Journal of Business & Industrial Marketing

Article	Citations
Knowledge management, customer relationship management and innovation capabilities	52
The impact of trust, privacy and quality of service on the success of E-CRM: the mediating role of customer satisfaction	50
The different shades of innovation emergence in smart service systems: the case of Italian cluster for aerospace technology	47
Digital transformation of business model in manufacturing companies: challenges and research agenda	43
Artificial intelligence adoption in business-to-business marketing: toward a conceptual framework	41
Artificial intelligence in customer relationship management: literature review and future research directions	40
How do ESG pillars impact firms’ marketing performance? A configurational analysis in the pharmaceutical sector	40
Value co-creation: a review of literature and future research agenda	37
Market shaping dynamics: interplay of actor engagement and institutional work	36
Digital transformation in sales as an evolving process	36
International experience, commitment, distribution adaptation and performance: a study of Ghanaian firms in B2B export markets	35
A digital servitization framework for viable manufacturing companies	34
Unpacking the relationship between a coopetition-oriented mindset and coopetition-oriented behaviours	31
From cognition to action: the effect of thought self-leadership strategies and self-monitoring on adaptive selling behavior	31
Survival strategies of SMEs amidst the COVID-19 pandemic: application of SEM and fsQCA	31
How environmental turbulence influences firms’ entrepreneurial orientation: the moderating role of network relationships and organizational inertia	30
Servitization and performance: impacts on small and medium enterprises	30
Rethinking interaction in social distancing times: implications for business-to-business companies	28
How does coopetition affect radical innovation? The roles of internal knowledge structure and external knowledge integration	27
Modeling the emergency health-care supply chains: responding to the COVID-19 pandemic	27
Marketing-sales-service interface and social media marketing influence on B2B sales process	27
Servitization strategy, manufacturing organizations and firm performance: a theoretical framework	26
The double-edged sword of coopetition: differential effects of cross-functional coopetition on product and service innovations	26
Utilization and effectiveness of social media message strategy: how B2B brands differ from B2C brands	26
A holistic model of dynamic capabilities and environment management system towards eco-product innovation and sustainability in automobile firms	24

Systematic review of determinants of sales performance: Verbekeet al.’s (2011) classification extended	24
Green market orientation and organizational performance in Taiwan’s electric and electronic industry: the mediating role of green supply chain management capability	24
Managing environmental turbulence through innovation speed and operational flexibility in B2B service organizations	24
Collaboration in achieving sustainable solutions in the textile industry	24
Antecedents and consequences of market orientation in international B2B market: role of export assistance as a moderator	24
B2B brand orientation, relationship commitment, and buyer-supplier relational performance	23
Strategic design: orchestrating and leveraging market-shaping capabilities	22
Exploring the factors influencing the adoption of supply chain finance in supply chain effectiveness: evidence from manufacturing firms	22
Value (co-)creation in B2B sales ecosystems	21
Value co-creation in B-to-B environments	20
Industry 4.0 in the product development process: benefits, difficulties and its impact in marketing strategies and operations	20
Networks, institutional environment and firm internationalization	20
Viability mechanisms in market systems: prerequisites for market shaping	20
Global network coopetition, firm innovation and value creation	20
Empowering value co-creation in the digital age	20
Digital entrepreneurship: global maps and trends of research	19
Trust and commitment as mediators between economic and non-economic satisfaction in business relationships: a sales perspective	18
Networking capability and firm performance: the mediating role of market orientation and business process agility	18
A bibliometric review of service ecosystems research: current status and future directions	18
The impact of supply chain relationship quality on knowledge sharing and innovation performance: evidence from Chinese manufacturing industry	17
Market orientation and performance: industrial supplier and customer perspectives	17
A review of coopetition and future research agenda	17
Driving employee engagement: how personality trait and leadership style impact the process	17
Factors impacting digital transformations of the food industry by adoption of blockchain technology	17
Managing firm risk through supply chain dependence: an SME perspective	17
Examining the needs to adopt big data analytics in B2B organizations: development of propositions and model of needs	17
Digital entrepreneurs in technology-based spinoffs: an analysis of hybrid value creation in retail public–private partnerships to tackle showrooming	16
The effects of social ties on innovation behavior and new product performance in emerging economies: evidence from Turkey	16
The PPE industry in Italy during COVID-19: supply chain disruption and the adoption of digital and social media in B2B firms	16
Impact of software as a service (SaaS) on software acquisition process	16
Market-scanning and market-shaping: why are firms blindsided by market-shaping acts?	16
How the digital transformation from COVID-19 affected the relational approaches in B2B	16
The value of business accelerators and incubators – an entrepreneur’s perspective	16
Examining the impact of strategic supplier partnership, customer relationship and supply chain responsiveness on operational performance: the moderating effect of demand uncertainty	16
