Industrial Marketing Management

Article	Citations
Digital transformation and sustainable performance: The moderating role of market turbulence	188
An integrated artificial intelligence framework for knowledge creation and B2B marketing rational decision making for improving firm performance	172
Improving PLS-SEM use for business marketing research	143
How to use instrumental variables in addressing endogeneity? A step-by-step procedure for non-specialists	140
Digitalization within food supply chains to prevent food waste. Drivers, barriers and collaboration practices	139
Setting B2B digital marketing in artificial intelligence-based CRMs: A review and directions for future research	136
The household wasteful behaviour framework: A systematic review of consumer food waste	134
Digital servitization: Crossing the perspectives of digitization and servitization	132
Facilitating artificial intelligence powered supply chain analytics through alliance management during the pandemic crises in the B2B context	122
What impacts customer experience for B2B enterprises on using AI-enabled chatbots? Insights from Big data analytics	115
Coopetition research - A systematic literature review on recent accomplishments and trajectories	112
Strategic use of social media within business-to-business (B2B) marketing: A systematic literature review	95
From servitization to digital servitization: How digitalization transforms companies' transition towards services	94
Industry 4.0 and supply chain performance: A systematic literature review of the benefits, challenges, and critical success factors of 11 core technologies	91
A system-wide interdisciplinary conceptual framework for food loss and waste mitigation strategies in the supply chain	91
Blockchain implementation for circular supply chain management: Evaluating critical success factors	86
The effect of AI-based CRM on organization performance and competitive advantage: An empirical analysis in the B2B context	85
Intellectual evolution of social innovation: A bibliometric analysis and avenues for future research trends	81
Strengthening B2B brands by signalling environmental sustainability and managing customer relationships	80
SMEs navigating COVID-19: The influence of social capital and dynamic capabilities on organizational resilience	79
Enlightening the dynamic capabilities of design thinking in fostering digital transformation	79
Does a green supply chain improve corporate reputation? Empirical evidence from European manufacturing sectors	77
How to convert digital offerings into revenue enhancement – Conceptualizing business model dynamics through explorative case studies	76
Understanding the impact of symbolic and substantive environmental actions on organizational reputation	73
How to design good experiments in marketing: Types, examples, and methods	72

SMEs and artificial intelligence (AI): Antecedents and consequences of AI-based B2B practices	72
Artificial intelligence as an enabler of B2B marketing: A dynamic capabilities micro-foundations approach	69
An examination of salesperson bricolage during a critical sales disruption: Selling during the Covid-19 pandemic	68
Managing digital servitization toward smart solutions: Framing the connections between technologies, business models, and ecosystems	67
Social entrepreneurship orientation: Drivers of success for start-ups and established industrial firms	63
The tribes in the field of servitization: Discovering latent streams across 30 years of research	62
Fairness concerns and extended producer responsibility transmission in a circular supply chain	61
Creating value in servitization through digital service innovations	60
RFID-integrated blockchain-driven circular supply chain management: A system architecture for B2B tea industry	60
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	59
Using artificial intelligence to detect crisis related to events: Decision making in B2B by artificial intelligence	58
Linking big data analytical intelligence to customer relationship management performance	57
Examining the antecedents and consequences of green product innovation	55
Environmental dynamism, industry 4.0 and performance: Mediating role of organizational and technological factors	55
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	55
Effects of entrepreneurial marketing on new ventures' exploitative and exploratory innovation: The moderating role of competitive intensity and firm size	54
Strategic orientations, marketing proactivity and firm market performance	53
Speeding up new product development through entrepreneurial orientation in SMEs: The moderating role of ambidexterity	53
A trade war and a pandemic: Disruption and resilience in the food bank supply chain	53
Inside sales social media use and its strategic implications for salesperson-customer digital engagement and performance	53
Exploring the impact of Industry 4.0 technologies on social sustainability through a circular economy approach	52
