Industrial Marketing Management

Article	Citations
IMM Asia and Oceania Summit 2024	359
Supplier experience as antecedent to supplier satisfaction - An explorative study of SMEs	346
Editorial: Best business-to-business marketing management Ph.D. thesis 2023	189
A tale of two paradigms. A comment on Möller and Halinen (2022)	168
Amplifying retailers' sales with a hub's owned and earned social media: The moderating role of marketplace organic search	143
Handling resource deficiencies through resource interaction in business networks	133
Religiosity and psychological contracts in Asian B2B service relationships	133
The timing of diverse external stakeholder involvement during interfirm open innovation: The effects on new product speed to market and product lifespan	128
The interplay of morality, emotional labor, and customer injustice: How salesperson experiences shape job satisfaction	121
Does B2B WOM usage matter to channel relationship performance? The roles of organizational culture and psychic distance	115
Integrating machine learning, modularity and supply chain integration for Branding 4.0	107
Good fortune and its influence on B2B relationships: The case of the Mae Manee money solution campaign in Thailand	97
Relationship insecurity and dark-side behaviours in business-to-business relationships	96
Call for papers: Industrial Marketing Management (IMM) African Summit: 10–12 September 2025	90
Interorganizational preparedness in business-to-business relationships	89
Ecosystem development as a strategy for defensive nonmarket shaping	87
Artificial intelligence-enabled systems and innovation in B2B firms: The role of strategic agility and decision-making performance	86
Corporate sustainable brand identity work and network embeddedness: Learnings from Better Place (2007–2013)	84
Restoring ecosystem brands: The role of sustainability-led innovation	83
Exploring the impact of Industry 4.0 technologies on social sustainability through a circular economy approach	81
Toward a better understanding of value destruction: The case of food waste	80
Blockchain implementation for circular supply chain management: Evaluating critical success factors	79
Editorial Board Continued	78
Suppressing or motivating opportunism? The effectiveness of contract enforcement in manufacturer-distributor relationship	76
The dynamic effects of learning: Host country experience and international joint venture termination	72

Innovation outsourcing versus joint innovation in collaboration with suppliers: A strategic relational-institutional perspective	72
Which is more effective for platform performance: Punishments or incentives?	71
How to apply the event study methodology in STATA: An overview and a step-by-step guide for authors	71
Advancing the service-specific and solution-centric model of creativity: The roles of salesperson intuition, emotional intelligence, and cognitive laziness	69
Trust and opportunism as paradoxical tension: Implications for achieving sustainability in buyer-supplier relationships	68
Individual strategies as interaction modes for handling institutional logic diversity over time: A case study on a public-private collaboration project	67
The contemporary face of word-of-mouth in B2B contexts: New technologies, practices and challenges	67
Under which conditions do manufacturing companies choose FDI for service provision in foreign markets? An investigation using fsQCA	65
Understanding B2B customer journeys for complex digital services: The case of cloud computing	64
Current state of the literature and new research directions on the nature of marketing in international B2B service firms: Special issue editorial	64
The buying center concept as a milestone in industrial marketing: Review and research agenda	63
The fair trade of environmental effects and regional disparities	61
2nd Industrial Marketing Management Oceania and Asia Summit	59
The impact of dynamic capabilities in disrupted supply chains—The role of turbulence and dependence	57
Creating value in servitization through digital service innovations	55
An overview, empirical application, and discussion of the future research potential of Q&A models in B2B contexts	51
The trade-off between trust and distrust in supply chain collaboration	51
Editorial Board Continued	50
An ecosystem perspective synthesis of co-creation research	49
Moving the needle: Publishing academic-practitioner research in Industrial Marketing Management	49
Untying the knot: Drivers of the intention to downgrade the relationship in B2B service contexts	48
Expanding into new product lines in response to COVID-19: The interplay between firm age and performance aspirations	47
Salesperson knowledge sourcing inside the vendor organization: Examining the performance-relationship continuum given selected boundary conditions	46
Why researchers should be cautious about using PLS-SEM	46
Fairness asymmetry, changes in mutual trust, and supplier performance in buyer-supplier exchanges in China: A dyadic view	46
