First to market, first to fail? Real causes of enduring market leadership

IEEE Engineering Management Review

Volumn 24, Issue 4, 1996, Pages 56-66

  Tellis, Gerard J ^a   Golder, Peter N ^a  

^a NONE

Author keywords

[No Author keywords available]

Indexed keywords

COMPETITION; DATABASE SYSTEMS; INDUSTRIAL ECONOMICS;

MARKET PIONEERING;

MARKETING;

EID: 0030384059     PISSN: 03608581     EISSN: None     Source Type: Journal    
DOI: None     Document Type: Article

References (75)

1. R.D. Buzzel and B.T. Gale, The PIMS Principles: Linking Strategy to Performance (New York: Free Press, 1987); M. Lambkin, "Order of Entry and Performance in New Markets," Strategic Management Journal 9 (1988): 12 7-40; W.T Robinson, "Sources of Market Pioneer Advantages: The Case of Industrial Goods Industries," Journal of Marketing Research 25 (1988): 87-94; and W.T Robinson and C. For-nell, "Sources of Market Pioneer Advantage in Consumer Goods Industries," Journal of Marketing Research 22 (1985): 305-317.
2. R.D. Buzzel and B.T. Gale, The PIMS Principles: Linking Strategy to Performance (New York: Free Press, 1987); M. Lambkin, "Order of Entry and Performance in New Markets," Strategic Management Journal 9 (1988): 12 7-40; W.T Robinson, "Sources of Market Pioneer Advantages: The Case of Industrial Goods Industries," Journal of Marketing Research 25 (1988): 87-94; and W.T Robinson and C. For-nell, "Sources of Market Pioneer Advantage in Consumer Goods Industries," Journal of Marketing Research 22 (1985): 305-317.
3. R.D. Buzzel and B.T. Gale, The PIMS Principles: Linking Strategy to Performance (New York: Free Press, 1987); M. Lambkin, "Order of Entry and Performance in New Markets," Strategic Management Journal 9 (1988): 12 7-40; W.T Robinson, "Sources of Market Pioneer Advantages: The Case of Industrial Goods Industries," Journal of Marketing Research 25 (1988): 87-94; and W.T Robinson and C. For-nell, "Sources of Market Pioneer Advantage in Consumer Goods Industries," Journal of Marketing Research 22 (1985): 305-317.
4. R.D. Buzzel and B.T. Gale, The PIMS Principles: Linking Strategy to Performance (New York: Free Press, 1987); M. Lambkin, "Order of Entry and Performance in New Markets," Strategic Management Journal 9 (1988): 12 7-40; W.T Robinson, "Sources of Market Pioneer Advantages: The Case of Industrial Goods Industries," Journal of Marketing Research 25 (1988): 87-94; and W.T Robinson and C. For-nell, "Sources of Market Pioneer Advantage in Consumer Goods Industries," Journal of Marketing Research 22 (1985): 305-317.
5. G.L. Urban, T. Carter, S. Gaskin, and Z. Mucha, "Market Share Rewards to Pioneering Brands: An Empirical Analysis and Strategic Implications," Management Science 32 (1986): 645-659.
6. Ibid.
7. "Study: Majority of 25 Leaders in 1923 Still on Top." Advertising Age, 19 September 1983, p. 32.
8. D.A. Aaker and G.S. Day, "The Perils of High-Growth Markets," Strategic Management Journal? (1986): 409-21; A.D. Chandler, :The Enduring Logic of Industrial Success," Harvard Business Review, March-April 1990, pp. 131-139; A. Glazer, "The Advantages of Being First," American Economic Review 75 (1985) 473-480; M.B. Lieberman and D.E. Montgomery, "First-Mover Advantages," Strategic Management Journal 9 (1988): 41-58; and M.J. Moore, w. Boulding, and R.C. Goodstein, "Pioneering and Market Share: Is Entry Time Endogenous and Does It Matter?," Jouranl of Marketing Research 28 (1991): 97-104.
9. D.A. Aaker and G.S. Day, "The Perils of High-Growth Markets," Strategic Management Journal? (1986): 409-21; A.D. Chandler, :The Enduring Logic of Industrial Success," Harvard Business Review, March-April 1990, pp. 131-139; A. Glazer, "The Advantages of Being First," American Economic Review 75 (1985) 473-480; M.B. Lieberman and D.E. Montgomery, "First-Mover Advantages," Strategic Management Journal 9 (1988): 41-58; and M.J. Moore, w. Boulding, and R.C. Goodstein, "Pioneering and Market Share: Is Entry Time Endogenous and Does It Matter?," Jouranl of Marketing Research 28 (1991): 97-104.
