Industrial Marketing Management

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
Current state of the literature and new research directions on the nature of marketing in international B2B service firms: Special issue editorial	58

Which is more effective for platform performance: Punishments or incentives?	58
The contemporary face of word-of-mouth in B2B contexts: New technologies, practices and challenges	55
The fair trade of environmental effects and regional disparities	55
The dynamic effects of learning: Host country experience and international joint venture termination	53
2nd Industrial Marketing Management Oceania and Asia Summit	52
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
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
Challenges of the digital landscape: An investigation into the influence of technology and information systems on financial performance of B2B key account managers	45
Does geographic distance to customers improve or inhibit supplier innovation? A moderated inverted-U relationship	45
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
Expanding into new product lines in response to COVID-19: The interplay between firm age and performance aspirations	44
Technology sourcing: How and why Bang & Olufsen’s capability, identity, and supplier interface change	43
An overview, empirical application, and discussion of the future research potential of Q&A models in B2B contexts	43
AI strategy for global brand identity	43
Conceptualizing the Industrial Metaverse: From Technological Layers to Business Value	42
Fairness asymmetry, changes in mutual trust, and supplier performance in buyer-supplier exchanges in China: A dyadic view	41
Disruptive market-shaping processes: Exploring market formation for autonomous vehicle solutions	40
Untying the knot: Drivers of the intention to downgrade the relationship in B2B service contexts	40
Editorial Board Continued	39
A step-by-step guide of (fuzzy set) qualitative comparative analysis: From theory to practice via an implementation in a B2B context	39
Call for Papers for the 9th Industrial Marketing Management Summit	39
Crisis-driven innovations in marketing	39
The parallax nature of studying business markets, relationships and networks	38
Leveraging consumer behavior research to forge new insights into B2B buyer behavior: Contextualizing extant research and developing a research agenda	38
Choosing contracts to support ALFO strategy: Insights from comparing franchised and managed hotels	38
Masterful scholarly competences and the development of impactful B2B marketing theory: Contributions of Dr. Shelby D. Hunt	38
Editorial Board	38
The role of digital and interpersonal touchpoints as drivers of future customer engagement intention in B2B service firms	37
Towards an integration of corporate foresight in key account management	37
Bouncing back in turbulent business environments: Exploring resilience in business networks	37
Editorial: Social network analysis in marketing: A step-by-step guide for researchers	37
Learning in strategic alliances: Reviewing the literature streams and crafting the agenda for future research	37
Exploring relationship between digital dexterity, supply chain quality management, agility and performance – Empirical evidence from Indian B2B manufacturers	37
The balancing act: Organizational agility in fast-growing international ventures	36
Is social media B2B engagement driven by impression management strategies? Understanding corporate-driven versus individual-driven LinkedIn profiles	36
We are not on the same page: The effects of salesperson trust overestimation on customer satisfaction and relationship performance	36
Governing the interplay of inter-organizational relationship mechanisms in open innovation projects across ecosystems	36
International network-oriented behavior as a strategic mechanism driving financial performance and the moderating role of absorptive capacity	36
Improving PLS-SEM use for business marketing research	36

A meta-analytic synthesis of how market and entrepreneurial orientation contribute to export performance: Do home country institutions matter?	36
The role of cool versus warm colors in B2B versus B2C firm-generated content for boosting positive eWOM	35
The AI transformation of product innovation	35
Do emerging market multinational corporations headquarter-subsidiary relationships foster subsidiary innovation and performance in developed markets?	35
Inter-firm coopetition: The role of a firm's long-term orientation	34
Franchisees' adoption of omnichannel marketing	34
Editorial Board	34
Resource interaction: Key concepts, relations and representations	33
The knotted paradox of coopetition for sustainability: Investigating the interplay between core paradox properties	33
On the difficulty of using algorithms to replace managers in decision making: A study of customer prioritization	33
Navigating role conflict: Implications for service sabotage in customer success management	33
Inbound sales management: Exploring the substitutability of autonomous AI sales agents in advancing B2B relationships	33
Do more friends make your way smooth? Supply chain relationships, moral disengagement, and innovation performance	33
Hindrances and outcomes of social bonding in exporter-importer relationships: The moderating role of formal contracting and ethical climate	33
Cross-cultural determinants of global account management: Findings from B2B services	33
