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 2022-06-01 to 2026-06-01.)
ArticleCitations
Correction30
No Slogan versus with Slogan: The Different Message Strategies for New Product Digital Video Ads24
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 Engagement20
Masking the Role or Masking the Toll? The Effects of Career Fit on Salesperson Burnout19
The Impact of Moral Identity and Supervisor Bottom-Line Mentality on Salesperson Bottom-Line Mentality and Customer-Relationship-Building Behaviors18
Role of Functional Company Characteristics on Food Franchisee Behavior17
Artificial Intelligence Applications in the B2B Sales Funnel15
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 Approach11
The New Norm for Sales Organizations: Impact of Technology During Environmental Turbulence10
The Trend of Omnichannel Trade Fairs. Are B2B Exhibitors Open to This Challenge? A Study on Portuguese Exhibitors9
A Synthetic Model of Chinese Business Ethics in Business-To-Business Contexts9
Performance-Based Franchisee Segmentation9
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
Is Beauty the Key to Market Entry? Evaluating Influencer Beauty Through Computer Vision and Multimodal Machine Learning8
Political Skill of B to B Sales Team as a Dynamic Capability: A Strategic Resource Perspective8
Manufacturers’ Acquiescence to Buyers’ Sourcing Requests in Industrial Markets8
Simulation Analysis of B2B Supply Chain Management Optimization Based on Complex Network7
Strategies for Online Market Entry: The Role of Network Anchors in China’s Live Streaming Sales Ecosystem7
The Role of Generative AI in Modernizing Entrepreneurship Infrastructure Organizations (EIOs): A Qualitative Study7
An Integrated TCT–RMT Model of Governance and Dependence in B2B Supply Chain Relationships6
The Effects of Livestreaming and Online Shopping Integration on Buyers’ Online Omnichannel Transaction Experience6
Salespeople Motivation: A TCCM-Based Review and Future Research Agenda6
Anchoring within Decoupling: The Reshoring Decision for the Rise of Emerging Market Multinationals Under COVID-19 Disruptions5
Influence of Franchisee Motivation on Their Satisfaction in the Food Franchise Sector5
Forging a Magic Chain with Your Allies: Blockchain-Based Governance in Interorganizational Business Cooperation5
Barriers to Entry in China’s Consumer Goods E-Commerce Market5
Perceived Market Leadership and Customer Engagement for IT Companies in the Enterprise Software Market: Evaluating the Role of Social Media Marketing5
Proximity and Unnecessity? Geographical Distance of Customers and Supplier Corporate Social Responsibility5
Does Taxation Foster Entrepreneurship across Western Balkans Countries? Empirical Evidence across 30 Years5
The Influence of Big Data-Driven Supply Chains on Employee Creativity via Motivation and Resilience in Generative AI Environments5
The Effect of Product Selection in Live Streaming on Firm Performance: The Roles of Interaction, Scenario, and Brand-Consumer Congruence5
Linking Green Innovation to Firm Success: Cost Leadership’s Mediating Role in Vietnam5
The Determinants of Customer Intentions to Use Fintech Services in a Commercial Chinese Bank4
Promoting Transparency from the Outside: Institutional Pressure, Green Innovation, and Environmental Information Disclosure Quality4
Empowerment of Cross-Border E-Commerce Platforms for Small and Medium-Sized Enterprises: Evidence from China4
Watch While Being Watched: How Can ICT Providers Leverage Net Promoter Score to Understand and Predict Sustained User Adoption?4
Value-Based Selling Capability: Antecedents and Implications for B2B Sales Performance4
“Business-to-Business-to-Brain?” Reviewing Neuroscience Research in B2B-Marketing Using TCCM Analysis4
Break the Barrier: Why Marketing Managers Resist Blockchain in the Sharing Economy?4
Will a Small Subcontractor Internalize Its Export Marketing Resources? A Resource-Based View Investigation4
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
Individual Differences in Supplier-Switching Decision-Making4
International Industrial Selling: Demands, Resources, and Burnout3
The Role of Agility and Sales Orientation Ambidexterity in SME Sales Growth: Transition Country Perspective3
Collaborating with Public Research Institutions: Using Strategic Intent and Co-Created Value to Gain Strategic Opportunities in New Product Development3
Actualizing Transaction Affordances and Trust: An Empirical Study of Digital B2B Platform3
The Importance of Pre-employment Job Motives in Predicting Voluntary Salesforce Turnover in the Gig Economy3
Modeling New Technology Readiness and Acceptance in the Case of B2B Marketing Employees3
Improving Business-to-Business Relationship Quality Through Salespeople’s Grit and Political Skill3
An FsQCA Exploration of Multiple Paths to Sales Performance: Evidence from China3
What Makes Business-to-Farm Sales Distinct? Evidence from Time Allocation and Salesperson Personas3
When ‘Mianzi’ Meets Artificial Intelligence: Exploring Cultural and Technological Effects on B2B Brand Dependence2
Digitization Strategy in International Market: Embeddedness, Boundary Spanning, and Internationalization Performance2
Navigating Uncharted Waters: Insights into Transformative Marketing in the B2B Mobility Ecosystem2
How Channel Integration Benefits Manufactures’ Online Market Entry Agility? The Mediating Role of dealers’ Dependency Behavior2
Leveraging Supply Chain Dynamic Capabilities to Improve New Product Development Effectiveness: The Role of AI-Driven Big Data Analytics Capability and Environmental Dynamism2
A Nuanced Analysis of Salesperson Grit: Exploring Perseverance, Consistency, and Mind-set2
Effect of Bilateral Controls on Opportunism: The Mediating Role of Commitment2
Navigating the Neuromarketing Landscape: Valuable Insights for Businesses in a Post-Pandemic World2
Fairness Perceptions, Happiness, and Behavioral Intentions in Trade Fairs: An Investigation from the Relational Model of Justice2
Shipping Market Forecasting Considering the Individual Investor Emotions: A Novel Twofold Partial Swarm Optimization Based Stacked Long Short-Term Memory Model2
Supplier pro-relational opportunism: Antecedents and effects on cooperative buyer-supplier relationships2
How Supplier Customization Influences Its Performance? A Moderated Mediation Model Based on the Contract Theory2
Contractual Governance, Fairness, and Extra-Role Altruistic Behavior in Chinese Buyer–Seller Relationships2
Sustainable Marketing Management: Using Bibliographic Coupling to Review the State-Of-The-Art and Identify Future Research Prospects2
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