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OpenAlex is a bibliographic catalogue of scientific papers, authors and institutions accessible in open access mode, named after the Library of Alexandria. It's citation coverage is excellent and I hope you will find utility in this listing of citing articles!

If you click the article title, you'll navigate to the article, as listed in CrossRef. If you click the Open Access links, you'll navigate to the "best Open Access location". Clicking the citation count will open this listing for that article. Lastly at the bottom of the page, you'll find basic pagination options.

Requested Article:

Sales communication competence in international B2B solution selling
Jonna Koponen, Saara Julkunen, Akiko Asai
Industrial Marketing Management (2019) Vol. 82, pp. 238-252
Open Access | Times Cited: 88

Showing 1-25 of 88 citing articles:

Co-creating social media agility to build strong customer-firm relationships
Shu‐Hui Chuang
Industrial Marketing Management (2019) Vol. 84, pp. 202-211
Closed Access | Times Cited: 122
Digital Technology Adoption and Collaborative Innovation in Chinese High-Speed Rail Industry: Does Organizational Agility Matter?
Jiarong Shi, Zihao Jiang, Zhiying Liu
IEEE Transactions on Engineering Management (2023) Vol. 71, pp. 4322-4335
Closed Access | Times Cited: 26
Industrial innovation management in the age of digital transformation: The risk of too strong selling capabilities
Herbert Endres, Julia Auburger, Roland Helm
Industrial Marketing Management (2024) Vol. 117, pp. 371-385
Open Access | Times Cited: 8
Engaging a product-focused sales force in solution selling: interplay of individual- and organizational-level conditions
Anna Salonen, Harri Terho, Eva Böhm, et al.
Journal of the Academy of Marketing Science (2020) Vol. 49, Iss. 1, pp. 139-163
Open Access | Times Cited: 51
The present and future of the B2B sales profession
Samer Elhajjar, Laurent Yacoub, Fadila Ouaida
Journal of Personal Selling and Sales Management (2023) Vol. 44, Iss. 2, pp. 128-141
Closed Access | Times Cited: 19
Green brand identity and B2B channel partners' tactical green marketing orientation: Moderating effect of brand governance
Shilpi Jain, Sriparna Basu, Yogesh K. Dwivedi
Industrial Marketing Management (2024) Vol. 119, pp. 218-237
Open Access | Times Cited: 5
Trait mindfulness and cross‐cultural sales performance: The role of perceived cultural distance
Peerayuth Charoensukmongkol, Arti Pandey
Canadian Journal of Administrative Sciences / Revue Canadienne des Sciences de l Administration (2021) Vol. 38, Iss. 4, pp. 339-353
Closed Access | Times Cited: 34
The role of conflict and opportunism on the duality of satisfaction in B2B sales relationships
Carlos Ferro‐Soto, Carmen Padín, Mornay Roberts-Lombard, et al.
European Business Review (2024) Vol. 36, Iss. 6, pp. 870-898
Closed Access | Times Cited: 4
Different roads lead to Rome: A configurational investigation of solution Salespeople's sales success in business-to-business markets
Franziska M. Bongers, A. Craig Keller, Gloria Stoffer, et al.
Industrial Marketing Management (2025) Vol. 126, pp. 251-265
Open Access
A Competency-Based Curriculum Content Design for Complex B2B Sales in Higher Education Institutions
Silvio Cardinali, Marta Giovannetti, Pia Hautamäki, et al.
Journal of Marketing Education (2025)
Closed Access
Active Empathic Listening and Its Influence on Hosting Performance: A Host’s Perspective on Airbnb
Adriano Ramos dos Santos, Sara Joana Gadotti dos Anjos, Vitor Roslindo Kuhn
International Journal of Hospitality & Tourism Administration (2025), pp. 1-27
Closed Access
Managers’ Technology-Mediated Communication Competence: A Theoretical Framework
Jonna Koponen, Marianna Turunen, Anne Laajalahti, et al.
Journal of Business and Technical Communication (2025)
Closed Access
The Effectiveness of Life Insurance Sales Force Training: Welcome “Me and AI”
Andrzej Janowski
Economies (2025) Vol. 13, Iss. 4, pp. 101-101
Open Access
Interpersonal guanxi and partner extra-role behavior: Mediating role of relational and transactional governance strategy
Jing Zhou, Chuang Zhang, Lu Shen, et al.
Industrial Marketing Management (2020) Vol. 91, pp. 551-562
Closed Access | Times Cited: 35
When does boundary-spanner burnout connect participation and customer relationship performance? The role of the firm's network centrality and network density
Volkan Yeniaras, İsmail Gölgeci
Industrial Marketing Management (2023) Vol. 112, pp. 1-13
Closed Access | Times Cited: 12
Tripartite role of communications in channel relationships: Mitigating exchange hazards, reducing opportunism, and curtailing its ill effects on relationship performance
Sandip Trada, Vikas Goyal
Industrial Marketing Management (2019) Vol. 85, pp. 281-294
Closed Access | Times Cited: 33
Drivers and outcomes of salespersons’ value opportunity recognition competence in solution selling
Eva Böhm, Andreas Eggert, Harri Terho, et al.
Journal of Personal Selling and Sales Management (2020) Vol. 40, Iss. 3, pp. 180-197
Closed Access | Times Cited: 30
Engaging the sales force in digital solution selling: how sales control systems resolve agency problems to create and capture superior value
Christoph Tienken, Moritz Classen, Thomas Friedli
European Journal of Marketing (2022) Vol. 57, Iss. 3, pp. 794-833
Closed Access | Times Cited: 17
Development of long-term B2B customer relationships: the role of self-disclosure and relational cost/benefit evaluation
Jonna Koponen, Saara Julkunen
European Journal of Marketing (2022) Vol. 56, Iss. 13, pp. 194-235
Open Access | Times Cited: 16
Leveraging consumer behavior research to forge new insights into B2B buyer behavior: Contextualizing extant research and developing a research agenda
Mayoor Mohan, Riza Casidy, Park Thaichon, et al.
Industrial Marketing Management (2022) Vol. 105, pp. 1-17
Closed Access | Times Cited: 14
Dynamic and global drivers of salesperson effectiveness
Danny Pimentel Claro, Carla Ramos, Robert W. Palmatier
Journal of the Academy of Marketing Science (2023) Vol. 52, Iss. 2, pp. 399-425
Closed Access | Times Cited: 8
Navigating the demands of increasing customer participation through firm and individual job resources
Jessica J. Hoppner, Paul Mills, David A. Griffith
Industrial Marketing Management (2021) Vol. 97, pp. 173-182
Closed Access | Times Cited: 19
Rapport building in B2B sales interactions: the process and explananda
Sini Jokiniemi, Aino Halinen, Ellen Bolman Pullins, et al.
Journal of Personal Selling and Sales Management (2023) Vol. 44, Iss. 2, pp. 177-195
Closed Access | Times Cited: 7
Proposing a sales performance motivational framework for B2B sellers in services firms
Rocío Rodriguez, Mornay Roberts-Lombard, Nils M. Høgevold, et al.
European Research on Management and Business Economics (2024) Vol. 30, Iss. 1, pp. 100235-100235
Open Access | Times Cited: 2
Cultural bridges in Business: Critical review and future directions in cross-cultural B2B relationships
Prathamesh Kittur, Shailja Agarwal
Journal of Business Research (2024) Vol. 180, pp. 114721-114721
Closed Access | Times Cited: 2
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