Industrial Marketing Management

Article	Citations
IMM Asia and Oceania Summit 2024	406
Call for papers: Industrial Marketing Management (IMM) African Summit: 10–12 September 2025	372
Supplier experience as antecedent to supplier satisfaction - An explorative study of SMEs	149
Restoring ecosystem brands: The role of sustainability-led innovation	141
Relationship insecurity and dark-side behaviours in business-to-business relationships	136
Ecosystem development as a strategy for defensive nonmarket shaping	120
Corporate sustainable brand identity work and network embeddedness: Learnings from Better Place (2007–2013)	103
A tale of two paradigms. A comment on Möller and Halinen (2022)	102
Editorial: Best business-to-business marketing management Ph.D. thesis 2023	101
Good fortune and its influence on B2B relationships: The case of the Mae Manee money solution campaign in Thailand	97
Toward a better understanding of value destruction: The case of food waste	95
Amplifying retailers' sales with a hub's owned and earned social media: The moderating role of marketplace organic search	91
The interplay of morality, emotional labor, and customer injustice: How salesperson experiences shape job satisfaction	90
Exploring the impact of Industry 4.0 technologies on social sustainability through a circular economy approach	89
Does B2B WOM usage matter to channel relationship performance? The roles of organizational culture and psychic distance	89
Interorganizational preparedness in business-to-business relationships	89
Handling resource deficiencies through resource interaction in business networks	88
The timing of diverse external stakeholder involvement during interfirm open innovation: The effects on new product speed to market and product lifespan	85
Integrating machine learning, modularity and supply chain integration for Branding 4.0	79
Blockchain implementation for circular supply chain management: Evaluating critical success factors	76
Artificial intelligence-enabled systems and innovation in B2B firms: The role of strategic agility and decision-making performance	75
Individual strategies as interaction modes for handling institutional logic diversity over time: A case study on a public-private collaboration project	75
Editorial Board Continued	75
Suppressing or motivating opportunism? The effectiveness of contract enforcement in manufacturer-distributor relationship	73
Advancing the service-specific and solution-centric model of creativity: The roles of salesperson intuition, emotional intelligence, and cognitive laziness	73

Current state of the literature and new research directions on the nature of marketing in international B2B service firms: Special issue editorial	72
The contemporary face of word-of-mouth in B2B contexts: New technologies, practices and challenges	72
How to apply the event study methodology in STATA: An overview and a step-by-step guide for authors	70
2nd Industrial Marketing Management Oceania and Asia Summit	70
The dynamic effects of learning: Host country experience and international joint venture termination	66
Innovation outsourcing versus joint innovation in collaboration with suppliers: A strategic relational-institutional perspective	66
Trust and opportunism as paradoxical tension: Implications for achieving sustainability in buyer-supplier relationships	63
The fair trade of environmental effects and regional disparities	61
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
Which is more effective for platform performance: Punishments or incentives?	56
Under which conditions do manufacturing companies choose FDI for service provision in foreign markets? An investigation using fsQCA	55
The buying center concept as a milestone in industrial marketing: Review and research agenda	55
Understanding B2B customer journeys for complex digital services: The case of cloud computing	55
Moving the needle: Publishing academic-practitioner research in Industrial Marketing Management	53
An overview, empirical application, and discussion of the future research potential of Q&A models in B2B contexts	53
Why researchers should be cautious about using PLS-SEM	51
Expanding into new product lines in response to COVID-19: The interplay between firm age and performance aspirations	51
Blockchain technology for building buyer-supplier trust and transparency in supply chains: An experimental study on P2P online marketplace vendors	49
Fairness asymmetry, changes in mutual trust, and supplier performance in buyer-supplier exchanges in China: A dyadic view	49
Disruptive market-shaping processes: Exploring market formation for autonomous vehicle solutions	49
Challenges of the digital landscape: An investigation into the influence of technology and information systems on financial performance of B2B key account managers	47
Salesperson knowledge sourcing inside the vendor organization: Examining the performance-relationship continuum given selected boundary conditions	47
Conceptualizing the Industrial Metaverse: From Technological Layers to Business Value	46
Does geographic distance to customers improve or inhibit supplier innovation? A moderated inverted-U relationship	46
Transitioning to artificial intelligence-based key account management: A critical assessment	46
Untying the knot: Drivers of the intention to downgrade the relationship in B2B service contexts	46
An ecosystem perspective synthesis of co-creation research	45
Announcement of Outstanding Article 2021	44
Call for Papers for the 9th Industrial Marketing Management Summit	44
AI strategy for global brand identity	44
Editorial Board Continued	43
The parallax nature of studying business markets, relationships and networks	42
Do senior managers hold the keys to unlock innovation and environmental sustainability?	40
Editorial Board Continued	40
Masterful scholarly competences and the development of impactful B2B marketing theory: Contributions of Dr. Shelby D. Hunt	40
Do emerging market multinational corporations headquarter-subsidiary relationships foster subsidiary innovation and performance in developed markets?	40
Is social media B2B engagement driven by impression management strategies? Understanding corporate-driven versus individual-driven LinkedIn profiles	39
