Order, positioning, scope and outcomes of market entry

Industrial Marketing Management

Volumn 37, Issue 2, 2008, Pages 154-166

  Rodríguez Pinto, Javier ^a   Rodríguez Escudero, Ana Isabel ^a   Gutiérrez Cillán, Jesús ^a  

^a UNIVERSITY OF VALLADOLID   (Spain)

Author keywords

Market scope; Order of entry; Performance; Positioning

Indexed keywords

EID: 39749140335     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.indmarman.2006.12.002     Document Type: Article

References (75)

1. Alpert F.H., and Kamins M.A. Pioneer brand advantage and consumer behavior: A conceptual framework and propositional inventory. Journal of the Academy of Marketing Science 22 3 (1994) 244-253
2. Alpert F.H., Kamins M.A., Sakano T., Onzo N., and Graham J. Retail buyer beliefs, attitude and behavior toward pioneer and me-too follower brands. International Marketing Review 18 2 (2001) 160-187
3. Anderson E.W., Fornell C., and Lehmann D.R. Customer satisfaction, market share, and profitability: Findings from Sweden. Journal of Marketing 58 (1994, July) 53-66
4. Anderson J.C., and Gerbing D.W. Structural equation modeling in practice: A review and recommended two-step approach. Psychological Bulletin 103 3 (1988) 411-423
5. Armstrong J.S., and Overton T.S. Estimating no response bias in mail survey. Journal of Marketing Research 14 (1977) 396-402
6. Aviolo B.J., Yammarino F.J., and Bass B.M. Identifying common methods variance with data collected from a single source: An unresolved sticky issue. Journal of Management 17 (1991) 571-587
7. Bohlmann J.D., Golder P.N., and Mitra D. Deconstructing the pioneer's advantage: Examining vintage effects and consumer valuations of quality and variety. Management Science 48 9 (2002) 1175-1195
8. Bollen K.A. Structural equations with latent variables (1989), Wiley, New York
9. Bollen K., and Lennox R. Conventional wisdom on measurement: A structural equation perspective. Psychological Bulletin 110 2 (1991) 305-314
10. Boulding W., and Christen M. Sustainable pioneering advantage? Profit implications of the market entry order. Marketing Science 22 3 (2003) 371-392
11. Boulding W., and Staelin R. Environment, market share, and market power. Management Science 36 10 (1990) 1160-1177
12. Bowman D., and Gatignon H. Order of entry as a moderator of the effect of the marketing mix on market share. Marketing Science 15 3 (1996) 222-242
13. Buzzell R.D. The PIMS program of strategy research. A retrospective appraisal. Journal of Business Research 54 (2004) 478-483
14. Carpenter G.S., and Nakamoto K. Consumer preference formation and pioneering advantage. Journal of Marketing Research 26 (1989) 285-298
15. Chin W.W. The partial least square approach for structural equation modeling. In: Marcoulides G.A. (Ed). Modern methods for business research (1998), Lawrence Erlbaum Associates, Hillsdale, NJ 295-336
16. Chin W.W. PLS-Graph (Version 03.00, Build 1126 - Computer software) (2003), University of Houston
17. Chin W.W., and Newsted P.R. Structural equation modeling analysis with small samples using partial least squares. In: Hoyle R. (Ed). Statistical strategies for small samples research (1999), Sage Publications, Thousand Oaks, California 307-341
18. Coeurderoy R., and Durand R. Leveraging the advantage of early entry: Proprietary technologies versus cost leadership. Journal of Business Research 57 (2004) 583-590
19. Commission of the European Communities (2004). European Innovation Scoreboard 2004. Comparative analysis of innovation performance. Community Research and Development Information Service - CORDIS, European TrendChart on Innovation, Brussels.
20. Covin J.G., Slevin D.P., and Heeley M.B. Pioneers and followers: Competitive tactics, environment, and firm growth. Journal of Business Venturing 15 (2000) 175-210
21. Day G.S., and Wensley R. Assessing advantage: A framework for diagnosing competitive superiority. Journal of Marketing 52 (1988) 1-20
22. De Castro J.O., and Chrisman J.J. Order of market entry, competitive strategy, and financial performance. Journal of Business Research 33 (1995) 165-177
