Journal of Business-To-Business Marketing

Papers
(The median citation count of Journal of Business-To-Business Marketing is 1. 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 2020-03-01 to 2024-03-01.)
ArticleCitations
The Role of Salespeople in Value Co-Creation and Its Impact on Sales Performance13
Are Women or Men Business-to-Business Salespeople More Engaged on the Job?11
Opportunism and conflict as precursors of non-economic and economic satisfaction outcomes in seller–customer business relationships10
Creating a Sustainable Supply Chain Network by Adopting Relationship Management Strategies10
Retrospective View and Thematic Analysis of Business-to-Business Relationships through Bibliometric Analysis10
Framing Changes of the Value Proposition of Emerging Technologies in a B2B Context9
How Technology- Based Startups Can Use Customer Value Propositions to Gain Pilot Customers8
Validating the Sequential Logic of Quality Constructs in Seller-customer Business Relationships – Antecedents, Mediator and Outcomes7
Are Business-to-Business Employees More Engaged or Burned Out amid A Global Health Crisis: A Comparative Study7
Impact of Contract Specificity and Enforcement on Channel Opportunism and Conflict7
Analysis of the Usage Intensity of Digital Advertising Platforms by SMEs Using an Integrated Models7
Reviewing Global Relational Governance Research from 2002 to 20207
Comparing Digital Strategies and Social Media Usage in B2B and B2C Industries in Spain6
B to B Sellers’ Skill Level in Sales Performance – Frameworks and Findings6
Implementing a Value Co-creation Network: Some Lessons from Taiwan’s Steel Industry5
Economic and Non-economic Satisfaction as Outcomes of Micro-enterprises’ Perceived Value from Banking Relationships4
Improving Business-to-Business Relationship Quality Through Salespeople’s Grit and Political Skill4
In defense of challenger marketing4
Integrating Social Media and Traditional Modes of Customer Interaction for New B2B Service Development4
Developments in B to B and B to C Marketing and Sales Automation Systems4
Masking the Role or Masking the Toll? The Effects of Career Fit on Salesperson Burnout4
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 Engagement4
The Individual Aspect of Interorganizational Cooperation: Favor-Based Cooperation4
Bilateral Opportunism in Buyer–supplier Partnerships4
Distribution of Marketing Research Material to Universities: The Case of Archive of Market and Social Research (AMSR)4
Acquiring Professional Service Customers: Do Agile Project Methods Increase the Intention to Choose an Out-supplier?3
Supplier Satisfaction in Buyer–Supplier Relationships: Assessment from Supplier Perspective3
How Do Interfirm Relationships Affect Altruistic Extra-Role Behavior? The Mediating Effect of Organizational Learning3
Understanding How Salesperson Envy and Emotional Exhaustion Lead to Negative Consequences: The Role of Motivation3
An Exploration of Decision-Making under Threat3
Promotion and Prevention Contracts in Distributor–Supplier Relationship Using Matched Dyadic Data3
The Joint Effects of Formal Institutions and Business Characteristics on Interfirm Guanxi in China: A Fuzzy Set Analysis3
Predicting the Blockchain Technology Acceptance in Supply Chains with Inter-Firm Perspective: An Integrated DEMATEL and PLS-SEM Approach3
Sustainable Marketing Management: Using Bibliographic Coupling to Review the State-Of-The-Art and Identify Future Research Prospects3
Networking Capability and Commercialization Performance: The Role of Network Structure3
The Impact of Anger and Dependence on Supplier Decision-Making3
Social Media Agencies and Clients: A Resource Integration Approach3
The New Norm for Sales Organizations: Impact of Technology During Environmental Turbulence2
Reciprocating Business Model Innovation – How Client and Supplier Models Interact2
Empowerment of Cross-Border E-Commerce Platforms for Small and Medium-Sized Enterprises: Evidence from China2
Some Reflections on the State of Business-to-Business Marketing Research2
Trust Climate in International Business-To-Business E-Negotiations: Antecedents, Processes, and Outcomes2
B to B firms’ motivation to become members of digital platforms: the case of crowd UK2
Value-Based Selling Capability: Antecedents and Implications for B2B Sales Performance2
Innovation in Key Account Management: Identification of Research Trends and Knowledge Gaps2
Servant Leadership Effects on Salesperson Self-Efficacy, Performance, Job Satisfaction, and Turnover Intentions2
Business-to-Business Marketing in the Light of the Evolution of the Business Environment2
Evaluating Service Quality and Service Value in Manufacturer-Distributor Settings: A Systems Approach2
A Nuanced Analysis of Salesperson Grit: Exploring Perseverance, Consistency, and Mind-set1
Promotion and Prevention Contracts in Industry Level Firm to Firm Dyad1
Referrals are A Double-Edged Sword: A Relative Theory of Referral Effects1
Brand Alliances and Stock Reactions1
Effect of Bilateral Controls on Opportunism: The Mediating Role of Commitment1
The Determinants of Customer Intentions to Use Fintech Services in a Commercial Chinese Bank1
Dark Side of Sharing Economy: Examining the Unethical Practices and Its Impact on Coopetition and Firm Performance1
Reducing Salesperson Turnover Intentions via Organizational Market Orientation and Selective Hiring: A Job Demand-Resources Approach1
The Impact of the Negotiators’ Personality and Socio-Demographic Factors on Their Perception of Unethical Negotiation Tactics1
The Role of Grit and Emotional Exhaustion in the Selling Process1
Framing Static and Dynamic Time-Periods through the Teleological Lens in the Implementation Process of Enterprise Resource Planning1
“Indistractable”1
Brand Identity-image Congruence: A Framework for Business-to-business Banks in South Africa1
The Reference Group as Antecedent of Gray Market Participation: An Empirical Analysis1
Stop making excuses: reducing unethical behavior and improving performance and relationship quality1
International Industrial Selling: Demands, Resources, and Burnout1
Exploring Textual Modes, Imagery and Claims in B to B and B to C Print Advertising1
Active or Passive? Examination of Dependency Behavior in Marketing Channels in China1
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