INDUSTRIAL MARKETING MANAGEMENT

The International Journal of Marketing for Industrial and High-Tech Firms

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TABLE OF CONTENTS XXX

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• Description p.1
• Audience p.1
• Impact Factor p.1
• Abstracting and Indexing p.2
• Editorial Board p.2
• Guide for Authors p.9
ISSN: 0019-8501

DESCRIPTION
.

Industrial Marketing Management provides theoretical, empirical and case-based research geared
to the needs of marketing scholars and practitioners researching and working in industrial and
business-to-business markets. An editorial review board of leading international scholars and
practitioners assures a balance of theory and practical applications in all articles. Scholars from North
America, Europe, Australia/New Zealand, Asia and other regions of the globe offer the latest findings
for improving effectiveness and efficiency of industrial markets. This comprehensive approach keeps
readers abreast of the most timely data and current thinking necessary for better marketing decisions
and strategy in global industrial and business-to-business markets.

Benefits to authors
We also provide many author benefits, such as free PDFs, a liberal copyright policy, special discounts
on Elsevier publications and much more. Please click here for more information on our author services.

Please see our Guide for Authors for information on article submission. If you require any further
information or help, please visit our Support Center

Special Issue suggestions All proposals for topics for IMM Special Issues should be sent to:
Dr. Selma Kadic-Maglajlic, [email protected] and
Dr. Maja Arslanagic-Kalajdzic, [email protected]

AUDIENCE
.

Marketing scholars concerned with a range of marketing issues in business.

IMPACT FACTOR
.

2019: 4.695 © Clarivate Analytics Journal Citation Reports 2020

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ABSTRACTING AND INDEXING
.

Social Sciences Citation Index

ANBAR
ABI/Inform
Russian Institute of Scientific Information Abstracts
Current Contents
American Marketing Association Abstracts
Scopus
PsycINFO
INSPEC

EDITORIAL BOARD
.

Co-Editors-in-Chief
Adam Lindgreen, Copenhagen Business School, Solbjerg Plads 3, DK-2000, Frederiksberg, Denmark
Anthony Di Benedetto, Temple University Fox School of Business and Management, 1801 Liacouras Walk,
Philadelphia, Pennsylvania, 19122, United States
Associate Editors for Special Issues
Maja Arslanagic-Kaladzic, University of Sarajevo, Bosnia and Herzegovina
Selma Kadić-Maglajlić, Copenhagen Business School, Denmark
Associate Editors for Academic-Practitioner Papers
Tobias Schäfers, Copenhagen Business School, Denmark
Michel van der Borgh, Copenhagen Business School, Denmark
Associate Editor for Methodological Papers
Ghasem Zaefarian, Leeds University Business School, United Kingdom
Associate Editor for Target and Position Papers
John Nicholson, University of Huddersfield, United Kingdom
Associate Editor for Book Reviews
Martin Hingley, University of Lincoln, United Kingdom
Honorary Board
Stephan Henneberg, Queen Mary University of London, United Kingdom
Peter LaPlaca, Past Editor, University of Connecticut, United States
Kristian Moller, Aalto University, Finland
Stefanos Mouzas, Lancaster University, United Kingdom
Peter Naude, Manchester Metropolitan University, United Kingdom
Catherine Pardo, Emlyon Business School, France
Arun Sharma, University of Miami, United States
Advisory Board for Industrial Marketing Management Summits
Luis Araujo, The University of Manchester Alliance Manchester Business School, United Kingdom
Sergio Biggemann, University of Otago, New Zealand
Aino Halinen, University of Turku, Finland
Björn Ivens, University of Bamberg, Germany
Christian Kowalkowski, Linköping University, Sweden
Peter Naude, Manchester Metropolitan University, United Kingdom
Wolfgang Ulaga, International Institute for Management Development, Switzerland
Editorial Review Board
Ibrahim Abosag, University of London, United Kingdom
Morten H. Abrahamsen, BI Norwegian Business School, Norway
Hendrik Agndal, University of Gothenburg, Sweden
Raj Agnihotri, University of Texas at Arlington, United States
Matti Aistrich, Sitra, Finland
Billur Akdeniz, University of New Hampshire, United States
Sönke Albers, Kuhne Logistics University, Germany
Jamal Al-khatib, University of Saint Thomas, United States
Madhukar G. Angur
Michael Antioco, EDHEC Business School Lille, France

