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Sources of Market Pioneer Advantages in Consumer Goods Industries
Abstract
In a broad cross section of consumer goods businesses, market pioneers generally have substantially higher market shares than late entrants. In fact, the empirical association between order of entry and market share is almost as strong as the association between market share and return on investment. The authors examine theoretical sources behind this relationship. The empirical results suggest that the higher pioneer shares are derived from firm-based superiority as well as from consumer information advantages. Nine hypotheses are developed and tested empirically. The results also indicate that order of market entry is a major determinant of market share.
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Citations
Cited by
The Role of Environmental Dynamics in Building a First Mover Advantage Theory
Suarez, F. F., & Lanzolla, G. (2007) · Academy of Management Review · doi:10.5465/amr.2007.24349587 · Cited by 438
Lee, Y., & Colarelli O'Connor, G. (2003) · Journal of Product Innovation Management · doi:10.1111/1540-5885.t01-1-201002 · Cited by 348
Bohlmann, J. D., Golder, P. N., & Mitra, D. (2002) · Management Science · doi:10.1287/mnsc.48.9.1175.175 · Cited by 180
Metadata
- Authors
- Robinson, W. T., & Fornell, C.
- Venue
- Journal of Marketing Research
- Publisher
- SAGE Publications
- Published
- 1985-08
- Volume
- 22
- Issue
- 3
- Pages
- 305-317
- ISSN
- 0022-2437 (ISSN-L)
- 1547-7193
- OpenAlex
- W2014193171
- Cited by
- 630
- References
- 0
- FWCI
- 31.01
- Type
- journal article
- Language
- en
- Open access
- closed
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- CoChat. (2026). Citation check: Sources of Market Pioneer Advantages in Consumer Goods Industries. https://app.cochat.ai/papers/10.1177/002224378502200306
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- Robinson, W. T., & Fornell, C. (1985). Sources of Market Pioneer Advantages in Consumer Goods Industries. Journal of Marketing Research. https://doi.org/10.1177/002224378502200306
Data sources
Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
