Journal of Business & Industrial Marketing

Article	Citations
Publisher’s note	111
The impact of servitization on manufacturing firms’ market power: empirical evidence from China	88
B2B supply chain risk measurement systems: a SCOR perspective	75
Too much of a good thing?: The impact of ethical controls and perceived controllability on salesforce job performance	64
Spokesperson effectiveness in B2B advertising: spokesperson characteristics and posture using eye-tracking	55
The origin and evolution of the concept of servitization: a co-word and network analysis	51
Dynamically adapting to the new normal: unpacking SMEs’ adoption of social media during COVID-19 outbreaks	47
Theory and analysis of disruptive deception: SME responses to B2B supply chain opportunism	46
The interplay between sales and marketing expenditures: an econometric approach in the B2B market	45
Does salesperson’s karma orientation reduce counterproductive behaviors? Exploring the moderating impact of emotional labor and self-leadership	44
Business ties, adaptive capability and technological turbulence: implications for SMEs’ performance in Turkey	44
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	43
Digital transformation in sales organizations: antecedents of sales managers’ change readiness and championing behaviors	43
Differences in sustainability orientation and asymmetric power in buyer–seller relationships: direct and moderated impacts on relationship satisfaction	43
Developing Delphi methodology for studying future market change	43
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	40
What role do FinTech companies play in supply chain finance? A signaling intermediary perspective	38
Unveiling the path to green innovation: the interplay of green learning orientation, knowledge management capability and manufacturing firm’s capability to orchestrate resources	37
Influence of rural Ghanaian farmers’ social behavior on adoption of agricultural technology	34
Can crowdfunding creators learn from previous experiences to have a better future financing performance?	33
Green giants: how high–tech manufacturers in China foster supplier green innovativeness for sustainable development	33
Inflection points during a disruptive event: planning within the sales force	32
How SMEs’ supply chain specific investment impacts supply chain financing performance: insights from signaling theory	31
Identifying factors needed for business actor engagement in sustainable development goal (SDG) initiatives	30

The impact of boundary conditions on the relationship between value creation and value appropriation in buyer-supplier relationships	30
Sponsoring many or few sports properties? Moderated mediation effect of perceived sponsor ubiquity depending on sponsor–property fit	29
Impact of customer-centric approach and customer dissatisfying cost on supply chain profit under price competition	29
Benefits, barriers, and facilitators of developing B2B mobile applications	28
Multi-homing in B2B services: a psychological perspective	27
Firm disruption orientation and supply chain resilience: understanding mechanisms to mitigate disruption impact	27
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”)	26
A nexus between corporate social responsibility disclosure and its determinants in energy enterprises	26
The reshoring decision under uncertainty in the post-COVID-19 era	26
Role of brand equity and competitive strategies in the relation between horizontal alliances and its benefits	25
Intra- and inter-organizational tensions of a digital servitization strategy. Evidence from the mechatronic sector in Italy	25
Unleashing green innovation: navigating the path with green inclusive leadership, green knowledge management and internal CSR communication	25
Business customer virtual interaction: enhancing value creation in B2B markets in the post-COVID-19 era – an SME perspective	25
Digital entrepreneurship: global maps and trends of research	24
Carbon emission reduction and green marketing decisions in a two-echelon low-carbon supply chain considering fairness concern	24
Modern mediators: intermediaries’ informational roles in sourcing from China	23
Relevance and its epistemic underpinnings in B2B marketing research: four axioms and nine relevance types	23
How much customer collaboration is too much? Implications for user entrepreneurship and product performance	23
Artificial intelligence advancements in procurement: transforming organizational buying behavior	22
A design science research methodology for developing an integrated model supplier reduction and grouping parts using GT-based algorithm	22
Impact of bundling on the omnichannel supply chain under price competition	22
Improving how we lead and manage in business marketing during and after a market crisis: the importance of perceived status, certainty, autonomy, relatedness and fairness	22
Analysis of green supply chains under fairness concern and differential power structure	21
The role of contextual factors in conflict handling strategies in logistics service networks	21
Environmental sustainability and information sharing related to delivery options in the B2B2C context of e-commerce: evidence from a survey	21
“What’s it really worth?” A meta-analysis of customer-perceived relationship value in B2B markets	21