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Bahar Ashnai, William Paterson University of New Jersey, United States
Ashraf Attia, State University of New York at Oswego, United States
Seigyoung Auh, Arizona State University, United States
George Avlonitis, Athens University of Economics and Business, Greece
Klaus Backhaus, University of Münster, Germany
George Baltas, Athens University of Economics and Business, Greece
Yongchuan (Kevin) Bao, The University of Alabama in Huntsville College of Business, United States
Enrico Baraldi, Uppsala University, Sweden
Bradley Barnes, The University of Sheffield, United Kingdom
Nada Nasr Bechwati, Bentley University, United States
Anders Bengtsson, Protobrand, United States
Paul Berger, Bentley University, United States
Ron Berger, Lander Institute, Israel
M. Berk Talay, University of Massachusetts Lowell, United States
Pierre Berthon, Bentley University, United States
Michael Beverland, University of Bath, United Kingdom
Wim Biemans, University of Groningen, Netherlands
Sergio Biggemann, University of Otago, New Zealand
Charles Blankson, University of North Texas, United States
Kirsimarja Blomqvist, LUT University, Finland
Miriam Borchardt, Vale do Rio Doce University, Brazil
Stefania Borghini, Bocconi University, Italy
Benedikte Borgström, Jonkoping International Business School, Sweden
Christo Boshoff, Stellenbosch University, South Africa
Delane Botelho, Getúlio Vargas Foundation Law School, Brazil
Thomas Brashear, University of Massachusetts Amherst Isenberg School of Management, United States
Ross Brennan, University of Hertfordshire, United Kingdom
Carlos Melo Brito, University of Porto, Portugal
Gregory Brush, The University of Western Australia, Australia
Bella Butler, Curtin University, Australia
Lena Bygballe, BI Norwegian Business School, Norway
John Cadogan, Loughborough University, United Kingdom
Louise Canning, Kedge Business School, France
Chiara Cantu, Catholic University of the Sacred Heart, Italy
Pilar Carbonell, York University, Canada
Maurizio Catulli, University of Hertfordshire, United Kingdom
Ronika Chakrabarti, Lancaster University, United Kingdom
Simos Chari, The University of Manchester, United Kingdom
Cristian Chelariu, Suffolk University, United States
Chien-Wei Chen, National Chengchi University Department of International Business, Taiwan
Gary Chen, Tamkang University, Taiwan
Haozhe Chen, Iowa State University, United States
Homin Chen, National Taiwan University, Taiwan
Jiyao Chen, Oregon State University, United States
Larry Chonko, Baylor University, United States
Hsin-Hui Chou, National Cheng Kung University, Taiwan
George Christodoulides, Birkbeck University of London, United Kingdom
Ann Højbjerg Clarke, University of Southern Denmark, Denmark
Irvine (Bud) Clarke, James Madison University, United States
David Cockayne, University of Huddersfield, United Kingdom
Filipe Jorge Fernandes Coelho, University of Coimbra, Portugal
Daniela Corsaro, International University of Languages and Media, Italy
Bernard Cova, Kedge Business School, France
Anna Cui, University of Illinois at Chicago, United States
Wojciech Czakon, Jagiellonian University in Krakow, Poland
Shawn Daly, University of the Incarnate Word, United States
Harold Daniel, University of Maine, United States
Gary Davies, The University of Manchester, United Kingdom
M. Mumin Dayan, United Arab Emirates University, United Arab Emirates
Luigi DeLuca, Bocconi University, Italy
Paul Dion, Susquehanna University, United States
Serdar Durmusoglu, University of Dayton, United States
Fabian Eggers, Menlo College, United States
Andreas Eggert, Paderborn University, Germany
Michael Ehret, Nottingham Trent University, United Kingdom
Chris Ellegaard, Aarhus University, Denmark
Teck-Yong Eng, University of Essex, United Kingdom

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Joel Evans, Hofstra University, United States
Ken Evans, Lamar University, United States
Heiner Evanschitzky, Aston University, United Kingdom
Michael Ewing, Deakin University, Australia
Tony Fang, Stockholm University, Sweden
Rita Faullant, Alpen-Adria University, Austria
John Finch, University of Glasgow, United Kingdom
Renato Fiocca, University of Milan, Italy
Carlos Flavián Blanco, University of Zaragoza, Spain
Daniel Flint, The University of Tennessee System, United States
Krzysztof Fonfara, Poznan University of Economics, Poland
I. David Ford, Kedge Business School, France
Sebastian Forkmann, Queen Mary University of London, United Kingdom
Howard Forman, California State University Fullerton, United States
Ruud T. Frambach, VU Amsterdam, Netherlands
Anthony Francescucci, Ryerson University, Canada
Robert Frankel, University of North Florida, United States
Jörg Freiling, University of Bremen, Germany
Per Freytag, University of Southern Denmark, Denmark
Mika Gabrielsson, University of Eastern Finland, Finland
Peter Gabrielsson, University of Vaasa, Finland
Hongzhi Gao, Victoria University of Wellington, New Zealand
Tony Garrett, Korea University, Korea, Republic of
Heiko Gebauer, University of St Gallen, Switzerland
Jens Geersbro, Copenhagen Business School, Denmark
Ingmar Geiger, Aalen University of Applied Sciences, Germany
Susi Geiger, University College Dublin, Ireland
Cristian Geldes, University of La Serena, Chile
Mihalis Giannakis, Audencia Business School, France
Michael Gibbert, University of Italian Switzerland, Switzerland
Alan Gilchrist, Lancaster University, United Kingdom
David Gilliam, University of Arkansas at Little Rock, United States
Eli Gimmon, Tel Hai Academic College, Israel
Larry Giunipero, Florida State University, United States
Mark Glynn, Auckland University of Technology School of Business, New Zealand
Francesca Golfetto, Bocconi University, Italy
Javier Gonzalez-Benito, University of Salamanca, Spain
Gabriel Gonzalez, Arizona State University Thunderbird School of Global Management, United States
Kishore Gopalakrishna Pillai, University of Bradford, United Kingdom
Linda Gorchels, University of Wisconsin Madison, United States
Spiros Gounaris, University of Strathclyde, United Kingdom
Raoul Graf, Laval University, Canada
Stephen Grant, University of New Brunswick, Canada
Marco Greco, University of Cassino and Southern Lazio Department of Civil and Mechanic Engineering, Italy
Espen Gressetvold, Norwegian University of Science and Technology, Norway
Neils Grünbaum, University of Southern Denmark, Denmark
Christina Grundström, Linköping University, Sweden
Simone Guercini, University of Florence, Italy
Rodrigo Guesalaga, Cranfield University, United Kingdom
Suraksha Gupta, University of Kent, United Kingdom
Mahima Hada, City University of New York, United States
Amjad Hadjikhani, Uppsala University, Sweden
Åsa Hagberg-Andersson, Hanken School of Economics, Finland
George Haley, University of New Haven, United States
Eric Hansen, Oregon State University, United States
Jesper Hansen, Aarhus University, Denmark
Andy Hao, University of Hartford, United States
Debbie Harrison, BI Norwegian Business School, Norway
Nathaniel Hartmann, University of Hawai'i at Manoa, United States
Virpi Havila, Uppsala University, Sweden
Jon M. Hawes, The University of Toledo Department of Marketing and International Business, United States
Nima Heirati, Surrey Business School, United Kingdom
Sabrina Helm, University of Arizona, United States
Neil Herndon, South China University of Technology, China
Bas Hillebrand, Radboud University, Netherlands
Andreas Hinterhuber, Hinterhuber and Partners GmbH, Austria
Maria Holmlund, Hanken School of Economics, Finland

