OOIR: Observatory of International Research

Papers

(The H4-Index of Journal of Business & Industrial Marketing is 28. 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 2021-05-01 to 2025-05-01.)

Article	Citations
Developing Delphi methodology for studying future market change	95
Too much of a good thing?: The impact of ethical controls and perceived controllability on salesforce job performance	83
The origin and evolution of the concept of servitization: a co-word and network analysis	73
The interplay between sales and marketing expenditures: an econometric approach in the B2B market	68
Selling to enabled purchasers: the effect of perceived supply risk and profit impact on the buyer–seller interaction	66
The effect of government subsidies on cooperative green innovation of supply chains from the perspective of cost sharing	56
The impact of servitization on manufacturing firms’ market power: empirical evidence from China	50
Predicting bid protests: what should sourcing teams (not) do?	46
B2B supply chain risk measurement systems: a SCOR perspective	46
Differences in sustainability orientation and asymmetric power in buyer–seller relationships: direct and moderated impacts on relationship satisfaction	44
Spokesperson effectiveness in B2B advertising: spokesperson characteristics and posture using eye-tracking	41
Supply chain governance: a conceptual model	39
Theory and analysis of disruptive deception: SME responses to B2B supply chain opportunism	39
What role do FinTech companies play in supply chain finance? A signaling intermediary perspective	38
Dynamically adapting to the new normal: unpacking SMEs’ adoption of social media during COVID-19 outbreaks	38
Strategic orientations, marketing capabilities and innovativeness: an adaptive approach	35
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	35
Business ties, adaptive capability and technological turbulence: implications for SMEs’ performance in Turkey	34
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
Integrating the dialectic perspectives of resource-based view and industrial organization theory for competitive advantage – a review and research agenda	34
Digital transformation in sales organizations: antecedents of sales managers’ change readiness and championing behaviors	34
Sponsoring many or few sports properties? Moderated mediation effect of perceived sponsor ubiquity depending on sponsor–property fit	33
Inflection points during a disruptive event: planning within the sales force	33
A nexus between corporate social responsibility disclosure and its determinants in energy enterprises	32
Firm disruption orientation and supply chain resilience: understanding mechanisms to mitigate disruption impact	31

Business customer virtual interaction: enhancing value creation in B2B markets in the post-COVID-19 era – an SME perspective	31
The reshoring decision under uncertainty in the post-COVID-19 era	30
Unveiling the path to green innovation: the interplay of green learning orientation, knowledge management capability and manufacturing firm’s capability to orchestrate resources	29
How SMEs’ supply chain specific investment impacts supply chain financing performance: insights from signaling theory	28