Journal of Business & Industrial Marketing

Article	Citations
Artificial intelligence in customer relationship management: literature review and future research directions	64
Digital transformation of business model in manufacturing companies: challenges and research agenda	59
How do ESG pillars impact firms’ marketing performance? A configurational analysis in the pharmaceutical sector	53
Artificial intelligence adoption in business-to-business marketing: toward a conceptual framework	52
The different shades of innovation emergence in smart service systems: the case of Italian cluster for aerospace technology	50
Value co-creation: a review of literature and future research agenda	45
Digital transformation in sales as an evolving process	45
A digital servitization framework for viable manufacturing companies	43
Survival strategies of SMEs amidst the COVID-19 pandemic: application of SEM and fsQCA	41
Servitization strategy, manufacturing organizations and firm performance: a theoretical framework	33
Carbon emission reduction and green marketing decisions in a two-echelon low-carbon supply chain considering fairness concern	32
A holistic model of dynamic capabilities and environment management system towards eco-product innovation and sustainability in automobile firms	32
A review of coopetition and future research agenda	31
Rethinking interaction in social distancing times: implications for business-to-business companies	31
Collaboration in achieving sustainable solutions in the textile industry	30
Green market orientation and organizational performance in Taiwan’s electric and electronic industry: the mediating role of green supply chain management capability	30
Modeling the emergency health-care supply chains: responding to the COVID-19 pandemic	30
A bibliometric review of service ecosystems research: current status and future directions	29
Marketing-sales-service interface and social media marketing influence on B2B sales process	29
Empowering value co-creation in the digital age	29
Exploring the factors influencing the adoption of supply chain finance in supply chain effectiveness: evidence from manufacturing firms	27
Value (co-)creation in B2B sales ecosystems	27
Translating leader sustainability orientation into green supply chain integration: a missing link of green entrepreneurial orientation	27
Antecedents and consequences of market orientation in international B2B market: role of export assistance as a moderator	27
Digital entrepreneurship: global maps and trends of research	26

The relationship between sustainable supply chain management and enterprise economic performance: does firm size matter?	25
Factors impacting digital transformations of the food industry by adoption of blockchain technology	25
Achieving superior performance in international markets: the roles of organizational agility and absorptive capacity	24
Recent trends in supply chain management of business-to-business firms: a review and future research directions	24
The PPE industry in Italy during COVID-19: supply chain disruption and the adoption of digital and social media in B2B firms	23
Integrating the dialectic perspectives of resource-based view and industrial organization theory for competitive advantage – a review and research agenda	23
The Matthew effect in talent management strategy: reducing exhaustion, increasing satisfaction, and inspiring commission among boundary spanning employees	23
Examining the needs to adopt big data analytics in B2B organizations: development of propositions and model of needs	22
Examining the impact of strategic supplier partnership, customer relationship and supply chain responsiveness on operational performance: the moderating effect of demand uncertainty	22
Putting the “service” into B2B marketing: key developments in service research and their relevance for B2B	22
How the digital transformation from COVID-19 affected the relational approaches in B2B	22
The interplay between product innovation and servitization: the mediating role of digitalization	21
The impact of digitalization on supply chain resilience: an empirical study of the Chinese manufacturing industry	21
The reshoring decision under uncertainty in the post-COVID-19 era	20
Business to business (B2B) alliances in the healthcare industry: a review of research trends and pertinent issues	20
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	20
Knowledge management process as a mediator between collaborative culture and frugal innovation: the moderating role of perceived organizational support	20
The effects of green brand equity on green word of mouth: the mediating roles of three green factors	19
Sales technology and salespeople’s ambidexterity: an ecosystem approach	18
Logistics as a value in e-commerce and its influence on satisfaction in industries: a multilevel analysis	18
Introducing sharing-focused business models in the B2B context: comparing interaction and environmental sustainability for selling, renting and sharing on industrial markets	18
The interplay of word-of-mouth and customer value on B2B sales performance in a digital platform: an expectancy value theory perspective	18
Marketing capabilities for small and medium enterprises that supply large companies	18
Exploring the role of relationship management and relationship quality in B2B: empirical insights and future research directions	18
