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Identifying Factors Influencing The Price Of Technology Licenses: A Framework Grounded In Negotiation Research

Author

Listed:
  • FEDERICO FRATTINI

    (Dipartimento di Ingegneria Gestionale, Politecnico di Milano, Via Lambruschini 4/b, Milan, Italy)

  • MATTIA BIANCHI

    (#x2020;Stockholm School of Economics, P.O. Box 6501, SE-11383 Stockholm, Sweden)

  • SIMONE FRANZÓ

    (Dipartimento di Ingegneria Gestionale, Politecnico di Milano, Via Lambruschini 4/b, Milan, Italy)

Abstract

This paper focusses on the issue of pricing in technology licensing transactions, by developing a framework grounded in negotiation research which identifies the factors affecting the price of a technology license. The different components of the framework are illustrated by using several examples of technology licensing deals from the bio-pharmaceutical industry. The paper contributes to licensing research by shedding light on the mechanisms underlying the formation of price in the market for technologies. It has also interesting practical implications because it helps licensing managers and chief technology officers gain an overarching view on the pricing of technology license, which will hopefully help them in this delicate stage of the licensing process.

Suggested Citation

  • Federico Frattini & Mattia Bianchi & Simone Franzó, 2019. "Identifying Factors Influencing The Price Of Technology Licenses: A Framework Grounded In Negotiation Research," International Journal of Innovation Management (ijim), World Scientific Publishing Co. Pte. Ltd., vol. 23(05), pages 1-34, June.
    • Handle: RePEc:wsi:ijimxx:v:23:y:2019:i:05:n:s1363919619500397
    DOI: 10.1142/S1363919619500397
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    References listed on IDEAS

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    Cited by:

    1. Shen, Huijun & Coreynen, Wim & Huang, Can, 2023. "Prestige and technology-transaction prices: Evidence from patent-selling by Chinese universities," Technovation, Elsevier, vol. 123(C).

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