Industrial Marketing Management

Article	Citations
Religiosity and psychological contracts in Asian B2B service relationships	291
Toward a better understanding of value destruction: The case of food waste	269
IMM Asia and Oceania Summit 2024	170
Amplifying retailers' sales with a hub's owned and earned social media: The moderating role of marketplace organic search	169
Building and leveraging competence exploitation and exploration for firm new product success	154
Good fortune and its influence on B2B relationships: The case of the Mae Manee money solution campaign in Thailand	153
Supplier experience as antecedent to supplier satisfaction - An explorative study of SMEs	153
Editorial: Best business-to-business marketing management Ph.D. thesis 2023	124
A tale of two paradigms. A comment on Möller and Halinen (2022)	119
Call for papers: Industrial Marketing Management (IMM) African Summit: 10–12 September 2025	116
Corporate sustainable brand identity work and network embeddedness: Learnings from Better Place (2007–2013)	116
Restoring ecosystem brands: The role of sustainability-led innovation	111
The interplay of morality, emotional labor, and customer injustice: How salesperson experiences shape job satisfaction	109
Handling resource deficiencies through resource interaction in business networks	107
Does B2B WOM usage matter to channel relationship performance? The roles of organizational culture and psychic distance	105
Integrating machine learning, modularity and supply chain integration for Branding 4.0	97
The timing of diverse external stakeholder involvement during interfirm open innovation: The effects on new product speed to market and product lifespan	96
Blockchain implementation for circular supply chain management: Evaluating critical success factors	82
Exploring the impact of Industry 4.0 technologies on social sustainability through a circular economy approach	81
Editorial Board Continued	77
Suppressing or motivating opportunism? The effectiveness of contract enforcement in manufacturer-distributor relationship	75
The impact of dynamic capabilities in disrupted supply chains—The role of turbulence and dependence	75
The buying center concept as a milestone in industrial marketing: Review and research agenda	75
Understanding B2B customer journeys for complex digital services: The case of cloud computing	74
Innovation outsourcing versus joint innovation in collaboration with suppliers: A strategic relational-institutional perspective	73

The dynamic effects of learning: Host country experience and international joint venture termination	71
Creating value in servitization through digital service innovations	71
The contemporary face of word-of-mouth in B2B contexts: New technologies, practices and challenges	70
Under which conditions do manufacturing companies choose FDI for service provision in foreign markets? An investigation using fsQCA	69
Individual strategies as interaction modes for handling institutional logic diversity over time: A case study on a public-private collaboration project	69
Which is more effective for platform performance: Punishments or incentives?	67
The trade-off between trust and distrust in supply chain collaboration	66
How to apply the event study methodology in STATA: An overview and a step-by-step guide for authors	66
The fair trade of environmental effects and regional disparities	66
Trust and opportunism as paradoxical tension: Implications for achieving sustainability in buyer-supplier relationships	63
Editorial Board Continued	62
Does geographic distance to customers improve or inhibit supplier innovation? A moderated inverted-U relationship	62
An overview, empirical application, and discussion of the future research potential of Q&A models in B2B contexts	62
Untying the knot: Drivers of the intention to downgrade the relationship in B2B service contexts	61
Transitioning to artificial intelligence-based key account management: A critical assessment	61
Moving the needle: Publishing academic-practitioner research in Industrial Marketing Management	60
Omnichannel Management in B2B. Complexity-based model. Empirical evidence from a panel of experts based on Fuzzy Cognitive Maps	59
Disruptive market-shaping processes: Exploring market formation for autonomous vehicle solutions	59
An ecosystem perspective synthesis of co-creation research	59
Salesperson knowledge sourcing inside the vendor organization: Examining the performance-relationship continuum given selected boundary conditions	58
An examination of salesperson bricolage during a critical sales disruption: Selling during the Covid-19 pandemic	56
Expanding into new product lines in response to COVID-19: The interplay between firm age and performance aspirations	55
A multilateral stakeholder salience approach: An extension of the stakeholder identification and salience framework	53
Blockchain technology for building buyer-supplier trust and transparency in supply chains: An experimental study on P2P online marketplace vendors	51
Erratum to “Unpacking value creation and capture in B2B relationships” [Industrial Marketing Management – 92, 163–177]	51
Fairness asymmetry, changes in mutual trust, and supplier performance in buyer-supplier exchanges in China: A dyadic view	51
Announcement of Outstanding Article 2021	50
Towards an integration of corporate foresight in key account management	50