Contextual agility informing market shaping	39
Crisis-driven innovations in marketing	39
The balancing act: Organizational agility in fast-growing international ventures	39
The role of cool versus warm colors in B2B versus B2C firm-generated content for boosting positive eWOM	38
Choosing contracts to support ALFO strategy: Insights from comparing franchised and managed hotels	38
Leveraging consumer behavior research to forge new insights into B2B buyer behavior: Contextualizing extant research and developing a research agenda	38
We are not on the same page: The effects of salesperson trust overestimation on customer satisfaction and relationship performance	38
Examining buyers' negative word-of-mouth intentions following suspected salesperson transgressions	37
A step-by-step guide of (fuzzy set) qualitative comparative analysis: From theory to practice via an implementation in a B2B context	37
Towards an integration of corporate foresight in key account management	37
Learning in strategic alliances: Reviewing the literature streams and crafting the agenda for future research	36
A meta-analytic synthesis of how market and entrepreneurial orientation contribute to export performance: Do home country institutions matter?	36

Exploring relationship between digital dexterity, supply chain quality management, agility and performance – Empirical evidence from Indian B2B manufacturers	36
Governing the interplay of inter-organizational relationship mechanisms in open innovation projects across ecosystems	36
Bouncing back in turbulent business environments: Exploring resilience in business networks	34
The AI transformation of product innovation	34
Improving PLS-SEM use for business marketing research	34
Editorial: Social network analysis in marketing: A step-by-step guide for researchers	34
Franchise network relationships and word of mouth communication in social media networks	33
Is the buyer really king? A meta-analysis of the buyer advantage in sales negotiation	33
Cross-cultural determinants of global account management: Findings from B2B services	33
Do more friends make your way smooth? Supply chain relationships, moral disengagement, and innovation performance	33
Editorial Board	32
The knotted paradox of coopetition for sustainability: Investigating the interplay between core paradox properties	32
Hindrances and outcomes of social bonding in exporter-importer relationships: The moderating role of formal contracting and ethical climate	32
Franchisees' adoption of omnichannel marketing	31
Adoption of AI integrated partner relationship management (AI-PRM) in B2B sales channels: Exploratory study	31
Editorial Board Continued	31
Signalling trust: supplier communication, buyer risk propensity, and e-marketplace engagement among B2B SMEs	31
Managing coopetition in multipartner alliances of micro firms	31
Tensions in value spaces: The organizational buying center and advanced services	31
Market driving: Some directions for future research	31
The influence of sustainability and digitalisation on business model innovation: The case of a multi-sided platform for food surplus redistribution	30
Source-oriented asymmetric information sharing in B2B negotiations: Two sides of time pressure	30
Resource interaction: Key concepts, relations and representations	30
Institutions, effectuation and network outsidership: Reviews and case studies of foreign market entry	30
Industry 4.0 and supply chain performance: A systematic literature review of the benefits, challenges, and critical success factors of 11 core technologies	30
Inter-firm coopetition: The role of a firm's long-term orientation	30
The roles of relational diversity and embeddedness in absorptive capacity enhancement	29
Principal-independent manufacturers' representative relationships: Review, synthesis, directions for future research	29
Intra and inter-organizational paradoxes in product-service systems: Current insights and future research directions	29
Effects of complementors' perceived coopetition on fostering innovation: Evidence from Chinese software platforms	29
Strategic agility in the B2B sharing economy ecosystem of emerging economies: Empirical insights from the Middle East	29
Unlocking the potential of Industrial Internet of Things (IIOT) in the age of the industrial metaverse: Business models and challenges	29
Is segmentation a theory? Improving the theoretical basis of a foundational concept in business-to-business marketing	29
Editorial Board Continued	29
Capabilities supporting digital servitization: A multi-actor perspective	28
Managing resource loops in circular supply chains: A taxonomy of multi-sided platforms in the B2B setting	28
Purchasing involvement in new product development: An absorptive capacity perspective	28
Managing ad hoc sales encounters in B2B markets	28
How does supplier relationship management affect supplier innovation contribution? Interorganizational learning and social exchange theory integrated perspectives	27
Does brand equity matter in small retailers' horizontal strategic alliances?	27
Integrating B2B and B2C research to explain industrial buyer behavior	27
A configurational approach to understanding relationship characteristics in differing levels of servitization	27
When being green is not enough – An experimental study of the effects of sustainable value propositions on B2B green buying decisions	27
The emergence of coopetition in highly regulated industries: A study on the Brazilian private healthcare market	27
The relationship between a firm's pre-recall product and environment CSR efforts and post-recall market share	27
Digital technology deployment and firm resilience: Evidence from the COVID-19 pandemic	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
Key account management formalization and effectiveness: A fuzzy-set qualitative comparative analysis	26
Owner-managers failure experience and business model innovations in B2B firms: The roles of coopetition, managerial persistence, and financial resource slack	26
Editorial Board	26
“Old boys' club”: Barriers to digital marketing in small B2B firms	26
