Journal of Business & Industrial Marketing

Article	Citations
The impact of contract design on contract ineffectiveness: a moderated moderation model of interpretive uncertainty and IT capability	69
Gaining insights into omnichannel usage behaviour of corporate customers in the German pharmacy supplies market: a cluster analysis approach	62
Theory and analysis of disruptive deception: SME responses to B2B supply chain opportunism	52
Publisher’s note	52
Differences in sustainability orientation and asymmetric power in buyer–seller relationships: direct and moderated impacts on relationship satisfaction	46
Antecedents and consequences of salespeople’s resilience in B2B industry: how salespeople’s resilience drives their ambidexterity	45
B2B supply chain risk measurement systems: a SCOR perspective	42
Spokesperson effectiveness in B2B advertising: spokesperson characteristics and posture using eye-tracking	41
Does salesperson’s karma orientation reduce counterproductive behaviors? Exploring the moderating impact of emotional labor and self-leadership	41
Born to sell or selling yourself out? The role of emotional labor in B2B salespeople	41
Dynamically adapting to the new normal: unpacking SMEs’ adoption of social media during COVID-19 outbreaks	39
Erratum: Paradoxical tensions in digital servitisation strategies: a processual and multi-level analysis	38
Developing Delphi methodology for studying future market change	38
The moderating role of organizational structure in the relationship between technological capability and organizational performance	37
Trust, trustworthiness and credibility in corporate social media communication: a TCM-ADO framework-based systematic review	37
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	36
Impacts of risk transmission of SRDI enterprises on supply chain resilience	36
Exploring the influence of salesperson lone wolf tendencies on customer value co-creation: a social exchange perspective	35
Digital transformation in sales organizations: antecedents of sales managers’ change readiness and championing behaviors	34
What role do FinTech companies play in supply chain finance? A signaling intermediary perspective	34
The interplay between sales and marketing expenditures: an econometric approach in the B2B market	34
Algorithmic opacity and the distortion of B2B signalling: evidence from digital marketing client-agency services	33
Business ties, adaptive capability and technological turbulence: implications for SMEs’ performance in Turkey	31
The effect of government subsidies on cooperative green innovation of supply chains from the perspective of cost sharing	31
Leading with vision or vanity? Strategic leadership, digitalisation, team capabilities and the dark side of CEO narcissism in SME international growth	30

Structural dependence and new product performance in coopetition: role of interorganizational learning and market overlap	28
The impact of boundary conditions on the relationship between value creation and value appropriation in buyer-supplier relationships	27
How SMEs’ supply chain specific investment impacts supply chain financing performance: insights from signaling theory	27
Benefits, barriers, and facilitators of developing B2B mobile applications	27
Identifying factors needed for business actor engagement in sustainable development goal (SDG) initiatives	26
Impact of customer-centric approach and customer dissatisfying cost on supply chain profit under price competition	25
Necessary condition analysis for sustainable channel governance in fast-moving markets	25
Inflection points during a disruptive event: planning within the sales force	25
Influence of rural Ghanaian farmers’ social behavior on adoption of agricultural technology	25
Green giants: how high–tech manufacturers in China foster supplier green innovativeness for sustainable development	25
Can crowdfunding creators learn from previous experiences to have a better future financing performance?	24
Innovation generation in buyer-supplier collaborative relationships: the role of relationship learning	24
Supply chain relationships in the wood biomass industry	24
Interorganizational IT capability and firm performance: exploring the role of market learning and customer-based structure	23
Firm disruption orientation and supply chain resilience: understanding mechanisms to mitigate disruption impact	23
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”)	23
Barriers beneath zero: a systems view of sustainable cold chain transitions in India’s food sector	22
Repositioning strategies for incumbent SMEs in response to technological discontinuities: based on the Korean automotive component industry	22
Unveiling the path to green innovation: the interplay of green learning orientation, knowledge management capability and manufacturing firm’s capability to orchestrate resources	21
Environmental sustainability and information sharing related to delivery options in the B2B2C context of e-commerce: evidence from a survey	21
The role of contextual factors in conflict handling strategies in logistics service networks	21
Vertical information sharing of reference quality in e-marketplaces	21
Determinants and outcomes of satisfaction in B2B sales relationships	21
Revisiting e-commerce platforms’ strategies of exercising channel power: a contingency perspective	20
Pandemic-driven business model sustainability: a review	20
Postpandemic international tourism restart: effect of border control and vaccination	20
A systematic literature review of fintech-driven value co-creation in B2B markets	20
Relevance and its epistemic underpinnings in B2B marketing research: four axioms and nine relevance types	20
Artificial intelligence advancements in procurement: transforming organizational buying behavior	19