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Frederick Hong-kit Yim, Hong Kong Baptist University, Hong Kong
Michael Hu, Kent State University, United States
Lars Huemer, BI Norwegian Business School, Norway
Peter Hultén, Umea University, Sweden
Jens Hultman, Jonkoping University, Sweden
Gert Human, University of Cape Town, South Africa
Pia Hurmelinna-Laukkanen, University of Oulu, Finland
Leila Hurmerinta-Peltomäki, University of Turku, Finland
Michael Hutt, Arizona State University, United States
Niki Hynes, Curtin University, Australia
Björn Ivens, University of Bamberg, Germany
Gopal Iyer, Florida Atlantic University, United States
Elina Jaakkola, Turku School of Economics, Finland
Ralph Jackson, The University of Tulsa, United States
Frank Jacob, ESCP Business School, France
Anne Jalkala, LUT University, Finland
Fu (Jeff) Jia, University of York, United Kingdom
Thomas Johnsen, Audencia Business School, France
Ad de Jong, Copenhagen Business School, Denmark
Benoy Joseph, Cleveland State University, United States
Uta Jüttner, Cranfield University, United Kingdom
Manish Kacker, McMaster University, Canada
Stavros Kalafatis, Kingston University, United Kingdom
Bart Kamp, University of Deusto Orkestra Basque Institute of Competitiveness, Spain
Dimitri Kapelianis, University of New Mexico, United States
Vishal Kashyap, Xavier University, United States
Jerry Katrichis, University of Hartford, United States
Constantine Katsikeas, University of Leeds, United Kingdom
Timothy Kiessling, Bilkent University, Turkey
Daekwan Kim, Florida State University, United States
Namwoon Kim, The Hong Kong Polytechnic University, China
Russel Kingshott, Curtin University, Australia
Hans Kjellberg, Stockholm School of Economics, Sweden
John Knight, University of Otago, New Zealand
Chris Knowles, Oregon State University, United States
Soren Kock, Hanken School of Economics, Finland
Marko Kohtamäki, University of Vaasa, Finland
Tor Korneliussen, Nord University, Norway
Prabakar Kothandaraman, William Paterson University of New Jersey, United States
Anand Kumar, University of South Florida, United States
V. Kumar, Georgia State University, United States
Anthony Kuo, Fu Jen Catholic University, Taiwan
Martin Kupp, ESCP Business School, France
Ki-soon Kwang, Kingston University, United Kingdom
A. La Rocca, University of Italian Switzerland, Switzerland
Sari Laari-Salmela, University of Oulu, Finland
Sylvie Lacoste, Kedge Business School, France
Daniel Ladik, Seton Hall University, United States
Chi-Shiun (Albert) Lai, National Yunlin Institute of Technology, Taiwan
Kee-hung (Mike) Lai, The Hong Kong Polytechnic University, China
Jay Lambe, Seattle University, United States
Dick Lancioni, Temple University, United States
Ruby Lee, Florida State University, United States
Wangen (Adam) Lee, TXC Corporation, Taiwan
Yang-Im Lee, University of Westminster, United Kingdom
Sheena Leek, University of Birmingham, United Kingdom
Leonidas Leonidou, University of Cyprus, Cyprus
Esther Ling-yee Li, Lingnan University, Hong Kong
Ning Li, Johns Hopkins University, United States
J. David Lichtenthal, City University of New York, United States
Yichen Lin, National University of Tainan, Taiwan
Raymond Loohuis, University of Twente, Netherlands
Brian Low, Monash University, Australia
Sid Lowe, Kingston University, United Kingdom
Heléne Lundberg, Mid Sweden University, Sweden
Bruno Lussier, HEC Montreal, Canada
Sreedhar Madhavaram, Cleveland State University, United States

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Tuija Mainela, University of Oulu, Finland
Michael Mallin, The University of Toledo, United States
Tibor Mandják, Normandy School of Management, France
Babu Mariadoss, Washington State University, United States
Stefan Markovic, Copenhagen Business School, Denmark
Adam Marquardt, University of Richmond, United States
Greg Marshall, Rollins College, United States
Immaculada Martin-Tapia, University of Granada, Spain
Gregorio Martín-de Castro, Complutense University of Madrid, Spain
Katy Mason, Lancaster University, United Kingdom
Graham Massey, University of Technology Sydney - City Campus, Australia
Margaret Matanda, Monash University, Australia
Paul Matthyssens, University of Antwerp, Belgium
Felix Mavondo, Monash Business School Department of Marketing, Australia
Damien McLoughlin, University College Dublin, Ireland
Regina McNally, University of Limerick, Ireland
Giancarlo Medeiros Pereira, Molde University College, Norway
Chris Medlin, The University of Adelaide, Australia
Rajiv Mehta, New Jersey Institute of Technology, United States
Bulent Menguc, University of Leeds, United Kingdom
Omar Merlo, University of Cambridge, United Kingdom
Morgan Miles, Charles Sturt University Study Centre - Sydney, Australia
Vincent-Wayne Mitchell, The University of Sydney, Australia
Maciej Mitrega, University of Economics in Katowice, Poland
Francisco-Jose Molina-Castillo, University of Murcia, Spain
Kristian Moller, Aalto University, Finland
Niels Mols, Aarhus University, Denmark
Robert Morgan, Cardiff University, United Kingdom
Michael Morris, University of Florida, United States
Stefanos Mouzas, Lancaster University, United Kingdom
Susan Mudambi, Temple University Fox School of Business and Management, United States
K. Munksgaard, University of Southern Denmark, Denmark
William Murphy, University of Saskatchewan, Canada
Feisal Murshed, Kutztown University of Pennsylvania, United States
Mahir Nakip, Cankaya University, Turkey
Nada Nasr Bechwati, Bentley University, United States
Prithwiraj Nath, University of East Anglia, United Kingdom
Satu Nätti, University of Oulu, Finland
Peter Naude, Manchester Metropolitan University, United Kingdom
Nelson Ndubisi, Griffith University, Australia
Israel Nebenzahl, Ariel University Library, Israel
Liem Ngo, University of New South Wales School of Marketing, Australia
Edwin Nijssen, University of Technology Eindhoven, Netherlands
Ulf Nilsson, Sabanci University, Turkey
Daniel Nordigården, Linköping University, Sweden
Fredrik Nordin, Stockholm University School of Business, Sweden
Aron O'Cass, Macquarie University Department of Computing, Australia
Thomas O'Toolecoelh, Waterford Institute of Technology, Ireland
Michael Obal, University of Massachusetts Lowell, United States
C. Öberg, Orebro University, Sweden
Yavuz Odabasi, Anadolu University, Turkey
Muammer Ozer
Stefanos Pace, Kedge Business School, France
Margherita Pagani, Emlyon Business School, France
Nikolaos Panagopoulos, Ohio University, United States
Joseph Pancras, University of Connecticut, United States
Rajat Panwar, Northland College, United States
Paulina Papastathopoulou, Athens University of Economics and Business, Greece
Vinit Parida, Lulea University of Technology Research Group in Entrepreneurship and Innovation, Sweden
Petri Parvinen, Aalto University, Finland
Steven Pattinson, Northumbria University, United Kingdom
Pallab Paul, University of Denver, United States
Marcel Paulssen, University of Geneva, Switzerland
Giancarlo Pereria, Vale do Rio Doce University, Brazil
Keith Perks, University of Brighton, United Kingdom
Andrea Perna, Uppsala University, Sweden
Jean Perrien, University of Quebec, Canada