Editorial Board Continued	50
Masterful scholarly competences and the development of impactful B2B marketing theory: Contributions of Dr. Shelby D. Hunt	48
Editorial Board Continued	47
Contextual agility informing market shaping	46
Editorial: Social network analysis in marketing: A step-by-step guide for researchers	46
The parallax nature of studying business markets, relationships and networks	46
Choosing contracts to support ALFO strategy: Insights from comparing franchised and managed hotels	45
Do emerging market multinational corporations headquarter-subsidiary relationships foster subsidiary innovation and performance in developed markets?	44
Call for Papers for the 9th Industrial Marketing Management Summit	43
Examining buyers' negative word-of-mouth intentions following suspected salesperson transgressions	42
Leveraging consumer behavior research to forge new insights into B2B buyer behavior: Contextualizing extant research and developing a research agenda	42
Whether and when do alliance terminations pay off?	42
Governing the interplay of inter-organizational relationship mechanisms in open innovation projects across ecosystems	42
We are not on the same page: The effects of salesperson trust overestimation on customer satisfaction and relationship performance	41
A meta-analytic synthesis of how market and entrepreneurial orientation contribute to export performance: Do home country institutions matter?	41
Crisis-driven innovations in marketing	40
Is social media B2B engagement driven by impression management strategies? Understanding corporate-driven versus individual-driven LinkedIn profiles	40
A step-by-step guide of (fuzzy set) qualitative comparative analysis: From theory to practice via an implementation in a B2B context	39
The role of cool versus warm colors in B2B versus B2C firm-generated content for boosting positive eWOM	38
Do senior managers hold the keys to unlock innovation and environmental sustainability?	38
The AI transformation of product innovation	37
What impacts customer experience for B2B enterprises on using AI-enabled chatbots? Insights from Big data analytics	37

The balancing act: Organizational agility in fast-growing international ventures	37
Exploring relationship between digital dexterity, supply chain quality management, agility and performance – Empirical evidence from Indian B2B manufacturers	37
Learning in strategic alliances: Reviewing the literature streams and crafting the agenda for future research	36
Hindrances and outcomes of social bonding in exporter-importer relationships: The moderating role of formal contracting and ethical climate	36
Bouncing back in turbulent business environments: Exploring resilience in business networks	36
Improving PLS-SEM use for business marketing research	36
Editorial Board Continued	35
Do more friends make your way smooth? Supply chain relationships, moral disengagement, and innovation performance	35
Inter-firm coopetition: The role of a firm's long-term orientation	35
Tensions in value spaces: The organizational buying center and advanced services	34
Is the buyer really king? A meta-analysis of the buyer advantage in sales negotiation	34
Unpacking the management of Oligo-coopetition strategies in the absence of a moderating third party	34
Cross-cultural determinants of global account management: Findings from B2B services	34
Franchise network relationships and word of mouth communication in social media networks	33
Innovative digital marketing management in B2B markets	33
Market driving: Some directions for future research	33
Resource interaction: Key concepts, relations and representations	32
The knotted paradox of coopetition for sustainability: Investigating the interplay between core paradox properties	32
Industry 4.0 and supply chain performance: A systematic literature review of the benefits, challenges, and critical success factors of 11 core technologies	31
The influence of sustainability and digitalisation on business model innovation: The case of a multi-sided platform for food surplus redistribution	31
Franchisees' adoption of omnichannel marketing	31
Adoption of AI integrated partner relationship management (AI-PRM) in B2B sales channels: Exploratory study	31
Source-oriented asymmetric information sharing in B2B negotiations: Two sides of time pressure	30
Effects of complementors' perceived coopetition on fostering innovation: Evidence from Chinese software platforms	30
Strategic agility in the B2B sharing economy ecosystem of emerging economies: Empirical insights from the Middle East	30
The roles of relational diversity and embeddedness in absorptive capacity enhancement	30
Can customer loyalty to a salesperson be harmful? Examining customer perceptions of salesperson emotional labor strategies post ethical transgressions	29
Editorial Board Continued	29
Institutions, effectuation and network outsidership: Reviews and case studies of foreign market entry	29
Managing ad hoc sales encounters in B2B markets	29
When being green is not enough – An experimental study of the effects of sustainable value propositions on B2B green buying decisions	28
Principal-independent manufacturers' representative relationships: Review, synthesis, directions for future research	28
Intra and inter-organizational paradoxes in product-service systems: Current insights and future research directions	28