Translating leader sustainability orientation into green supply chain integration: a missing link of green entrepreneurial orientation	16
Barriers to service recovery in B2B markets: a TISM approach in the context of IT-based services	16
Putting the “service” into B2B marketing: key developments in service research and their relevance for B2B	16
Enhancing supply chain learning and innovation performance through human resource management	15
Logistics as a value in e-commerce and its influence on satisfaction in industries: a multilevel analysis	15
A study on relational factors in information technology outsourcing: analyzing judgments of small and medium-sized supplying and contracting companies' managers	15
The interplay of word-of-mouth and customer value on B2B sales performance in a digital platform: an expectancy value theory perspective	15
The impact of relative governance on B2B firms’ value appropriation from industrial buyer–seller relationships: empirical evidence from China	15
Business to business (B2B) alliances in the healthcare industry: a review of research trends and pertinent issues	15
Is co-created value the only legitimate value? An institutional-theory perspective on business interaction in B2B-marketing systems	15
Recent trends in supply chain management of business-to-business firms: a review and future research directions	14
How companies evaluate the ROI of social media marketing programmes: insights from B2B and B2C	14
The role of openness in collaborative innovation in industrial networks: historical and contemporary cases	14
Envisioning the challenges of the pharmaceutical sector in the Indian health-care industry: a scenario analysis	14
Sales technology and salespeople’s ambidexterity: an ecosystem approach	14
How to improve new product performance through customer relationship management and product development management: evidence from China	14

Introducing sharing-focused business models in the B2B context: comparing interaction and environmental sustainability for selling, renting and sharing on industrial markets	14
Relational governance, organizational unlearning and learning: implications for performance	13
Successful implementation of value-based selling: a value co-creation and dynamic capabilities perspective	13
B2B engagement within an internet of things ecosystem	13
R&D alliance partner attributes and innovation performance: a fuzzy set qualitative comparative analysis	13
Cooperative goals and dynamic capability: the mediating role of strategic flexibility and the moderating role of human resource flexibility	13
Testing the impact of athlete brand image attributes on fan loyalty	13
Carbon emission reduction and green marketing decisions in a two-echelon low-carbon supply chain considering fairness concern	13
Mitigating the effects of COVID-19: an exploratory case study of the countermeasures taken by the manufacturing industry	13
Structural network embeddedness and firm incremental innovation capability: the moderating role of technology cluster	13
The Matthew effect in talent management strategy: reducing exhaustion, increasing satisfaction, and inspiring commission among boundary spanning employees	13
Business customer virtual interaction: enhancing value creation in B2B markets in the post-COVID-19 era – an SME perspective	13
The impact of digitalization on supply chain resilience: an empirical study of the Chinese manufacturing industry	12
Getting innovations out of interactions in the public procurement context	12
Achieving superior performance in international markets: the roles of organizational agility and absorptive capacity	12
Mobilizing resources in product development by organizational interfaces across firms, units and functions	12
The effect of international intrapreneurship on firm export performance with driving force of organizational factors	12
CRM system implementation and firm performance: the role of consultant facilitation and user involvement	12
Salesperson grit: reducing unethical behavior and job stress	12
Unmasking conflict in vertical coopetition	12
Multichannel integration through innovation capability in manufacturing SMEs and its impact on performance	12
Knowledge management process as a mediator between collaborative culture and frugal innovation: the moderating role of perceived organizational support	12
Marketing capabilities for small and medium enterprises that supply large companies	12
The interplay between product innovation and servitization: the mediating role of digitalization	12
Goods and services related brand image and B2B customer loyalty: effects of construal level	12
Exploring the role of relationship management and relationship quality in B2B: empirical insights and future research directions	12
A framework for the relationship implications of additive manufacturing (3D printing) for industrial marketing: servitization, sustainability and customer empowerment	12
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	12
Intra- and inter-organizational tensions of a digital servitization strategy. Evidence from the mechatronic sector in Italy	12
The role of trust in innovation ecosystems	12
B2B social media content: engagement on LinkedIn	11
The relationship between sustainable supply chain management and enterprise economic performance: does firm size matter?	11
The effects of green brand equity on green word of mouth: the mediating roles of three green factors	11
The emergence of B2B omni-channel marketing in the digital era: a systematic literature review	11
The reshoring decision under uncertainty in the post-COVID-19 era	11
Modeling the supply chain finance (SCF) barriers of Indian SMEs using BWM framework	11
Networking capability: a systematic review of literature and future research agenda	11
New product performance implications of ambidexterity in strategic marketing foci: a case of emerging market firms	11
Price and its forecasting of Chinese cross-border E-commerce	10
The linkages among supplier relationship, customer relationship and supply performance	10
Do control mechanisms always promote collaborative performance: the role of formal institutions and business ties	10
