Industrial Marketing Management

Article	Citations
IMM Asia and Oceania Summit 2024	437
Call for papers: Industrial Marketing Management (IMM) African Summit: 10–12 September 2025	382
Supplier experience as antecedent to supplier satisfaction - An explorative study of SMEs	157
Artificial intelligence-enabled systems and innovation in B2B firms: The role of strategic agility and decision-making performance	146
Corporate sustainable brand identity work and network embeddedness: Learnings from Better Place (2007–2013)	145
A tale of two paradigms. A comment on Möller and Halinen (2022)	123
Editorial: Best business-to-business marketing management Ph.D. thesis 2023	107
Good fortune and its influence on B2B relationships: The case of the Mae Manee money solution campaign in Thailand	105
Toward a better understanding of value destruction: The case of food waste	104
Restoring ecosystem brands: The role of sustainability-led innovation	101
Ecosystem development as a strategy for defensive nonmarket shaping	97
The liability of in-outsidership	95
Interorganizational preparedness in business-to-business relationships	95
Does B2B WOM usage matter to channel relationship performance? The roles of organizational culture and psychic distance	95
Relationship insecurity and dark-side behaviours in business-to-business relationships	92
The timing of diverse external stakeholder involvement during interfirm open innovation: The effects on new product speed to market and product lifespan	92
The interplay of morality, emotional labor, and customer injustice: How salesperson experiences shape job satisfaction	92
Handling resource deficiencies through resource interaction in business networks	86
Interaction and networking for adaptation in a complex and challenging environment: Special issue editorial	80
Amplifying retailers' sales with a hub's owned and earned social media: The moderating role of marketplace organic search	78
Blockchain implementation for circular supply chain management: Evaluating critical success factors	77
Integrating machine learning, modularity and supply chain integration for Branding 4.0	77
Exploring the impact of Industry 4.0 technologies on social sustainability through a circular economy approach	77
Editorial Board Continued	76
Trust and opportunism as paradoxical tension: Implications for achieving sustainability in buyer-supplier relationships	75

The contemporary face of word-of-mouth in B2B contexts: New technologies, practices and challenges	75
Current state of the literature and new research directions on the nature of marketing in international B2B service firms: Special issue editorial	74
2nd Industrial Marketing Management Oceania and Asia Summit	73
The dynamic effects of learning: Host country experience and international joint venture termination	71
Innovation outsourcing versus joint innovation in collaboration with suppliers: A strategic relational-institutional perspective	69
The fair trade of environmental effects and regional disparities	67
Under which conditions do manufacturing companies choose FDI for service provision in foreign markets? An investigation using fsQCA	66
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
Individual strategies as interaction modes for handling institutional logic diversity over time: A case study on a public-private collaboration project	60
Which is more effective for platform performance: Punishments or incentives?	59
The buying center concept as a milestone in industrial marketing: Review and research agenda	59
Advancing the service-specific and solution-centric model of creativity: The roles of salesperson intuition, emotional intelligence, and cognitive laziness	58
The impact of dynamic capabilities in disrupted supply chains—The role of turbulence and dependence	58
Understanding B2B customer journeys for complex digital services: The case of cloud computing	55
Creating value in servitization through digital service innovations	55
Suppressing or motivating opportunism? The effectiveness of contract enforcement in manufacturer-distributor relationship	54
An overview, empirical application, and discussion of the future research potential of Q&A models in B2B contexts	53
AI strategy for global brand identity	53
Expanding into new product lines in response to COVID-19: The interplay between firm age and performance aspirations	51
Salesperson knowledge sourcing inside the vendor organization: Examining the performance-relationship continuum given selected boundary conditions	50
Disruptive market-shaping processes: Exploring market formation for autonomous vehicle solutions	48
Untying the knot: Drivers of the intention to downgrade the relationship in B2B service contexts	47
Fairness asymmetry, changes in mutual trust, and supplier performance in buyer-supplier exchanges in China: A dyadic view	47
Moving the needle: Publishing academic-practitioner research in Industrial Marketing Management	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	46
Challenges of the digital landscape: An investigation into the influence of technology and information systems on financial performance of B2B key account managers	46
Why researchers should be cautious about using PLS-SEM	44
Transitioning to artificial intelligence-based key account management: A critical assessment	44
Call for Papers for the 9th Industrial Marketing Management Summit	43
Conceptualizing the Industrial Metaverse: From Technological Layers to Business Value	43
Announcement of Outstanding Article 2021	42
The parallax nature of studying business markets, relationships and networks	42
Editorial Board Continued	42
Editorial Board Continued	41
Choosing contracts to support ALFO strategy: Insights from comparing franchised and managed hotels	41
Leveraging consumer behavior research to forge new insights into B2B buyer behavior: Contextualizing extant research and developing a research agenda	40
Is social media B2B engagement driven by impression management strategies? Understanding corporate-driven versus individual-driven LinkedIn profiles	40
Masterful scholarly competences and the development of impactful B2B marketing theory: Contributions of Dr. Shelby D. Hunt	39
Crisis-driven innovations in marketing	39
