Journal of Business & Industrial Marketing

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
B2B supply chain risk measurement systems: a SCOR perspective	46
Predicting bid protests: what should sourcing teams (not) do?	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
Dynamically adapting to the new normal: unpacking SMEs’ adoption of social media during COVID-19 outbreaks	38
What role do FinTech companies play in supply chain finance? A signaling intermediary perspective	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
Digital transformation in sales organizations: antecedents of sales managers’ change readiness and championing behaviors	34
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
Inflection points during a disruptive event: planning within the sales force	33
Sponsoring many or few sports properties? Moderated mediation effect of perceived sponsor ubiquity depending on sponsor–property fit	33
A nexus between corporate social responsibility disclosure and its determinants in energy enterprises	32
Business customer virtual interaction: enhancing value creation in B2B markets in the post-COVID-19 era – an SME perspective	31

Firm disruption orientation and supply chain resilience: understanding mechanisms to mitigate disruption impact	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
Value co-creation: a review of literature and future research agenda	27
Impact of customer-centric approach and customer dissatisfying cost on supply chain profit under price competition	27
Benefits, barriers, and facilitators of developing B2B mobile applications	26
Can crowdfunding creators learn from previous experiences to have a better future financing performance?	25
Multi-homing in B2B services: a psychological perspective	25
Identifying factors needed for business actor engagement in sustainable development goal (SDG) initiatives	24
Green giants: how high–tech manufacturers in China foster supplier green innovativeness for sustainable development	24
Intra- and inter-organizational tensions of a digital servitization strategy. Evidence from the mechatronic sector in Italy	23
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	23
Relevance and its epistemic underpinnings in B2B marketing research: four axioms and nine relevance types	23
The impact of boundary conditions on the relationship between value creation and value appropriation in buyer-supplier relationships	23
Postpandemic international tourism restart: effect of border control and vaccination	23
Artificial intelligence advancements in procurement: transforming organizational buying behavior	23
Modern mediators: intermediaries’ informational roles in sourcing from China	23
Unleashing green innovation: navigating the path with green inclusive leadership, green knowledge management and internal CSR communication	22
Driving forces of repurchasing social enterprise products	22
Changes in knowledge coupling and innovation performance: the moderation effect of network cohesion	22
Determinants and outcomes of satisfaction in B2B sales relationships	21
The role of passion in favouring the creation of new business: an empirical investigation of the sport context through the IMP lens	21
Digital entrepreneurship: global maps and trends of research	21
Communicating customer value proposition in the French pharmaceutical industry. The case of OTC drugs	20
How much customer collaboration is too much? Implications for user entrepreneurship and product performance	20
Supply chain integration, capability and performance – a business-to-business network cooperation	20
Pandemic-driven business model sustainability: a review	20
Client opportunism in agency-client relationship: the role of information asymmetry, agency response and calculative commitment	20
A design science research methodology for developing an integrated model supplier reduction and grouping parts using GT-based algorithm	20
The role of contextual factors in conflict handling strategies in logistics service networks	20
Analysis of green supply chains under fairness concern and differential power structure	19
Beyond the transaction: exploring resources stewardship, relational connectedness and co-creation in B2B marketing	19
“What’s it really worth?” A meta-analysis of customer-perceived relationship value in B2B markets	19
Revisiting e-commerce platforms’ strategies of exercising channel power: a contingency perspective	19
Impact of bundling on the omnichannel supply chain under price competition	19
Environmental sustainability and information sharing related to delivery options in the B2B2C context of e-commerce: evidence from a survey	19
Orchestrating in the entrepreneurial ecosystem – orchestrator roles and role-specific capabilities in the regional health technology ecosystem	18
Role of brand equity and competitive strategies in the relation between horizontal alliances and its benefits	18
Towards profitable customized solutions in small firms: a matter of relationships, modularity and expertise	18
Sustainable recycling management: configuration of risk factors and resilience strategies	18
Carbon emission reduction and green marketing decisions in a two-echelon low-carbon supply chain considering fairness concern	18
Dyadic capabilities in implementing performance-based public procurement	17
The role of information in relation to interaction affected by technology change – the case of a telemedicine pilot project	17
Not the way it used to be: B2B interactions in the era of ecosystems	17
Matching intra-functional integration with inter-firm IT linkage to facilitate flexibility for customers	17
Influences of collaborative culture and knowledge management on product and process innovation: the moderating role of information technology utilization	17
The influence of efficiency pursuing on business streamlining 2.0	17
Antecedents and consequences of supply chain agility: a competence-capability-performance paradigm	17
Sales controls: a necessary condition perspective	16

Co-exploitation (or co-exploration) vs go it alone? The role of alliance learning capability on firm performance	16