Salesperson grit: reducing unethical behavior and job stress	18
Impact of digital technology on velocity of B2B buyer-supplier relationship development	18
A study on relational factors in information technology outsourcing: analyzing judgments of small and medium-sized supplying and contracting companies' managers	17
The role of trust in innovation ecosystems	17
Barriers to service recovery in B2B markets: a TISM approach in the context of IT-based services	17
Digital entrepreneurs in technology-based spinoffs: an analysis of hybrid value creation in retail public–private partnerships to tackle showrooming	17
The effect of international intrapreneurship on firm export performance with driving force of organizational factors	17
Multichannel integration through innovation capability in manufacturing SMEs and its impact on performance	16
What role do FinTech companies play in supply chain finance? A signaling intermediary perspective	16
Envisioning the challenges of the pharmaceutical sector in the Indian health-care industry: a scenario analysis	16
B2B engagement within an internet of things ecosystem	16
The strategic role of firm agility in the relationship between IT capability and firm performance under the COVID-19 outbreak	15
A framework for the relationship implications of additive manufacturing (3D printing) for industrial marketing: servitization, sustainability and customer empowerment	15
Digitalization in B2B marketing: omnichannel management from a PLS-SEM approach	15
Intra- and inter-organizational tensions of a digital servitization strategy. Evidence from the mechatronic sector in Italy	15
Decision-makers’ logic of control and SME international performance	15
Exploring the effects of SMEs’ platform-based digital connectivity on firm performance – the moderating role of environmental turbulence	15
The role of relational governance in innovation platform growth: the context of living labs	15
Examining the impact of locus and justice perception on B2B service recovery	14
Digital servitization journey in small- and medium-sized enterprises: the contribution of knowledge-intensive business firms	14
Can competitors cooperate? The impact of formal institution agents in promoting coopetition among emerging market exporters	14
Networking capability: a systematic review of literature and future research agenda	14
Mitigating the effects of COVID-19: an exploratory case study of the countermeasures taken by the manufacturing industry	14
The role of openness in collaborative innovation in industrial networks: historical and contemporary cases	14
A systematic review for organizing servitization by multi-actor collaborations: lenses, factors and outcomes	14
Green market orientation, green value-based innovation, green reputation and enterprise social performance of Ghanaian SMEs: the role of lean management	13

Unmasking conflict in vertical coopetition	13
Understanding salesperson intention to use AI feedback and its influence on business-to-business sales outcomes	13
Business customer virtual interaction: enhancing value creation in B2B markets in the post-COVID-19 era – an SME perspective	13
Navigating a global pandemic crisis through marketing agility: evidence from Italian B2B firms	13
Collaboration between supply chain partners: when does it matter? Evidence from collaborative profiles	13
Adapting business models in buyer-seller relationships: paradoxes in the fast fashion supply chain	13
Sales transformation: conceptual domain and dimensions	13
R&D alliance partner attributes and innovation performance: a fuzzy set qualitative comparative analysis	13
From managing customers to joint venturing with customers: co-creating service value in the digital age	13
The impact of decision-making styles (effectuation logic and causation logic) on firm performance: a meta-analysis	13
Impact of novel information technology on IT alignment and sustainable supply chain performance: evidence from Chinese manufacturing industry	13
Supply chain governance: a conceptual model	13
The effect of supply chain finance on sustainability performance: empirical analysis and fsQCA	12
Examining the key factors influencing loyalty and satisfaction toward the smart factory	12
Strategic orientations, marketing capabilities and innovativeness: an adaptive approach	12
How does supply chain knowledge enhance green innovation? The mediation mechanisms of corporate reputation and non-supply chain learning	12
Pricing and advertising decisions in O2O supply chain with the presence of consumers’ anticipated regret	12
CRM system implementation and firm performance: the role of consultant facilitation and user involvement	12
Enhancing the export activities of small and medium-sized enterprises in emerging markets	12
Effect of internal competitive work environment on working smart and emotional exhaustion: the moderating role of time management	12
The emergence of B2B omni-channel marketing in the digital era: a systematic literature review	12
An integrated perspective of value creation and capture: a systematic literature review	12
Supply chain integration, capability and performance – a business-to-business network cooperation	11
Value co-creation and co-destruction in the digital transformation of highly traditional companies	11
