Experience and signaling value in technology licensing contract payment structures

• Main Authors: KOTHA, Reddi, CRAMA, Pascale, KIM, Phillip H.
• Format: text
• Language: English
• Published: Institutional Knowledge at Singapore Management University 2018
• Subjects: Operations and Supply Chain Management; Strategic Management Policy; Technology and Innovation
• Online Access: https://ink.library.smu.edu.sg/lkcsb_research/6024; https://ink.library.smu.edu.sg/context/lkcsb_research/article/7023/viewcontent/amj.2015.1233.pdf
• Institution: Singapore Management University

Whencommercializing technology, the lack of proven results and a reluctance toinvest upfront resources hamper efforts by firms to work jointly with inventorsto bring new discoveries to market. An effective contract payment structure – amix of upfront and royalty payments – can help overcome these hu...