How global mindset drives innovation and exporting performance: the roles of relational and bricolage capabilities	16
Servitization and firm performance: a p-curve analysis	16
Service innovation in medical device manufacturers: does the digitalization matter?	16
Small firm coopetition – the missing links: coopetitive tension, balance and value	15
The interplay of institutions and coopetition: a decade-long analysis of a geographical indication in the Brazilian wine industry	15
Reconfiguring the service system for resilience: lessons learned in the higher education context	15
Knowledge sharing and NPD performance for UK cross – border M&A firms: the moderating role of behavior and outcome controls	15
Envisioning the challenges of the pharmaceutical sector in the Indian health-care industry: a scenario analysis	15
A systematic review for organizing servitization by multi-actor collaborations: lenses, factors and outcomes	15
Inter-firm coopetition and innovation in industrial clusters: the role of institutional support	14
Ambicultural sensitivity and relational embeddedness in fostering B2B relationship	14
Exploring the dynamics of firm growth: the interplay of decision-making logic	14
Calculative trust, benevolent trust and supplier opportunism: the double edged role of IT infrastructure capability	14
Critical realist multilevel research in business marketing: a laminated conceptualization of resilience	14
Understanding the spillover effects of manufacturer-initiated reward on observers’ compliance: a social learning perspective	14
When friends are near foes: governing nonequity alliances with steering committees	14
Interpartner learning capabilities and relationship performance during complex projects	14
Drivers of green innovation and green acquisition: empirical evidence from the food and beverage industry	14
Augmenting machine learning with human insights: the model development for B2B personalization	14
How and when collaborative innovation networks influence new product development performance in SMEs: evidence from China	14
Guest editorial	14
Understanding the shift: contextual determinants of classic and alternative servitisation trajectories	14
Does supply chain finance adoption improve organizational performance? A moderated and mediated model	14
Building supply chain resilience through industry 4.0 base technologies: role of supply chain visibility and environmental dynamism	13
Output servitization and environmental performance: impacts on manufacturing enterprises	13
Ambicultural sensitivity and resource dynamism in B2B relationship: an international dynamic marketing capabilities perspective	13
Value co-creation in the B2B context: a diagnosis of knowledge management based on multiple case studies	13
Social media branding in the food industry: comparing B2B and B2C companies’ use of sustainability messaging on Twitter	13
Unlocking the potential of prosocial motives in fostering environmental and social innovation: the roles of creativity-relevant skills and business moral values	13
The effects of green brand equity on green word of mouth: the mediating roles of three green factors	13
Leveraging gamification to enhance persuasive behaviour and streamline online product returns: an approach grounded in multiple case studies	12
Buyer reputation: a blind spot in buyer–supplier relationships	12
When in Rome, do as the Romans do: can international marketing adaptation improve the association between servitization and profitability?	12
Strengthening organizational resilience: role of sustainable supply chain, digitalization and business model adaptation	12
Strategic alliances and firms’ chances to survive “black swans” in B2B industries	12
Editorial: New JBIM initiatives to improve B2B research and provide greater scholarly alignment with practice	12
An ICT-based start-up entering maritime logistics networks: facilitation of value cocreation patterns	12
Examining the impact of strategic supplier partnership, customer relationship and supply chain responsiveness on operational performance: the moderating effect of demand uncertainty	12
Putting marketing knowledge to use: marketing-specific relational capital and product/service innovation performance	12
Effects of country of origin and importers’ innovativeness in new product trials	12
Exploring the role of relationship management and relationship quality in B2B: empirical insights and future research directions	12
Understanding the influence of business strategy in corporate social responsibility: evidence from Chinese firms in Africa	12
Export performance: a comprehensive bibliometric overview	12
Unraveling critical success factors of local food supply chains: a systematic literature review	12
Mastering customer lock-in by servitization innovation strategies of asset specificity	12
Unmasking conflict in vertical coopetition	12
Business to business (B2B) alliances in the healthcare industry: a review of research trends and pertinent issues	12
Top management’s green transformational leadership and competitive advantage: the mediating role of green organizational learning capability	11
Actor roles emergence through actor engagement: an SD logic perspective	11
Venture capital, internationalization strategy and corporate innovation	11
Opportunism in an emerging market – franchisee perspective	11
Emotional mechanics of gamification and value co-creation: the digital platform Nike+ as a B2B2C ecosystem	11
Role of adaptive marketing capability and organisational agility in the resilience of B2B manufacturing companies during crises	11
Building business network relationships in the changing Chinese context: findings from Italian luxury companies	11
A network perspective on supply chain management in the structural reshaping of globalization	11
Environmental uncertainty, participative corporate political activity and radical innovation in China: a sensemaking perspective	11
Can salespeople use social media to enhance brand awareness and sales performance? The role of manager empowerment and creativity	11
Leveraging strategic network resources into firm performance: the roles of dynamic capabilities and platform monitoring	11