We are not on the same page: The effects of salesperson trust overestimation on customer satisfaction and relationship performance	39
Governing the interplay of inter-organizational relationship mechanisms in open innovation projects across ecosystems	38
Do emerging market multinational corporations headquarter-subsidiary relationships foster subsidiary innovation and performance in developed markets?	38
Towards an integration of corporate foresight in key account management	38
The balancing act: Organizational agility in fast-growing international ventures	38
Bouncing back in turbulent business environments: Exploring resilience in business networks	37
Examining buyers' negative word-of-mouth intentions following suspected salesperson transgressions	37
The role of cool versus warm colors in B2B versus B2C firm-generated content for boosting positive eWOM	35
A meta-analytic synthesis of how market and entrepreneurial orientation contribute to export performance: Do home country institutions matter?	35
Editorial: Social network analysis in marketing: A step-by-step guide for researchers	35

A step-by-step guide of (fuzzy set) qualitative comparative analysis: From theory to practice via an implementation in a B2B context	34
Learning in strategic alliances: Reviewing the literature streams and crafting the agenda for future research	34
The AI transformation of product innovation	34
Improving PLS-SEM use for business marketing research	33
Do senior managers hold the keys to unlock innovation and environmental sustainability?	33
Exploring relationship between digital dexterity, supply chain quality management, agility and performance – Empirical evidence from Indian B2B manufacturers	33
Contextual agility informing market shaping	33
Cross-cultural determinants of global account management: Findings from B2B services	32
Editorial Board Continued	32
Editorial Board	32
The knotted paradox of coopetition for sustainability: Investigating the interplay between core paradox properties	32
Franchise network relationships and word of mouth communication in social media networks	32
Is the buyer really king? A meta-analysis of the buyer advantage in sales negotiation	32
Managing coopetition in multipartner alliances of micro firms	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	31
The influence of sustainability and digitalisation on business model innovation: The case of a multi-sided platform for food surplus redistribution	31
Do more friends make your way smooth? Supply chain relationships, moral disengagement, and innovation performance	31
Franchisees' adoption of omnichannel marketing	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
Market driving: Some directions for future research	31
Resource interaction: Key concepts, relations and representations	31
Signalling trust: supplier communication, buyer risk propensity, and e-marketplace engagement among B2B SMEs	31
Tensions in value spaces: The organizational buying center and advanced services	31
Adoption of AI integrated partner relationship management (AI-PRM) in B2B sales channels: Exploratory study	31
The roles of relational diversity and embeddedness in absorptive capacity enhancement	30
Intra and inter-organizational paradoxes in product-service systems: Current insights and future research directions	30
Principal-independent manufacturers' representative relationships: Review, synthesis, directions for future research	30
Editorial Board Continued	30
When being green is not enough – An experimental study of the effects of sustainable value propositions on B2B green buying decisions	29
Integrating B2B and B2C research to explain industrial buyer behavior	29
Strategic agility in the B2B sharing economy ecosystem of emerging economies: Empirical insights from the Middle East	29
The relationship between a firm's pre-recall product and environment CSR efforts and post-recall market share	29
Does brand equity matter in small retailers' horizontal strategic alliances?	29
Effects of complementors' perceived coopetition on fostering innovation: Evidence from Chinese software platforms	28
Purchasing involvement in new product development: An absorptive capacity perspective	28
Institutions, effectuation and network outsidership: Reviews and case studies of foreign market entry	28
Owner-managers failure experience and business model innovations in B2B firms: The roles of coopetition, managerial persistence, and financial resource slack	28
Changing the market for a sustainable innovation	28
Key account management formalization and effectiveness: A fuzzy-set qualitative comparative analysis	28
Is segmentation a theory? Improving the theoretical basis of a foundational concept in business-to-business marketing	27
Managing ad hoc sales encounters in B2B markets	27
How does supplier relationship management affect supplier innovation contribution? Interorganizational learning and social exchange theory integrated perspectives	27
Unlocking the potential of Industrial Internet of Things (IIOT) in the age of the industrial metaverse: Business models and challenges	27
Digital technology deployment and firm resilience: Evidence from the COVID-19 pandemic	26
Call for papers for the Regional Industrial Marketing Management: Baltic States summit	26
Managing resource loops in circular supply chains: A taxonomy of multi-sided platforms in the B2B setting	26
Capabilities supporting digital servitization: A multi-actor perspective	26
Editorial Board	26
Source-oriented asymmetric information sharing in B2B negotiations: Two sides of time pressure	26
A configurational approach to understanding relationship characteristics in differing levels of servitization	26
The emergence of coopetition in highly regulated industries: A study on the Brazilian private healthcare market	26
The role of technology in enabling circular supply chain management	25
Realization and unrealization of servitization through everyday micro-level activities: The interplay between servitization practices, practitioners, and praxis	25
Relational governance mechanisms as enablers of dynamic capabilities in Nigerian SMEs during the COVID-19 crisis	25
How do firms capture value in a full-scene smart service? Effectiveness of value proposition and co-creation capabilities	25
The impact of performance measurement diversity on customer-oriented selling behavior	25
