Industrial Marketing Management

Article	Citations
To recover faster from Covid-19, open up: Managerial implications from an open innovation perspective	386
Digitization capability and the digitalization of business models in business-to-business firms: Past, present, and future	338
Navigating disruptive crises through service-led growth: The impact of COVID-19 on Italian manufacturing firms	256
Digital servitization in manufacturing: A systematic literature review and research agenda	252
The Coronavirus crisis in B2B settings: Crisis uniqueness and managerial implications based on social exchange theory	248
Internet of things technologies, digital servitization and business model innovation in BtoB manufacturing firms	242
Coopetition and COVID-19: Collaborative business-to-business marketing strategies in a pandemic crisis	241
Transformational shifts through digital servitization	211
Transforming provider-customer relationships in digital servitization: A relational view on digitalization	202
Analyzing the impact of the coronavirus crisis on business models	156
Managing the sales force through the unexpected exogenous COVID-19 crisis	142
Reconceptualizing Integration Quality Dynamics for Omnichannel Marketing	134
Role of big data and social media analytics for business to business sustainability: A participatory web context	134
Achieving superior organizational performance via big data predictive analytics: A dynamic capability view	133
An integrated artificial intelligence framework for knowledge creation and B2B marketing rational decision making for improving firm performance	133
Digital transformation and sustainable performance: The moderating role of market turbulence	126
A framework for big data analytics in commercial social networks: A case study on sentiment analysis and fake review detection for marketing decision-making	116
How to use instrumental variables in addressing endogeneity? A step-by-step procedure for non-specialists	115
The digital marketing capabilities gap	114
Using design thinking to respond to crises: B2B lessons from the 2020 COVID-19 pandemic	112
Unravelling the internal and external drivers of digital servitization: A dynamic capabilities and contingency perspective on firm strategy	111
Setting B2B digital marketing in artificial intelligence-based CRMs: A review and directions for future research	109
Business of business is more than business: Managing during the Covid crisis	108
Digital servitization: Crossing the perspectives of digitization and servitization	107
Agile supply chain management: where did it come from and where will it go in the era of digital transformation?	105

Fostering B2B sales with customer big data analytics	104
The household wasteful behaviour framework: A systematic review of consumer food waste	102
Food sharing, redistribution, and waste reduction via mobile applications: A social network analysis	100
Digitalization within food supply chains to prevent food waste. Drivers, barriers and collaboration practices	100
Customer information resources advantage, marketing strategy and business performance: A market resources based view	100
Facilitating artificial intelligence powered supply chain analytics through alliance management during the pandemic crises in the B2B context	99
Networks, ecosystems, fields, market systems? Making sense of the business environment	96
Triangulation in industrial qualitative case study research: Widening the scope	94
Analyzing the impact of user-generated content on B2B Firms' stock performance: Big data analysis with machine learning methods	90
How B2B suppliers articulate customer value propositions in the circular economy: Four innovation-driven value creation logics	89
Managing through a crisis: Managerial implications for business-to-business firms	88
What impacts customer experience for B2B enterprises on using AI-enabled chatbots? Insights from Big data analytics	85
Coopetition research - A systematic literature review on recent accomplishments and trajectories	84
Organizational intention to adopt big data in the B2B context: An integrated view	84
The adoption of technological innovations in a B2B context and its impact on firm performance: An ethical leadership perspective	83
Cross-border e-commerce firms as supply chain integrators: The management of three flows	83
Strategic use of social media within business-to-business (B2B) marketing: A systematic literature review	77
Improving PLS-SEM use for business marketing research	75
Social media, customer engagement, and sales organizations: A research agenda	74
A system-wide interdisciplinary conceptual framework for food loss and waste mitigation strategies in the supply chain	74
Increasing resilience by creating an adaptive salesforce	73
Real-time big data processing for instantaneous marketing decisions: A problematization approach	70
Customer involvement in big data analytics and its impact on B2B innovation	68
Adaptive marketing capabilities, dynamic capabilities, and renewal competences: The “outside vs. inside” and “static vs. dynamic” controversies in strategy	68
A big data driven framework for demand-driven forecasting with effects of marketing-mix variables	67
