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Technology Transfer to the Private Sector: A Field Study of Manufacturer Buying behavior
Author(s) -
Large David W.,
Barclay Donald W.
Publication year - 1992
Publication title -
journal of product innovation management
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 2.646
H-Index - 144
eISSN - 1540-5885
pISSN - 0737-6782
DOI - 10.1111/1540-5885.910026
Subject(s) - credibility , business , technology transfer , marketing , product (mathematics) , public sector , private sector , value (mathematics) , knowledge transfer , field (mathematics) , empathy , process (computing) , position (finance) , commercialization , knowledge management , economics , computer science , geometry , mathematics , economy , finance , machine learning , pure mathematics , international trade , political science , law , economic growth , operating system , psychology , psychiatry
Public sector R&D is an important source of new product technologies and concepts. If the transfer of these technologies to private sector manufacturers is viewed from a marketing perspective, manufacturing organizations can be analyzed as industrial “buyers.” David Large and Donald Barclay report on case‐based research that explores this technology buying process. Findings are induced that suggest: user value, patent/proprietary position, prototype efficacy, and strategic fit are the most important attributes of the transfer proposal; and business empathy and credibility are the most important attributes of the transfer agent. The R&D director is identified as a key influencer in the transfer decision and represented by a model of the director's attitude toward technology transfer proposals. The authors develop implications for public sector managers/agents and suggest opportunities for further research.