10. D.A. Aaker and G.S. Day, "The Perils of High-Growth Markets," Strategic Management Journal? (1986): 409-21; A.D. Chandler, :The Enduring Logic of Industrial Success," Harvard Business Review, March-April 1990, pp. 131-139; A. Glazer, "The Advantages of Being First," American Economic Review 75 (1985) 473-480; M.B. Lieberman and D.E. Montgomery, "First-Mover Advantages," Strategic Management Journal 9 (1988): 41-58; and M.J. Moore, w. Boulding, and R.C. Goodstein, "Pioneering and Market Share: Is Entry Time Endogenous and Does It Matter?," Jouranl of Marketing Research 28 (1991): 97-104.
11. D.A. Aaker and G.S. Day, "The Perils of High-Growth Markets," Strategic Management Journal? (1986): 409-21; A.D. Chandler, :The Enduring Logic of Industrial Success," Harvard Business Review, March-April 1990, pp. 131-139; A. Glazer, "The Advantages of Being First," American Economic Review 75 (1985) 473-480; M.B. Lieberman and D.E. Montgomery, "First-Mover Advantages," Strategic Management Journal 9 (1988): 41-58; and M.J. Moore, w. Boulding, and R.C. Goodstein, "Pioneering and Market Share: Is Entry Time Endogenous and Does It Matter?," Jouranl of Marketing Research 28 (1991): 97-104.
12. D.A. Aaker and G.S. Day, "The Perils of High-Growth Markets," Strategic Management Journal? (1986): 409-21; A.D. Chandler, :The Enduring Logic of Industrial Success," Harvard Business Review, March-April 1990, pp. 131-139; A. Glazer, "The Advantages of Being First," American Economic Review 75 (1985) 473-480; M.B. Lieberman and D.E. Montgomery, "First-Mover Advantages," Strategic Management Journal 9 (1988): 41-58; and M.J. Moore, w. Boulding, and R.C. Goodstein, "Pioneering and Market Share: Is Entry Time Endogenous and Does It Matter?," Jouranl of Marketing Research 28 (1991): 97-104.
13. R.A. Kerin, P.R. Varadarajan, and R.A. Peterson, "First-Mover Advantage: A Synthesis, Conceptual Framework, and Research Propositions," Journal of Marketing 56 (1992): 48.
14. P.N. Colder and C.J. Tellis, "Pioneer Advantage: Marketing logic or Marketing Legend?," Journal of Marketing Research 30 (1993): 158-170.
15. Ibid.
16. G.S. Day, A.D. Shocker, and R.K. Srivastava, "Customer-Oriented Approaches to Identifying Product-Markets," Journal of Marketing 43 (1979) 8-19; and S. Ratneshwar and A.D. Shocker, "Substitution in Use and the Role of Usage Context in Product Category Structures," Journal of Marketing Research 28 (1991): 281-295.
17. G.S. Day, A.D. Shocker, and R.K. Srivastava, "Customer-Oriented Approaches to Identifying Product-Markets," Journal of Marketing 43 (1979) 8-19; and S. Ratneshwar and A.D. Shocker, "Substitution in Use and the Role of Usage Context in Product Category Structures," Journal of Marketing Research 28 (1991): 281-295.
18. For example, see T. Levitt, "Marketing Myopia," Harvard Business Review July-August 1960, pp. 45-56
19. Colder and Tellis (1993).
20. Ibid.
21. Aaker and Day (1986); G.S. Day and R. Wensley, "Marketing Theory with a Strategic Orientation," Journal of Marketing 47 (1983): 79-89; Lieberman and Montgomery (1988); Kerin, Varadarajan, and Peterson (1992); and Urban et al. (1986).
22. Financial World, 20 May 1964, p.5; 5 April 1967. p.6; 5 April 1967, p.6; 8 September 1965. p.5.
23. Financial World, 20 May 1964, p.5; 5 April 1967. p.6; 5 April 1967, p.6; 8 September 1965. p.5.
24. Financial World, 20 May 1964, p.5; 5 April 1967. p.6; 5 April 1967, p.6; 8 September 1965. p.5.
25. Financial World, 20 May 1964, p.5; 5 April 1967. p.6; 5 April 1967, p.6; 8 September 1965. p.5.
26. Procter & Gamble, Annual Report, 1977.
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29. P. Freiberger and M. Swaine, Fire in the Valley: The Making of the Personal Computer (Berkeley. California: Asborne/McGraw-Hill, (1984): and A Gupta and H.D. Toong, "The First Decade of personal Computers," in Insights into Personal Computers, ed. A. Gupta and H.D. Toong New York: IEEE Press, 1985), pp. 17-36.
30. P. Freiberger and M. Swaine, Fire in the Valley: The Making of the Personal Computer (Berkeley. California: Asborne/McGraw-Hill, (1984): and A Gupta and H.D. Toong, "The First Decade of personal Computers," in Insights into Personal Computers, ed. A. Gupta and H.D. Toong New York: IEEE Press, 1985), pp. 17-36.
