First Look of the Industrial Marketing Management is an author opt-in preview of papers that are undergoing peer review in Industrial Marketing Management. These papers are posted here while undergoing review and their status will be updated once this has been completed. The aim behind the Industrial Marketing Management First Look page is to: Provide a venue for Industrial Marketing Management's authors to host preprints of their work; Allow authors to showcase their research results prior to review and publication, thus aiming to speed up the dissemination process; Provide readers with an insight into groundbreaking work before it has been published as well as allow them to post comments on the work. 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.