Key account management formalization and effectiveness: A fuzzy-set qualitative comparative analysis	28
Owner-managers failure experience and business model innovations in B2B firms: The roles of coopetition, managerial persistence, and financial resource slack	27
A configurational approach to understanding relationship characteristics in differing levels of servitization	27
The emergence of coopetition in highly regulated industries: A study on the Brazilian private healthcare market	27
Fostering inclusive social innovation in subsistence marketplaces through community-level alliances: An institutional work perspective	27
Is segmentation a theory? Improving the theoretical basis of a foundational concept in business-to-business marketing	27
Does brand equity matter in small retailers' horizontal strategic alliances?	26
Managing resource loops in circular supply chains: A taxonomy of multi-sided platforms in the B2B setting	26
Integrating B2B and B2C research to explain industrial buyer behavior	26
The relationship between a firm's pre-recall product and environment CSR efforts and post-recall market share	25
Changing the market for a sustainable innovation	25
Capabilities supporting digital servitization: A multi-actor perspective	25
Unlocking the potential of Industrial Internet of Things (IIOT) in the age of the industrial metaverse: Business models and challenges	25
How does supplier relationship management affect supplier innovation contribution? Interorganizational learning and social exchange theory integrated perspectives	24
Editorial Board Continued	24
Improving brand performance through environmental reputation: The roles of ethical behaviorand brand satisfaction	24
Call for papers for the Regional Industrial Marketing Management: Baltic States summit	24
The impact of performance measurement diversity on customer-oriented selling behavior	24
Realization and unrealization of servitization through everyday micro-level activities: The interplay between servitization practices, practitioners, and praxis	24
Positioning strategies for B2B service markets	24
Mental health and well-being in business-to-business markets	24
Editorial Board	24
Purchasing involvement in new product development: An absorptive capacity perspective	24
Digital technology deployment and firm resilience: Evidence from the COVID-19 pandemic	24
Do salesforce management systems actually drive salesperson intentions?	24
Platform-provider relationship dynamics in the sharing economy: Challenges and implications	24
Video-based sales interaction in cross-cultural B2B relationships: Potential (un)desired consequences	23
How do firms capture value in a full-scene smart service? Effectiveness of value proposition and co-creation capabilities	23
“Old boys' club”: Barriers to digital marketing in small B2B firms	23
The role of technology in enabling circular supply chain management	23
Opening up early or late? The effect of open innovation before and after product launch on new product market performance	23
Dynamic capabilities that matter for business failure versus survival	23
SMEs and artificial intelligence (AI): Antecedents and consequences of AI-based B2B practices	22
Building mutual trust in collaborative green NPD: Evidence from China's digital infrastructure	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
Relational governance mechanisms as enablers of dynamic capabilities in Nigerian SMEs during the COVID-19 crisis	22
Clearing the paradigmatic fog: A rejoinder to responses	22
Interfirm coopetition, interfirm knowledge creation, and collaborative innovation performance: The moderating roles of environmental competitiveness and dysfunctional competition	22
Key account managers' identification profiles and effectiveness: A fuzzy-set qualitative comparative analysis	22
Extending the conversation on market driving: An introduction to the special issue	21
Contractual provisions, governance, and maintaining sales leadership: Evidence from franchise systems	21
The IT buying center: Integrating the buying center and IT governance	21
Conscientious enterprises: The role of decision makers' social identity and the preference to engage in B2B relationships	21
Corrigendum to “Re-thinking strategic myopia: A necessary condition analysis of heuristic and firm's performance” [Industrial Marketing Management 115 (2023) 99-109]	21
Market shaping for a fossil-free economy: Institutional work to change market practices of public procurement	21
Phoenix rising: Rebounding to venture again post firm-failure	21
Actor engagement in franchising: A social exchange perspective on CSR performance	21

Unleashing R&D networks for ambidexterity: The interplay between internal and external networking capabilities	21
Editorial Board	21
Investigating governance of tolerable and intolerable dark sides in B2B dyads in post pandemic emerging markets	21
Editorial: Outstanding Article Awards and Best Reviewer Awards 2024	20
Does buyers' financial slack promote or inhibit suppliers' circular economy performance?	20
The future of marketing analytics in the sharing economy	20
The value of congruence in social exchanges: A dyadic trust perspective on servitization	20
Unite and conquer – End-to-end value creation through intra-organizational purchasing-sales integration	20
Buying center-selling center interaction as a driver for power dynamics in buyer-supplier relationships	20