Beyond the transaction: exploring resources stewardship, relational connectedness and co-creation in B2B marketing	20
Pandemic-driven business model sustainability: a review	20
Supply chain integration, capability and performance – a business-to-business network cooperation	20
Revisiting e-commerce platforms’ strategies of exercising channel power: a contingency perspective	20
The role of passion in favouring the creation of new business: an empirical investigation of the sport context through the IMP lens	20
Changes in knowledge coupling and innovation performance: the moderation effect of network cohesion	20
Determinants and outcomes of satisfaction in B2B sales relationships	19
Co-exploitation (or co-exploration) vs go it alone? The role of alliance learning capability on firm performance	19
Postpandemic international tourism restart: effect of border control and vaccination	19
A systematic review for organizing servitization by multi-actor collaborations: lenses, factors and outcomes	18
Matching intra-functional integration with inter-firm IT linkage to facilitate flexibility for customers	18
The influence of efficiency pursuing on business streamlining 2.0	18
How global mindset drives innovation and exporting performance: the roles of relational and bricolage capabilities	17
Sustainable recycling management: configuration of risk factors and resilience strategies	17
Knowledge sharing and NPD performance for UK cross – border M&A firms: the moderating role of behavior and outcome controls	17
Dyadic capabilities in implementing performance-based public procurement	17
Towards profitable customized solutions in small firms: a matter of relationships, modularity and expertise	17
The role of information in relation to interaction affected by technology change – the case of a telemedicine pilot project	17
Small firm coopetition – the missing links: coopetitive tension, balance and value	17
Not the way it used to be: B2B interactions in the era of ecosystems	17
Influences of collaborative culture and knowledge management on product and process innovation: the moderating role of information technology utilization	17
Reconfiguring the service system for resilience: lessons learned in the higher education context	17
Servitization and firm performance: a p-curve analysis	17
Antecedents and consequences of supply chain agility: a competence-capability-performance paradigm	17

The interplay of institutions and coopetition: a decade-long analysis of a geographical indication in the Brazilian wine industry	16
Orchestrating in the entrepreneurial ecosystem – orchestrator roles and role-specific capabilities in the regional health technology ecosystem	16
Building supply chain resilience through industry 4.0 base technologies: role of supply chain visibility and environmental dynamism	16
Emerging market professional service firms’ market success: does cultural intelligence matter?	16
Ambicultural sensitivity and relational embeddedness in fostering B2B relationship	16
Inter-firm coopetition and innovation in industrial clusters: the role of institutional support	16
Critical realist multilevel research in business marketing: a laminated conceptualization of resilience	16
Sales controls: a necessary condition perspective	16
Strengthening organizational resilience: role of sustainable supply chain, digitalization and business model adaptation	16
Social media branding in the food industry: comparing B2B and B2C companies’ use of sustainability messaging on Twitter	16
Exploring the role of relationship management and relationship quality in B2B: empirical insights and future research directions	16
Understanding the spillover effects of manufacturer-initiated reward on observers’ compliance: a social learning perspective	15
Mastering customer lock-in by servitization innovation strategies of asset specificity	15
Drivers of green innovation and green acquisition: empirical evidence from the food and beverage industry	15
Guest editorial	15
When friends are near foes: governing nonequity alliances with steering committees	15
Calculative trust, benevolent trust and supplier opportunism: the double edged role of IT infrastructure capability	14
Ambicultural sensitivity and resource dynamism in B2B relationship: an international dynamic marketing capabilities perspective	14
Interpartner learning capabilities and relationship performance during complex projects	14
Unlocking the potential of prosocial motives in fostering environmental and social innovation: the roles of creativity-relevant skills and business moral values	14
Value co-creation in the B2B context: a diagnosis of knowledge management based on multiple case studies	14
Exploring the dynamics of firm growth: the interplay of decision-making logic	14
Augmenting machine learning with human insights: the model development for B2B personalization	14
Strategic alliances and firms’ chances to survive “black swans” in B2B industries	14
How and when collaborative innovation networks influence new product development performance in SMEs: evidence from China	14
Output servitization and environmental performance: impacts on manufacturing enterprises	13
When in Rome, do as the Romans do: can international marketing adaptation improve the association between servitization and profitability?	13
Top management’s green transformational leadership and competitive advantage: the mediating role of green organizational learning capability	13