Does a green supply chain improve corporate reputation? Empirical evidence from European manufacturing sectors	67
Blockchain implementation for circular supply chain management: Evaluating critical success factors	66
Intellectual evolution of social innovation: A bibliometric analysis and avenues for future research trends	66
Strengthening B2B brands by signalling environmental sustainability and managing customer relationships	65
An empirical case study on Indian consumers' sentiment towards electric vehicles: A big data analytics approach	65
The effect of AI-based CRM on organization performance and competitive advantage: An empirical analysis in the B2B context	65
Industry 4.0 and supply chain performance: A systematic literature review of the benefits, challenges, and critical success factors of 11 core technologies	64
How to convert digital offerings into revenue enhancement – Conceptualizing business model dynamics through explorative case studies	64
Value co-creation through social innovation: A study of sustainable strategic alliance in telecommunication and financial services sectors in Bangladesh	63
From servitization to digital servitization: How digitalization transforms companies' transition towards services	63
Growth hacking: Insights on data-driven decision-making from three firms	63
Understanding market agility for new product success with big data analytics	62
Don't adapt, shape! Use the crisis to shape your minimum viable system – And the wider market	62
How to design good experiments in marketing: Types, examples, and methods	62
Enlightening the dynamic capabilities of design thinking in fostering digital transformation	62
RETRACTED: E-commerce logistics distribution mode in big-data context: A case analysis of JD.COM	61
Big data analytics for supply chain relationship in banking	61
Motivations for selecting cross-border e-commerce as a foreign market entry mode	60
We survived this! What managers could learn from SMEs who successfully navigated the Greek economic crisis	60
Social media and customer relationship management technologies: Influencing buyer-seller information exchanges	59
An examination of salesperson bricolage during a critical sales disruption: Selling during the Covid-19 pandemic	58
Firm boundaries in servitization: Interplay and repositioning practices	57
Artificial intelligence as an enabler of B2B marketing: A dynamic capabilities micro-foundations approach	56
Risk, uncertainty, ignorance and myopia: Their managerial implications for B2B firms	55
Understanding the impact of symbolic and substantive environmental actions on organizational reputation	55

Behind the scenes of digital servitization: Actualising IoT-enabled affordances	54
Can data-driven precision marketing promote user ad clicks? Evidence from advertising in WeChat moments	54
Networking for sustainability: Alliance capabilities and sustainability-oriented innovation	53
Market sensing, dynamic capability, and competitive dynamics	53
Analytics in the era of big data: The digital transformations and value creation in industrial marketing	53
SMEs navigating COVID-19: The influence of social capital and dynamic capabilities on organizational resilience	53
Mindful management of relationships during periods of crises: A model of trust, doubt and relational adjustments	52
Marketing ecosystem: An outside-in view for sustainable advantage	51
Fairness concerns and extended producer responsibility transmission in a circular supply chain	51
B2B brands on Twitter: Engaging users with a varying combination of social media content objectives, strategies, and tactics	51
Study on the influencing of B2B parasocial relationship on repeat purchase intention in the online purchasing environment: An empirical study of B2B E-commerce platform	51
Using artificial intelligence to detect crisis related to events: Decision making in B2B by artificial intelligence	51
Studying the antecedents and outcome of social media use by salespeople using a MOA framework	50
Sustainability research in business-to-business markets: An agenda for inquiry	48
Social entrepreneurship orientation: Drivers of success for start-ups and established industrial firms	48
Linking big data analytical intelligence to customer relationship management performance	48
Environmental dynamism, industry 4.0 and performance: Mediating role of organizational and technological factors	47
SMEs and artificial intelligence (AI): Antecedents and consequences of AI-based B2B practices	47
A paradox within the paradox of openness: The knowledge leveraging conundrum in open innovation	45
Strategic orientations, marketing proactivity and firm market performance	45
The effects of complementarity of knowledge and capabilities on joint innovation capabilities and service innovation: The role of competitive intensity and demand uncertainty	45
Trust and knowledge sharing in context: A study of international buyer-supplier relationships in Thailand	44
Value-creation-capture-equilibrium in new product development alliances: A matter of coopetition, expert power, and alliance importance	44