23. Di Benedetto C.A. Identifying the key success factors in new product launch. Journal of Product Innovation Management 16 (1999) 530-544
24. Diamantopoulos A., and Winklhofer H.M. Index construction with formative indicators: An alternative to scale development. Journal of Marketing Research 38 (2001, May) 269-277
25. Fornell C., and Cha J. Partial least square. In: Bagozzi R.P. (Ed). Advanced method of marketing research (1994), Blackwell, Cambridge, MA 52-78
26. Fornell C., and Larcker D. Evaluating structural equation models with unobservable variables and measurement error. Journal of Marketing Research 18 (1981, February) 39-50
27. Golder P.N., and Tellis G.J. Pioneer advantage: Marketing logic or marketing legend?. Journal of Marketing Research 30 (1993) 158-170
28. Green D.H., Barclay D.W., and Ryans A.B. Entry strategy and long-term performance: Conceptualization and empirical examination. Journal of Marketing 59 (1995, October) 1-16
29. Griffin A., and Page A.L. An interim report on measuring new product development success and failure. Journal of Product Innovation Management 10 (1993) 291-308
30. Griffin A., and Page A.L. PDMA success measurement project: Recommended measures for product development success and failure. Journal of Product Innovation Management 13 (1996) 478-496
31. Guiltinan J.P. Launch strategy, launch tactics, and demand outcomes. Journal of Product Innovation Management 16 (1999) 509-529
32. Huang X., Soutar G.N., and Brown A. Measuring new product success: An empirical investigation of Australian SMEs. Industrial Marketing Management 33 (2004) 117-123
33. Hulland J. Use of partial least squares (PLS) in strategic management research: A review of four recent studies. Strategic Management Journal 20 (1999) 195-204
34. Hultink E.J., Griffin A., Hart S., and Robben H.S. Industrial new product launch strategies and product development performance. Journal of Product Innovation Management 14 (1997) 243-257
35. INE. Encuesta de innovación tecnológica en las empresas 2000 (Technological innovation in companies survey 2000) (2002), Instituto Nacional de Estadística, Madrid
36. Jacobson R., and Aaker D. Is market share all that it's cracked up to be?. Journal of Marketing 49 (1985, Fall) 11-22
37. Jarvis C.B., Mackenzie S.B., and Podsakoff P.M. A critical review of construct indicators and measurement model misspecification in marketing and consumer research. Journal of Consumer Research 30 (2003, September) 199-218
38. Jöreskog K.G. A general method for analysis of covariance structures. Biometrika 57 (1970) 239-251
39. Kalyanaram G., Robinson W.T., and Urban G.L. Order of market entry: Established empirical generalizations, and future research. Marketing Science 14 (1995) G212-G221 (3, part 2 of 2)
40. Kardes F.R., and Kalyanaram G. Order-of-entry effects on consumer memory and judgment: An information integration perspective. Journal of Marketing Research 29 (1992) 343-357
41. Kardes F.R., Kalyanaram G., Chandrashekaran M., and Dornoff R.J. Brand retrieval, consideration set composition, consumer choice, and the pioneering advantage. Journal of Consumer Research 20 (1993, June) 62-75
42. Kerin R.A., Varadarajan P.R., and Peterson R.A. First-mover advantage: A synthesis, conceptual framework, and research propositions. Journal of Marketing 56 (1992, October) 33-52
43. Lambkin M. Order of entry and performance in new markets. Strategic Management Journal 9 (1988, Summer) 127-140
44. Lambkin M. Pioneering new markets: A comparison of market share winners and losers. International Journal of Research in Marketing 9 (1992) 5-22
45. Laverty K.J. Market share, profits and business strategy. Management Decision 39 8 (2001) 607-617
46. Lieberman M.B., and Montgomery D.B. First-mover advantages. Strategic Management Journal 9 (1988) 41-58
47. Lieberman M.B., and Montgomery D.B. First-mover (dis)advantages: Retrospective and link with the resource-based view. Strategic Management Journal 19 (1998) 1111-1125
48. Lilien G.L., and Yoon E. The timing of competitive market entry: An exploratory study of new industrial products. Management Science 36 5 (1990) 568-585