Linking business model design and operational performance: The mediating role of supply chain integration	51
Value co-creation in industrial AI: The interactive role of B2B supplier, customer and technology provider	51
Facilitating open innovation processes through network orchestration mechanisms	50
Managing the supply chain during disruptions: Developing a framework for decision-making	50
A paradox within the paradox of openness: The knowledge leveraging conundrum in open innovation	50
The effects of inbound open innovation, outbound open innovation, and team role diversity on open source software project performance	49
B2B marketing scholarship and the UN sustainable development goals (SDGs): A systematic literature review	48
Digital technology deployment and firm resilience: Evidence from the COVID-19 pandemic	48
The process of business model innovation driven by IoT: Exploring the case of incumbent SMEs	48
The architecture of coopetition: Strategic intent, ambidextrous managers, and knowledge sharing	48
Capabilities supporting digital servitization: A multi-actor perspective	48
How to Build an AI Climate-Driven Service Analytics Capability for Innovation and Performance in Industrial Markets?	48
How transitioning to Industry 4.0 promotes circular product lifetimes	47
Determinants of technological innovation success and failure: Does marketing innovation matter?	45
Blockchain application in circular marine plastic debris management	45
Institutional work in food waste reduction: Start-ups' role in moving towards a circular economy	45
Digital content marketing in business markets: Activities, consequences, and contingencies along the customer journey	45
Marketing analytics capability, artificial intelligence adoption, and firms' competitive advantage: Evidence from the manufacturing industry	44
Does corporate social responsibility matter even in the B2B market?: Effect of B2B CSR on customer trust	44
Ameliorating food loss and waste in the supply chain through multi-stakeholder collaboration	44
How to write up case-study methodology sections	44
Developing and leveraging platforms in a traditional industry: An orchestration and co-creation perspective	43
Tensions in digital servitization through a paradox lens	42
Social capital in buyer-supplier relationships: A review of antecedents, benefits, risks, and boundary conditions	42
Managing B2B customer journeys in digital era: Four management activities with artificial intelligence-empowered tools	42
Key trends in business-to-business services marketing strategies: Developing a practice-based research agenda	42
The role of traceability in end-to-end circular agri-food supply chains	42
Social media in B2B sales: Why and when does salesperson social media usage affect salesperson performance?	42
Managing the challenges of business-to-business open innovation in complex projects: A multi-stage process model	42

Adoption of digital sales force automation tools in supply chain: Customers' acceptance of sales configurators	41
Employees' perceptions of chatbots in B2B marketing: Affordances vs. disaffordances	40
How to reduce opportunism through contractual governance in the cross-cultural supply chain context: Evidence from Chinese exporters	39
Startups versus incumbents in ‘green’ industry transformations: A comparative study of business model archetypes in the electrical power sector	39
Artificial intelligence and SMEs: How can B2B SMEs leverage AI platforms to integrate AI technologies?	39
Completing the market orientation matrix: The impact of proactive competitor orientation on innovation and firm performance	39
Change processes in open innovation networks – Exploring living labs	39
Adoption and optimal configuration of smart products: The role of firm internationalization and offer hybridization	38
A service design perspective on the stakeholder engagement journey during B2B innovation: Challenges and future research agenda	38
Exploring the market side of corporate environmentalism: Reputation, legitimacy and stakeholders' engagement	37
Paradoxes in servitization: A processual perspective	37
Managing value in use in business markets	36
Companies' circular business models enabled by supply chain collaborations: An empirical-based framework, synthesis, and research agenda	36
Challenges in reducing food losses at producers’ level: the case of Greek agricultural supply chain producers	35
Guest editorial: Artificial intelligence for B2B marketing: Challenges and opportunities	35
Differential effects of firm generated content on consumer digital engagement and firm performance: An outside-in perspective	35
Market-shaping strategies: A conceptual framework for generating market outcomes	35
Reducing food waste in hotel kitchens based on self-reported data	35
The effects of supplier B2B sustainability positioning on buyer performance: The role of trust	34
The impact of dynamic capabilities in disrupted supply chains—The role of turbulence and dependence	34
