Rapid changes in the global competitive environment and the speed
of innovation worldwide have forced private and public sector
institutions to unite their efforts to remain ahead of their
competition and foster the diffusion of knowledge within national
innovation systems. This has led to a focus on long-term
commercialisation partnerships rather than single transactional
exchanges. This study provides unique insights into such
partnerships by outlining relevant key success factors and taking
into account the impact of organisational culture difference and of
individuals engaged in the process. An integration of relationship
marketing and technology transfer theory, as well as a combination
of qualitative and quantitative methodological approaches,
including a dyadic assessment, provide a novel and well-rounded
framework for understanding research-oriented university-industry
relationships. The results should be of particular interest to
university and industry managers and staff, policy makers,
technology transfer offices and research centres, consultants, and
other bodies aiming for research commercialisation success.
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