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32. Freiberger and Swaine (1984); Cupta and Toong (1985); and G.E. Nelson and W.R. Hewlett, 'The Design and Development of a family of Personal Computers for Engineers and Scientists," in Gupta and Toong (1985), pp. 37-54
33. "Microcomputers Catch on Fast," Business Week, 12 July 1976 p. 50.
34. See, for example: Robinson and Fornell (1985); and Urban et al. (1986).
35. Ampex, Annual Reports, 1969-1976, 1980; S. Ghoshal and C.A. Bartlett, "Matsushita Electric Industrial (MEI) in 1987" (Boston: Harvard Business School, Case 9-388-144,1988): R.Y Lurie, "The World VCR Industry" (Boston: Harvard Business School, Case 9-387-098, 1987); Matsushita, Annual Reports, 1971-1973, 1975, 1977, 1979,1981, 1985); R.S. Rosenbloom and M.A. Cusumano, "Technological Pioneering and Competitive Advantage: The Birth of the VCR Industry," California Management Review 29 (1987): 51-76; R.S. Rosenbloom and K. Freeze, "Ampex Corporation and Video Innovation," in Research on Technological Innovation, Management, and Policy, ed. R.S. Rosenbloom (Greenwich, Connecticut: JAI Press, 1985); and Sony, Annual Reports, 1973-1974, 1976-1982, 1984.
36. Ampex, Annual Reports, 1969-1976, 1980; S. Ghoshal and C.A. Bartlett, "Matsushita Electric Industrial (MEI) in 1987" (Boston: Harvard Business School, Case 9-388-144,1988): R.Y Lurie, "The World VCR Industry" (Boston: Harvard Business School, Case 9-387-098, 1987); Matsushita, Annual Reports, 1971-1973, 1975, 1977, 1979,1981, 1985); R.S. Rosenbloom and M.A. Cusumano, "Technological Pioneering and Competitive Advantage: The Birth of the VCR Industry," California Management Review 29 (1987): 51-76; R.S. Rosenbloom and K. Freeze, "Ampex Corporation and Video Innovation," in Research on Technological Innovation, Management, and Policy, ed. R.S. Rosenbloom (Greenwich, Connecticut: JAI Press, 1985); and Sony, Annual Reports, 1973-1974, 1976-1982, 1984.
37. Ampex, Annual Reports, 1969-1976, 1980; S. Ghoshal and C.A. Bartlett, "Matsushita Electric Industrial (MEI) in 1987" (Boston: Harvard Business School, Case 9-388-144,1988): R.Y Lurie, "The World VCR Industry" (Boston: Harvard Business School, Case 9-387-098, 1987); Matsushita, Annual Reports, 1971-1973, 1975, 1977, 1979,1981, 1985); R.S. Rosenbloom and M.A. Cusumano, "Technological Pioneering and Competitive Advantage: The Birth of the VCR Industry," California Management Review 29 (1987): 51-76; R.S. Rosenbloom and K. Freeze, "Ampex Corporation and Video Innovation," in Research on Technological Innovation, Management, and Policy, ed. R.S. Rosenbloom (Greenwich, Connecticut: JAI Press, 1985); and Sony, Annual Reports, 1973-1974, 1976-1982, 1984.
38. Ampex, Annual Reports, 1969-1976, 1980; S. Ghoshal and C.A. Bartlett, "Matsushita Electric Industrial (MEI) in 1987" (Boston: Harvard Business School, Case 9-388-144,1988): R.Y Lurie, "The World VCR Industry" (Boston: Harvard Business School, Case 9-387-098, 1987); Matsushita, Annual Reports, 1971-1973, 1975, 1977, 1979,1981, 1985); R.S. Rosenbloom and M.A. Cusumano, "Technological Pioneering and Competitive Advantage: The Birth of the VCR Industry," California Management Review 29 (1987): 51-76; R.S. Rosenbloom and K. Freeze, "Ampex Corporation and Video Innovation," in Research on Technological Innovation, Management, and Policy, ed. R.S. Rosenbloom (Greenwich, Connecticut: JAI Press, 1985); and Sony, Annual Reports, 1973-1974, 1976-1982, 1984.
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42. Consumer Reports, (1961).
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45. "The Great Diaper Rash," Forbes, 15 December 1970, p.24; M.E. Porter, "The Disposable Diaper Industry in 1974" (Boston: Harvard Business School, Case 380-175, 1980); H. Tecklenburg, "A Dogged Dedication to Learning," Research Technology Management 33 (1990): 12-15; and The Great Diaper Battle," Time, 24 January 1969, pp. 69-70.
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