Empirical analysis of the key factors that can contribute to university-industry cooperational success from a relationship marketing approach
by Veronica Rosendo-Rios; Pervez N. Ghauri; Yingying Zhang
European J. of International Management (EJIM), Vol. 10, No. 6, 2016

Abstract: This paper focuses on the analysis of university-industry collaborations partnering for research agreements with the aim of fostering the transfer of knowledge and innovation. It analyses the key organisational factors that could contribute to the successful performance of these agreements from a relationship marketing perspective. More precisely, it examines the impact of relevant relationship variables - trust, commitment and integration - on university-industry cooperational success. Moreover, it also analyses the relevance that organisational compatibility and personal experience have as antecedents of these relationships. A structural equation model was proposed and tested. Results support that the key factors for firms to cooperate with universities are mainly the university-industry levels of integration, the level of university commitment towards firms and - to a lesser extent - the level of trust of a firm on the university counterpart. Therefore, this research will inform firm management seeking to develop successful research collaborations with universities.

Online publication date: Fri, 30-Sep-2016

The full text of this article is only available to individual subscribers or to users at subscribing institutions.

 
Existing subscribers:
Go to Inderscience Online Journals to access the Full Text of this article.

Pay per view:
If you are not a subscriber and you just want to read the full contents of this article, buy online access here.

Complimentary Subscribers, Editors or Members of the Editorial Board of the European J. of International Management (EJIM):
Login with your Inderscience username and password:

Username:        Password:          Forgotten your password?

Want to subscribe?
A subscription gives you complete access to all articles in the current issue, as well as to all articles in the previous three years (where applicable). See our Orders page to subscribe.

If you still need assistance, please email subs@inderscience.com