Blockchain technology for building buyer-supplier trust and transparency in supply chains: An experimental study on P2P online marketplace vendors	45
Challenges of the digital landscape: An investigation into the influence of technology and information systems on financial performance of B2B key account managers	45
Transitioning to artificial intelligence-based key account management: A critical assessment	43
Does geographic distance to customers improve or inhibit supplier innovation? A moderated inverted-U relationship	43
Disruptive market-shaping processes: Exploring market formation for autonomous vehicle solutions	43
Announcement of Outstanding Article 2021	42
Editorial Board Continued	42
Do emerging market multinational corporations headquarter-subsidiary relationships foster subsidiary innovation and performance in developed markets?	41
Masterful scholarly competences and the development of impactful B2B marketing theory: Contributions of Dr. Shelby D. Hunt	41
The parallax nature of studying business markets, relationships and networks	41
Editorial Board Continued	41
Learning in strategic alliances: Reviewing the literature streams and crafting the agenda for future research	40
Contextual agility informing market shaping	40
Choosing contracts to support ALFO strategy: Insights from comparing franchised and managed hotels	40
Examining buyers' negative word-of-mouth intentions following suspected salesperson transgressions	39
The balancing act: Organizational agility in fast-growing international ventures	38
Crisis-driven innovations in marketing	38
Call for Papers for the 9th Industrial Marketing Management Summit	38
Do senior managers hold the keys to unlock innovation and environmental sustainability?	37
Is social media B2B engagement driven by impression management strategies? Understanding corporate-driven versus individual-driven LinkedIn profiles	37
Editorial: Social network analysis in marketing: A step-by-step guide for researchers	36
Leveraging consumer behavior research to forge new insights into B2B buyer behavior: Contextualizing extant research and developing a research agenda	36
Exploring relationship between digital dexterity, supply chain quality management, agility and performance – Empirical evidence from Indian B2B manufacturers	36
We are not on the same page: The effects of salesperson trust overestimation on customer satisfaction and relationship performance	36
A meta-analytic synthesis of how market and entrepreneurial orientation contribute to export performance: Do home country institutions matter?	36

Towards an integration of corporate foresight in key account management	35
The role of cool versus warm colors in B2B versus B2C firm-generated content for boosting positive eWOM	35
Bouncing back in turbulent business environments: Exploring resilience in business networks	35
Governing the interplay of inter-organizational relationship mechanisms in open innovation projects across ecosystems	34
The AI transformation of product innovation	34
Improving PLS-SEM use for business marketing research	33
Whether and when do alliance terminations pay off?	33
A step-by-step guide of (fuzzy set) qualitative comparative analysis: From theory to practice via an implementation in a B2B context	33
Editorial Board Continued	32
Do more friends make your way smooth? Supply chain relationships, moral disengagement, and innovation performance	32
What impacts customer experience for B2B enterprises on using AI-enabled chatbots? Insights from Big data analytics	32
Signalling trust: supplier communication, buyer risk propensity, and e-marketplace engagement among B2B SMEs	31
Cross-cultural determinants of global account management: Findings from B2B services	31
Franchise network relationships and word of mouth communication in social media networks	31
Is the buyer really king? A meta-analysis of the buyer advantage in sales negotiation	31
Unpacking the management of Oligo-coopetition strategies in the absence of a moderating third party	31
The knotted paradox of coopetition for sustainability: Investigating the interplay between core paradox properties	30
Adoption of AI integrated partner relationship management (AI-PRM) in B2B sales channels: Exploratory study	30
Tensions in value spaces: The organizational buying center and advanced services	30
Franchisees' adoption of omnichannel marketing	30
Hindrances and outcomes of social bonding in exporter-importer relationships: The moderating role of formal contracting and ethical climate	29
Market driving: Some directions for future research	29
Editorial Board	29
The influence of sustainability and digitalisation on business model innovation: The case of a multi-sided platform for food surplus redistribution	29
Industry 4.0 and supply chain performance: A systematic literature review of the benefits, challenges, and critical success factors of 11 core technologies	29