Investigating the relationship between government support and SMEs’ sustainability through financial and green lenses	11
The impact of servitization on manufacturing firms’ market power: empirical evidence from China	11
Criteria for selecting actors for the value co-creation in startups	11
CSR orientation for competitive advantage in business-to-business markets of emerging economies: the mediating role of trust and corporate reputation	11
The impact of the relationship commitment and customer integration on supply chain performance	11
Coopetition within the entrepreneurial ecosystem: startups’ entrepreneurial learning processes and their implications for new venture performance	11
Pricing and green promotion effort strategies in dual-channel green supply chain: considering e-commerce platform financing and free-riding	11
Serial crowdfunding in start-up development: a business network view	11
Stakeholder contributions to commercialization and market creation of a radical innovation: bridging the micro- and macro levels	11
Emotional mechanics of gamification and value co-creation: the digital platform Nike+ as a B2B2C ecosystem	11
The linkages among supplier relationship, customer relationship and supply performance	11
Incorporating data quality into a multi-product procurement planning under risk	11
Adaptive marketing capabilities, market orientation, and international performance: the moderation effect of competitive intensity	11
Enhancing supply chain competences through supply chain digital embeddedness: an institutional view	11
Examining the use of fsQCA in B2B marketing research: benefits, current state and agenda for future research	11
The diffusion of innovation in project-based firms – linking the temporary and permanent levels of organisation	11
The dilemma of relational embeddedness: mediating roles of influence strategies in managing marketing channel opportunism	11
An ecosystems analysis of how sales managers develop salespeople	11
Modeling the supply chain finance (SCF) barriers of Indian SMEs using BWM framework	11
Supply chain finance in enhancing supply-oriented and demand-oriented performance capabilities – moderating role of perceived partner opportunism	10
Supplier interfaces in digital transformation: an exploratory case study of a manufacturing firm and IoT suppliers	10
Tensions and territoriality: the dark side of servitization	10
Linking supply network flexibility with mass customization capability	10
Driving forces of repurchasing social enterprise products	10
A global examination of institutional effects on B2B cooperation	10
Left to their own devices? Antecedents and contingent effects of workplace anxiety in the WFH selling environment	10
Strategic alliances and firms’ chances to survive “black swans” in B2B industries	10
Striking the right balance in tension management. The case of coopetition in small- and medium-sized firms	10
Changes in knowledge coupling and innovation performance: the moderation effect of network cohesion	10
The impact of buyer–supplier communication on production ramp-up performance	10
Top management’s green transformational leadership and competitive advantage: the mediating role of green organizational learning capability	10
Value co-creation in the B2B context: a diagnosis of knowledge management based on multiple case studies	10
Arab networking and relationship marketing: is there a need for both?	10
Fairness and behavioral intentions in discrete B2B transactions: a study of small business firms	10
Examining the functionality of digital platform capability in driving B2B firm performance: evidence from emerging market	10
Influence of new product development best practices on performance: an analysis in innovative Brazilian companies	10
The role of brand representatives in predicting trust in early buyer–supplier relationships	9
Effect of supplier supply network resources on buyer–supplier collaborative product innovation: a contingency perspective	9
The origin and evolution of the concept of servitization: a co-word and network analysis	9
Examining the antecedents and consequences of pricing capability: evidence from SMEs	9
Does supply chain finance adoption improve organizational performance? A moderated and mediated model	9
When co-creation pays off: the effect of co-creation on well-being, work performance and team resilience	9
Implementation of new segments in small- and medium-sized enterprises (SMEs)	9
The role of communication between partners in the process of strategic alliances: a systematic literature review	9
Early stage network engagement strategies in the network capability development of new ventures	9
Moving from a goods- to a service-oriented organization: a perspective on the role of corporate culture and human resource management	9
Salesforce responsive roles in turbulent times: case studies in agility selling	9
Customer prioritization, product complexity and business ties: implications for job stress and customer service performance	9
Investigating knowledge dissemination and social media use in the farming network to build trust in smart farming technology adoption	9
Strategic crisis response: managerial implications and direction for recovery and survival	9
A new approach of innovation and network on export in trade fair context: evidence from Portuguese SMEs	9