Changing the market for a sustainable innovation	26
Call for papers for the Regional Industrial Marketing Management: Baltic States summit	26
Editorial Board Continued	26
Realization and unrealization of servitization through everyday micro-level activities: The interplay between servitization practices, practitioners, and praxis	26
Dynamic capabilities that matter for business failure versus survival	25
Do salesforce management systems actually drive salesperson intentions?	25
Relational governance mechanisms as enablers of dynamic capabilities in Nigerian SMEs during the COVID-19 crisis	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
Interfirm coopetition, interfirm knowledge creation, and collaborative innovation performance: The moderating roles of environmental competitiveness and dysfunctional competition	25
Mental health and well-being in business-to-business markets	25
Editorial: Outstanding Article Awards and Best Reviewer Awards 2024	24
Positioning strategies for B2B service markets	24
The future of marketing analytics in the sharing economy	24
Improving brand performance through environmental reputation: The roles of ethical behaviorand brand satisfaction	24
The impact of performance measurement diversity on customer-oriented selling behavior	24
Editorial Board	24
How do firms capture value in a full-scene smart service? Effectiveness of value proposition and co-creation capabilities	24
B2B customer journeys: Conceptualization and an integrative framework	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
Social media analytics for business-to-business marketing	23
Market shaping for a fossil-free economy: Institutional work to change market practices of public procurement	23
Risky business or strategic advantage? The varying effects of vertical coopetition on firm risk	23
Phoenix rising: Rebounding to venture again post firm-failure	23
Unite and conquer – End-to-end value creation through intra-organizational purchasing-sales integration	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
RETRACTED: Value creation, appropriation and destruction in coopetitive relationships among micro-firms	23

Actor engagement in franchising: A social exchange perspective on CSR performance	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	22
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: Fueling small talks in B2B sales conversations for performance gains	22
Key account managers' identification profiles and effectiveness: A fuzzy-set qualitative comparative analysis	22
Investigating governance of tolerable and intolerable dark sides in B2B dyads in post pandemic emerging markets	22
Clearing the paradigmatic fog: A rejoinder to responses	22
The value of congruence in social exchanges: A dyadic trust perspective on servitization	22
Culturally diverse teams and inter-organizational knowledge sharing behavior: The role of perceived morality and relationship orientation	22
In anticipation of a downturn: The role of impression management in buffering against failure	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
The IT buying center: Integrating the buying center and IT governance	22
Does buyers' financial slack promote or inhibit suppliers' circular economy performance?	22
Cultural sensemaking of corporate social responsibility: A dyadic view of Russian–Finnish business relationships	22
The roles of shadow of the past and future in driving new product novelty and meaningfulness within coopetitive collaborations	22
Coopetitive tensions across project phases: A paradox perspective	21
Empathy and EGO-drive in the B2B salesforce: Impacts on job satisfaction	21
Editorial Board	21
Unleashing the power of artificial intelligence for climate action in industrial markets	21
Human asset specificity, physical asset specificity, and direct distribution	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
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	21
Salespeople's experience with last-mile internal selling processes: Benefits and challenges	21
Gender issues in key account management research: A systematic literature review and avenues for future research	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
Sales compensation plan type and sales opportunity coverage: “Double-edged” sword effects on sales performance	20
Building green innovation networks for people, planet, and profit: A multi-level, multi-value approach	20
Do Brands boost the impact of patents on innovation performance among innovation collaborators? Evidence from the UK	20
Should I Stay or Should I Go? The Effect of Allied Brands Negative Publicity on Brand Managers' Decision-Making	20
Riding the waves or rocking the boat? Benefits and unintended consequences of customer growth strategies	20
B2B green marketing strategies for European firms: Implications for people, planet and profit	20
Language in intercultural business interactions: A self-perceived power perspective	20
Editorial Board	20
Technology-enabled democratization: Impact of generative AI on content marketing agencies	20
Insights into processes underlying capability, complexity, and resilience using IMP assumptions to studying markets-as-networks	19
Editorial Board	19
Advancing value-based selling research in B2B markets: A theoretical toolbox and research agenda	19
Collaborative problemistic search capability and digital innovation: The moderating effects of IT capability and legal development	19
Looking back to move forward: Reviews and analyses of literature in industrial marketing	19
Best Ph.D. thesis in business-to-business marketing management award	19
AI-based innovation in B2B marketing: An interdisciplinary framework incorporating academic and practitioner perspectives	19
PRE-ANNOUNCEMENT: 8th Industrial Marketing Management Summit	19
Buyers apping? Determinants of current and future use of sellers' business-to-business mobile apps	19
When does boundary-spanner burnout connect participation and customer relationship performance? The role of the firm's network centrality and network density	19
The role of top management teams' functional background diversity in firms' coopetitive behavior	19