Resource interaction and resource integration: Similarities, differences, reflections	34
Restructuring existing value networks to diffuse sustainable innovations in food packaging	34
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	34
Examining the research on social media in business-to-business marketing with a focus on sales and the selling process	34
Service customization in turbulent environments: Service business models and knowledge integration to create capability-based switching costs	34
Industrial marketing management digital media optimization for B2B marketing	33
The role of technology in enabling circular supply chain management	33
B2B eWOM on Alibaba: Signaling through online reviews in platform-based social exchange	32
Driving markets: A typology and a seven-step approach	32
Omnichannel Management in B2B. Complexity-based model. Empirical evidence from a panel of experts based on Fuzzy Cognitive Maps	32
A discursive framework of B2B brand legitimacy	32
Understanding the role of service innovation behavior on business customer performance and loyalty	32
Uncertainty in industrial markets: The COVID-19 pandemic	32
Interpersonal guanxi and partner extra-role behavior: Mediating role of relational and transactional governance strategy	32
How institutional pressures and systems characteristics shape customer acceptance of smart product-service systems	32
Rising up to the challenge of our rivals: Unpacking the drivers and outcomes of coopetition activities	32
Outcome-based contracting from the customers' perspective: A means-end chain analytical exploration	31
Is it enough to be market-oriented? How coopetition and industry experience affect the relationship between a market orientation and customer satisfaction performance	31
Reducing food waste through digital platforms: A quantification of cross-side network effects	31
Activating salesperson resilience during the COVID-19 crisis: The roles of employer event communication and customer demandingness	31
When institutional logics meet: Alignment and misalignment in collaboration between academia and practitioners	31
Migrant entrepreneurship and markets: The dynamic role of embeddedness in networks in the creation of opportunities	30
Speak to head and heart: The effects of linguistic features on B2B brand engagement on social media	30
Managing business-to-business open innovation: A project-level approach	30
When does (not) a coopetitive relationship matter to performance? An empirical investigation of the role of multidimensional trust and distrust	30
Drivers of green cooperation between Chinese manufacturers and their customers: An empirical analysis	30
Applications of artificial intelligence in B2B marketing: Challenges and future directions	30
Commercialization performance of outbound open innovation projects in public research organizations: The roles of innovation potential and organizational capabilities	29
The network orchestrator as steward: Strengthening norms as an orchestration practice	29
“Old boys' club”: Barriers to digital marketing in small B2B firms	29
How to develop great conceptual frameworks for business-to-business marketing	29
An ecosystem perspective synthesis of co-creation research	29
Interfirm coopetition, interfirm knowledge creation, and collaborative innovation performance: The moderating roles of environmental competitiveness and dysfunctional competition	29
Value co-creation and appropriation of platform-based alliances in cooperative advertising	29
Innovation intermediaries as collaborators in shaping service ecosystems: The importance of dynamic capabilities	29
Managerial sensemaking in a transforming business ecosystem: Conditioning forces, moderating frames, and strategizing options	29
The trade-off between trust and distrust in supply chain collaboration	27
Individual antecedents to consumer intention to switch to food waste bioplastic products: A configuration analysis	27
AI-based innovation in B2B marketing: An interdisciplinary framework incorporating academic and practitioner perspectives	27
Uplift modeling and its implications for B2B customer churn prediction: A segmentation-based modeling approach	27
Power-leveraging paradox and firm innovation: The influence of network power, knowledge integration and breakthrough innovation	27
Buyer-supplier matching in online B2B marketplace: An empirical study of small- and medium-sized enterprises (SMEs)	27
How to define, identify, and measure societal value	27
Developing a coevolutionary account of innovation ecosystems	26
Clearing the paradigmatic fog — how to move forward in business marketing research	26
Power negotiation on the tango dancefloor: The adoption of AI in B2B marketing	26
Competence is power: How digital influencers impact buying decisions in B2B markets	26
How to apply the event study methodology in STATA: An overview and a step-by-step guide for authors	26
To outcomes and beyond: Discursively managing legitimacy struggles in outcome business models	25