Differentiating “must–have” and “should–have” supply chain capabilities for enhanced performance: a necessary conditions analysis	11
Modeling the strategies to accelerate the natural gas business market growth in a developing country	11
A systematic review of customer behavior in business-to-business markets and agenda for future research	11
Strategies to mitigate barriers to supply chain sustainability: an apparel manufacturing case study	11
The effect of strategic supply management on operational and innovation performance: the mediating role of external supply resources mobilization	11
The challenges of B2B innovation: using marketing analytics to plan and implement a successful digital catalog adoption	11
Genuine small talk, rapport, and negotiation outcomes in B2B relationship	11
Power in the supply chain: a state-of-the-art literature review and propositions from the perspective of gender differences	11
Mitigating the effects of COVID-19: an exploratory case study of the countermeasures taken by the manufacturing industry	11
Criteria for selecting actors for the value co-creation in startups	11
The fringe or national brand manufacturer? An analysis of private label sourcing strategy	10
Segmenting the customers of system delivery projects based on data heterogeneity	10
Digital servitization journey in small- and medium-sized enterprises: the contribution of knowledge-intensive business firms	10
Understanding networking dynamics in born global firms’ internationalization: balancing the mix of physical and virtual networking in B2B markets	10
Leadership, knowledge dynamics and dual-path innovation: unravelling the synergy in Pakistan’s manufacturing sector	10
The moderating role of cultural similarity in developing commitment in the industrial importer-supplier relationship	10
Navigating global horizons: a review of export promotion and foreign market entry strategies for small and medium enterprises (SMEs)	10
Aligning sustainability goals of industrial operations and marketing in Industry 4.0 environment for MSMEs in an emerging economy	10
Quality investment as a catalyst for successful performance-based contracts: a relational view perspective	10
The moderating effect of supply chain collaboration on servitization	10
Pricing and advertising decisions in O2O supply chain with the presence of consumers’ anticipated regret	10

The effect of environmental competitiveness, customer and competitor orientation on export performance	10
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	9
Chinese parent firm’s knowledge types and governance modes’ effect on overseas subsidiaries’ performance: a contingency perspective	9
Business customer experience in B2B2C service settings: a scale development	9
Service design: a critical examination and future research directions in servitization literature	9
Embracing green supply chain collaboration through technologies: the bridging role of advanced manufacturing technology	9
Value co-creation and co-destruction in the digital transformation of highly traditional companies	9
Measuring supply chain finance: a study of scale development and validation in the emerging market context	9
Teachers, researchers, but not innovators? Rethinking university-industry collaboration	9
Actor engagement: origin, evolution and trends	9
Effect of social capital and transaction cost on multifaceted opportunism in manufacturer-supplier relationship	9
Effectual networking capability and SME performance in international B2B markets	9
Conceptualizing the supplier switching process: an example from public procurement	9
Speed matters for supply chain communication to acquire superior firm performance: carbon footprint communication	9
Value co-creation and new service performance: mediated by value-informed pricing	9
A transaction cost approach for public procurement	9
Environmental sustainability through designing reverse logistical loops: case research of poultry supply chains using system dynamics	9
Does B2B salespeople’s love of money attitude mediate the relationships between a growth mindset, a fixed mindset, grit, and job performance?	8
Key success factors for stability of asymmetric technological collaborations: a bionic engineering approach	8
Examining the viability of lean production practices in the Industry 4.0 era: an empirical evidence based on B2B garment manufacturing sector	8
Knowledge management process as a mediator between collaborative culture and frugal innovation: the moderating role of perceived organizational support	8
Inside sales managers’ utilization of cultural controls as part of a sales control portfolio to enhance overall sales performance	8
Exploring the barriers and motivators of value co-creation through a theoretical lens of service-dominant logic	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
Guest editorial	8
Why are strangers trusted more during trade fairs? A literature review on the conceptual model of general trust formation	8
The role of digital skills in the acceptance of artificial intelligence	8
Does enabling control systems and relational capabilities foster conflict management in innovation ecosystems?	8
Supporting value co-creation through interaction during the pre-purchase customer journey: empirical evidence from B2B HR services	8
Manufacturer's sales format selection and information sharing strategy of platform with a private brand	8
The vulnerability of technology-based business during COVID-19: an indicator-based conceptual framework	8
How B2B marketers interact with customers and develop knowledge to produce a co-owned marketing strategy	8
Capability matching between suppliers and customers in solution co-creation: a process-based model	8
Towards a theoretical framework of co-development in supply chains: role of platform affordances and supply chain relationship capital	8
A sequential logic model between sales performance and salesperson satisfaction in B2B markets	8
Servitization in the construction industry: a multiple case study from a value-adding perspective	7
Impact of supply chain finance on the business risk of core enterprises: evidence from China	7