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Simon Pervan, Swinburne University of Technology, Australia
Linda D. Peters, University of Nottingham Business School, United Kingdom
Robin Petersen, New Mexico State University, United States
Robert Peterson, Northern Illinois University, United States
Richard Plank, University of South Florida, United States
Carolin Plewa, The University of Adelaide, Australia
Christopher R. Plouffe, University of Akron, United States
Shaligram Pokharel, Qatar University, Qatar
Thomas Powers, The University of Alabama at Birmingham, United States
Essi Pöyry, Aalto University, Finland
Andrew Pressey, Lancaster University, United Kingdom
Vesa Puhakka, University of Oulu Faculty of Economics and Business Administration, Finland
Sharon Purchase, University of Western Australia, UWA Business School, Australia
Chris Raddats, University of Liverpool, United Kingdom
Risto Rajala, Aalto University, Finland
Carla Ramos, Insper, Brazil
Giselle Rampersad, The University of Adelaide, Australia
Mohammed Rawwas, University of Northern Iowa, United States
Claudia Rebolledo, HEC Montreal, Canada
Jacob Rehme, Linköping University, Sweden
Diego Renallo, Kedge Business School, France
Richard Rexeisen, University of Saint Thomas, United States
R. Glenn Jr Richey, Auburn University, United States
Diego Rinallo, Kedge Business School, France
Thomas Ritter, Copenhagen Business School, Denmark
Michel Rod, Carleton University, Canada
J. Roehrich, University of Bath, United Kingdom
Sergio Román, University of Murcia, Spain
Bert Rosenbloom, Drexel University, United States
Abhijit Roy, University of Scranton, United States
Andrea Runfola, University of Perugia, Italy
B. Rutherford, Kennesaw State University, United States
AnnMarie Ryan, University of Limerick, Ireland
Samy Saab, Free University of Berlin, Germany
S. Sahadev, The University of Sheffield, United Kingdom
Esmail Salehi-Sangari, Royal Institute of Technology, Sweden
Risto Salminen, LUT University, Finland
Jari Salo, University of Helsinki, Finland
Saeed Samiee, The University of Tulsa, United States
Cristóbal Sánchez-Rodríguez, York University, Canada
Tobias Schäfers, Copenhagen Business School, Denmark
Ronald L. Schill, Brigham Young University, United States
Miguel Sellitto, University of the Bells River Valley, Brazil
Kostas Selviaridis, Lancaster University, United Kingdom
Sylvain Senecal, HEC Montreal, Canada
Alex Sharland, University of South Alabama, United States
Jiuh-Biing Sheu, National Taiwan University, Taiwan
Eric Shih, Sungkyunkwan University, Korea, Republic of
Tommy Shih, Lund University School of Economics and Management, Sweden
Christina Sichtmann, University of Vienna, Austria
Judit Simon, Corvinus University of Budapest, Hungary
Ramendra Singh, Indian Institute of Management Bangalore, India
Lionel Sitz, Emlyon Business School, France
Stan Slater, Colorado State University, United States
A. Smedlund, Aalto University, Finland
Armand Smits, Radboud University, Netherlands
Ivan Snehota, University of Italian Switzerland, Switzerland
Anne Souchon, Loughborough University, United Kingdom
Carlos M.P. Sousa, Molde University College, Norway
Robert Spencer, Kedge Business School, France
Han Srinivasan, University of Connecticut, United States
Prashant Srivastava, The University of Tennessee at Chattanooga Gary W Rollins College of Business
Department of Marketing and Entrepreneurship, United States
Vlasis Stathakopoulos, Athens University of Economics and Business, Greece
P. Stern, Loughborough University, United Kingdom
Kaj Storbacka, The University of Auckland, New Zealand
Sanna Sundqvist, Aalto University School of Business, Finland

