OOIR: Observatory of International Research

Papers

(The H4-Index of Journal of Business & Industrial Marketing is 27. 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 2022-08-01 to 2026-08-01.)

Article	Citations
The impact of contract design on contract ineffectiveness: a moderated moderation model of interpretive uncertainty and IT capability	69
Gaining insights into omnichannel usage behaviour of corporate customers in the German pharmacy supplies market: a cluster analysis approach	62
Theory and analysis of disruptive deception: SME responses to B2B supply chain opportunism	52
Publisher’s note	52
Differences in sustainability orientation and asymmetric power in buyer–seller relationships: direct and moderated impacts on relationship satisfaction	46
Antecedents and consequences of salespeople’s resilience in B2B industry: how salespeople’s resilience drives their ambidexterity	45
B2B supply chain risk measurement systems: a SCOR perspective	42
Spokesperson effectiveness in B2B advertising: spokesperson characteristics and posture using eye-tracking	41
Does salesperson’s karma orientation reduce counterproductive behaviors? Exploring the moderating impact of emotional labor and self-leadership	41
Born to sell or selling yourself out? The role of emotional labor in B2B salespeople	41
Dynamically adapting to the new normal: unpacking SMEs’ adoption of social media during COVID-19 outbreaks	39
Erratum: Paradoxical tensions in digital servitisation strategies: a processual and multi-level analysis	38
Developing Delphi methodology for studying future market change	38
The moderating role of organizational structure in the relationship between technological capability and organizational performance	37
Trust, trustworthiness and credibility in corporate social media communication: a TCM-ADO framework-based systematic review	37
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	36
Impacts of risk transmission of SRDI enterprises on supply chain resilience	36
Exploring the influence of salesperson lone wolf tendencies on customer value co-creation: a social exchange perspective	35
Digital transformation in sales organizations: antecedents of sales managers’ change readiness and championing behaviors	34
What role do FinTech companies play in supply chain finance? A signaling intermediary perspective	34
The interplay between sales and marketing expenditures: an econometric approach in the B2B market	34
Algorithmic opacity and the distortion of B2B signalling: evidence from digital marketing client-agency services	33
Business ties, adaptive capability and technological turbulence: implications for SMEs’ performance in Turkey	31
The effect of government subsidies on cooperative green innovation of supply chains from the perspective of cost sharing	31
Leading with vision or vanity? Strategic leadership, digitalisation, team capabilities and the dark side of CEO narcissism in SME international growth	30

Structural dependence and new product performance in coopetition: role of interorganizational learning and market overlap	28
The impact of boundary conditions on the relationship between value creation and value appropriation in buyer-supplier relationships	27
How SMEs’ supply chain specific investment impacts supply chain financing performance: insights from signaling theory	27
Benefits, barriers, and facilitators of developing B2B mobile applications	27