49. Mansfield E., Schwartz M., and Wagner S. Imitation costs and patents: An empirical study. Economic Journal 91 (1981, December) 907-918
50. McDougall P.P., Covin J.G., Robinson Jr. R.B., and Herron L. The effects of industry growth and strategic breadth on new venture performance and strategy content. Strategic Management Journal 15 (1994) 537-554
51. Miller A., Gartner W.B., and Wilson R. Entry order, market share, and competitive advantage: A study of their relationships in new corporate ventures. Journal of Business Venturing 4 (1989) 197-209
52. Moore M.J., Boulding W., and Goodstein R.C. Pioneering and market share: Is entry time endogenous and does it matter?. Journal of Marketing Research 28 (1991, February) 97-104
53. Murthi B.P.S., Srinivasan K., and Kalyanaram G. Controlling for observed and unobserved managerial skills in determining first-mover market share advantages. Journal of Marketing Research 33 (1996, August) 329-336
54. Nunnally J. Psychometric theory (1978), McGraw-Hill, New York
55. Oakley P. High-tech NPD success through faster overseas launch. Journal of Product and Brand Management 6 4 (1997) 260-274
56. Parry M., and Bass F.M. When to lead or follow? It depends. Marketing Letters 1 3 (1989) 187-198
57. Podsakoff P.M., and Organ D.W. Self-reports in organizational research. Problems and prospects. Journal of Management 12 4 (1986) 531-544
58. Porter M.E. Competitive strategy (1980), Free Press, New York
59. Raykov T., and Widaman K.F. Issues in applied structural equation modeling research. Structural Equation Modeling 2 4 (1995) 289-318
60. Robinson W.T. Sources of market pioneer advantages: The case of industrial goods industries. Journal of Marketing Research 25 (1988) 87-94
61. Robinson W.T., and Fornell C. Sources of market pioneer advantages in consumer goods industries. Journal of Marketing Research 22 (1985, August) 305-317
62. Robinson W.T., Fornell C., and Sullivan M. Are market pioneers intrinsically stronger than later entrants?. Strategic Management Journal 13 (1992) 609-624
63. Robinson W.T., Kalyanaram G., and Urban G.L. First-mover advantages from pioneering new markets: A survey of empirical evidence. Review of Industrial Organization 9 (1994) 1-23
64. Rust R.T., and Zahorik A.J. Customer satisfaction, customer retention, and market share. Journal of Retailing 69 2 (1993) 193-215
65. Schmalensee R. Product differentiation advantages of pioneering brands. American Economic Review 72 3 (1982) 349-365
66. Schnaars S.P. Managing imitation strategies. How later entrants seize markets from pioneers (1994), The Free Press, New York, EE. UU
67. Shankar V., Carpenter G.S., and Krishnamurhti L. Late mover advantage: How innovative late entrants outsell pioneers. Journal of Marketing Research 35 (1998) 54-70
68. Song X.M., Di Benedetto C.A., and Zhao Y.L. Pioneering advantages in manufacturing and service industries: Empirical evidence from nine countries. Strategic Management Journal 20 (1999) 811-836
69. Song X.M., Xie J., and Di Benedetto C.A. Message and source factors, market uncertainty, and extrafunctional information processing: Hypotheses and empirical evidence. IEEE Transactions on Engineering Management 48 2 (2001) 223-238
70. Szymanski D.M., Bharadwaj S.G., and Varadarajan P.R. An analysis of the market share-profitability relationship. Journal of Marketing 57 (1993, July) 1-18
71. Szymanski D.M., and Henard D.H. Customer satisfaction: A meta-analysis of the empirical evidence. Journal of the Academy of Marketing Science 29 1 (2001) 16-35
72. Szymanski D.M., Troy L., and Bharadwaj S. Order of entry and business performance: An empirical synthesis and reexamination. Journal of Marketing 59 4 (1995) 17-33
73. Vanderwerf P., and Mahon J.F. Meta-analysis of the impact of research methods on findings of first-mover advantages. Management Science 43 11 (1997) 1510-1519
74. Vermeulen F., and Barkema H. Pace, rhythm, and scope: Process dependence in building a profitable multinational corporation. Strategic Management Journal 23 (2002) 637-653
75. Wilson E.J. Research practice in business marketing. A comment on response rate and response bias. Industrial Marketing Management 28 3 (1999) 257-260