Late Mover Advantage: How Innovative Late Entrants Outsell Pioneers

Journal of Marketing Research

Volumn 35, Issue 1, 1998, Pages 54-70

  Shankar, Venkatesh ^a   Carpenter, Gregory S ^a   Krishnamurthi, Lakshman ^a  

^a NONE

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0032346025     PISSN: 00222437     EISSN: None     Source Type: Journal    
DOI: 10.2307/3151930     Document Type: Article

References (41)

1. Banbury, C. M. and W. Mitchell (1995), "The Effect of Introducing Important Incremental Innovations on Market Share and Business Survival," Strategic Management Journal, 16, 161-82.
2. Bass, F. M. (1969), "A New Product Growth Model for Consumer Durables," Management Science, 15, 215-27.
3. _, T. V. Krishnan, and D. C. Jain (1994), "Why the Bass Model Fits Without Decision Variables," Marketing Science, 13 (3), 203-23.
4. Berndt, E. R., L. Bui, D. Reiley, and G. L. Urban (1995), "Information Marketing and Pricing in the U.S. Anti-Ulcer Drug Market," American Economic Review, Papers and Proceedings, 85 (2), 100-105.
5. Bowman, Douglas and Hubert Gatignon (1996), "Order of Entry as a Moderator of the Effect of Marketing Mix on Market Share," Marketing Science, 15 (3), 222-42.
6. Carpenter, Gregory S., L. G. Cooper, D. M. Hanssens, and D. F. Midgley, (1988), "Modeling Asymmetric Competition," Marketing Science, 7 (Fall), 393-412.
7. _, D. R. Lehmann, K. Nakamoto, and S. Walchli (1997), "Pioneering Disadvantage: Consumer Response to Differentiated Entry and Defensive Imitation," working paper, Northwestern University.
8. _ and Kent Nakamoto (1989), "Consumer Preference Formation and Pioneering Advantage," Journal of Marketing Research, 26 (August), 285-98.
9. _ and _ (1990), "Competitive Strategies for Late Entry into a Market with a Dominant Brand," Management Science, 36 (October), 1268-78.
10. _ and _ (1994), "Reflections on 'Consumer Preference Formation and Pioneering Advantage,'" Journal of Marketing Research, 39 (November), 570-73.
11. _ and _ (1996), "Impact of Consumer Preference Formation on Marketing Objectives and Competitive Second Mover Strategies," Journal of Consumer Psychology, 5 (4), 325-58.
12. _ and M. Sawhney (1996), "Multi-Generation New Product Strategy: The Role of Consumer Learning in Evolving Markets," working paper, Marketing Department, Northwestern University.
13. Chatterjee, R. and J. Eliashberg (1990), "Innovation Diffusion Process in a Heterogeneous Population: A Micromodeling Approach," Management Science, 36 (9), 1057-79.
14. Cohen, Morris, Jehoshua Eliashberg, and Teck-Hua Ho (1996), "New Product Development: The Performance and Time-to-Market Tradeoff," Management Science, 42 (February), 173-86.
15. Gatignon, Hubert, E. Anderson, and K. Helsen (1989), "Competitive Reactions to Market Entries: Explaining Interfirm Differences," Journal of Marketing Research. 21 (November), 387-98.
16. _, Barton Weitz, and Pradeep Bansal (1990), "Brand Introduction Strategies and Competitive Environment," Journal of Marketing Research, 27 (November), 390-401.
17. Golder, Peter and Gerard Tellis (1993), "Pioneering Advantage: Marketing Logic or Marketing Legend," Journal of Marketing Research, 30 (May), 158-70.
18. Hahn, M., S. Park, L. Krishnamurthi, and A. Zoltners (1994), "Analysis of New Product Diffusion Using a Four-Segment Trial-Repeat Model," Marketing Science, 13 (3), 224-47.
19. Jain, Dipak and Ram C. Rao (1990), "Effect of Price on the Demand for Durables: Modeling, Estimation, and Findings," Journal of Business & Economic Statistics, 8, 163-70.