B2B digital content marketing in uncertain situations: a systematic review	8
Blockchainembedded supply chain finance solutions for Indian MSMEs: a TISM and MICMAC approach	8
Word-of-mouth in business-to-business marketing: a systematic review and future research directions	8
Small firm coopetition – the missing links: coopetitive tension, balance and value	8
Exploring the role of service touchpoints on the path to financial, behavioral and relational customer outcomes: insights from a B2B service context	8

Linking supplier selection and management strategies with mass customization capability	8
The acceleration of digital communications in the durable goods industry. A study on white goods firms after COVID-19	8
Sustainable housing development: the legitimacy-seeking perspective	8
How core, technical and social components of business relationship value drive customer satisfaction and loyalty in high tech B2B market	8
Institutionalizing value-based healthcare in a service system: a policy and document analysis over three decades	8
Social capital impact on mass customization capability and innovation capabilities: the mediating role of absorptive capacity	8
How global mindset drives innovation and exporting performance: the roles of relational and bricolage capabilities	8
Reconfiguring the service system for resilience: lessons learned in the higher education context	8
Orchestrating in the entrepreneurial ecosystem – orchestrator roles and role-specific capabilities in the regional health technology ecosystem	8
Key account management and value co-creation in multi-stakeholder ecosystems. A “market access” mix	8
Promoting supply chain financing performance of SMEs based on the extended resource-based perspective	8
Towards dissemination, detection and combating misinformation on social media: a literature review	8
The mediating role of cooperative norms in the formation of buyer commitment in the buyer–seller relationship	8
The effect of equity on value co-creation in business relationships	8
How and when does internal and external social media use for marketing impact B2B SME performance?	8
The integration of logistics and marketing practice into baseline supply chain practices in the emerging markets	8
First-mover advantages and innovation success: a contingency approach	8
Service innovation in medical device manufacturers: does the digitalization matter?	8
Research constituents and citation analysis of theJournal of Business and Industrial Marketing(1986–2019)	8
Mobile instant messaging apps as an opportunity for a conversational approach to marketing: a segmentation study	8
Strategies to mitigate barriers to supply chain sustainability: an apparel manufacturing case study	8
Environmental sustainability through designing reverse logistical loops: case research of poultry supply chains using system dynamics	8
Globalization orientation, business practices and performance outcomes: an empirical investigation of B2B manufacturing firms	8
The role of trust and commitment as mediators between economic and non-economic satisfaction in sales manager B2B relationships	8
Building trust among channel members via power sources	8
Sales complexity and value appropriation: a taxonomy of sales situations	7
Ecosystem network health and SMEs’ credit quality	7
The fringe or national brand manufacturer? An analysis of private label sourcing strategy	7
The strategic role of corporate online references: building social capital through signaling in business networks	7
The impact of coercive pressure and ethical responsibility on cross-functional green management and firm performance	7
Driving force of industrial technology innovation: coevolution of multistage overseas M&A integration and knowledge network reconfiguration	7
Are your international salespeople culturally intelligent? The influence of cultural intelligence on adaptive selling behavior with B2B customers	7
An agent-based model for exploring the impacts of reciprocal trust on knowledge transfer within an organization	7
B2B marketing strategies in healthcare management: intellectual structure and research trends	7
The impact of supply chain specific investments on firms’ market performance: the mediating role of innovation	7
From market driving to market shaping: impact of a language shift	7
A nexus between corporate social responsibility disclosure and its determinants in energy enterprises	7
How can machine tool builders capture value from smart services? Avoiding the service and digitalization paradox	7
Mapping the intellectual structure of business-to-business loyalty literature: a bibliometric analysis approach	7
Industrial dynamics and economic growth in health-care context. Evidence from selected OECD countries	7
Market-based organizational learning, pricing capability and business performance: the moderating effects of coordination mechanism and environmental dynamism	7
Salesperson’s spiritual response to job burnout: the role of karma and the moderating impact of thought self-leadership	7
Eight organizational enablers of digital service-sales ambidexterity in industrial firms	7
Knowledge integration and entrepreneurial firms’ frugal innovation in the service industry	7
A sequential logic model between sales performance and salesperson satisfaction in B2B markets	7