Inside sales social media use and its strategic implications for salesperson-customer digital engagement and performance	44
New-age technologies-driven social innovation: What, how, where, and why?	44
Speeding up new product development through entrepreneurial orientation in SMEs: The moderating role of ambidexterity	44
RFID-integrated blockchain-driven circular supply chain management: A system architecture for B2B tea industry	44
Examining the antecedents and consequences of green product innovation	43
Creating value in servitization through digital service innovations	43
The tribes in the field of servitization: Discovering latent streams across 30 years of research	43
Effects of entrepreneurial marketing on new ventures' exploitative and exploratory innovation: The moderating role of competitive intensity and firm size	43
The effects of inbound open innovation, outbound open innovation, and team role diversity on open source software project performance	43
Salesperson communication effectiveness in a digital sales interaction	43
Justice in inter-organizational relationships: A literature review and future research agenda	42
Managing the supply chain during disruptions: Developing a framework for decision-making	42
A multi-dimension framework for value creation through Big Data	41
A trade war and a pandemic: Disruption and resilience in the food bank supply chain	41
B2B marketing scholarship and the UN sustainable development goals (SDGs): A systematic literature review	41
How social media shapes the fashion industry: The spillover effects between private labels and national brands	41
Value propositions as market-shaping devices: A qualitative comparative analysis	40
Facilitating open innovation processes through network orchestration mechanisms	40
A diagnostic tool to determine a strategic improvisation Readiness Index Score (IRIS) to survive, adapt, and thrive in a crisis	40
Linking business model design and operational performance: The mediating role of supply chain integration	39
Managing business relationships during a pandemic: Conducting a relationship audit and developing a path forward	39
Social media marketing of IT service companies: Analysis using a concept-linking mining approach	38
The role of dynamic capabilities and strategic agility of B2B high-tech small and medium-sized enterprises during COVID-19 pandemic: Exploratory case studies from Finland	38
Institutional work in food waste reduction: Start-ups' role in moving towards a circular economy	38
Capabilities supporting digital servitization: A multi-actor perspective	38
Social capital in buyer-supplier relationships: A review of antecedents, benefits, risks, and boundary conditions	38
Managing the challenges of business-to-business open innovation in complex projects: A multi-stage process model	38
Customer value propositions: Value co-creation	38
The architecture of coopetition: Strategic intent, ambidextrous managers, and knowledge sharing	38
Priorities when selecting business partners for service innovation: The contingency role of product innovation	38
Managing digital servitization toward smart solutions: Framing the connections between technologies, business models, and ecosystems	38
Value co-creation in industrial AI: The interactive role of B2B supplier, customer and technology provider	38
Adoption of digital sales force automation tools in supply chain: Customers' acceptance of sales configurators	37
Exploring the impact of Industry 4.0 technologies on social sustainability through a circular economy approach	37
Key trends in business-to-business services marketing strategies: Developing a practice-based research agenda	37
Industrial buying during the coronavirus pandemic: A cross-cultural study	37
The role of multiple ties in knowledge networks: Complementarity in the Montefalco wine cluster	36
How to Build an AI Climate-Driven Service Analytics Capability for Innovation and Performance in Industrial Markets?	36
Does corporate social responsibility matter even in the B2B market?: Effect of B2B CSR on customer trust	36
How does customer orientation (in)congruence affect B2B electronic commerce platform firms' performance?	36
Determinants of technological innovation success and failure: Does marketing innovation matter?	36
Ameliorating food loss and waste in the supply chain through multi-stakeholder collaboration	35
Ten basic questions about structural equations modeling you should know the answers to – But perhaps you don't	35
How transitioning to Industry 4.0 promotes circular product lifetimes	35
Toward a comprehensive framework of value proposition development: From strategy to implementation	35
Change processes in open innovation networks – Exploring living labs	35
The process of business model innovation driven by IoT: Exploring the case of incumbent SMEs	34
Toward a theory of outside-in marketing: Past, present, and future	34
Social media in B2B sales: Why and when does salesperson social media usage affect salesperson performance?	34
Reducing food waste in hotel kitchens based on self-reported data	34
How to write up case-study methodology sections	34
Managing value in use in business markets	33