20. Judge, George G., W. E. Griffiths, R. Carter Hill, H. Lutkepohl, and Tsoung-Chao Lee (1985), The Theory and Practice of Econometrics, 2d ed. New York: John Wiley & Sons.
21. Kalish, Shlomo (1983), "Monopolistic Pricing with Dynamic Demand Production Cost," Marketing Science, 2 (2), 135-60.
22. _ (1985), "A New Product Adoption Model with Price, Advertising and Uncertainty," Management Science, 31 (December), 1569-85.
23. _ and Gary Lilien (1986a), "A Market Entry Timing Model for New Technologies," Management Science, 32 (February), 194-205.
24. _ and _ (1986b) "Application of Innovation Diffusion Models in Marketing," in Innovation Diffusion Models in Marketing, Vijay Mahajan and Jerry Wind, eds. Cambridge, MA: Ballinger.
25. Kalyanaram, Gurumurthy and Glen L. Urban (1992), "Dynamic Effects of the Order of Entry on Market Share, Trial Penetration, and Repeat Purchases for Frequently Purchased Consumer Goods," Marketing Science, 11, (Summer), 235-50.
26. Lane, W. J. (1980), "Product Differentiation in a Market with Endogeneous Sequential Entry," Bell Journal of Economics, 11 (Spring), 237-60.
27. Lieberman, Marvin B. and David B. Montgomery (1988), "First Mover Advantages," Strategic Management Journal, 9, 41-58.
28. Lilien, G., A. Rao, and S. Kalish (1981), "Bayesian Estimation and Control of Detailing Effort in a Repeat Purchase Diffusion Environment," Management Science, 27 (May), 493-506.
29. _ and Eunsang Yoon (1990), "The Timing of Competitive Market Entry: An Exploratory Study of New Industrial Products," Management Science, 36 (5), 568-85.
30. Mahajan, Vijay, S. Sharma, and R. Buzzel) (1993), "Assessing the Impact of Competitive Entry on Market Expansion and Incumbent Sales," Journal of Marketing, 57 (July), 39-52.
31. Parker, Philip and Hubert Gatignon (1994), "Specifying Competitive Effects in Diffusion Models: An Empirical Analysis," International Journal of Research in Marketing, 11, 17-39.
32. _ and _ (1996), "Order-of-Entry, Trial Diffusion, and Elasticity Dynamics: An Empirical Case," Marketing Letters, 7 (January), 95-109.
33. Peterson, Robert A. and Vijay Mahajan (1978), "Multiproduct Growth Models," in Research in Marketing, J. Sheth, ed. Greenwich, CT: JAI Press, 201-31.
34. Robinson, William T. (1988), "Sources of Market Pioneer Advantages: The Case of Industrial Goods Industries," Journal of Marketing Research, 25 (1), 87-94.
35. _ and Claes Fornell (1985), "Sources of Market Pioneer Advantages in Consumer Goods Industries," Journal of Marketing Research, 22 (August), 305-17.
36. Rogers, E. M. (1995), Diffusion of Innovations, 4th ed. New York: The Free Press.
37. Schmalensee, Richard (1987), "Standards for Dominant Firm Conduct: What Can Economics Contribute?" in The Economics of Market Dominance, D. Hay and J. Vickers, eds. New York: Basil Blackwell, 61-88.
38. Shankar, Venkatesh (1997), "Pioneers' Marketing Mix Reactions to Entry in Different Competitive Game Structures: Theoretical Analysis and Empirical Illustration," Marketing Science, 16 (3), 271-93.
39. Srinivasan, V. and C. Mason (1986), "Nonlinear Least Squares Estimation of New Product Diffusion Models," Marketing Science, 5 (2), 169-78.
40. Urban, G. L., T. Carter, S. Gaskin, and Z. Mucha (1986), "Market Share Rewards to Pioneering Brands: An Empirical Analysis of Strategic Implications," Management Science, 32 (June), 645-59.
41. Yip, George (1982), Barriers to Entry. Lexington, MA: Lexington Books.