Investigating the selling process for technological products
by Kitty Y. Young
International Journal of Technology Management (IJTM), Vol. 5, No. 1, 1990

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.

Online publication date: Mon, 25-May-2009

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