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2022

Carwright, Severina and Liu, Hongfei and Davies, Iain A. (2022) Influencer marketing within business-to-business organisations. Industrial Marketing Management, 106. pp. 338-350. ISSN 0019-8501

Carwright, Severina and Davies, Iain A. (2022) The development of B2B social networking capabilities. Industrial Marketing Management, 106. pp. 139-151. ISSN 0019-8501

2020

Lassalle, Paul and Johanson, Martin and Nicholson, John D. and Ratajczack-Mrozek, Milena (2020) Migrant entrepreneurship and markets : the dynamic role of embeddedness in networks in the creation of opportunities. Industrial Marketing Management, 91. pp. 523-536. ISSN 0019-8501

2019

Shaphali, Gupta and Kumar, V. and Karam, Esraa (2019) New-age technologies-driven social innovation : what, how, where, and why? Industrial Marketing Management. ISSN 0019-8501

Iankova, Severina and Davies, Iain and Archer-Brown, Chris and Marder, Ben and Yau, Amy (2019) A comparison of social media marketing between B2B, B2C and mixed business models. Industrial Marketing Management, 81. pp. 169-179. ISSN 0019-8501

Brown, Ross and Mawson, Suzanne and Rowe, Alexander (2019) Start-ups, entrepreneurial networks and equity crowdfunding : a processual perspective. Industrial Marketing Management, 80. pp. 115-125. ISSN 0019-8501

2017

Shi, Victor Guang and Baines, Tim and Baldwin, James and Ridgway, Keith and Petridis, Panagiotis and Bigdeli, Ali Ziaee and Uren, Victoria and Andrews, Daniel (2017) Using gamification to transform the adoption of servitization. Industrial Marketing Management, 63. pp. 82-91. ISSN 0019-8501

Windler, Katharina and Jüttner, Uta and Michel, Stefan and Maklan, Stan and Macdonald, Emma K. (2017) Identifying the right solution customers : a managerial methodology. Industrial Marketing Management, 60. pp. 173-186. ISSN 0019-8501

2016

Lacka, Ewelina and Chong, Alain (2016) Usability perspective on social media sites' adoption in the B2B context. Industrial Marketing Management, 54. 80–91. ISSN 0019-8501

Blut, Markus and Evanschitzky, Heiner and Backhaus, Christof and Rudd, John and Marck, Michael (2016) Securing business-to-business relationships : the impact of switching costs. Industrial Marketing Management, 52. pp. 82-90. ISSN 0019-8501

2015

Tzempelikos, Nektarios and Gounaris, Spiros (2015) Linking key account management practices to performance outcomes. Industrial Marketing Management, 45. pp. 22-34. ISSN 0019-8501

2014

Gounaris, Spiros and Tzempelikos, Nektarios (2014) Relational key account management : building a competitive advantage through structural reformations and relationship management skills. Industrial Marketing Management, 43 (7). pp. 1110-1123. ISSN 0019-8501

Davies, Iain and Ryals, Lynette J. (2014) The effectiveness of key account management practices. Industrial Marketing Management, 43 (7). pp. 1182-1194. ISSN 0019-8501

2013

Davies, Iain and Ryals, Lynette J. (2013) Attitudes and behaviours of key account managers : are they really any different to senior sales professionals? Industrial Marketing Management, 42 (6). pp. 919-931. ISSN 0019-8501

2012

Chan, R. Y. K. and He, Hong-Wei and Chan, H.K. and Wang, W. Y. C. (2012) Environmental orientation and corporate performance : The mediation mechanism of green supply chain management and moderating effect of competitive intensity. Industrial Marketing Management, 41 (4). pp. 621-630. ISSN 0019-8501

Chan, H.K. and He, Hong-Wei and Wang, W.Y.C. (2012) Green marketing and its impact on supply chain management in industrial markets. Industrial Marketing Management, 41 (4). pp. 557-562. ISSN 0019-8501

2011

Finch, John and Geiger, Susi (2011) Constructing and contesting markets through the market object. Industrial Marketing Management, 40 (6). pp. 899-906.

Paliwoda, Stanley (2011) Critically evaluating the IMP research contribution. Industrial Marketing Management, 40 (6). pp. 1055-1056.

Story, Vicky and O'Malley, Lisa and Hart, Susan (2011) Roles, role performance and radical innovation competences. Industrial Marketing Management, 40 (6). 952 - 966.

Liu, Rebecca and Hart, Susan (2011) Does experience matter? : a study of knowledge processes and uncertainty reduction in solution innovation. Industrial Marketing Management, 40 (5). 691 - 698.

Ibeh, Kevin and Kasem, Laila (2011) The network perspective and the internationalization of small and medium sized software firms from Syria. Industrial Marketing Management, 40 (3). pp. 358-367.

Brock, J. K. U. and Johnson, J. E. and Zhou, J. Y. (2011) Does distance matter for internationally-oriented small firms? Industrial Marketing Management, 40 (3). pp. 384-394. ISSN 0019-8501

2010

Finch, J.H. and Wagner, B.A. and Hynes, N. (2010) Trust and forms of capital in business-to-business activities and relationships. Industrial Marketing Management, 39 (6). pp. 1019-1027.

Geiger, Susi and Finch, J.H. (2010) Networks of mind and networks of organizations : the map metaphor in business network research. Industrial Marketing Management, 39 (3). pp. 381-389.

2009

Geiger, S. and Finch, J.H. (2009) Industrial sales people as market actors. Industrial Marketing Management, 38 (6). pp. 608-617.

2008

Wright, George and Fletcher, K and Donaldson, B and Lee, J-H. (2008) Sales force automation systems : an analysis of factors underpinning the sophistication of deployed systems in the UK financial service industry. Industrial Marketing Management, 37 (8). pp. 992-1004. ISSN 0019-8501

Yi, Youjae and Gong, Taeshik (2008) The effects of customer justice perception and affect on customer citizenship behavior and customer dysfunctional behavior. Industrial Marketing Management, 37 (7). pp. 767-783.

2006

Iyer, G.R. and Sharma, A. and Evanschitzky, H. (2006) Global marketing of industrial products: are interpersonal relationships always critical? Industrial Marketing Management, 35 (5). pp. 611-620.

2004

Banerjee, M. and Hogg, G.M. and Hart, S. (2004) Does the level of experiencehave an effect on CRM programs? Exploratory research findings. Industrial Marketing Management, 33 (6). pp. 549-560.

Hart, Susan and Hultink, Erik Jan and Tzokas, Nikolaos (2004) Navigating the new product development process. Industrial Marketing Management, 33 (7). pp. 619-626.

Ibeh, K.I.N. and Brock, J.U. and Zhou, J. (2004) The drop and collect survey among industrial populations: Theory and empirical evidence. Industrial Marketing Management, 33 (2). pp. 155-165.

1997

Avlonitis, George and Gounaris, Spiros (1997) Marketing orientation and company performance : a comparative study of industrial vs. consumer goods companies. Industrial Marketing Management, 26 (5). 385–402. ISSN 0019-8501