Exploring the microfoundations of dynamic capabilities for social innovation in a humanitarian aid supply network setting	25
Does R&D intensity promote the adoption of circular supply chain management? Evidence from China	25
Alone on an island: A mixed-methods investigation of salesperson social isolation in general and in times of a pandemic	25
Food waste management in the catering industry: Enablers and interrelationships	24
Effects of relational ties paradox on financial and non-financial consequences of servitization: Roles of organizational flexibility and improvisation	24
Ambidextrous balance and channel innovation ability in Chinese business circles: The mediating effect of knowledge inertia and guanxi inertia	24
Coopetition, organizational agility, and innovation performance in digital new ventures	23
A process model of tacit knowledge transfer between sales and marketing	23
The future of marketing analytics in the sharing economy	23
Marketing capability and new venture survival: The role of marketing myopia	23
CO2 reduction through digital transformation in long-haul transportation: Institutional entrepreneurship to unlock product-service system innovation	23

A kaleidoscope of business network dynamics: Rotating process theories to reveal network microfoundations	23
Innovation upgrading of local small and medium-sized enterprises and regional innovation policy: An empirical study	23
Governing the interplay of inter-organizational relationship mechanisms in open innovation projects across ecosystems	23
Sharing is the name of the game: Exploring the role of social media communication practices on B2B customer relationships in the life sciences industry	23
Corporate social responsibility and sustainability practices in B2B markets: A review and research agenda	22
Persistent innovation underperformance and firms' R&D internationalization: The moderating effects of multidimensional TMT human capital	22
Does service-sales ambidexterity matter in business-to-business service recovery? A perspective through salesforce control system	22
Leader crisis communication and salesperson resilience in face of the COVID-19: The roles of positive stress mindset, core beliefs challenge, and family strain	22
Strategic use of social media in marketing and financial performance: The B2B SME context	22
How contract enforcement reduces opportunism? The paradoxical moderating effect of interfirm guanxi	22
Influencer marketing within business-to-business organisations	21
Measuring B2B social selling: Key activities, antecedents and performance outcomes	21
Et-moone and marketing relationship governance: The effect of digital transformation and ICT during the COVID-19 pandemic	21
Cultural sensemaking of corporate social responsibility: A dyadic view of Russian–Finnish business relationships	21
Re-appraising interaction and process for industrial network research: The future plunging mirror hall metaphor	21
B2B digital platform adoption by SMEs and large firms: Pathways and pitfalls	21
Resource integration: Adopting a paradox perspective to inform the management of tensions in customer resource allocation	21
Relational governance mechanisms as enablers of dynamic capabilities in Nigerian SMEs during the COVID-19 crisis	21
Network exploration and exploitation capabilities and foreign market knowledge: The enabling and disenabling boundary conditions for international performance	21
Strategic B2B brand activism: Building conscientious purpose for social impact	21
How business customers judge customer success management	21
An analysis of multi-stakeholder initiatives to reduce food loss and waste in an emerging country – Brazil	20
Strategic enablers of service-sales ambidexterity: A preliminary framework and research agenda	20
Exploring the governance mechanisms for value co-creation in PSS business ecosystems	20
B2B influencer marketing: Conceptualization and four managerial strategies	20
Pro-active peer review for premier journals	20
Does buyers' financial slack promote or inhibit suppliers' circular economy performance?	20
Opening and closing open innovation projects: A contractual perspective	20
Resource interaction: Key concepts, relations and representations	20
Does market orientation promote enterprise digital innovation? Based on the survey data of China's digital core industries	20
Unpacking value creation and capture in B2B relationships	20
Identifying the positive sides of power use between (in)congruence in distributive fairness perception and supplier-buyer relationship quality	20
Creating trust and commitment in B2B services	19
Do global firms increase their environmental disclosure and performance? Symbolic versus effective operations and the moderating role of liability of origin. Legitimation implications	19
Customer identification: The missing link between relationship quality and supplier performance	19
Effects of power use in buyer–supplier relationships: The moderating role of communication	19
The buying center concept as a milestone in industrial marketing: Review and research agenda	19
