Journal of Business-To-Business Marketing

Papers
(The median citation count of Journal of Business-To-Business Marketing is 2. The table below lists those papers that are above that threshold based on CrossRef citation counts [max. 250 papers]. The publications cover those that have been published in the past four years, i.e., from 2022-08-01 to 2026-08-01.)
ArticleCitations
Correction33
Should I Stay or Should I Go? The Cascading Impact of Performance Pressure on Supervisor Bottom-Line Mentality and Salesperson Hypervigilant Decision Making, Emotional Exhaustion, and Engagement25
No Slogan versus with Slogan: The Different Message Strategies for New Product Digital Video Ads23
The Impact of Moral Identity and Supervisor Bottom-Line Mentality on Salesperson Bottom-Line Mentality and Customer-Relationship-Building Behaviors20
Masking the Role or Masking the Toll? The Effects of Career Fit on Salesperson Burnout19
Role of Functional Company Characteristics on Food Franchisee Behavior19
Artificial Intelligence Applications in the B2B Sales Funnel16
Enhancing Business Performance Through Integrated B2B Systems in China: A Dynamic Capabilities Perspective12
Predicting the Blockchain Technology Acceptance in Supply Chains with Inter-Firm Perspective: An Integrated DEMATEL and PLS-SEM Approach12
The New Norm for Sales Organizations: Impact of Technology During Environmental Turbulence11
Performance-Based Franchisee Segmentation10
The Trend of Omnichannel Trade Fairs. Are B2B Exhibitors Open to This Challenge? A Study on Portuguese Exhibitors10
A Synthetic Model of Chinese Business Ethics in Business-To-Business Contexts9
Political Skill of B to B Sales Team as a Dynamic Capability: A Strategic Resource Perspective9
Is Beauty the Key to Market Entry? Evaluating Influencer Beauty Through Computer Vision and Multimodal Machine Learning9
Institutional Distance and Partnership Governance Arrangements: An Exploratory Study of the Implementation of a Large Cross-Border Reconstruction Project in China8
Turning ESG into Strategic Risk Reduction in the Digital Era: Insights from Customer Complaints8
Simulation Analysis of B2B Supply Chain Management Optimization Based on Complex Network8
Manufacturers’ Acquiescence to Buyers’ Sourcing Requests in Industrial Markets8
Strategies for Online Market Entry: The Role of Network Anchors in China’s Live Streaming Sales Ecosystem8
The Role of Generative AI in Modernizing Entrepreneurship Infrastructure Organizations (EIOs): A Qualitative Study7
Influence of Franchisee Motivation on Their Satisfaction in the Food Franchise Sector7
Salespeople Motivation: A TCCM-Based Review and Future Research Agenda7
The Effects of Livestreaming and Online Shopping Integration on Buyers’ Online Omnichannel Transaction Experience7
An Integrated TCT–RMT Model of Governance and Dependence in B2B Supply Chain Relationships7
Proximity and Unnecessity? Geographical Distance of Customers and Supplier Corporate Social Responsibility7
The Effect of Product Selection in Live Streaming on Firm Performance: The Roles of Interaction, Scenario, and Brand-Consumer Congruence6
Anchoring within Decoupling: The Reshoring Decision for the Rise of Emerging Market Multinationals Under COVID-19 Disruptions6
Perceived Market Leadership and Customer Engagement for IT Companies in the Enterprise Software Market: Evaluating the Role of Social Media Marketing6
Does Taxation Foster Entrepreneurship across Western Balkans Countries? Empirical Evidence across 30 Years5
Linking Green Innovation to Firm Success: Cost Leadership’s Mediating Role in Vietnam5
Individual Differences in Supplier-Switching Decision-Making5
Barriers to Entry in China’s Consumer Goods E-Commerce Market5
The Influence of Big Data-Driven Supply Chains on Employee Creativity via Motivation and Resilience in Generative AI Environments5
Watch While Being Watched: How Can ICT Providers Leverage Net Promoter Score to Understand and Predict Sustained User Adoption?5
Promoting Transparency from the Outside: Institutional Pressure, Green Innovation, and Environmental Information Disclosure Quality5
Forging a Magic Chain with Your Allies: Blockchain-Based Governance in Interorganizational Business Cooperation5