Editorial Board Continued	33
Tensions in value spaces: The organizational buying center and advanced services	32
Is the buyer really king? A meta-analysis of the buyer advantage in sales negotiation	31
Market driving: Some directions for future research	31
Managing coopetition in multipartner alliances of micro firms	31
Adoption of AI integrated partner relationship management (AI-PRM) in B2B sales channels: Exploratory study	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
Source-oriented asymmetric information sharing in B2B negotiations: Two sides of time pressure	31
The influence of sustainability and digitalisation on business model innovation: The case of a multi-sided platform for food surplus redistribution	31
Signalling trust: supplier communication, buyer risk propensity, and e-marketplace engagement among B2B SMEs	31
Owner-managers failure experience and business model innovations in B2B firms: The roles of coopetition, managerial persistence, and financial resource slack	31
Managing ad hoc sales encounters in B2B markets	30
The emergence of coopetition in highly regulated industries: A study on the Brazilian private healthcare market	30
The relationship between a firm's pre-recall product and environment CSR efforts and post-recall market share	30
The roles of relational diversity and embeddedness in absorptive capacity enhancement	30
Effects of complementors' perceived coopetition on fostering innovation: Evidence from Chinese software platforms	30
How to succeed in a dysfunctional environment: Configuring marketing agility components for better performance	30
A configurational approach to understanding relationship characteristics in differing levels of servitization	29
Intra and inter-organizational paradoxes in product-service systems: Current insights and future research directions	29
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
Managing resource loops in circular supply chains: A taxonomy of multi-sided platforms in the B2B setting	29
Key account management formalization and effectiveness: A fuzzy-set qualitative comparative analysis	29
When being green is not enough – An experimental study of the effects of sustainable value propositions on B2B green buying decisions	29
Is segmentation a theory? Improving the theoretical basis of a foundational concept in business-to-business marketing	29
Strategic agility in the B2B sharing economy ecosystem of emerging economies: Empirical insights from the Middle East	28
Institutions, effectuation and network outsidership: Reviews and case studies of foreign market entry	28
Changing the market for a sustainable innovation	28
Transforming market-based organizational learning in the decentralized metaverse: Implications for B2B metaverse marketing strategy	28
How does supplier relationship management affect supplier innovation contribution? Interorganizational learning and social exchange theory integrated perspectives	27
Call for papers for the Regional Industrial Marketing Management: Baltic States summit	27
Editorial Board Continued	27
Purchasing involvement in new product development: An absorptive capacity perspective	27
How do firms capture value in a full-scene smart service? Effectiveness of value proposition and co-creation capabilities	27
Engagement for sustainability transformation: Generating collective engagement for institutional change through synchronization	27
Digital technology deployment and firm resilience: Evidence from the COVID-19 pandemic	27
Do salesforce management systems actually drive salesperson intentions?	27
Editorial Board	27
Positioning strategies for B2B service markets	26
Video-based sales interaction in cross-cultural B2B relationships: Potential (un)desired consequences	26
Platform-provider relationship dynamics in the sharing economy: Challenges and implications	26
Contingent value of coopetition in business clusters from a resource-based view: A moderated-mediation model	26
Improving brand performance through environmental reputation: The roles of ethical behaviorand brand satisfaction	26
Dynamic capabilities that matter for business failure versus survival	25
The impact of performance measurement diversity on customer-oriented selling behavior	25
Corrigendum to “Re-thinking strategic myopia: A necessary condition analysis of heuristic and firm's performance” [Industrial Marketing Management 115 (2023) 99-109]	25
The role of technology in enabling circular supply chain management	25
Opening up early or late? The effect of open innovation before and after product launch on new product market performance	25
Editorial Board	25
Realization and unrealization of servitization through everyday micro-level activities: The interplay between servitization practices, practitioners, and praxis	25
Mental health and well-being in business-to-business markets	25
Editorial: Outstanding Article Awards and Best Reviewer Awards 2024	25
Relational governance mechanisms as enablers of dynamic capabilities in Nigerian SMEs during the COVID-19 crisis	25
Foundations of marketing capabilities across 25-year: The role of competitive and innovation indexes in establishing firm performance	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
Market shaping for a fossil-free economy: Institutional work to change market practices of public procurement	24
Framing mechanisms and the emergence of dynamic coherence in orchestrated networks	24
