Journal of Business & Industrial Marketing

Article	Citations
Does salesperson’s karma orientation reduce counterproductive behaviors? Exploring the moderating impact of emotional labor and self-leadership	124
Born to sell or selling yourself out? The role of emotional labor in B2B salespeople	79
Developing Delphi methodology for studying future market change	76
Gaining insights into omnichannel usage behaviour of corporate customers in the German pharmacy supplies market: a cluster analysis approach	70
Spokesperson effectiveness in B2B advertising: spokesperson characteristics and posture using eye-tracking	61
The interplay between sales and marketing expenditures: an econometric approach in the B2B market	57
Publisher’s note	54
Differences in sustainability orientation and asymmetric power in buyer–seller relationships: direct and moderated impacts on relationship satisfaction	53
The impact of contract design on contract ineffectiveness: a moderated moderation model of interpretive uncertainty and IT capability	52
Digital transformation in sales organizations: antecedents of sales managers’ change readiness and championing behaviors	52
B2B supply chain risk measurement systems: a SCOR perspective	48
Exploring the influence of salesperson lone wolf tendencies on customer value co-creation: a social exchange perspective	46
The impact of servitization on manufacturing firms’ market power: empirical evidence from China	45
What role do FinTech companies play in supply chain finance? A signaling intermediary perspective	43
Theory and analysis of disruptive deception: SME responses to B2B supply chain opportunism	42
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	39
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	39
Business ties, adaptive capability and technological turbulence: implications for SMEs’ performance in Turkey	37
Dynamically adapting to the new normal: unpacking SMEs’ adoption of social media during COVID-19 outbreaks	35
Multi-homing in B2B services: a psychological perspective	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
Identifying factors needed for business actor engagement in sustainable development goal (SDG) initiatives	33
Repositioning strategies for incumbent SMEs in response to technological discontinuities: based on the Korean automotive component industry	32
Necessary condition analysis for sustainable channel governance in fast-moving markets	32

Influence of rural Ghanaian farmers’ social behavior on adoption of agricultural technology	31
Inflection points during a disruptive event: planning within the sales force	30
How SMEs’ supply chain specific investment impacts supply chain financing performance: insights from signaling theory	29
Impact of customer-centric approach and customer dissatisfying cost on supply chain profit under price competition	29
Innovation generation in buyer-supplier collaborative relationships: the role of relationship learning	29
Green giants: how high–tech manufacturers in China foster supplier green innovativeness for sustainable development	28
Firm disruption orientation and supply chain resilience: understanding mechanisms to mitigate disruption impact	28
The impact of boundary conditions on the relationship between value creation and value appropriation in buyer-supplier relationships	27
Sponsoring many or few sports properties? Moderated mediation effect of perceived sponsor ubiquity depending on sponsor–property fit	27
Can crowdfunding creators learn from previous experiences to have a better future financing performance?	26
The reshoring decision under uncertainty in the post-COVID-19 era	26
Business customer virtual interaction: enhancing value creation in B2B markets in the post-COVID-19 era – an SME perspective	26
Benefits, barriers, and facilitators of developing B2B mobile applications	26
The role of contextual factors in conflict handling strategies in logistics service networks	25
Impact of bundling on the omnichannel supply chain under price competition	25
Unveiling the path to green innovation: the interplay of green learning orientation, knowledge management capability and manufacturing firm’s capability to orchestrate resources	25
Revisiting e-commerce platforms’ strategies of exercising channel power: a contingency perspective	25
A design science research methodology for developing an integrated model supplier reduction and grouping parts using GT-based algorithm	24
“What’s it really worth?” A meta-analysis of customer-perceived relationship value in B2B markets	24
Artificial intelligence advancements in procurement: transforming organizational buying behavior	23
Relevance and its epistemic underpinnings in B2B marketing research: four axioms and nine relevance types	23
Unleashing green innovation: navigating the path with green inclusive leadership, green knowledge management and internal CSR communication	22
Carbon emission reduction and green marketing decisions in a two-echelon low-carbon supply chain considering fairness concern	22
Beyond the transaction: exploring resources stewardship, relational connectedness and co-creation in B2B marketing	22
Postpandemic international tourism restart: effect of border control and vaccination	22
Changes in knowledge coupling and innovation performance: the moderation effect of network cohesion	22
Environmental sustainability and information sharing related to delivery options in the B2B2C context of e-commerce: evidence from a survey	22
Pandemic-driven business model sustainability: a review	21
Digital entrepreneurship: global maps and trends of research	21
Analysis of green supply chains under fairness concern and differential power structure	21