Digital sustainability empowerment and B2B customer co-creation: how CSR value creation drives green innovation performance in emerging market SMEs	19
Analysis of green supply chains under fairness concern and differential power structure	19
The impact of collaborative innovation network embeddedness on enterprise value co-creation	19
Beyond the transaction: exploring resources stewardship, relational connectedness and co-creation in B2B marketing	19
Channel conflict and technological disintermediation: a bibliometric analysis of half a century	19
How much customer collaboration is too much? Implications for user entrepreneurship and product performance	19
Erratum: Collusive bargaining behavior in supply chains	19
The role of passion in favouring the creation of new business: an empirical investigation of the sport context through the IMP lens	18
How distributor similarities shape distribution intensity: evidence from the Chinese automotive industry	18
Matching intra-functional integration with inter-firm IT linkage to facilitate flexibility for customers	18
Unleashing green innovation: navigating the path with green inclusive leadership, green knowledge management and internal CSR communication	18
How coupled knowledge flows impact value co-creation in the innovation ecosystem? An empirical study based on the open innovation theory	18
The influence of efficiency pursuing on business streamlining 2.0	18
Sales controls: a necessary condition perspective	18
Make a deal with the devil? Buyer firms’ competitive advantage and constraints from relationships with dominant suppliers	18
A design science research methodology for developing an integrated model supplier reduction and grouping parts using GT-based algorithm	18
The role of information in relation to interaction affected by technology change – the case of a telemedicine pilot project	18
Influences of collaborative culture and knowledge management on product and process innovation: the moderating role of information technology utilization	18
Remanufacturing through a marketing lens: an interaction approach to OEM-customer relationships and future research directions	17
Green learning orientation and environmental culture: enabling green innovation and B2B relationship management in manufacturing firms	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
Not the way it used to be: B2B interactions in the era of ecosystems	17
Ambicultural sensitivity and relational embeddedness in fostering B2B relationship	17
Servitization and firm performance: a p-curve analysis	17
Sustainable recycling management: configuration of risk factors and resilience strategies	17
Reconfiguring the service system for resilience: lessons learned in the higher education context	16
The interplay of institutions and coopetition: a decade-long analysis of a geographical indication in the Brazilian wine industry	16
Emerging market professional service firms’ market success: does cultural intelligence matter?	15
When friends are near foes: governing nonequity alliances with steering committees	15
Augmenting machine learning with human insights: the model development for B2B personalization	15
Compromising in business networks: a case of creating a big science facility	15
Drivers of green innovation and green acquisition: empirical evidence from the food and beverage industry	15
Subsidiary longevity in multinational enterprises: the roles of mandates and host market institutions	15
Understanding the spillover effects of manufacturer-initiated reward on observers’ compliance: a social learning perspective	15
Cloud technology adoption and business model innovation: the role of organizational ambidexterity in navigating technological dynamics	15
Understanding the shift: contextual determinants of classic and alternative servitisation trajectories	14
How and when collaborative innovation networks influence new product development performance in SMEs: evidence from China	14
Ambicultural sensitivity and resource dynamism in B2B relationship: an international dynamic marketing capabilities perspective	14
Social media branding in the food industry: comparing B2B and B2C companies’ use of sustainability messaging on Twitter	14
Calculative trust, benevolent trust and supplier opportunism: the double edged role of IT infrastructure capability	14
Output servitization and environmental performance: impacts on manufacturing enterprises	14
Mastering customer lock-in by servitization innovation strategies of asset specificity	14
Integrating SAP-LAP, TOE, and STS frameworks for strategic sales force adoption in B2B systems	14
Building supply chain resilience through industry 4.0 base technologies: role of supply chain visibility and environmental dynamism	14
Resilience strategies in entrepreneurial SME networks: a multi-level framework	14
Unlocking the potential of prosocial motives in fostering environmental and social innovation: the roles of creativity-relevant skills and business moral values	14
Exploring the dynamics of firm growth: the interplay of decision-making logic	14
Different strategies of cross-channel integration and their effects on intra-channel manufacturer and distributor relationships	14
Inter-firm coopetition and innovation in industrial clusters: the role of institutional support	14
Interpartner learning capabilities and relationship performance during complex projects	14
Unraveling the event-type effect of CSR-linked (CSRL) sponsorship: perceived competence and warmth as mediating mechanisms	13
Editorial: New JBIM initiatives to improve B2B research and provide greater scholarly alignment with practice	13
Buyer reputation: a blind spot in buyer–supplier relationships	13