Developing and leveraging platforms in a traditional industry: An orchestration and co-creation perspective	33
Completing the market orientation matrix: The impact of proactive competitor orientation on innovation and firm performance	33
Challenges in reducing food losses at producers’ level: the case of Greek agricultural supply chain producers	33
Startups versus incumbents in ‘green’ industry transformations: A comparative study of business model archetypes in the electrical power sector	33
The untapped potential of B2B advertising: A literature review and future agenda	33

Use of celebrity and non-celebrity persons in B2B advertisements: Effects on attention, recall, and hedonic and utilitarian attitudes	33
Effectual and causal reasoning in the adoption of marketing automation	32
Tell me a story: The role of narrative transportation and the C-suite in B2B advertising	32
Service innovation of cold chain logistics service providers: A multiple-case study in China	32
Technological advancements and B2B international trade: A bibliometric analysis and review of industrial marketing research	32
Adoption and optimal configuration of smart products: The role of firm internationalization and offer hybridization	32
Resource interaction and resource integration: Similarities, differences, reflections	32
Blockchain application in circular marine plastic debris management	31
How to reduce opportunism through contractual governance in the cross-cultural supply chain context: Evidence from Chinese exporters	31
Transcending the pyramid: opportunity co-creation for social innovation	31
Social capital and its effect on networked firm innovation and competitiveness	31
The role of linked legitimacy in sustainable business model development	31
Exploring the market side of corporate environmentalism: Reputation, legitimacy and stakeholders' engagement	30
Digital content marketing in business markets: Activities, consequences, and contingencies along the customer journey	30
How international SME's vicarious learning may improve their performance? The role of absorptive capacity, strength of ties with local SMEs, and their prior success experiences	30
Examining the research on social media in business-to-business marketing with a focus on sales and the selling process	30
Outcome-based contracting from the customers' perspective: A means-end chain analytical exploration	30
A service design perspective on the stakeholder engagement journey during B2B innovation: Challenges and future research agenda	30
Navigating crisis from the backseat? How top managers can support radical change initiatives by middle managers	30
Value propositions in a digitally transformed world	30
B2B analytics in the airline market: Harnessing the power of consumer big data	30
How does green innovation affect supplier-customer relationships? A study on customer and relationship contingencies	30
Marketing analytics capability, artificial intelligence adoption, and firms' competitive advantage: Evidence from the manufacturing industry	30
Revisiting the theory of business-to-business advertising	29
Activating salesperson resilience during the COVID-19 crisis: The roles of employer event communication and customer demandingness	29
Digital technology deployment and firm resilience: Evidence from the COVID-19 pandemic	29
Differential effects of firm generated content on consumer digital engagement and firm performance: An outside-in perspective	29
Service innovation and adoption in industrial markets: An SME perspective	29
Industrial marketing management digital media optimization for B2B marketing	29
Telling stories that sell: The role of storytelling and big data analytics in smart service sales	28
Reducing food waste and food insecurity in the UK: The architecture of surplus food distribution supply chain in addressing the sustainable development goals (Goal 2 and Goal 12.3) at a city level	28
How institutional pressures and systems characteristics shape customer acceptance of smart product-service systems	28
A multidimensional perspective of business-to-business sales success: A meta-analytic review	28
Customer Success Management: The next evolution in customer management practice?	28
Reducing food waste through digital platforms: A quantification of cross-side network effects	27
The impact of dynamic capabilities in disrupted supply chains—The role of turbulence and dependence	27
The learning subsystem interplay in service innovation in born global service firm internationalization	27
The multiple levels of trust when selecting suppliers – Insights from an automobile manufacturer	27
Understanding the role of service innovation behavior on business customer performance and loyalty	27
Restructuring existing value networks to diffuse sustainable innovations in food packaging	27
Paradoxes in servitization: A processual perspective	27
B2B eWOM on Alibaba: Signaling through online reviews in platform-based social exchange	27
Individual antecedents to consumer intention to switch to food waste bioplastic products: A configuration analysis	27
Managing business-to-business open innovation: A project-level approach	27