Effects of country of origin and importers’ innovativeness in new product trials	13
Leveraging gamification to enhance persuasive behaviour and streamline online product returns: an approach grounded in multiple case studies	13
Different strategies of cross-channel integration and their effects on intra-channel manufacturer and distributor relationships	13
Understanding the influence of business strategy in corporate social responsibility: evidence from Chinese firms in Africa	13
Understanding the shift: contextual determinants of classic and alternative servitisation trajectories	13
A network perspective on supply chain management in the structural reshaping of globalization	13
Unraveling critical success factors of local food supply chains: a systematic literature review	13
Unraveling the event-type effect of CSR-linked (CSRL) sponsorship: perceived competence and warmth as mediating mechanisms	13
Strategies to mitigate barriers to supply chain sustainability: an apparel manufacturing case study	13
Editorial: New JBIM initiatives to improve B2B research and provide greater scholarly alignment with practice	13
Export performance: a comprehensive bibliometric overview	13
Genuine small talk, rapport, and negotiation outcomes in B2B relationship	12
Actor roles emergence through actor engagement: an SD logic perspective	12
Emotional mechanics of gamification and value co-creation: the digital platform Nike+ as a B2B2C ecosystem	12
Buyer reputation: a blind spot in buyer–supplier relationships	12
Criteria for selecting actors for the value co-creation in startups	12
A systematic review of customer behavior in business-to-business markets and agenda for future research	12
The challenges of B2B innovation: using marketing analytics to plan and implement a successful digital catalog adoption	12
Power in the supply chain: a state-of-the-art literature review and propositions from the perspective of gender differences	12
Environmental uncertainty, participative corporate political activity and radical innovation in China: a sensemaking perspective	12
Differentiating “must–have” and “should–have” supply chain capabilities for enhanced performance: a necessary conditions analysis	12
An ICT-based start-up entering maritime logistics networks: facilitation of value cocreation patterns	12
Leveraging strategic network resources into firm performance: the roles of dynamic capabilities and platform monitoring	12
Role of adaptive marketing capability and organisational agility in the resilience of B2B manufacturing companies during crises	12
Modeling the strategies to accelerate the natural gas business market growth in a developing country	12
Mitigating the effects of COVID-19: an exploratory case study of the countermeasures taken by the manufacturing industry	11
The effect of strategic supply management on operational and innovation performance: the mediating role of external supply resources mobilization	11
Navigating global horizons: a review of export promotion and foreign market entry strategies for small and medium enterprises (SMEs)	11
Building business network relationships in the changing Chinese context: findings from Italian luxury companies	11
Segmenting the customers of system delivery projects based on data heterogeneity	11
Guest editorial: Local and international perspectives on value in changing business networks	11
Can salespeople use social media to enhance brand awareness and sales performance? The role of manager empowerment and creativity	11
The effect of environmental competitiveness, customer and competitor orientation on export performance	11
Leadership, knowledge dynamics and dual-path innovation: unravelling the synergy in Pakistan’s manufacturing sector	11
Aligning sustainability goals of industrial operations and marketing in Industry 4.0 environment for MSMEs in an emerging economy	11
Venture capital, internationalization strategy and corporate innovation	11
Bridging functionality and emotion: the role of brand image in cultivating loyalty among logistics partners through brand love and engagement in Vietnam’s B2B sector	11
Pricing and advertising decisions in O2O supply chain with the presence of consumers’ anticipated regret	11
Understanding networking dynamics in born global firms’ internationalization: balancing the mix of physical and virtual networking in B2B markets	11
The moderating effect of supply chain collaboration on servitization	11
Explorative or exploitative innovation? The moderating effect of big data marketing capability	10
Leveraging the interplay of Internet of Things (IoT) capabilities for achieving customer satisfaction in a B2B2C context: an integrative perspective	10
Conceptualizing the supplier switching process: an example from public procurement	10
Speed matters for supply chain communication to acquire superior firm performance: carbon footprint communication	10
Digital servitization journey in small- and medium-sized enterprises: the contribution of knowledge-intensive business firms	10
Chinese parent firm’s knowledge types and governance modes’ effect on overseas subsidiaries’ performance: a contingency perspective	10
Breaking the bottlenecks: a fuzzy SWARA approach to AI-ML implementation barriers in B2B industrial operations and supply chain management	10