An ICT-based start-up entering maritime logistics networks: facilitation of value cocreation patterns	13
From rigidity to adaptability: strategic contract design and incentives for governing franchisee behavior across relationship stages	13
When in Rome, do as the Romans do: can international marketing adaptation improve the association between servitization and profitability?	13
Strengthening organizational resilience: role of sustainable supply chain, digitalization and business model adaptation	13
Riding the waves: unraveling the influence of legitimacy, regulation, and governance on digital freight matching platform success	13
Big data artificial intelligence to promote new product performance: the role of electronic-supply chain collaboration in B2B firms	13
Actor roles emergence through actor engagement: an SD logic perspective	12
Ties that bind or blind? Guanxi’s hidden impact on technological opportunism in China’s B2B electric vehicle networks	12
Impact of platform cues and algorithmic listings on B2B vs B2C gig success: analysis with random forest and panel regression	12
Researching network-like phenomena – the importance of considering three different observation logics	12
Platform evolution for data-driven servitization: an affordance perspective	12
A network perspective on supply chain management in the structural reshaping of globalization	12
Genuine small talk, rapport, and negotiation outcomes in B2B relationship	12
The effect of strategic supply management on operational and innovation performance: the mediating role of external supply resources mobilization	12
The challenges of B2B innovation: using marketing analytics to plan and implement a successful digital catalog adoption	12
Foreign direct investment strategies and corporate social performance in emerging multinational enterprises: driving sustainability amidst supply chain restructuring	12
The impacts of positive and negative product information disclosure at trade shows	12
Export performance: a comprehensive bibliometric overview	12
Re-examining B2B calculative commitment and its impact on willingness-to-pay a premium price	12
Power in the supply chain: a state-of-the-art literature review and propositions from the perspective of gender differences	12
Guest editorial: Local and international perspectives on value in changing business networks	12
Leveraging gamification to enhance persuasive behaviour and streamline online product returns: an approach grounded in multiple case studies	12
Proxy-based managerial digital literacy and corporate innovation pathways: evidence from Chinese manufacturing firms	12
Unraveling critical success factors of local food supply chains: a systematic literature review	12
Top management’s green transformational leadership and competitive advantage: the mediating role of green organizational learning capability	12
Venture capital, internationalization strategy and corporate innovation	11
Leveraging strategic network resources into firm performance: the roles of dynamic capabilities and platform monitoring	11
From perceived value to customer loyalty behavioral intentions: a social exchange theory perspective on value-based selling	11
Role of adaptive marketing capability and organisational agility in the resilience of B2B manufacturing companies during crises	11
Emotional mechanics of gamification and value co-creation: the digital platform Nike+ as a B2B2C ecosystem	11
A systematic review of customer behavior in business-to-business markets and agenda for future research	11
Can salespeople use social media to enhance brand awareness and sales performance? The role of manager empowerment and creativity	11
Opportunism in an emerging market – franchisee perspective	10
The impact of generative AI technology on B2B sales process and performance: an empirical study	10
Explorative or exploitative innovation? The moderating effect of big data marketing capability	10
Advancing circularity in manufacturing SMEs through digital servitization	10
Segmenting the customers of system delivery projects based on data heterogeneity	10
Strengthening manufacturers’ influence in triadic channels: leveraging relationships with indirect customers	10
Determinants of logistics service salesperson performance: the moderating role of logistics complexity and digital transformation	10
The effect of environmental competitiveness, customer and competitor orientation on export performance	10
The moderating effect of supply chain collaboration on servitization	10
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	10
Speed matters for supply chain communication to acquire superior firm performance: carbon footprint communication	10
Leadership, knowledge dynamics and dual-path innovation: unravelling the synergy in Pakistan’s manufacturing sector	10
Understanding buyer responses to supplier green certification in B2B markets: insights from interpersonal similarity and SOR framework	10
Digital servitization journey in small- and medium-sized enterprises: the contribution of knowledge-intensive business firms	10
Navigating global horizons: a review of export promotion and foreign market entry strategies for small and medium enterprises (SMEs)	10

Building business network relationships in the changing Chinese context: findings from Italian luxury companies	10
Leveraging the interplay of Internet of Things (IoT) capabilities for achieving customer satisfaction in a B2B2C context: an integrative perspective	10
Differentiating “must–have” and “should–have” supply chain capabilities for enhanced performance: a necessary conditions analysis	10
Aligning sustainability goals of industrial operations and marketing in Industry 4.0 environment for MSMEs in an emerging economy	10