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Kim Sundtoft Hald, Copenhagen Business School, Denmark
Catherine Sutton-Brady, The University of Sydney, Australia
Kunal Swani, Wright State University Raj Soin College of Business, United States
Jonathan Swift, University of Salford, United Kingdom
Jaana Tähtinen, University of Turku, Finland
Jeff Tanner, Baylor University, United States
Kari Tanskanen, The University of Manchester, United Kingdom
Harri Terho, Turku School of Economics, Finland
Marios Theodosiou, University of Cyprus, Cyprus
Jeff Thieme, The University of Memphis, United States
Narongsak Thongpapanl, Brock University, Canada
Sabrina Thornton, University of Huddersfield, United Kingdom
Henrikki Tikkanen, Aalto University, Finland
Mert Tokman, James Madison University, United States
Jane Tonge, Manchester Metropolitan University, United Kingdom
Jan-Ake Tornroos, Abo Akademi University, Finland
Zsofia Toth, The University of Manchester, United Kingdom
Pekka Töytäri, Aalto University, Finland
Peter Trim, Birkbeck University of London, United Kingdom
Chiayu Tu, Ming Chuan University, Taiwan
Aybars Tuncdogan, King's College London, United Kingdom
Annalisa Tunisini, Catholic University of the Sacred Heart, Italy
Nektarios Tzempelikos, Anglia Ruskin University, United Kingdom
Nikolas Tzokas, University of East Anglia, United Kingdom
Wolfgang Ulaga, International Institute for Management Development, Switzerland
Pauliina Ulkuniemi, University of Oulu, Finland
Aku Valtakoski, Linköping University, Sweden
Wouter Van Bockhaven, University of Antwerp, Belgium
Sander Van Triest, University of Amsterdam, Netherlands
Joëlle Vanhamme, EDHEC Business School Lille, France
Markus Vanharanta, University College Dublin, Ireland
Antonio J. Verdú-Jover, Miguel Hernandez University of Elche, Spain
Markus Voeth, University of Hohenheim, Germany
Douglas Vorhies, University of Mississippi, United States
Stephan Wagner, Swiss Federal Institute of Technology, Switzerland
Peter Walters, The Hong Kong Polytechnic University, China
Cheng Lu (Cheng) Wang, University of New Haven, United States
Jeff Wang, Monash University, Australia
William Y. C. Wang, Auckland University of Technology, New Zealand
Yi-Jen Wang, University of Marketing and Distribution Sciences, Japan
Yingli Wang, Cardiff University, United Kingdom
Yong Wang, Ohio University, United States
Bill Weeks, Baylor University, United States
Jay Weerawardena, University of Queensland, Australia
Stefan Wengler, University of Applied Sciences Hof, Germany
David L. Wilemon, Syracuse University, United States
Dale Wilson, Michigan State University, United States
Elizabeth Wilson, Suffolk University, United States
Juliette Wilson, University of Strathclyde, United Kingdom
C. Michael Wittmann, University of Southern Mississippi, United States
David Woisetschläger, Braunschweig University of Technology, Germany
Arch G. Woodside, Boston College, United States
Stefan Worm, Fondation HEC Paris, France
Jie Wu, University of Macau, Macao
Frank Xie, University of South Carolina Aiken, United States
Zhi-Lin (Forest) Yang, City University of Hong Kong, Hong Kong
Dorothy Yen, Brunel University London, United Kingdom
Debra Zahay, St Edward's University, United States
Fabrizio Zerbini, ESCP Business School, France
Chun Zhang, University of Vermont, United States
Kevin Zhou, University of Hong Kong, China
Guijun Zhuang, Xi'an Jiaotong University, China
Judy Zolkiewski, The University of Manchester, United Kingdom

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Copyright
Upon acceptance of an article, authors will be asked to complete a 'Journal Publishing Agreement' (see
more information on this). An e-mail will be sent to the corresponding author confirming receipt of
the manuscript together with a 'Journal Publishing Agreement' form or a link to the online version
of this agreement.

Subscribers may reproduce tables of contents or prepare lists of articles including abstracts for internal
circulation within their institutions. Permission of the Publisher is required for resale or distribution
outside the institution and for all other derivative works, including compilations and translations. If
excerpts from other copyrighted works are included, the author(s) must obtain written permission
from the copyright owners and credit the source(s) in the article. Elsevier has preprinted forms for
use by authors in these cases.

For gold open access articles: Upon acceptance of an article, authors will be asked to complete an
'Exclusive License Agreement' (more information). Permitted third party reuse of gold open access
articles is determined by the author's choice of user license.

Author rights
As an author you (or your employer or institution) have certain rights to reuse your work. More
information.
Elsevier supports responsible sharing
Find out how you can share your research published in Elsevier journals.
Role of the funding source
You are requested to identify who provided financial support for the conduct of the research and/or
preparation of the article and to briefly describe the role of the sponsor(s), if any, in study design; in
the collection, analysis and interpretation of data; in the writing of the report; and in the decision to
submit the article for publication. If the funding source(s) had no such involvement then this should
be stated.
Open access
Please visit our Open Access page for more information.
Elsevier Researcher Academy
Researcher Academy is a free e-learning platform designed to support early and mid-career
researchers throughout their research journey. The "Learn" environment at Researcher Academy
offers several interactive modules, webinars, downloadable guides and resources to guide you through
the process of writing for research and going through peer review. Feel free to use these free resources
to improve your submission and navigate the publication process with ease.
Language (usage and editing services)
Please write your text in good English (American or British usage is accepted, but not a mixture of
these). Authors who feel their English language manuscript may require editing to eliminate possible
grammatical or spelling errors and to conform to correct scientific English may wish to use the English
Language Editing service available from Elsevier's Author Services.

PREPARATION
Length
A desirable length is about 6,000 8,000 words of text excluding references, tables, and figures.
Double-blind review
This journal uses double-blind review, which means that both the reviewer and author name(s) are
not allowed to be revealed to one another for a manuscript under review. The identities of the authors
are concealed from the reviewers, and vice versa. For more information please refer to https://
www.elsevier.com/reviewers/peer-review. To facilitate this, please include the following separately:
Title page (with author details): This should include the title, authors' names and affiliations, and a
complete address for the corresponding author including an e-mail address. Blinded manuscript (no
author details): The main body of the paper (including the references, figures and tables) should not
include any identifying information, such as the authors' names or affiliations.

