ABSTRACT

Purpose – This Study aims to promote technology transfer commercialization and ultimately make contribution towards enhancement of the success rate of commercialization of technology transfer at national level by deducing the factors that impart influence on the negotiation at the time of technology trading between the seller and buyer of technology of public research institutions subjected to transfer and sales. Research design, data and methodology - This Study deduced 5 research hypotheses through preceding researches related to technology transfer commercialization related technology marketing for technology trading negotiation. This Study was conducted by verifying the hypotheses through multiple regression analysis. Results - As the result of the Study, the research hypothesis H1, ‘Promotion of commercialization of technology transfer trading will be affected in accordance with the innate characteristic factors of the technology’, and H5, ‘Promotion of commercialization of technology transfer trading will be affected in accordance with the mutual factors of the parties of the technology trading’, among the 5 research hypotheses were chosen. Conclusions - It was found that the technology seller must be able to demonstrate technological value of the technology being sold in order to successfully conclude technology transfer trading negotiation and mutual understanding and harmonious communication between the parties.

KEYWORD

Technology Transfer Trading, Negotiation, Promotion of Technology Transfer Commercialization.

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