RETRACTED: Value creation, appropriation and destruction in coopetitive relationships among micro-firms	24
Key account managers' identification profiles and effectiveness: A fuzzy-set qualitative comparative analysis	23
Actor engagement in franchising: A social exchange perspective on CSR performance	23
Social media analytics for business-to-business marketing	23
Unite and conquer – End-to-end value creation through intra-organizational purchasing-sales integration	23
Phoenix rising: Rebounding to venture again post firm-failure	23
Unleashing R&D networks for ambidexterity: The interplay between internal and external networking capabilities	23

Clearing the paradigmatic fog: A rejoinder to responses	22
Risky business or strategic advantage? The varying effects of vertical coopetition on firm risk	22
Buying center-selling center interaction as a driver for power dynamics in buyer-supplier relationships	22
Investigating governance of tolerable and intolerable dark sides in B2B dyads in post pandemic emerging markets	22
Conscientious enterprises: The role of decision makers' social identity and the preference to engage in B2B relationships	22
The IT buying center: Integrating the buying center and IT governance	22
Extending the conversation on market driving: An introduction to the special issue	22
Developing identity of conscientious business-to-business organizations through integrative leadership	22
Contractual provisions, governance, and maintaining sales leadership: Evidence from franchise systems	22
Culturally diverse teams and inter-organizational knowledge sharing behavior: The role of perceived morality and relationship orientation	21
The future of marketing analytics in the sharing economy	21
The value of congruence in social exchanges: A dyadic trust perspective on servitization	21
Sales funnel structures in B2B digital platforms: Dynamic effects of online sentiment and sales strategies on marketing performance	21
When dependence no longer prevents exit: How power abuse signals, moral emotions, and exit preparedness drive B2B relationship termination	21
Domains of innovation intent: A key leadership responsibility	21
Untangling the double-edged role of emotional demands in resilience and presenteeism in B2B salespeople: The analysis of ingredients and recipes	21
Editorial Board	21
B2B customer journeys: Conceptualization and an integrative framework	21
Double-edged sword of open innovation for business failure in the post-pandemic era: The moderating roles of industrial embeddedness and absorptive capacity	20
The roles of shadow of the past and future in driving new product novelty and meaningfulness within coopetitive collaborations	20
How do different organizational functions contribute to customer value proposition development	20
Social media: Fueling small talks in B2B sales conversations for performance gains	20
In anticipation of a downturn: The role of impression management in buffering against failure	20
Technology-enabled democratization: Impact of generative AI on content marketing agencies	19
Building green innovation networks for people, planet, and profit: A multi-level, multi-value approach	19
Unleashing the power of artificial intelligence for climate action in industrial markets	19
Coopetitive tensions across project phases: A paradox perspective	19
Towards export success: The role of inter-cultural B2B relationships, immigrant managers and cultural distance	19
Do Brands boost the impact of patents on innovation performance among innovation collaborators? Evidence from the UK	19
Gender issues in key account management research: A systematic literature review and avenues for future research	19
When do high prices sell better for sustainable products in business-to-business markets? The role of price–sustainability fit	19
Empathy and EGO-drive in the B2B salesforce: Impacts on job satisfaction	19
Human asset specificity, physical asset specificity, and direct distribution	19
Unpacking the exchange dynamics between strategic frontline employees and the internal business team	19
Salespeople's experience with last-mile internal selling processes: Benefits and challenges	19
Bilateral indirect influence in coopetition triads: A conceptual framework	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
B2B green marketing strategies for European firms: Implications for people, planet and profit	19
Editorial Board	18
Best Ph.D. thesis in business-to-business marketing management award	18
Editorial Board	18
Language in intercultural business interactions: A self-perceived power perspective	18
B2B digital platform capability and sustainable positioning: Do knowledge depth, knowledge breadth, and agility matter?	18
Buyers apping? Determinants of current and future use of sellers' business-to-business mobile apps	18
PRE-ANNOUNCEMENT: 8th Industrial Marketing Management Summit	18
Assessing value-in-use management from the customers' perspective	18
The role of top management teams' functional background diversity in firms' coopetitive behavior	18
Looking back to move forward: Reviews and analyses of literature in industrial marketing	18
How should firms orchestrate intrinsic and extrinsic motivational strategies for diverse value-creation outcomes: Synergy or trade-off effect?	18
A meta-analysis of the performance effects of supply chain digitalization: toward a value-oriented perspective	18
Riding the waves or rocking the boat? Benefits and unintended consequences of customer growth strategies	18