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"Do not place any acknowledgements on your submission. Acknowledgements can be
added when the paper has been accepted for publication." Any acknowledgement will
contain some identifying information (university grant, government grant, etc.) which
shows where the paper originates.
Peer review
This journal operates a double anonymized review process. All contributions will be initially assessed
by the editor for suitability for the journal. Papers deemed suitable are then typically sent to a
minimum of two independent expert reviewers to assess the scientific quality of the paper. The Editor
is responsible for the final decision regarding acceptance or rejection of articles. The Editor's decision
is final. Editors are not involved in decisions about papers which they have written themselves or have
been written by family members or colleagues or which relate to products or services in which the
editor has an interest. Any such submission is subject to all of the journal's usual procedures, with
peer review handled independently of the relevant editor and their research groups. More information
on types of peer review.
Double anonymized review
This journal uses double anonymized review, which means the identities of the authors are concealed
from the reviewers, and vice versa. More information is available on our website. To facilitate this,
please include the following separately:
Title page (with author details): This should include the title, authors' names, affiliations,
acknowledgements and any Declaration of Interest statement, and a complete address for the
corresponding author including an e-mail address.
Blinded manuscript (no author details): The main body of the paper (including the references,
figures, tables and any acknowledgements) should not include any identifying information, such as
the authors' names or affiliations.
Use of word processing software
It is important that the file be saved in the native format of the word processor used. The text
should be in single-column format. Keep the layout of the text as simple as possible. Most formatting
codes will be removed and replaced on processing the article. In particular, do not use the word
processor's options to justify text or to hyphenate words. However, do use bold face, italics, subscripts,
superscripts etc. When preparing tables, if you are using a table grid, use only one grid for each
individual table and not a grid for each row. If no grid is used, use tabs, not spaces, to align columns.
The electronic text should be prepared in a way very similar to that of conventional manuscripts (see
also the Guide to Publishing with Elsevier). Note that source files of figures, tables and text graphics
will be required whether or not you embed your figures in the text. See also the section on Electronic
artwork.
To avoid unnecessary errors you are strongly advised to use the 'spell-check' and 'grammar-check'
functions of your word processor.
Subdivision - numbered sections
Divide your article into clearly defined and numbered sections. Subsections should be numbered
1.1 (then 1.1.1, 1.1.2, ...), 1.2, etc. (the abstract is not included in section numbering). Use this
numbering also for internal cross-referencing: do not just refer to 'the text'. Any subsection may be
given a brief heading. Each heading should appear on its own separate line.
Introduction
State the objectives of the work and provide an adequate background, avoiding a detailed literature
survey or a summary of the results.
Results
Results should be clear and concise.
Conclusions
The main conclusions of the study may be presented in a short Conclusions section, which may stand
alone or form a subsection of a Discussion or Results and Discussion section.
Appendices
If there is more than one appendix, they should be identified as A, B, etc. Formulae and equations in
appendices should be given separate numbering: Eq. (A.1), Eq. (A.2), etc.; in a subsequent appendix,
Eq. (B.1) and so on. Similarly for tables and figures: Table A.1; Fig. A.1, etc.

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Essential title page information
• Title. Concise and informative. Titles are often used in information-retrieval systems. Avoid
abbreviations and formulae where possible.
• Author names and affiliations. Where the family name may be ambiguous (e.g., a double name),
please indicate this clearly. Present the authors' affiliation addresses (where the actual work was
done) below the names. Indicate all affiliations with a lower-case superscript letter immediately after
the author's name and in front of the appropriate address. Provide the full postal address of each
affiliation, including the country name, and, if available, the e-mail address of each author.
• Corresponding author. Clearly indicate who will handle correspondence at all stages of refereeing
and publication, also post-publication. Ensure that telephone and fax numbers (with country
and area code) are provided in addition to the e-mail address and the complete postal
address. Contact details must be kept up to date by the corresponding author.
• Present/permanent address. If an author has moved since the work described in the article was
done, or was visiting at the time, a "Present address" (or "Permanent address") may be indicated
as a footnote to that author's name. The address at which the author actually did the work must be
retained as the main, affiliation address. Superscript Arabic numerals are used for such footnotes.
Highlights
Highlights are optional yet highly encouraged for this journal, as they increase the discoverability of
your article via search engines. They consist of a short collection of bullet points that capture the
novel results of your research as well as new methods that were used during the study (if any). Please
have a look at the examples here: example Highlights.

Highlights should be submitted in a separate editable file in the online submission system. Please
use 'Highlights' in the file name and include 3 to 5 bullet points (maximum 85 characters, including
spaces, per bullet point).
Abstract
A concise and factual abstract is required. The abstract should state briefly the purpose of the
research, the principal results and major conclusions. An abstract is often presented separate from
the article, so it must be able to stand alone. For this reason, References should be avoided, but
if essential, they must be cited in full, without reference to the reference list. Also, non-standard
or uncommon abbreviations should be avoided, but if essential they must be defined at their first
mention in the abstract itself.
Keywords
Immediately after the abstract, provide a maximum of 6 keywords, using American spelling and
avoiding general and plural terms and multiple concepts (avoid, for example, "and", "of"). Be sparing
with abbreviations: only abbreviations firmly established in the field may be eligible. These keywords
will be used for indexing purposes.
Formatting of funding sources
List funding sources in this standard way to facilitate compliance to funder's requirements:

Funding: This work was supported by the National Institutes of Health [grant numbers xxxx, yyyy];
the Bill & Melinda Gates Foundation, Seattle, WA [grant number zzzz]; and the United States Institutes
of Peace [grant number aaaa].

It is not necessary to include detailed descriptions on the program or type of grants and awards. When
funding is from a block grant or other resources available to a university, college, or other research
institution, submit the name of the institute or organization that provided the funding.

If no funding has been provided for the research, please include the following sentence:

This research did not receive any specific grant from funding agencies in the public, commercial, or
not-for-profit sectors.
Footnotes
Footnotes should be used sparingly. Number them consecutively throughout the article, using
superscript Arabic numbers. Many wordprocessors build footnotes into the text, and this feature may
be used. Should this not be the case, indicate the position of footnotes in the text and present the
footnotes themselves separately at the end of the article. Do not include footnotes in the Reference
list. Table footnotes. Indicate each footnote in a table with a superscript lowercase letter.

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Artwork
Electronic Artwork
General points
• Make sure you use uniform lettering and sizing of your original artwork.
• Save text in illustrations as 'graphics' or enclose the font.
• Only use the following fonts in your illustrations: Arial, Courier, Times, Symbol.
• Number the illustrations according to their sequence in the text.
• Use a logical naming convention for your artwork files.
• Provide captions to illustrations separately.
• Produce images near to the desired size of the printed version.
• Place the Figure directly into the text file where you want it to appear.

