnical system	20
Examining supplier, buyer, and customer triads: The critical role of conflict in interaction processes and product/service innovations	20
Disengaging pro-environmental values in B2B green buying decisions: Evidence from a conjoint experiment	20
Individual strategies as interaction modes for handling institutional logic diversity over time: A case study on a public-private collaboration project	20
Coopetition research - A systematic literature review on recent accomplishments and trajectories	20
Cultural sensemaking of corporate social responsibility: A dyadic view of Russian–Finnish business relationships	20
Phoenix rising: Rebounding to venture again post firm-failure	20
From channel integration to platform integration: Capabilities required in hospitality	19
Sales managers' perceptions of interpersonal communication competence in leading AI-integrated sales teams	19
Editorial Board	19
Unleashing R&D networks for ambidexterity: The interplay between internal and external networking capabilities	19
Socio-mental adapting in business relationships: A dialogical understanding	19
Actor engagement in franchising: A social exchange perspective on CSR performance	19
Integration of traditional, transitioning & transformative digital technologies for value co-creation in B2B: A process model	19
Platform-based innovation ecosystems: Entering new markets through holographic strategies	18
Sharing is the name of the game: Exploring the role of social media communication practices on B2B customer relationships in the life sciences industry	18
Strategic use of social media within business-to-business (B2B) marketing: A systematic literature review	18
Reducing food waste through digital platforms: A quantification of cross-side network effects	18
Managing digital servitization toward smart solutions: Framing the connections between technologies, business models, and ecosystems	17
Sampling and sample size in B2B marketing: Current practices and recommendations	17
Agency problems in solution selling: How customer perceptions of opportunism and customer characteristics impede their acceptance of outcome-based pricing	17
Knowledge intensive business service (KIBS) firms' use of visualization for customer participation and knowledge sharing during the service process	17
Research quality: What it is, and how to achieve it	17
Service design for digital servitization: Facilitating manufacturers' advanced services value proposition design in the context of Industry 4.0	17
The influence of marketing exploitation and exploration on B2B SME performance: The moderating roles of supplier flexibility and information exchange	17
An entrepreneurial framework for value co-creation in servitization	17
Looking through the Glassdoor: The stories that B2B salespeople tell	17
Creating value in servitization through digital service innovations	17
Increasing circularity: The importance of resource interactions when adapting from waste management to resource management	17
Driving or driven by others? A dynamic perspective on how data-driven start-ups strategize across different network roles in digitalized business networks	17
What comprises a successful key account manager? Differences in the drivers of sales performance between key account managers and regular salespeople	17
The role of ethics in business-to-business marketing: An exploratory review and research agenda	17
Clearing the paradigmatic fog: A rejoinder to responses	16
Editorial Board Continued	16
A path to build supply chain cyber-resilience through absorptive capacity and visibility: Two empirical studies	16
Stressful exit of B2B executives and their impact on firm performance: Contingent effects of erosion of status, diminished social support and cohesiveness	16
Outcome-based contracting from the customers' perspective: A means-end chain analytical exploration	16
The fair trade of environmental effects and regional disparities	16
Editorial Board	16
The effect of distributors' relationship exploration on relationship quality under market uncertainty	16
1st Industrial Marketing Management (IMM) South America Summit (2nd - 4th October 2024)	16
Editorial Board	16
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	16
Buying center-selling center interaction as a driver for power dynamics in buyer-supplier relationships	16
Extending the conversation on market driving: An introduction to the special issue	16
Addressing food waste and loss in the Nigerian food supply chain: Use of Lean Six Sigma and Double-Loop Learning	16
Managing paradoxical tensions in platform-based modular solution networks	15
Editorial Board Continued	15
Exploring the microfoundations of dynamic capabilities for social innovation in a humanitarian aid supply network setting	15
Emerging research questions for new journey development in industrial markets	15
Rising up to the challenge of our rivals: Unpacking the drivers and outcomes of coopetition activities	15
Editorial Board Continued	15
Hustle for survival or bustle for revival: Effects of Guanxi orientation and order of entry for China's electronic business ventures	15
The buying center concept as a milestone in industrial marketing: Review and research agenda	15
Social media and B2B sales: An integrative framework and future directions	15
Managing buyer-supplier conflict when one party dominates: A process study	15
Editorial Board Continued	15
Editorial Board	15
Industrial marketing management digital media optimization for B2B marketing	15
Editorial Board	15
Facilitating open innovation processes through network orchestration mechanisms	14
The IT buying center: Integrating the buying center and IT governance	14
Examining the formation of entrepreneurial resources in emerging market international new ventures	14
Innovation outsourcing versus joint innovation in collaboration with suppliers: A strategic relational-institutional perspective	14
Innovation intermediaries as collaborators in shaping service ecosystems: The importance of dynamic capabilities	14
Developing identity of conscientious business-to-business organizations through integrative leadership	14
Investigating governance of tolerable and intolerable dark sides in B2B dyads in post pandemic emerging markets	14
Trust and opportunism as paradoxical tension: Implications for achieving sustainability in buyer-supplier relationships	14
Value creation, appropriation and destruction in coopetitive relationships among micro-firms	14
Managing the challenges of business-to-business open innovation in complex projects: A multi-stage process model	14
The dynamic effects of learning: Host country experience and international joint venture termination	14
Coopetition – Strategy and interorganizational transformation: Platform, innovation barriers, and coopetitive dynamics	14
Can systems integration lead to improved performance? The role of strategic alliances	14
B2B brand positioning in emerging markets: Exploring positioning signals via websites and managerial tensions in top-performing African B2B service brands	14
The trade-off between trust and distrust in supply chain collaboration	13
A process model of tacit knowledge transfer between sales and marketing	13
Strategic asset-seeking acquisitions and marketing capabilities of Chinese multinationals: An ability, motivation, and opportunity perspective	13
Key account managers' identification profiles and effectiveness: A fuzzy-set qualitative comparative analysis	13
Capability management control and salesperson turnover: A double-edged sword in a product complexity scenario	13
Will artificial intelligence undermine the effects of guanxi on relationship performance? Evidence from China's banking industry	13
Strategic development of third-party logistics providers (TPLs): “Going under the floor” or “raising the roof”?	13
CO2 reduction through digital transformation in long-haul transportation: Institutional entrepreneurship to unlock product-service system innovation	13
Paradoxes in servitization: A processual perspective	13
Buffering B2B service failure: The role of customer engagement	13
How business customers judge customer success management	13
Relationship resilience and exogenous events: The role of relational dynamics	13
Nonprofit organizations and social-alliance portfolio size: Evidence from website content analysis	13
Bridging the gap between trade operators and consumers to better understand the U.S. wine market: A simultaneous application of discrete choice experiments	13
Uplift modeling and its implications for B2B customer churn prediction: A segmentation-based modeling approach	13
Social media analytics for business-to-business marketing	13
Delineating the fuzzy front end of market shaping	13
How to apply the event study methodology in STATA: An overview and a step-by-step guide for authors	13
B2B customer journeys: Conceptualization and an integrative framework	13
Under which conditions do manufacturing companies choose FDI for service provision in foreign markets? An investigation using fsQCA	13