The roles of relational diversity and embeddedness in absorptive capacity enhancement	28
Resource interaction: Key concepts, relations and representations	28
Inter-firm coopetition: The role of a firm's long-term orientation	28
Editorial Board Continued	27
Does brand equity matter in small retailers' horizontal strategic alliances?	27
Key account management formalization and effectiveness: A fuzzy-set qualitative comparative analysis	27
Intra and inter-organizational paradoxes in product-service systems: Current insights and future research directions	27
Managing ad hoc sales encounters in B2B markets	27
Changing the market for a sustainable innovation	27
Institutions, effectuation and network outsidership: Reviews and case studies of foreign market entry	27
Strategic agility in the B2B sharing economy ecosystem of emerging economies: Empirical insights from the Middle East	27
Integrating B2B and B2C research to explain industrial buyer behavior	27
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	26
Managing resource loops in circular supply chains: A taxonomy of multi-sided platforms in the B2B setting	26
Effects of complementors' perceived coopetition on fostering innovation: Evidence from Chinese software platforms	26
Is segmentation a theory? Improving the theoretical basis of a foundational concept in business-to-business marketing	26
When being green is not enough – An experimental study of the effects of sustainable value propositions on B2B green buying decisions	26
Owner-managers failure experience and business model innovations in B2B firms: The roles of coopetition, managerial persistence, and financial resource slack	26
The emergence of coopetition in highly regulated industries: A study on the Brazilian private healthcare market	26
Principal-independent manufacturers' representative relationships: Review, synthesis, directions for future research	26
Unlocking the potential of Industrial Internet of Things (IIOT) in the age of the industrial metaverse: Business models and challenges	25
Capabilities supporting digital servitization: A multi-actor perspective	25
Source-oriented asymmetric information sharing in B2B negotiations: Two sides of time pressure	25
Call for papers for the Regional Industrial Marketing Management: Baltic States summit	25
Purchasing involvement in new product development: An absorptive capacity perspective	25
The relationship between a firm's pre-recall product and environment CSR efforts and post-recall market share	25
How does supplier relationship management affect supplier innovation contribution? Interorganizational learning and social exchange theory integrated perspectives	25
Realization and unrealization of servitization through everyday micro-level activities: The interplay between servitization practices, practitioners, and praxis	24
Editorial Board	24
Dynamic capabilities that matter for business failure versus survival	24
Platform-provider relationship dynamics in the sharing economy: Challenges and implications	24
Editorial Board Continued	24
Opening up early or late? The effect of open innovation before and after product launch on new product market performance	24
The impact of performance measurement diversity on customer-oriented selling behavior	24
Relational governance mechanisms as enablers of dynamic capabilities in Nigerian SMEs during the COVID-19 crisis	23
Mental health and well-being in business-to-business markets	23
Interfirm coopetition, interfirm knowledge creation, and collaborative innovation performance: The moderating roles of environmental competitiveness and dysfunctional competition	23
Improving brand performance through environmental reputation: The roles of ethical behaviorand brand satisfaction	23
Positioning strategies for B2B service markets	23
“Old boys' club”: Barriers to digital marketing in small B2B firms	23
Do salesforce management systems actually drive salesperson intentions?	22
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	22
Extending the conversation on market driving: An introduction to the special issue	22
How do firms capture value in a full-scene smart service? Effectiveness of value proposition and co-creation capabilities	22
SMEs and artificial intelligence (AI): Antecedents and consequences of AI-based B2B practices	22
Clearing the paradigmatic fog: A rejoinder to responses	22
Actor engagement in franchising: A social exchange perspective on CSR performance	22
Video-based sales interaction in cross-cultural B2B relationships: Potential (un)desired consequences	22
The role of technology in enabling circular supply chain management	22
Corrigendum to “Re-thinking strategic myopia: A necessary condition analysis of heuristic and firm's performance” [Industrial Marketing Management 115 (2023) 99-109]	22
Editorial Board	22
Conscientious enterprises: The role of decision makers' social identity and the preference to engage in B2B relationships	21