The effects of supplier B2B sustainability positioning on buyer performance: The role of trust	27
Employees' perceptions of chatbots in B2B marketing: Affordances vs. disaffordances	27
Managing B2B customer journeys in digital era: Four management activities with artificial intelligence-empowered tools	27
Interpersonal guanxi and partner extra-role behavior: Mediating role of relational and transactional governance strategy	27
Driving markets: A typology and a seven-step approach	27
Relational ties, innovation, and performance: A tale of two pathways	27
Omnichannel Management in B2B. Complexity-based model. Empirical evidence from a panel of experts based on Fuzzy Cognitive Maps	27
The impact of psychological contract breaches within east-west buyer-supplier relationships	26
Network innovation versus innovation through networks	26
The role of traceability in end-to-end circular agri-food supply chains	26
A discursive framework of B2B brand legitimacy	26
Linking the types of market knowledge sourcing with sensing capability and revenue growth: Evidence from industrial firms	26
The contingent effect of social networking ties on Asian immigrant enterprises' innovation	26
Commercialization performance of outbound open innovation projects in public research organizations: The roles of innovation potential and organizational capabilities	26
Business networking and innovation of Asian enterprises in Western countries: The moderation of institutional distance	26
Tensions in digital servitization through a paradox lens	26
Market-shaping strategies: A conceptual framework for generating market outcomes	26
Drivers of green cooperation between Chinese manufacturers and their customers: An empirical analysis	26
Rising up to the challenge of our rivals: Unpacking the drivers and outcomes of coopetition activities	26
How to define, identify, and measure societal value	25
An ecosystem perspective synthesis of co-creation research	25
The evolution of base of the pyramid approaches and the role of multinational and domestic business ventures: Value-commitment and profit-making perspectives	25
How to develop great conceptual frameworks for business-to-business marketing	25
When does (not) a coopetitive relationship matter to performance? An empirical investigation of the role of multidimensional trust and distrust	25
Managerial sensemaking in a transforming business ecosystem: Conditioning forces, moderating frames, and strategizing options	25
Joining hands for the greater good: Examining social innovation launch strategies in B2B settings	25
Crowdfunding networks: Structure, dynamics and critical capabilities	25
Food waste management in the catering industry: Enablers and interrelationships	24
Guest editorial: Artificial intelligence for B2B marketing: Challenges and opportunities	24
Service customization in turbulent environments: Service business models and knowledge integration to create capability-based switching costs	24
Third-party organization endorsement impacts on perceived value and B2B customer loyalty	24
When institutional logics meet: Alignment and misalignment in collaboration between academia and practitioners	24
To outcomes and beyond: Discursively managing legitimacy struggles in outcome business models	23
The role of technology in enabling circular supply chain management	23
Hegemony in asymmetric customer-supplier relationships	23
You have not been archiving emails for no reason! Using big data analytics to cluster B2B interest in products and services and link clusters to financial performance	23
Buyer-supplier matching in online B2B marketplace: An empirical study of small- and medium-sized enterprises (SMEs)	23
Business relationships in the industrial network literature: Three approaches and their underlying assumptions	23
Migrant entrepreneurship and markets: The dynamic role of embeddedness in networks in the creation of opportunities	23
“Old boys' club”: Barriers to digital marketing in small B2B firms	23
Inter-partner control, trust, and radical innovation of IJVs in China: A contingent governance perspective	22
AI-based innovation in B2B marketing: An interdisciplinary framework incorporating academic and practitioner perspectives	22
Innovation intermediaries as collaborators in shaping service ecosystems: The importance of dynamic capabilities	22
A kaleidoscope of business network dynamics: Rotating process theories to reveal network microfoundations	22
How to undertake great cross-disciplinary research	22
Advertising efficiency and profitability: Evidence from the pharmaceutical industry	22
Mixed effects of business and political ties in planning flexibility: Insights from Turkey	22
Is it enough to be market-oriented? How coopetition and industry experience affect the relationship between a market orientation and customer satisfaction performance	22
Does R&D intensity promote the adoption of circular supply chain management? Evidence from China	22
Uncertainty in industrial markets: The COVID-19 pandemic	22
Interfirm coopetition, interfirm knowledge creation, and collaborative innovation performance: The moderating roles of environmental competitiveness and dysfunctional competition	22