Title: Investigating the selling process for technological products

Authors: Kitty Y. Young

Addresses: Department of Marketing and International Business, The Chinese University of Hong Kong, Shatin, N.T., Hong Kong

Abstract: This paper addresses the issue of technology transfer from the perspective of the selling and negotiating processes, to highlight the practical implications for engineers, scientists and managers. In the technology transfer process, relationships with the home and host governments and with other institutions enter into the equation, as well as those between buyer and seller. The implications for management in buying and selling technology are considered.

Keywords: technology transfer; selling technological products; buying technological products; negotiation; technology management.

DOI: 10.1504/IJTM.1990.025831

International Journal of Technology Management, 1990 Vol.5 No.1, pp.13 - 26

Published online: 25 May 2009 *

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