How much customer collaboration is too much? Implications for user entrepreneurship and product performance	20
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	20
Determinants and outcomes of satisfaction in B2B sales relationships	20
Make a deal with the devil? Buyer firms’ competitive advantage and constraints from relationships with dominant suppliers	20
Servitization and firm performance: a p-curve analysis	19
The role of passion in favouring the creation of new business: an empirical investigation of the sport context through the IMP lens	19
The influence of efficiency pursuing on business streamlining 2.0	19
Dyadic capabilities in implementing performance-based public procurement	19
Ambicultural sensitivity and relational embeddedness in fostering B2B relationship	18
Towards profitable customized solutions in small firms: a matter of relationships, modularity and expertise	18
Sales controls: a necessary condition perspective	18
How global mindset drives innovation and exporting performance: the roles of relational and bricolage capabilities	18
Matching intra-functional integration with inter-firm IT linkage to facilitate flexibility for customers	18
Knowledge sharing and NPD performance for UK cross – border M&A firms: the moderating role of behavior and outcome controls	18
Reconfiguring the service system for resilience: lessons learned in the higher education context	18
Antecedents and consequences of supply chain agility: a competence-capability-performance paradigm	18
Influences of collaborative culture and knowledge management on product and process innovation: the moderating role of information technology utilization	17
The role of information in relation to interaction affected by technology change – the case of a telemedicine pilot project	17
Remanufacturing through a marketing lens: an interaction approach to OEM-customer relationships and future research directions	17
The interplay of institutions and coopetition: a decade-long analysis of a geographical indication in the Brazilian wine industry	17

Sustainable recycling management: configuration of risk factors and resilience strategies	17
Orchestrating in the entrepreneurial ecosystem – orchestrator roles and role-specific capabilities in the regional health technology ecosystem	17
Subsidiary longevity in multinational enterprises: the roles of mandates and host market institutions	16
Understanding the spillover effects of manufacturer-initiated reward on observers’ compliance: a social learning perspective	16
A systematic review for organizing servitization by multi-actor collaborations: lenses, factors and outcomes	16
Not the way it used to be: B2B interactions in the era of ecosystems	16
Interpartner learning capabilities and relationship performance during complex projects	16
Ambicultural sensitivity and resource dynamism in B2B relationship: an international dynamic marketing capabilities perspective	16
Unlocking the potential of prosocial motives in fostering environmental and social innovation: the roles of creativity-relevant skills and business moral values	16
Augmenting machine learning with human insights: the model development for B2B personalization	16
Mastering customer lock-in by servitization innovation strategies of asset specificity	15
Exploring the role of relationship management and relationship quality in B2B: empirical insights and future research directions	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	15
Critical realist multilevel research in business marketing: a laminated conceptualization of resilience	15
Social media branding in the food industry: comparing B2B and B2C companies’ use of sustainability messaging on Twitter	15
Strategic alliances and firms’ chances to survive “black swans” in B2B industries	15
Output servitization and environmental performance: impacts on manufacturing enterprises	15
Exploring the dynamics of firm growth: the interplay of decision-making logic	15
Different strategies of cross-channel integration and their effects on intra-channel manufacturer and distributor relationships	15
Strengthening organizational resilience: role of sustainable supply chain, digitalization and business model adaptation	15
Drivers of green innovation and green acquisition: empirical evidence from the food and beverage industry	15
Compromising in business networks: a case of creating a big science facility	15
Emerging market professional service firms’ market success: does cultural intelligence matter?	15
Building supply chain resilience through industry 4.0 base technologies: role of supply chain visibility and environmental dynamism	15
Inter-firm coopetition and innovation in industrial clusters: the role of institutional support	14
Unraveling critical success factors of local food supply chains: a systematic literature review	14
Leveraging gamification to enhance persuasive behaviour and streamline online product returns: an approach grounded in multiple case studies	14
An ICT-based start-up entering maritime logistics networks: facilitation of value cocreation patterns	14
Understanding the shift: contextual determinants of classic and alternative servitisation trajectories	14
Unraveling the event-type effect of CSR-linked (CSRL) sponsorship: perceived competence and warmth as mediating mechanisms	14
How and when collaborative innovation networks influence new product development performance in SMEs: evidence from China	14
Buyer reputation: a blind spot in buyer–supplier relationships	14
Effects of country of origin and importers’ innovativeness in new product trials	14
Big data artificial intelligence to promote new product performance: the role of electronic-supply chain collaboration in B2B firms	14
