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Sources of Market Pioneer Advantages: The Case of Industrial Goods Industries

William T. Robinson
Journal of Marketing Research
Vol. 25, No. 1 (Feb., 1988), pp. 87-94
DOI: 10.2307/3172928
Stable URL: http://www.jstor.org/stable/3172928
Page Count: 8
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Since scans are not currently available to screen readers, please contact JSTOR User Support for access. We'll provide a PDF copy for your screen reader.
Sources of Market Pioneer Advantages: The Case of Industrial Goods Industries
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Abstract

In a broad cross-section of industrial goods businesses, market pioneers tend to have substantially higher market shares than late entrants. A stronger product in relation to competitors' products and certain industry characteristics help explain these pioneer share advantages. Though pioneering a new industrial market is not easy, the findings indicate that many pioneers develop important and sustainable competitive advantages.

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