Temporality, temporariness and keystone actor capabilities in innovation ecosystems	19
Measurement, mitigation and prevention of food waste in supply chains: An online shopping perspective	19
Effectiveness of contracts in marketing exchange relationships: A meta-analytic review	19
Do not miss the boat to outside-in open innovation: Enable your employees	19
“Can we build it? Yes, we can!” complexities of resource re-deployment to fight pandemic.	19
Mobilizing suppliers when starting up a new business venture	19
A contextual account of digital servitization through autonomous solutions: Aligning a digital servitization process and a maritime service ecosystem transformation to autonomous shipping	19
How to build a conscientious corporate brand together with business partners: A case study of Unilever	19
The relationship between household food waste and food security in Tehran city: The role of urban women in household management	19
A radical constructivist approach to boundaries in business network research	18
Hitting or missing the target: Resources and capabilities for alternative e-commerce pathways in the fashion industry	18
How inter-firm cooperation and conflicts in industrial clusters influence new product development performance? The role of firm innovation capability	18
To app or not to app: A business-to-business seller's decision	18
Tension in networks	18
Buffering B2B service failure: The role of customer engagement	17
Engagement-driven institutionalization in market shaping: Synchronizing and stabilizing collective engagement	17
Urban crowdsourcing: Stakeholder selection and dynamic knowledge flows in high and low complexity projects	17
Paradoxes and coping mechanisms in the servitisation journey	17
The strategic role of social media in business-to-business contexts	17
Maintaining legitimacy in contested mature markets through discursive strategies: The case of corporate environmentalism in the French automotive industry	17
CEO narcissism and myopic management	17
Innovation for survival: The scope of negative attainment discrepancy and enterprise R&D investment	17
Micro-processes of public good social innovation in the Australian social impact investment market	17
Enhancing the understanding of ecosystems under innovation management context: Aggregating conceptual boundaries of ecosystems	17
The ambidextrous patterns for managing technological and marketing innovation	17
R&D investment, business performance, and moderating role of Guanxi: Evidence from China	17
An effectual approach to executing dynamic capabilities under unexpected uncertainty	17
Exploring the factors to promote circular supply chain implementation in the smart logistics ecological chain	17
Organizational innovativeness and firm performance: Does sales management matter?	17
The paradoxes of food waste reduction in the horticultural supply chain	17
The impact of alternative financial supply chain management practices on supply risk: A relationship quality and buyer relative power perspective	17
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	17
Purchasing involvement in new product development: An absorptive capacity perspective	16
The sum of its parts: Examining the institutional effects on entrepreneurial nodes in extensive innovation ecosystems	16
“Because you are a part of me”: Assessing the effects of salesperson social media use on job outcomes and the moderating roles of moral identity and gender	16
The journey from goods-dominant logic to service-dominant logic: A case study with a global technology manufacturer	16
Managerial ties: How much do they matter for organizational agility?	16
B-to-B relationships: A resource, knowledge, and capability (RKC) perspective	16
Changing the market for a sustainable innovation	16
The influence of clan culture on business performance in Asian private-owned enterprises: The case of China	16
The deterrence effect of Guanxi on opportunism: The moderating effects of “three institutional pillars”	16
Automating governance: Blockchain delivered governance for business networks	16
B2B customer journeys: Conceptualization and an integrative framework	16
Understanding intra- and interorganizational paradoxes inhibiting data access in digital servitization	16
The up- and downside of collaboration in core and non-core technologies – Selective, contingent, and orchestrated openness in R&D collaborations	16
Perception of value delivered in digital servitization	16
Innovative digital marketing management in B2B markets	16
Strategic enablement investments: Exploring differences in human and technological knowledge transfers to supply chain partners	16
Treating the crowd fairly: Increasing the solvers’ self-selection in idea innovation contests	16
R&D, networking expenses, and firm performance: An integration of the inside-out and outside-in perspectives	16
The sales-marketing interface: A systematic literature review and directions for future research	16