OOIR: Observatory of International Research

Papers

(The H4-Index of Journal of Business & Industrial Marketing is 29. The table below lists those papers that are above that threshold based on CrossRef citation counts [max. 250 papers]. The publications cover those that have been published in the past four years, i.e., from 2022-01-01 to 2026-01-01.)

Article	Citations
Does salesperson’s karma orientation reduce counterproductive behaviors? Exploring the moderating impact of emotional labor and self-leadership	124
Born to sell or selling yourself out? The role of emotional labor in B2B salespeople	79
Developing Delphi methodology for studying future market change	76
Gaining insights into omnichannel usage behaviour of corporate customers in the German pharmacy supplies market: a cluster analysis approach	70
Spokesperson effectiveness in B2B advertising: spokesperson characteristics and posture using eye-tracking	61
The interplay between sales and marketing expenditures: an econometric approach in the B2B market	57
Publisher’s note	54
Differences in sustainability orientation and asymmetric power in buyer–seller relationships: direct and moderated impacts on relationship satisfaction	53
Digital transformation in sales organizations: antecedents of sales managers’ change readiness and championing behaviors	52
The impact of contract design on contract ineffectiveness: a moderated moderation model of interpretive uncertainty and IT capability	52
B2B supply chain risk measurement systems: a SCOR perspective	48
Exploring the influence of salesperson lone wolf tendencies on customer value co-creation: a social exchange perspective	46
The impact of servitization on manufacturing firms’ market power: empirical evidence from China	45
What role do FinTech companies play in supply chain finance? A signaling intermediary perspective	43
Theory and analysis of disruptive deception: SME responses to B2B supply chain opportunism	42
Integrating the dialectic perspectives of resource-based view and industrial organization theory for competitive advantage – a review and research agenda	41
The effect of government subsidies on cooperative green innovation of supply chains from the perspective of cost sharing	39
The role of supply chain resilience and absorptive capacity in the relationship between marketing–supply chain management alignment and firm performance: a moderated-mediation analysis	39
Business ties, adaptive capability and technological turbulence: implications for SMEs’ performance in Turkey	37
Dynamically adapting to the new normal: unpacking SMEs’ adoption of social media during COVID-19 outbreaks	35
Examining B2B channel decision-making within differential quality-level zone: a supply chain design using a non-cooperative strategic game theoretic approach (“Stackelberg Supply Chain for B2B”)	34
Multi-homing in B2B services: a psychological perspective	34
Identifying factors needed for business actor engagement in sustainable development goal (SDG) initiatives	33
Necessary condition analysis for sustainable channel governance in fast-moving markets	32
Repositioning strategies for incumbent SMEs in response to technological discontinuities: based on the Korean automotive component industry	32

Influence of rural Ghanaian farmers’ social behavior on adoption of agricultural technology	31
Inflection points during a disruptive event: planning within the sales force	30
Innovation generation in buyer-supplier collaborative relationships: the role of relationship learning	29
How SMEs’ supply chain specific investment impacts supply chain financing performance: insights from signaling theory	29
Impact of customer-centric approach and customer dissatisfying cost on supply chain profit under price competition	29