The impact of supply chain specific investments on firms’ market performance: the mediating role of innovation	7
Value capture in IoT-driven business models: considerations about smart resources and isolating mechanisms in networked environments	7
Adaptive marketing capabilities, market orientation, and international performance: the moderation effect of competitive intensity	7
The power of connecting experience data and operational data: more than the sum of its parts?	7
Channel diversity, constructive and destructive conflicts: the moderating role of network centrality	7
Antecedents of team alignment for team performance: length of relationship as a moderator	7
Exploring the influence of supervisor and family work support on salespeople’s engagement and unethical behaviors	7
Mitigating disruption through adaptive organization and organization learning to create a transformation business model	7
The impact of IT use on supply chain coordination: the moderating role of environmental uncertainty	7
Research on operation mechanisms of shareholding supply chains considering retailers’ marketing efforts	7
Mobile instant messaging apps as an opportunity for a conversational approach to marketing: a segmentation study	7
A decision support framework for socially responsible supplier selection in the Nigerian banking industry	7
Integration of organizational, economic and customer-related attributes to prioritize marketing strategies	7
Not all communication styles are created equal: the differing effects of communicating the family business brand’s roots and virtues	7
The impact of the relationship commitment and customer integration on supply chain performance	7
Role of community trust in driving brand loyalty in large online B2B communities	7
Policy uncertainty, social responsibility and corporate M&A	7
Material flow cost accounting for aluminum gravity die casting in electrical products manufacturing	7
The strategic role of firm agility in the relationship between IT capability and firm performance under the COVID-19 outbreak	7
From knowledge broker to solution provider in the Industry 4.0 setting: the innovation path of a small consulting firm	7
Understanding the relationship between coopetition and startups’ resilience: the role of entrepreneurial ecosystem and dynamic exchange capability	6
Unravelling the enablers of Industry 4.0 in Indian automobile industry amid COVID-19: an integrated TISM and fuzzy MICMAC approach	6
Informal sellers and formal markets: a habitus gap	6
Mobilization for collective market shaping: interplay of innovation and issue networks	6
Role of mindfulness in merchant’s adoption of mobile payments in an unorganized sector	6
When digitalization meets sustainability: exploring interactions within a manufacturing firm	6
The interplay of word-of-mouth and customer value on B2B sales performance in a digital platform: an expectancy value theory perspective	6
Supplier interfaces in digital transformation: an exploratory case study of a manufacturing firm and IoT suppliers	6
Resource renewal in heavy business networks: the case of Modvion starting up in the Swedish wind energy context	6
Eight organizational enablers of digital service-sales ambidexterity in industrial firms	6
Influence of dependence on social capital and operational performance: a study of the textile and clothing industry	6
External knowledge and eco-innovation: evidence from small and medium-sized enterprises	6
Sustainability–driven changes in the business incubation industry	6
Social capital impact on mass customization capability and innovation capabilities: the mediating role of absorptive capacity	6
The role of ICTs for knowledge sharing in franchising networks	6
Blockchainembedded supply chain finance solutions for Indian MSMEs: a TISM and MICMAC approach	6
From managing customers to joint venturing with customers: co-creating service value in the digital age	6
Left to their own devices? Antecedents and contingent effects of workplace anxiety in the WFH selling environment	6
The effect of supply chain finance on sustainability performance: empirical analysis and fsQCA	6
Strategic crisis response: managerial implications and direction for recovery and survival	6
Are your international salespeople culturally intelligent? The influence of cultural intelligence on adaptive selling behavior with B2B customers	6
Impact of digitalization on entrepreneurial ecosystems: a bibliometric exploration	6
Should the pricing or advertising decision come first in a supply chain with a network externality?	6
Drivers of geographical indication food supply chain performance: a B2B network perspective	6
Platform ecosystem development in an institutionalized business market: the case of the asset management industry	6
Supply chain finance in enhancing supply-oriented and demand-oriented performance capabilities – moderating role of perceived partner opportunism	6
Investigating information processing paradigm to predict performance in emerging firms: the mediating role of technological innovation	5
Blockchain adoption in the supply chain management based on technology–organization–environment framework: evidence from developing and developed economies	5
Strategic orientation and innovation culture: catalysts for success in the dynamic Turkish IT industry	5
Digital transformation and sustainable performance: the mediating role of triple-A supply chain capabilities	5
Investigating knowledge dissemination and social media use in the farming network to build trust in smart farming technology adoption	5
Globalization orientation, business practices and performance outcomes: an empirical investigation of B2B manufacturing firms	5
Handling changes on and changes of the market: market–political ambidexterity in the Swedish market for solar energy	5
Profound changes in global sourcing? The country of origin theory and its effects on sourcing decisions	5
The impact of human resource and information technology on supply chain learning and operational performance	5
Putting the “service” into B2B marketing: key developments in service research and their relevance for B2B	5
What do female and male entrepreneurs value in business accelerators?	5