From rigidity to adaptability: strategic contract design and incentives for governing franchisee behavior across relationship stages	13
Top management’s green transformational leadership and competitive advantage: the mediating role of green organizational learning capability	13
Modeling the strategies to accelerate the natural gas business market growth in a developing country	13
Guest editorial: Local and international perspectives on value in changing business networks	13
Editorial: New JBIM initiatives to improve B2B research and provide greater scholarly alignment with practice	13
Foreign direct investment strategies and corporate social performance in emerging multinational enterprises: driving sustainability amidst supply chain restructuring	13
Strategies to mitigate barriers to supply chain sustainability: an apparel manufacturing case study	13
Genuine small talk, rapport, and negotiation outcomes in B2B relationship	13
Role of adaptive marketing capability and organisational agility in the resilience of B2B manufacturing companies during crises	13
A network perspective on supply chain management in the structural reshaping of globalization	13
Export performance: a comprehensive bibliometric overview	13
Understanding the influence of business strategy in corporate social responsibility: evidence from Chinese firms in Africa	13
Power in the supply chain: a state-of-the-art literature review and propositions from the perspective of gender differences	13
When in Rome, do as the Romans do: can international marketing adaptation improve the association between servitization and profitability?	13
Re-examining B2B calculative commitment and its impact on willingness-to-pay a premium price	12
Leveraging strategic network resources into firm performance: the roles of dynamic capabilities and platform monitoring	12
Emotional mechanics of gamification and value co-creation: the digital platform Nike+ as a B2B2C ecosystem	12
Environmental uncertainty, participative corporate political activity and radical innovation in China: a sensemaking perspective	12
Actor roles emergence through actor engagement: an SD logic perspective	11
Differentiating “must–have” and “should–have” supply chain capabilities for enhanced performance: a necessary conditions analysis	11
Can salespeople use social media to enhance brand awareness and sales performance? The role of manager empowerment and creativity	11
Understanding buyer responses to supplier green certification in B2B markets: insights from interpersonal similarity and SOR framework	11
The impact of generative AI technology on B2B sales process and performance: an empirical study	11
Building business network relationships in the changing Chinese context: findings from Italian luxury companies	11
Venture capital, internationalization strategy and corporate innovation	11
A systematic review of customer behavior in business-to-business markets and agenda for future research	11
The effect of environmental competitiveness, customer and competitor orientation on export performance	11
Explorative or exploitative innovation? The moderating effect of big data marketing capability	11
Understanding networking dynamics in born global firms’ internationalization: balancing the mix of physical and virtual networking in B2B markets	11
Criteria for selecting actors for the value co-creation in startups	11
The challenges of B2B innovation: using marketing analytics to plan and implement a successful digital catalog adoption	11
The effect of strategic supply management on operational and innovation performance: the mediating role of external supply resources mobilization	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
Leadership, knowledge dynamics and dual-path innovation: unravelling the synergy in Pakistan’s manufacturing sector	11
Segmenting the customers of system delivery projects based on data heterogeneity	11
Effectual networking capability and SME performance in international B2B markets	10
Be proactive or stick to rules? How goodwill and capacity trust influence proactive and template-based information sharing and innovation	10
Measuring supply chain finance: a study of scale development and validation in the emerging market context	10
Opportunism in an emerging market – franchisee perspective	10
The moderating effect of supply chain collaboration on servitization	10
Actor engagement: origin, evolution and trends	10
Examining the viability of lean production practices in the Industry 4.0 era: an empirical evidence based on B2B garment manufacturing sector	10
Leveraging the interplay of Internet of Things (IoT) capabilities for achieving customer satisfaction in a B2B2C context: an integrative perspective	10
Embracing green supply chain collaboration through technologies: the bridging role of advanced manufacturing technology	10
Aligning sustainability goals of industrial operations and marketing in Industry 4.0 environment for MSMEs in an emerging economy	10

Pricing and advertising decisions in O2O supply chain with the presence of consumers’ anticipated regret	10
Speed matters for supply chain communication to acquire superior firm performance: carbon footprint communication	10
Advancing circularity in manufacturing SMEs through digital servitization	10
Breaking the bottlenecks: a fuzzy SWARA approach to AI-ML implementation barriers in B2B industrial operations and supply chain management	10
Navigating global horizons: a review of export promotion and foreign market entry strategies for small and medium enterprises (SMEs)	10
Digital servitization journey in small- and medium-sized enterprises: the contribution of knowledge-intensive business firms	10