A detailed guide on electronic artwork is available on our website:

https://www.elsevier.com/artworkinstructions
You are urged to visit this site; some excerpts from the detailed information are given here.
Formats
Regardless of the application used, when your electronic artwork is finalised, please 'save as' or
convert the images to one of the following formats (note the resolution requirements for line drawings,
halftones, and line/halftone combinations given below):
EPS: Vector drawings. Embed the font or save the text as 'graphics'.
TIFF: Color or grayscale photographs (halftones): always use a minimum of 300 dpi.
TIFF: Bitmapped line drawings: use a minimum of 1000 dpi.
TIFF: Combinations bitmapped line/half-tone (color or grayscale): a minimum of 500 dpi is required.
If your electronic artwork is created in a Microsoft Office application (Word, PowerPoint, Excel) then
please supply 'as is'.
Please do not:
• Supply files that are optimised for screen use (e.g., GIF, BMP, PICT, WPG); the resolution is too low;
• Supply files that are too low in resolution;
• Submit graphics that are disproportionately large for the content.
Colour Artwork
Please make sure that artwork files are in an acceptable format (TIFF, EPS or MS Office files) and
with the correct resolution. If, together with your accepted article, you submit usable colour figures
then Elsevier will ensure, at no additional charge, that these figures will appear in colour on the Web
(e.g., ScienceDirect and other sites) regardless of whether or not these illustrations are reproduced in
colour in the printed version. For colour reproduction in print, you will receive information regarding
the costs from Elsevier after receipt of your accepted article. Please indicate your preference for colour
in print or on the Web only. For further information on the preparation of electronic artwork, please
see https://www.elsevier.com/artworkinstructions.
Please note: Because of technical complications which can arise by converting colour figures to "grey
scale" (for the printed version should you not opt for colour in print) please submit in addition usable
black and white versions of all the colour illustrations.
Figure captions
Ensure that each illustration has a caption. Supply captions separately, not attached to the figure. A
caption should comprise a brief title (not on the figure itself) and a description of the illustration. Keep
text in the illustrations themselves to a minimum but explain all symbols and abbreviations used.
Tables
Number tables consecutively in accordance with their appearance in the text. Place footnotes to tables
below the table body and indicate them with superscript lowercase letters. Avoid vertical rules. Be
sparing in the use of tables and ensure that the data presented in tables do not duplicate results
described elsewhere in the article. Place each table directly into the text document where you want
it to appear.
References
Please ensure that every reference cited in the text is also present in the reference list (and vice
versa). Any references cited in the abstract must be given in full. Unpublished results and personal
communications are not recommended in the reference list, but may be mentioned in the text. If
these references are included in the reference list they should follow the standard reference style of

AUTHOR INFORMATION PACK 8 Nov 2020 www.elsevier.com/locate/indmarman 13

the journal and should include a substitution of the publication date with either "Unpublished results"
or "Personal communication" Citation of a reference as "in press" implies that the item has been
accepted for publication.
Data references
This journal encourages you to cite underlying or relevant datasets in your manuscript by citing them
in your text and including a data reference in your Reference List. Data references should include the
following elements: author name(s), dataset title, data repository, version (where available), year,
and global persistent identifier. Add [dataset] immediately before the reference so we can properly
identify it as a data reference. The [dataset] identifier will not appear in your published article.
References in special issue
Please ensure that the words 'this issue' are added to any references in the list (and any citations in
the text) to other articles in the same Special Issue.
Highlights are mandatory for this journal. They consist of a short collection of bullet points that
convey the core findings of the article and should be submitted in a separate editable file in the online
submission system. Please use 'Highlights' in the file name and include 3 to 5 bullet points (maximum
85 characters, including spaces, per bullet point). See https://www.elsevier.com/highlights for
examples.
Reference management software
Most Elsevier journals have their reference template available in many of the most popular reference
management software products. These include all products that support Citation Style Language
styles, such as Mendeley. Using citation plug-ins from these products, authors only need to select
the appropriate journal template when preparing their article, after which citations and bibliographies
will be automatically formatted in the journal's style. If no template is yet available for this journal,
please follow the format of the sample references and citations as shown in this Guide. If you use
reference management software, please ensure that you remove all field codes before submitting
the electronic manuscript. More information on how to remove field codes from different reference
management software.
Users of Mendeley Desktop can easily install the reference style for this journal by clicking the following
link:
http://open.mendeley.com/use-citation-style/industrial-marketing-management
When preparing your manuscript, you will then be able to select this style using the Mendeley plug-
ins for Microsoft Word or LibreOffice.
Reference formatting
There are no strict requirements on reference formatting at submission. References can be in any
style or format as long as the style is consistent. Where applicable, author(s) name(s), journal title/
book title, chapter title/article title, year of publication, volume number/book chapter and the article
number or pagination must be present. Use of DOI is highly encouraged. The reference style used by
the journal will be applied to the accepted article by Elsevier at the proof stage. Note that missing data
will be highlighted at proof stage for the author to correct. If you do wish to format the references
yourself they should be arranged according to the following examples:
Reference Style
Citations in the text should follow the referencing style used by the American Psychological
Association. You are referred to the Publication Manual of the American Psychological
Association, Fifth Edition, ISBN 1-55798-790-4, copies of which may be ordered from
http://www.apa.org/books/4200061.html or APA Order Dept., P.O.B. 2710, Hyattsville, MD 20784,
USA or APA, 3 Henrietta Street, London, WC3E 8LU, UK.
List: references should be arranged first alphabetically and then further sorted chronologically if
necessary. More than one reference from the same author(s) in the same year must be identified by
the letters "a", "b", "c", etc., placed after the year of publication.
Examples:
Reference to a journal publication:
Van der Geer, J., Hanraads, J. A. J., & Lupton R. A. (2000). The art of writing a scientific article.
Journal of Scientific Communications, 163, 51-59.
Reference to a book:
Strunk, W., Jr., & White, E. B. (1979). The elements of style. (3rd ed.). New York: Macmillan, (Chapter
4).
Reference to a chapter in an edited book:

AUTHOR INFORMATION PACK 8 Nov 2020 www.elsevier.com/locate/indmarman 14

Mettam, G. R., & Adams, L. B. (1994). How to prepare an electronic version of your article. In B. S.
Jones, & R. Z. Smith (Eds.), Introduction to the electronic age (pp. 281-304). New York: E-Publishing
Inc.