B2B customer journeys: Conceptualization and an integrative framework	20
Social media analytics for business-to-business marketing	20
Developing identity of conscientious business-to-business organizations through integrative leadership	20
Value creation, appropriation and destruction in coopetitive relationships among micro-firms	20
Capability management control and salesperson turnover: A double-edged sword in a product complexity scenario	20
Cultural sensemaking of corporate social responsibility: A dyadic view of Russian–Finnish business relationships	20
Domains of innovation intent: A key leadership responsibility	19
In anticipation of a downturn: The role of impression management in buffering against failure	19
Towards export success: The role of inter-cultural B2B relationships, immigrant managers and cultural distance	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
Culturally diverse teams and inter-organizational knowledge sharing behavior: The role of perceived morality and relationship orientation	19
Editorial Board	19
The roles of shadow of the past and future in driving new product novelty and meaningfulness within coopetitive collaborations	19
Empathy and EGO-drive in the B2B salesforce: Impacts on job satisfaction	19
Unleashing the power of artificial intelligence for climate action in industrial markets	19
When does (not) a coopetitive relationship matter to performance? An empirical investigation of the role of multidimensional trust and distrust	19
Building green innovation networks for people, planet, and profit: A multi-level, multi-value approach	19
Gender issues in key account management research: A systematic literature review and avenues for future research	19
Coopetitive tensions across project phases: A paradox perspective	19
Salespeople's experience with last-mile internal selling processes: Benefits and challenges	18
Editorial Board	18
Human asset specificity, physical asset specificity, and direct distribution	18
Do Brands boost the impact of patents on innovation performance among innovation collaborators? Evidence from the UK	18
Best Ph.D. thesis in business-to-business marketing management award	18
B2B green marketing strategies for European firms: Implications for people, planet and profit	18
Double-edged sword of open innovation for business failure in the post-pandemic era: The moderating roles of industrial embeddedness and absorptive capacity	18
PRE-ANNOUNCEMENT: 8th Industrial Marketing Management Summit	18
Should I Stay or Should I Go? The Effect of Allied Brands Negative Publicity on Brand Managers' Decision-Making	17
Industrial innovation management in the age of digital transformation: The risk of too strong selling capabilities	17
Staying alive: Coopetition and competitor oriented behaviour from a pre- to post COVID-19 pandemic era	17
Sales compensation plan type and sales opportunity coverage: “Double-edged” sword effects on sales performance	17
Effects of top management team faultlines in the service transition of manufacturing firms	17
Looking back to move forward: Reviews and analyses of literature in industrial marketing	17
Editorial Board	17
Customer identification: The missing link between relationship quality and supplier performance	17
Developing a coevolutionary account of innovation ecosystems	17
Buyers apping? Determinants of current and future use of sellers' business-to-business mobile apps	17
The role of top management teams' functional background diversity in firms' coopetitive behavior	17
Advancing value-based selling research in B2B markets: A theoretical toolbox and research agenda	17
B2B digital platform adoption by SMEs and large firms: Pathways and pitfalls	17
Riding the waves or rocking the boat? Benefits and unintended consequences of customer growth strategies	17
Facilitating artificial intelligence powered supply chain analytics through alliance management during the pandemic crises in the B2B context	16
Editorial Board	16
Editorial Board Continued	16
Language in intercultural business interactions: A self-perceived power perspective	16
Collaborative problemistic search capability and digital innovation: The moderating effects of IT capability and legal development	16
Impact of carbon offset perceptions on greenwashing: Revealing intentions and strategies through an experimental approach	16
Probing for omitted variable bias: The role of the impact threshold of a confounding variable in complementing instrumental variable estimations	16
AI-based innovation in B2B marketing: An interdisciplinary framework incorporating academic and practitioner perspectives	16
Managing digitalized touchpoints in B2B customer journeys	16
Sustainable entrepreneurship: How do contextual factors play a role?	16
Insights into processes underlying capability, complexity, and resilience using IMP assumptions to studying markets-as-networks	16
Social media in B2B sales: Why and when does salesperson social media usage affect salesperson performance?	16
Editorial Board Continued	16
How should firms orchestrate intrinsic and extrinsic motivational strategies for diverse value-creation outcomes: Synergy or trade-off effect?	16
When does boundary-spanner burnout connect participation and customer relationship performance? The role of the firm's network centrality and network density	16