Embracing green supply chain collaboration through technologies: the bridging role of advanced manufacturing technology	7
Understanding networking dynamics in born global firms’ internationalization: balancing the mix of physical and virtual networking in B2B markets	7
The conscientious corporate brand: definition, operationalization and application in a B2B context	7
A systematic review of customer behavior in business-to-business markets and agenda for future research	7
B2B supply chain risk measurement systems: a SCOR perspective	7
Linking entrepreneurial orientation with export performance: mediation effects of multiple differentiation strategies	7
Rating, review and reputation: how to unlock the hidden value of luxury consumers from digital commerce?	7
Does the type of sales position matter? A multi-group analysis of inside vs outside sales	7
Contingent conditions on the effectiveness of salesperson acquisition-retention ambidexterity: the motivation–opportunity–ability framework	7
Integrating sustainability in business network initiation: the case of an Italian pasta maker	7
Co-exploitation (or co-exploration) vs go it alone? The role of alliance learning capability on firm performance	6
Impact of bundling on the omnichannel supply chain under price competition	6
Investigating information processing paradigm to predict performance in emerging firms: the mediating role of technological innovation	6
Value creation in company–NGO collaboration in corporate volunteering	6
Digitalization of the buyer–seller relationship in the steel industry	6
Digital transformation in a cross-laminated timber business network	6
“Forget it, let’s go with a handshake”: contracting practices of exporting small to medium size enterprises (SMEs)	6
Inter-firm coopetition and innovation in industrial clusters: the role of institutional support	6
Brushing up on time-honored sales skills to excel in tomorrow’s environment	6
Outside-in thinking, value chain collaboration and business model innovation in manufacturing firms	6
Assessing inter-organizational performance through customer value: a literature review	6
Buying behaviour model of early adopting organizations of radical software innovations	6
Proactive market orientation and business model innovation to attain superior new smart connected products performance	6
Modeling the strategies to accelerate the natural gas business market growth in a developing country	6
Roles of supply chain network centralities on firm performance: an explorative study on Tokyo manufacturing industries	6
Does crowdsourcing lead to better product design: the moderation of network connectivity	6
Top management service commitment and new product development in manufacturing firms: the moderating role of dysfunctional competition	6
Platform ecosystem development in an institutionalized business market: the case of the asset management industry	6
A coordination mechanism through cost sharing of corporate social responsibility and government subsidy in a two-echelon supply chain	6
Orchestrator’s interaction in hub-teams facilitating innovation network co-creation	6
A review of sustainability trade-offs affecting suppliers in developed and less developed countries	6
Exploring and extending the synergy concept – a study of three acquisitions	6
How does renqing influence purchase intentions in the Chinese business-to-business context?	6
Antecedents of professionals’ self-efficacy in professional service firms: effects of external source credibility and content quality	6
How IT integration and relational ties affect innovation performance: considering the moderating roles of relationship duration and institutional distance	6
Understanding the influence of business strategy in corporate social responsibility: evidence from Chinese firms in Africa	6
Social media branding in the food industry: comparing B2B and B2C companies’ use of sustainability messaging on Twitter	6
Inside sales agent’s sales activities influence on work outcomes and sales agent tenure through autonomous motivation	6
Aligning sustainability goals of industrial operations and marketing in Industry 4.0 environment for MSMEs in an emerging economy	5
Network change processes for environmental practices	5
How cooperative innovation could be more effective in China: a relationship perspective	5
Brand outcomes in sales channel relationships: a guanxi theory perspective	5
Seeds of demand-side legitimacy: when do existing companies procure from B2B startups?	5
When does a supplier tolerate resellers’ opportunistic behaviors? Transaction benefit and cost perspectives	5
Investigating corporate social irresponsibility (CSIR) and its impact on social judgments in the weak institution: moderating the role of corporate ability	5
Too much of a good thing?: The impact of ethical controls and perceived controllability on salesforce job performance	5
How B2B marketers interact with customers and develop knowledge to produce a co-owned marketing strategy	5
Commitment, trust, relative dependence, and customer loyalty in the B2B setting: the role of customer satisfaction	5
Environmental uncertainty, participative corporate political activity and radical innovation in China: a sensemaking perspective	5
A model for B2B salesperson performance with service ecosystems perspective: a grounded theory	5