SELLING TECHNOLOGICAL KNOWLEDGE: MANAGING THE COMPLEXITIES OF TECHNOLOGY TRANSACTIONS

被引：13

作者：

Bianchi, Mattia ^{[1
,2
]}

Chiesa, Vittorio ^{[3
,4
]}

Frattini, Federico ^{[5
]}

机构：

[1] Stockholm Sch Econ, Dept Management & Org, Stockholm, Sweden

[2] Scuola Super Sant Anna, MaIn Lab, Pisa, Italy

[3] Politecn Milan, R&D Strategy & Org, Milan, Italy

[4] Politecn Milan, Technol Strategy Courses, Sch Business, Milan, Italy

[5] Politecn Milan, Dept Management Econ & Ind Engn, Milan, Italy

来源：

RESEARCH-TECHNOLOGY MANAGEMENT | 2011年 / 54卷 / 02期

关键词：

Technology sale; Licensing; Technology transfer; Open innovation; Business development; INNOVATION;

D O I：

10.5437/08953608X5402003

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

With the diffusion of the open-innovation paradigm, more companies are selling their technological knowledge, disembodied from physical artifacts, to other organizations in an attempt to maximize the rent-yield potential of the innovation process. However; extracting revenues from technology sale remains a challenge for most firms due to the peculiarities of technological knowledge as an object of commerce. A study of 30 companies actively involved in technology sale and 75 single transactions illuminates two key aspects of technology transactions: (1) the challenges that the technology sale process entails, and (2) the practices that can be adopted to manage the complexities of technology transactions. CTOs and R&D and technology managers can use these insights to build a firm-level capability in selling technological knowledge.

引用

页码：18 / 26

页数：9

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