01431nam a2200157Ia 4500001001100000005001700011015001500028020003300043245009900076260003500175300002900210504006700239520089700306650004001203650003001243000002349320251012174647.0  aGBA1-W8832  a007137549X (acid-free paper)10aWill & visionbhow latecomers grow to dominate marketscGerard J. Tellis and Peter N. Golder.   aNew YorkbMcGraw-Hillcc2002.   axv, 340 p.bill.c23 cm.  aIncludes bibliographical references (p. [315]-330) and index.   aBusiness professors Gerard Tellis and Peter Golder draw powerful and surprising conclusions from their years of in-depth research on market entry and new product markets. Case studies of market leaders including Microsoft, Intel, Hewlett-Packard, Fede ral Express, Procter & Gamble, and Charles Schwab, along with analyses of archival reports, show how five key drivers--vision of the mass market, managerial persistence, relentless innovation, financial commitment, and asset leverage--have remained remarkably similar from the nineteenth century to today. The authors contrast the behavior of firms that endured as leaders with those that had as good as or a better chance to do the same.  And, most importantly, they show how firms today can follow the examples of long-term market leaders to seize substantially greater market share regardless of the cost or complexity of their products.00aBrand name productszUnited States.00aMarketingzUnited States.