Oguro, M., Imahiro, S., Saito, S., Nakashizuka, T. (2015). Mortality data for Japanese oak wilt disease
and surrounding forest compositions. Mendeley Data, v1. http://dx.doi.org/10.17632/xwj98nb39r.1
Video
Elsevier accepts video material and animation sequences to support and enhance your scientific
research. Authors who have video or animation files that they wish to submit with their article are
strongly encouraged to include links to these within the body of the article. This can be done in the
same way as a figure or table by referring to the video or animation content and noting in the body
text where it should be placed. All submitted files should be properly labeled so that they directly
relate to the video file's content. In order to ensure that your video or animation material is directly
usable, please provide the file in one of our recommended file formats with a preferred maximum
size of 150 MB per file, 1 GB in total. Video and animation files supplied will be published online in
the electronic version of your article in Elsevier Web products, including ScienceDirect. Please supply
'stills' with your files: you can choose any frame from the video or animation or make a separate
image. These will be used instead of standard icons and will personalize the link to your video data. For
more detailed instructions please visit our video instruction pages. Note: since video and animation
cannot be embedded in the print version of the journal, please provide text for both the electronic
and the print version for the portions of the article that refer to this content.
Data visualization
Include interactive data visualizations in your publication and let your readers interact and engage
more closely with your research. Follow the instructions here to find out about available data
visualization options and how to include them with your article.
Research data
This journal encourages and enables you to share data that supports your research publication
where appropriate, and enables you to interlink the data with your published articles. Research data
refers to the results of observations or experimentation that validate research findings. To facilitate
reproducibility and data reuse, this journal also encourages you to share your software, code, models,
algorithms, protocols, methods and other useful materials related to the project.

Below are a number of ways in which you can associate data with your article or make a statement
about the availability of your data when submitting your manuscript. If you are sharing data in one of
these ways, you are encouraged to cite the data in your manuscript and reference list. Please refer to
the "References" section for more information about data citation. For more information on depositing,
sharing and using research data and other relevant research materials, visit the research data page.
Data linking
If you have made your research data available in a data repository, you can link your article directly to
the dataset. Elsevier collaborates with a number of repositories to link articles on ScienceDirect with
relevant repositories, giving readers access to underlying data that gives them a better understanding
of the research described.

There are different ways to link your datasets to your article. When available, you can directly link
your dataset to your article by providing the relevant information in the submission system. For more
information, visit the database linking page.

For supported data repositories a repository banner will automatically appear next to your published
article on ScienceDirect.

In addition, you can link to relevant data or entities through identifiers within the text of your
manuscript, using the following format: Database: xxxx (e.g., TAIR: AT1G01020; CCDC: 734053;
PDB: 1XFN).

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Mendeley Data
This journal supports Mendeley Data, enabling you to deposit any research data (including raw and
processed data, video, code, software, algorithms, protocols, and methods) associated with your
manuscript in a free-to-use, open access repository. During the submission process, after uploading
your manuscript, you will have the opportunity to upload your relevant datasets directly to Mendeley
Data. The datasets will be listed and directly accessible to readers next to your published article online.

For more information, visit the Mendeley Data for journals page.
Data in Brief
You have the option of converting any or all parts of your supplementary or additional raw data into
one or multiple data articles, a new kind of article that houses and describes your data. Data articles
ensure that your data is actively reviewed, curated, formatted, indexed, given a DOI and publicly
available to all upon publication. You are encouraged to submit your article for Data in Brief as an
additional item directly alongside the revised version of your manuscript. If your research article is
accepted, your data article will automatically be transferred over to Data in Brief where it will be
editorially reviewed and published in the open access data journal, Data in Brief. Please note an open
access fee of 600 USD is payable for publication in Data in Brief. Full details can be found on the Data
in Brief website. Please use this template to write your Data in Brief.
Data statement
To foster transparency, we encourage you to state the availability of your data in your submission.
This may be a requirement of your funding body or institution. If your data is unavailable to access
or unsuitable to post, you will have the opportunity to indicate why during the submission process,
for example by stating that the research data is confidential. The statement will appear with your
published article on ScienceDirect. For more information, visit the Data Statement page.
Submission checklist
The following list will be useful during the final checking of an article prior to sending it to the journal
for review. Please consult this Guide for Authors for further details of any item.
Ensure that the following items are present:
One Author designated as corresponding Author:
• E-mail address
• Full postal address
• Telephone and fax numbers
Further considerations
• Manuscript has been "spellchecked" and "grammar-checked"
• References are in the correct format for this journal
• All references mentioned in the Reference list are cited in the text, and vice versa
• Permission has been obtained for use of copyrighted material from other sources (including the Web)
• Color figures are clearly marked as being intended for color reproduction on the Web (free of charge)
and in print or to be reproduced in color on the Web (free of charge) and in black-and-white in print
• If only color on the Web is required, black and white versions of the figures are also supplied for
printing purposes
For any further information please visit our customer support site at https://service.elsevier.com.

AFTER ACCEPTANCE
Online proof correction
To ensure a fast publication process of the article, we kindly ask authors to provide us with their proof
corrections within two days. Corresponding authors will receive an e-mail with a link to our online
proofing system, allowing annotation and correction of proofs online. The environment is similar to
MS Word: in addition to editing text, you can also comment on figures/tables and answer questions
from the Copy Editor. Web-based proofing provides a faster and less error-prone process by allowing
you to directly type your corrections, eliminating the potential introduction of errors.
If preferred, you can still choose to annotate and upload your edits on the PDF version. All instructions
for proofing will be given in the e-mail we send to authors, including alternative methods to the online
version and PDF.
We will do everything possible to get your article published quickly and accurately. Please use this
proof only for checking the typesetting, editing, completeness and correctness of the text, tables and
figures. Significant changes to the article as accepted for publication will only be considered at this

AUTHOR INFORMATION PACK 8 Nov 2020 www.elsevier.com/locate/indmarman 16

stage with permission from the Editor. It is important to ensure that all corrections are sent back
to us in one communication. Please check carefully before replying, as inclusion of any subsequent
corrections cannot be guaranteed. Proofreading is solely your responsibility.
Offprints
The corresponding author will, at no cost, receive a customized Share Link providing 50 days free
access to the final published version of the article on ScienceDirect. The Share Link can be used for
sharing the article via any communication channel, including email and social media. For an extra
charge, paper offprints can be ordered via the offprint order form which is sent once the article is
accepted for publication. Both corresponding and co-authors may order offprints at any time via
Elsevier's Author Services. Corresponding authors who have published their article gold open access
do not receive a Share Link as their final published version of the article is available open access on
ScienceDirect and can be shared through the article DOI link.

AUTHOR INQUIRIES
Visit the Elsevier Support Center to find the answers you need. Here you will find everything from
Frequently Asked Questions to ways to get in touch.
You can also check the status of your submitted article or find out when your accepted article will
be published.
© Copyright 2018 Elsevier | https://www.elsevier.com

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