Dynamic capabilities that matter for business failure versus survival	25
Editorial Board Continued	25
Do salesforce management systems actually drive salesperson intentions?	25
Positioning strategies for B2B service markets	25
Mental health and well-being in business-to-business markets	25
Opening up early or late? The effect of open innovation before and after product launch on new product market performance	25
Video-based sales interaction in cross-cultural B2B relationships: Potential (un)desired consequences	25
Unite and conquer – End-to-end value creation through intra-organizational purchasing-sales integration	24
Platform-provider relationship dynamics in the sharing economy: Challenges and implications	24
Editorial: Outstanding Article Awards and Best Reviewer Awards 2024	24
Improving brand performance through environmental reputation: The roles of ethical behaviorand brand satisfaction	24
Editorial Board	24
“Old boys' club”: Barriers to digital marketing in small B2B firms	24
Actor engagement in franchising: A social exchange perspective on CSR performance	23
Investigating governance of tolerable and intolerable dark sides in B2B dyads in post pandemic emerging markets	23
The IT buying center: Integrating the buying center and IT governance	23
Cultural sensemaking of corporate social responsibility: A dyadic view of Russian–Finnish business relationships	23
RETRACTED: Value creation, appropriation and destruction in coopetitive relationships among micro-firms	23
Conscientious enterprises: The role of decision makers' social identity and the preference to engage in B2B relationships	23
Contractual provisions, governance, and maintaining sales leadership: Evidence from franchise systems	23
Risky business or strategic advantage? The varying effects of vertical coopetition on firm risk	23
Clearing the paradigmatic fog: A rejoinder to responses	23
Market shaping for a fossil-free economy: Institutional work to change market practices of public procurement	23

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	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
Extending the conversation on market driving: An introduction to the special issue	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
Buying center-selling center interaction as a driver for power dynamics in buyer-supplier relationships	22
Developing identity of conscientious business-to-business organizations through integrative leadership	22
Social media analytics for business-to-business marketing	22
The future of marketing analytics in the sharing economy	22
B2B customer journeys: Conceptualization and an integrative framework	22
The value of congruence in social exchanges: A dyadic trust perspective on servitization	22
Key account managers' identification profiles and effectiveness: A fuzzy-set qualitative comparative analysis	22
Culturally diverse teams and inter-organizational knowledge sharing behavior: The role of perceived morality and relationship orientation	22
The roles of shadow of the past and future in driving new product novelty and meaningfulness within coopetitive collaborations	21
Building green innovation networks for people, planet, and profit: A multi-level, multi-value approach	21
Technology-enabled democratization: Impact of generative AI on content marketing agencies	21
Editorial Board	21
Empathy and EGO-drive in the B2B salesforce: Impacts on job satisfaction	21
Coopetitive tensions across project phases: A paradox perspective	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
Human asset specificity, physical asset specificity, and direct distribution	21
Domains of innovation intent: A key leadership responsibility	21
Towards export success: The role of inter-cultural B2B relationships, immigrant managers and cultural distance	21
Do Brands boost the impact of patents on innovation performance among innovation collaborators? Evidence from the UK	21
Gender issues in key account management research: A systematic literature review and avenues for future research	21
How do different organizational functions contribute to customer value proposition development	20
Salespeople's experience with last-mile internal selling processes: Benefits and challenges	20
Should I Stay or Should I Go? The Effect of Allied Brands Negative Publicity on Brand Managers' Decision-Making	20
Best Ph.D. thesis in business-to-business marketing management award	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
In anticipation of a downturn: The role of impression management in buffering against failure	20
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
PRE-ANNOUNCEMENT: 8th Industrial Marketing Management Summit	20
B2B green marketing strategies for European firms: Implications for people, planet and profit	20
Social media: Fueling small talks in B2B sales conversations for performance gains	20
Editorial Board	20
Looking back to move forward: Reviews and analyses of literature in industrial marketing	20
When does boundary-spanner burnout connect participation and customer relationship performance? The role of the firm's network centrality and network density	19
How should firms orchestrate intrinsic and extrinsic motivational strategies for diverse value-creation outcomes: Synergy or trade-off effect?	19
Insights into processes underlying capability, complexity, and resilience using IMP assumptions to studying markets-as-networks	19
B2B digital platform capability and sustainable positioning: Do knowledge depth, knowledge breadth, and agility matter?	19
Managing digitalized touchpoints in B2B customer journeys	19
Collaborative problemistic search capability and digital innovation: The moderating effects of IT capability and legal development	19
Editorial Board	19
AI-based innovation in B2B marketing: An interdisciplinary framework incorporating academic and practitioner perspectives	19
The role of top management teams' functional background diversity in firms' coopetitive behavior	19
Industrial innovation management in the age of digital transformation: The risk of too strong selling capabilities	19
Assessing value-in-use management from the customers' perspective	19
Sales compensation plan type and sales opportunity coverage: “Double-edged” sword effects on sales performance	19