Overcoming the early entrant advantage: The role of alignable and nonalignable differences

Journal of Marketing Research

Volumn 35, Issue 4, 1998, Pages 413-426

  Zhang, Shi ^a   Markman, Arthur B ^a  

^a NONE

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0032328140     PISSN: 00222437     EISSN: None     Source Type: Journal    
DOI: 10.2307/3152161     Document Type: Article

References (40)

1. Aaker, David A. and J. Gary Shansby (1982), "Positioning Your Product," Business Horizons, 25 (May-June), 145-51.
2. Biehal, Gabriel and Dipanker Chakravarti (1986), "Consumer's Use of Memory and External Information in Choice: Macro and Micro Perspectives," Journal of Consumer Research, 12, (4) 382-405.
3. Bettman, James R. and Mita Sujan (1987), "Effects of Framing on Evaluation of Comparable and Noncomparable Alternatives by Expert and Novice Consumers," Journal of Consumer Research, 14 (September), 125-57.
4. BusinessWeek (1998), "Would You Spend $1.50 for a Razor Blade?" (April 27), 46.
5. Carpenter, Gregory S. and Ken Nakamoto (1989), "Consumer Preference Formation and Pioneering Advantage," Journal of Marketing Research, 26 (August), 285-98.
6. Dickson, Peter R. and James L. Ginter (1987), "Market Segmentation, Product Differentiation, and Marketing Strategy," Journal of Marketing, 51 (April), 1-10.
7. Gentner, Dedre and Arthur B. Markman (1994), "Structural Alignment in Comparison: No Difference Without Similarity," Psychological Science, 5 (3), 152-58.
8. Golder, Peter N. and Gerard J. Tellis (1993), "Pioneering Advantage: Marketing Logic or Marketing Legend?" Journal of Marketing Research, 30 (May), 158-70.
9. Goldstone, Robert (1994), "The Role of Similarity in Categorization: Providing a Groundwork," Cognition, 52 (June), 178-200.
10. Hastie, Reid and Bernadette Park (1986), "The Relationship Between Memory and Judgment Depends on Whether the Judgment Task is Memory-Based or On-Line," Psychological Review, 93 (July), 258-68.
11. Johnson, Michael D. (1984), "Consumer Choice Strategies for Comparing Noncomparable Alternatives," Journal of Consumer Research, 11 (December), 741-53.
12. Kahneman, Daniel (1973), Attention and Effort. Englewood Cliffs, NJ: Prentice Hall.
13. Kardes, Frank R. and Gurumurthy Kalyanaram (1992), "Order-of-Entry Effects on Consumer Memory and Judgment: An Information Integration Perspective," Journal of Marketing Research, 29 (August), 343-57.
14. Lieberman, Marvin B. and David B. Montgomery (1988), "First-Mover Advantages," Strategic Management Journal, 9 (January-February), 41-58.
15. Lynch, John G., Jr. and Thomas Srull (1982), "Memory and Attentional Factors in Consumer Choice: Concepts and Research Methods," Journal of Consumer Research, 9 (June), 18-37.
16. Maheswaran, Durairaj, Brian Sternthal, and Zeynep Gurhan (1996), "Acquisition and Impact of Consumer Expertise," Journal of Consumer Psychology, 5 (2), 115-33.
17. Markman, Arthur B. and Dedre Centner (1993a), "Splitting the Differences: A Structural Alignment View of Similarity," Journal of Memory and Language, 32 (4), 517-35.
18. _ and _ (1993b), "Structural Alignment During Similarity Comparisons," Cognitive Psychology, 25 (4), 431-67.
19. _ and _ (1996), "Commonalities and Differences in Similarity Comparisons," Memory and Cognition, 24 (2), 235-49.
20. _ and Douglas L. Medin (1995), "Similarity and Alignment in Choice," Organizational Behavior and Human Decision Processes, 63 (2), 117-30.
21. Medin, Douglas L., Robert L. Goldstone, and Dedre Gentner (1993), "Respects for Similarity," Psychological Review, 100 (2), 254-78.
22. _, _, and Arthur B. Markman (1995), "Comparison and Choice: Relations Between Similarity Processing and Decision Processing," Psychonomic Bulletin and Review, 2(1), 1-19.
23. Meyers-Levy, Joan (1991), "Elaborating on Elaboration: The Distinction Between Relational and Item-Specific Elaboration," Journal of Consumer Research, 18 (3), 358-67.
24. Mossberg, Walter (1997), "Personal Technology," New York Times, (February 26), B6.
25. Muthukrishnan, A.V. (1995), "Decision Ambiguity and Incumbent Brand Advantage," Journal of Consumer Research, 22 (June), 98-109.
26. Pechmann, Cornelia and S. Ratneshwar (1991), "The Use of Comparative Advertising for Brand Positioning: Association Versus Differentiation," Journal of Consumer Research, 18 (September), 145-60.
27. Robinson, William T. (1988), "Sources of Market Pioneer Advantages: The Case of Industrial Goods Industries," Journal of Marketing Research, 25 (February), 87-94.
28. _ and Claes Fornell (1985), "Sources of Market Pioneer Advantages in Consumer Goods Industries," Journal of Marketing Research, 22 (August), 305-17.
29. Ross, Brian H., S.J. Perkins, and P.L. Tenpenny (1991), "Reminding-Based Category Learning," Cognitive Psychology, 22 (4), 460-92.
30. Sanbonmatsu, David M., Frank R. Kardes, and Bryan D. Gibson (1991), "The Role of Attribute Knowledge and Overall Evaluations in Comparative Judgment," Organizational Behavior and Human Decision Processes, 48 (1), 131-46.
31. Schnaars, Steven P. (1994), Managing Imitation Strategies: How Late Entrants Seize Marketing from Pioneers. New York: The Free Press.
32. Simonson, Itamar and Amos Tversky (1992), "Choice in Context: Trade-Off Contrast and Extremeness Aversion," Journal of Marketing Research, 29 (August), 281-95.
33. Sjoberg, L. (1972), "A Cognitive Theory of Similarity," Goteborg Psychological Reports, 2 (10), 1-23.
34. Slovic, Paul and Douglas Macphillamy (1974), "Dimensional Commensurability and Cue Utilization in Comparative Judgment," Organizational Behavior and Human Performance, 11 (April), 172-94.
35. Spalding, T.L. and Brian H. Ross (1994), "Comparison-Based Learning: Effects of Comparing Instances During Category Learning," Journal of Experimental Psychology: Learning, Memory and Cognition, 20 (6), 1251-63.
36. Time (1996), "Winner Takes All," (September 16), 57-64.
37. Tversky, Amos (1977), "Features of Similarity," Psychological Review, 84 (4), 327-52.
38. Urban, Glen L., T. Carter, S. Gaskin, and Z. Mucha (1986), "Market Share Rewards to Pioneering Brands: An Empirical Analysis and Strategic Implications," Management Science, 32 (June), 645-59.
39. Zhang, Shi (1997), "Attribute Structure in Consumer Learning," doctoral dissertation, Graduate School of Business, Columbia University.
40. _ and Arthur B. Markman (1998), "Alignability and Involvement in Preference Construction," Marketing Studies Center Working Paper No. 322. Los Angeles: UCLA.