Service design: a critical examination and future research directions in servitization literature	10
How B2B marketers interact with customers and develop knowledge to produce a co-owned marketing strategy	10
Quality investment as a catalyst for successful performance-based contracts: a relational view perspective	10
Understanding buyer responses to supplier green certification in B2B markets: insights from interpersonal similarity and SOR framework	10
Actor engagement: origin, evolution and trends	10

Measuring supply chain finance: a study of scale development and validation in the emerging market context	10
Effectual networking capability and SME performance in international B2B markets	10
Business customer experience in B2B2C service settings: a scale development	10
Opportunism in an emerging market – franchisee perspective	10
The role of digital skills in the acceptance of artificial intelligence	9
Effect of social capital and transaction cost on multifaceted opportunism in manufacturer-supplier relationship	9
Does enabling control systems and relational capabilities foster conflict management in innovation ecosystems?	9
Policy uncertainty, social responsibility and corporate M&A	9
Examining the viability of lean production practices in the Industry 4.0 era: an empirical evidence based on B2B garment manufacturing sector	9
Embracing green supply chain collaboration through technologies: the bridging role of advanced manufacturing technology	9
Capability matching between suppliers and customers in solution co-creation: a process-based model	9
Knowledge management process as a mediator between collaborative culture and frugal innovation: the moderating role of perceived organizational support	9
Value co-creation and co-destruction in the digital transformation of highly traditional companies	9
Research on operation mechanisms of shareholding supply chains considering retailers’ marketing efforts	9
Manufacturer's sales format selection and information sharing strategy of platform with a private brand	9
The impact of the relationship commitment and customer integration on supply chain performance	8
Supply chain finance in enhancing supply-oriented and demand-oriented performance capabilities – moderating role of perceived partner opportunism	8
Integration of organizational, economic and customer-related attributes to prioritize marketing strategies	8
Towards a theoretical framework of co-development in supply chains: role of platform affordances and supply chain relationship capital	8
The impact of supply chain specific investments on firms’ market performance: the mediating role of innovation	8
Adaptive marketing capabilities, market orientation, and international performance: the moderation effect of competitive intensity	8
Key success factors for stability of asymmetric technological collaborations: a bionic engineering approach	8
The vulnerability of technology-based business during COVID-19: an indicator-based conceptual framework	8
The impact of IT use on supply chain coordination: the moderating role of environmental uncertainty	8
From knowledge broker to solution provider in the Industry 4.0 setting: the innovation path of a small consulting firm	8
The strategic role of firm agility in the relationship between IT capability and firm performance under the COVID-19 outbreak	8
Mitigating disruption through adaptive organization and organization learning to create a transformation business model	8
Inside sales managers’ utilization of cultural controls as part of a sales control portfolio to enhance overall sales performance	8
Value capture in IoT-driven business models: considerations about smart resources and isolating mechanisms in networked environments	8
Exploring the barriers and motivators of value co-creation through a theoretical lens of service-dominant logic	8
Material flow cost accounting for aluminum gravity die casting in electrical products manufacturing	8
Supporting value co-creation through interaction during the pre-purchase customer journey: empirical evidence from B2B HR services	8
A decision support framework for socially responsible supplier selection in the Nigerian banking industry	8
Blockchainembedded supply chain finance solutions for Indian MSMEs: a TISM and MICMAC approach	8
Role of community trust in driving brand loyalty in large online B2B communities	8
Why are strangers trusted more during trade fairs? A literature review on the conceptual model of general trust formation	8
Mapping global value chain, production network, and commodity chain literature using scientometrics: an integrative resilient value chains model based on a review of the literature	8
Mobile instant messaging apps as an opportunity for a conversational approach to marketing: a segmentation study	8
Does B2B salespeople’s love of money attitude mediate the relationships between a growth mindset, a fixed mindset, grit, and job performance?	8
Contract choice and equilibrium: whether and how to open platform to competitor for the dominant manufacturer?	7
Left to their own devices? Antecedents and contingent effects of workplace anxiety in the WFH selling environment	7
Drivers of geographical indication food supply chain performance: a B2B network perspective	7
Sustainability–driven changes in the business incubation industry	7
Demystifying customer engagement in B2B markets	7