Incorporating data quality into a multi-product procurement planning under risk	10
The strategic role of firm agility in the relationship between IT capability and firm performance under the COVID-19 outbreak	10
Impact of digital technology on velocity of B2B buyer-supplier relationship development	10
Decision-makers’ logic of control and SME international performance	10
An ecosystems analysis of how sales managers develop salespeople	10
From managing customers to joint venturing with customers: co-creating service value in the digital age	10
The impact of using a cloud supply chain on organizational performance	10
Managing technology transfer between coopetitive firms: the roles of coopetition, asset specificity and justice	10
Bridges to sustainable health systems: public-private interaction for market access	10
Examining the impact of locus and justice perception on B2B service recovery	10
Collaboration between supply chain partners: when does it matter? Evidence from collaborative profiles	10
IMP: it’s time to get emotional! Understanding the role of negative emotions in dynamic decision-making processes	10
Examining the key factors influencing loyalty and satisfaction toward the smart factory	10
Supply chain integration, capability and performance – a business-to-business network cooperation	10
The role of relational governance in innovation platform growth: the context of living labs	10
Evaluating the effects of CRM practices on organizational learning, its antecedents and level of customer satisfaction	9
Relationship value in business-to-business markets: a replication and extension of Ulaga and Eggert’s (2006) study	9
A global examination of institutional effects on B2B cooperation	9
The impact of buyer–supplier communication on production ramp-up performance	9
Effect of internal competitive work environment on working smart and emotional exhaustion: the moderating role of time management	9
Tensions and territoriality: the dark side of servitization	9
Exploring the effects of SMEs’ platform-based digital connectivity on firm performance – the moderating role of environmental turbulence	9
The diffusion of innovation in project-based firms – linking the temporary and permanent levels of organisation	9
Integrating the dialectic perspectives of resource-based view and industrial organization theory for competitive advantage – a review and research agenda	9
Enhancing the export activities of small and medium-sized enterprises in emerging markets	9
Moving from a goods- to a service-oriented organization: a perspective on the role of corporate culture and human resource management	9
Driving forces of repurchasing social enterprise products	9
Proactivity and responsiveness in value creation: a conceptual typology of market strategies	9
The role of analytical CRM on salesperson use of competitive intelligence	9
Supply chain management and market responsiveness: a simulation study	9
Navigating a global pandemic crisis through marketing agility: evidence from Italian B2B firms	9
Examining the antecedents and consequences of pricing capability: evidence from SMEs	9
A systematic review for organizing servitization by multi-actor collaborations: lenses, factors and outcomes	9
How does supply chain knowledge enhance green innovation? The mediation mechanisms of corporate reputation and non-supply chain learning	8
Understanding salesperson intention to use AI feedback and its influence on business-to-business sales outcomes	8
Digitalization in B2B marketing: omnichannel management from a PLS-SEM approach	8
New product creativity and alliance ambidexterity: the moderating effect of causal ambiguity	8
Can competitors cooperate? The impact of formal institution agents in promoting coopetition among emerging market exporters	8
Buying centre members’ information control and complex organizational buying	8

Investigating the relationship between government support and SMEs’ sustainability through financial and green lenses	8
Impact of novel information technology on IT alignment and sustainable supply chain performance: evidence from Chinese manufacturing industry	8
New B2B product pricing	8
Supply chain governance: a conceptual model	8
The impact of decision-making styles (effectuation logic and causation logic) on firm performance: a meta-analysis	8
Blockchainembedded supply chain finance solutions for Indian MSMEs: a TISM and MICMAC approach	8
The role of brand representatives in predicting trust in early buyer–supplier relationships	8
Adaptive marketing capabilities, market orientation, and international performance: the moderation effect of competitive intensity	8
Strategic crisis response: managerial implications and direction for recovery and survival	8
Striking the right balance in tension management. The case of coopetition in small- and medium-sized firms	8
Serial crowdfunding in start-up development: a business network view	8
Regional small businesses’ personal and inter-firm networks	8
Emotional mechanics of gamification and value co-creation: the digital platform Nike+ as a B2B2C ecosystem	8
Criteria for selecting actors for the value co-creation in startups	8
Value co-creation in the B2B context: a diagnosis of knowledge management based on multiple case studies	8
Adapting business models in buyer-seller relationships: paradoxes in the fast fashion supply chain	8
The utilization of online sales forums by salespeople as a mesosystem for enhancing sales-activity knowledge	8
Interactions between university spin-offs and academia: a dynamic perspective	8
Salesforce responsive roles in turbulent times: case studies in agility selling	8
Linking supply network flexibility with mass customization capability	8
Supplier interfaces in digital transformation: an exploratory case study of a manufacturing firm and IoT suppliers	8
How innovation intermediaries support start-up internationalization: a relational proximity perspective	8
The dilemma of relational embeddedness: mediating roles of influence strategies in managing marketing channel opportunism	8
The impact of servitization on manufacturing firms’ market power: empirical evidence from China	8