Break the Barrier: Why Marketing Managers Resist Blockchain in the Sharing Economy?5
Will a Small Subcontractor Internalize Its Export Marketing Resources? A Resource-Based View Investigation5
The Determinants of Customer Intentions to Use Fintech Services in a Commercial Chinese Bank5
“Business-to-Business-to-Brain?” Reviewing Neuroscience Research in B2B-Marketing Using TCCM Analysis4
Value-Based Selling Capability: Antecedents and Implications for B2B Sales Performance4
Managerial Ties, Green Marketing Innovation, and Competitive Advantage in China and the United States: A Comparative Study4
What Makes Business-to-Farm Sales Distinct? Evidence from Time Allocation and Salesperson Personas4
Modeling New Technology Readiness and Acceptance in the Case of B2B Marketing Employees4
Can Customer Participation Promote Supplier Green Innovation in the Social Media Environment? The Mediating Role of Green Dynamic Capability and the Moderating Role of Social Media Use4
Empowerment of Cross-Border E-Commerce Platforms for Small and Medium-Sized Enterprises: Evidence from China4
Collaborating with Public Research Institutions: Using Strategic Intent and Co-Created Value to Gain Strategic Opportunities in New Product Development4
Actualizing Transaction Affordances and Trust: An Empirical Study of Digital B2B Platform3
Supplier pro-relational opportunism: Antecedents and effects on cooperative buyer-supplier relationships3
An FsQCA Exploration of Multiple Paths to Sales Performance: Evidence from China3
When ‘Mianzi’ Meets Artificial Intelligence: Exploring Cultural and Technological Effects on B2B Brand Dependence3
The Importance of Pre-employment Job Motives in Predicting Voluntary Salesforce Turnover in the Gig Economy3
International Industrial Selling: Demands, Resources, and Burnout3
The Role of Agility and Sales Orientation Ambidexterity in SME Sales Growth: Transition Country Perspective3
A Nuanced Analysis of Salesperson Grit: Exploring Perseverance, Consistency, and Mind-set3
Improving Business-to-Business Relationship Quality Through Salespeople’s Grit and Political Skill3
Curbing Food Waste in China: The Balancing Act Between Reducing Food Waste and Managing Successful Business-to-Business Banquets2
Shipping Market Forecasting Considering the Individual Investor Emotions: A Novel Twofold Partial Swarm Optimization Based Stacked Long Short-Term Memory Model2
Contractual Governance, Fairness, and Extra-Role Altruistic Behavior in Chinese Buyer–Seller Relationships2
The Effect of Data Empowerment on Channel Resilience: The Roles of Ambidextrous Learning，Guanxi Inertia and Enterprise Openness2
Sustainable Marketing Management: Using Bibliographic Coupling to Review the State-Of-The-Art and Identify Future Research Prospects2
AI-Driven Big Data Analytics and Supply Chain Resilience in B2B Markets: Insights from the Chinese Manufacturing Sector2
Digitization Strategy in International Market: Embeddedness, Boundary Spanning, and Internationalization Performance2
How Supplier Customization Influences Its Performance? A Moderated Mediation Model Based on the Contract Theory2
Navigating Uncharted Waters: Insights into Transformative Marketing in the B2B Mobility Ecosystem2
Navigating the Neuromarketing Landscape: Valuable Insights for Businesses in a Post-Pandemic World2
Eco-Innovation and Firm Sustainability in Emerging Economies: The Role of Consumer Behavior and Green B2B Marketing2
Fairness Perceptions, Happiness, and Behavioral Intentions in Trade Fairs: An Investigation from the Relational Model of Justice2
Effect of Bilateral Controls on Opportunism: The Mediating Role of Commitment2
Leveraging Supply Chain Dynamic Capabilities to Improve New Product Development Effectiveness: The Role of AI-Driven Big Data Analytics Capability and Environmental Dynamism2
How Channel Integration Benefits Manufactures’ Online Market Entry Agility? The Mediating Role of dealers’ Dependency Behavior2
A Proactive Approach to Prevent Supply Chain Quality Risk in Food Supply Chains: The Interplay Between Buyer Prohibitive Voice and Operations Cognizance2
Sonic Strategies: Unveiling the Impact of Sound Features in Short Video Ads on Enterprise Market Entry Performance2
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