Influence of dependence on social capital and operational performance: a study of the textile and clothing industry	7
Mobilization for collective market shaping: interplay of innovation and issue networks	7
The interplay of word-of-mouth and customer value on B2B sales performance in a digital platform: an expectancy value theory perspective	7
Platform ecosystem development in an institutionalized business market: the case of the asset management industry	7
Eight organizational enablers of digital service-sales ambidexterity in industrial firms	7
Interfirm multidimensional trust in firm internationalization	7
The power of connecting experience data and operational data: more than the sum of its parts?	7
Strategic crisis response: managerial implications and direction for recovery and survival	7
Impact of digitalization on entrepreneurial ecosystems: a bibliometric exploration	7
Role of mindfulness in merchant’s adoption of mobile payments in an unorganized sector	7
The role of ICTs for knowledge sharing in franchising networks	7
Unravelling the enablers of Industry 4.0 in Indian automobile industry amid COVID-19: an integrated TISM and fuzzy MICMAC approach	7
Impact of supply chain finance on the business risk of core enterprises: evidence from China	7
Supplier interfaces in digital transformation: an exploratory case study of a manufacturing firm and IoT suppliers	7
Antecedents of team alignment for team performance: length of relationship as a moderator	7
Resource renewal in heavy business networks: the case of Modvion starting up in the Swedish wind energy context	7
Servitization in the construction industry: a multiple case study from a value-adding perspective	7
Should the pricing or advertising decision come first in a supply chain with a network externality?	7
Informal sellers and formal markets: a habitus gap	7
External knowledge and eco-innovation: evidence from small and medium-sized enterprises	7
Social capital impact on mass customization capability and innovation capabilities: the mediating role of absorptive capacity	7
Understanding the relationship between coopetition and startups’ resilience: the role of entrepreneurial ecosystem and dynamic exchange capability	7
When digitalization meets sustainability: exploring interactions within a manufacturing firm	7
The effect of supply chain finance on sustainability performance: empirical analysis and fsQCA	7
Channel diversity, constructive and destructive conflicts: the moderating role of network centrality	7
Not all communication styles are created equal: the differing effects of communicating the family business brand’s roots and virtues	7
Exploring the influence of supervisor and family work support on salespeople’s engagement and unethical behaviors	7
Guest editorial: Interactions, relationships and networks in a digital era	6
The effect of social disruption on the use of technologies to digitize B2B processes and its impact on corporate performance	6
Impact of digital technology on velocity of B2B buyer-supplier relationship development	6
New product development team performance: a historical meta-analytic review of its nomological network	6
A comparative analysis of financial and nonfinancial rewards on work motivation and knowledge sharing in a postpandemic era	6
A review of sustainability trade-offs affecting suppliers in developed and less developed countries	6
Strategic orientation and innovation culture: catalysts for success in the dynamic Turkish IT industry	6
Why cannot we all just get along? Resolving customer-focused team interface conflicts in a B2B firm leveraging AHP-based multi-criteria decision-making	6
What do female and male entrepreneurs value in business accelerators?	6
Understanding the enduring shifts in sales strategy and processes caused by the COVID-19 pandemic	6
Investigating knowledge dissemination and social media use in the farming network to build trust in smart farming technology adoption	6
Globalization orientation, business practices and performance outcomes: an empirical investigation of B2B manufacturing firms	6
The influence of agility on green purchasing practices: the role of supplier governance and supplier relationships	6
Digital transformation and sustainable performance: the mediating role of triple-A supply chain capabilities	6
The impact of human resource and information technology on supply chain learning and operational performance	6
The role of relational governance in innovation platform growth: the context of living labs	6
The impact of account managers’ dual embeddedness on solution co-creation performance	6
Investigating information processing paradigm to predict performance in emerging firms: the mediating role of technological innovation	6
How can machine tool builders capture value from smart services? Avoiding the service and digitalization paradox	6
Putting the “service” into B2B marketing: key developments in service research and their relevance for B2B	6
Bribery, local network, and local performance among multinational corporations: a moderated mediation model of informal competition	6
What can satisfy customers in servitization? Service or goods innovation	6
Handling changes on and changes of the market: market–political ambidexterity in the Swedish market for solar energy	6
Studying international complaints: a multicultural analysis across two time periods	6