B2B customer journeys: Conceptualization and an integrative framework	21
The future of marketing analytics in the sharing economy	21

Phoenix rising: Rebounding to venture again post firm-failure	21
Unite and conquer – End-to-end value creation through intra-organizational purchasing-sales integration	21
The value of congruence in social exchanges: A dyadic trust perspective on servitization	21
Culturally diverse teams and inter-organizational knowledge sharing behavior: The role of perceived morality and relationship orientation	21
Investigating governance of tolerable and intolerable dark sides in B2B dyads in post pandemic emerging markets	21
Unleashing R&D networks for ambidexterity: The interplay between internal and external networking capabilities	21
Developing identity of conscientious business-to-business organizations through integrative leadership	21
The IT buying center: Integrating the buying center and IT governance	21
Market shaping for a fossil-free economy: Institutional work to change market practices of public procurement	21
Contractual provisions, governance, and maintaining sales leadership: Evidence from franchise systems	21
Does buyers' financial slack promote or inhibit suppliers' circular economy performance?	20
Key account managers' identification profiles and effectiveness: A fuzzy-set qualitative comparative analysis	20
Empathy and EGO-drive in the B2B salesforce: Impacts on job satisfaction	20
Double-edged sword of open innovation for business failure in the post-pandemic era: The moderating roles of industrial embeddedness and absorptive capacity	20
RETRACTED: Value creation, appropriation and destruction in coopetitive relationships among micro-firms	20
Risky business or strategic advantage? The varying effects of vertical coopetition on firm risk	20
Social media analytics for business-to-business marketing	20
Do Brands boost the impact of patents on innovation performance among innovation collaborators? Evidence from the UK	20
Editorial Board	20
Editorial: Outstanding Article Awards and Best Reviewer Awards 2024	20
Buying center-selling center interaction as a driver for power dynamics in buyer-supplier relationships	20
Human asset specificity, physical asset specificity, and direct distribution	20
Salespeople's experience with last-mile internal selling processes: Benefits and challenges	20
Cultural sensemaking of corporate social responsibility: A dyadic view of Russian–Finnish business relationships	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	19
Building green innovation networks for people, planet, and profit: A multi-level, multi-value approach	19
Social media: Fueling small talks in B2B sales conversations for performance gains	19
Domains of innovation intent: A key leadership responsibility	19
The roles of shadow of the past and future in driving new product novelty and meaningfulness within coopetitive collaborations	19
Unleashing the power of artificial intelligence for climate action in industrial markets	19
Gender issues in key account management research: A systematic literature review and avenues for future research	19
In anticipation of a downturn: The role of impression management in buffering against failure	19
Coopetitive tensions across project phases: A paradox perspective	19
B2B green marketing strategies for European firms: Implications for people, planet and profit	19
Towards export success: The role of inter-cultural B2B relationships, immigrant managers and cultural distance	19
Best Ph.D. thesis in business-to-business marketing management award	18
Editorial Board	18
Looking back to move forward: Reviews and analyses of literature in industrial marketing	18
Advancing value-based selling research in B2B markets: A theoretical toolbox and research agenda	18
Sustainable entrepreneurship: How do contextual factors play a role?	18
PRE-ANNOUNCEMENT: 8th Industrial Marketing Management Summit	18
Buyers apping? Determinants of current and future use of sellers' business-to-business mobile apps	18
Staying alive: Coopetition and competitor oriented behaviour from a pre- to post COVID-19 pandemic era	18
How should firms orchestrate intrinsic and extrinsic motivational strategies for diverse value-creation outcomes: Synergy or trade-off effect?	18
Sales compensation plan type and sales opportunity coverage: “Double-edged” sword effects on sales performance	18
Should I Stay or Should I Go? The Effect of Allied Brands Negative Publicity on Brand Managers' Decision-Making	18
Editorial Board	18
Insights into processes underlying capability, complexity, and resilience using IMP assumptions to studying markets-as-networks	18
Collaborative problemistic search capability and digital innovation: The moderating effects of IT capability and legal development	18
When does boundary-spanner burnout connect participation and customer relationship performance? The role of the firm's network centrality and network density	18