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英文文献：Technology Commercialization Strategy in a Dynamic Context: Complementary Assets, Hybrid Contracts, and Experiential Learing-动态背景下的技术商业化战略:互补资产、混合合同和经验学习
英文文献作者：Simon Wakeman
英文文献摘要：
This paper analyzes the strategic choices of a technology firm seeking to profit from innovation when the established product firms are better positioned to commercialize that innovation. While the predominant framework frames this as a choice between contracting and integration, this paper shows that in a context where the technology firm innovates repeatedly and has the opportunity to learn from its experience in the commercialization process, it may be optimal for the technology firm to pursue a hybrid between these two: contracting with a firm that possesses the complementary assets but retaining rights to participate in the commercialization process. The analysis is motivated by the experience of biotech firms, which in recent years have increasingly sought to retain the rights to participate in the marketing and sales stages of alliances with pharmaceutical firms (known as “co-promotion”). The paper develops a game-theoretic model of a technology firm choosing its strategy in this context, and uses the model to derive the conditions under which the firms will agree to a co-promotion (rather than a pure licensing) arrangement. It uses the model to explain the pattern of arrangements observed in biotech alliances, using a dataset of 565 alliances signed between U.S. biotech and pharmaceutical firms from 1992-2006. The results show that a firm is significantly more likely to enter a co-promotion arrangement when its technological expertise is focused on the product field of the alliance and when it is in a stronger financial position.
本文分析了当已有的产品企业能够更好地将创新商业化时，技术企业寻求创新盈利的战略选择。而主要框架帧之间这是一个选择承包和集成,本文表明,在一个上下文科技公司不断创新和有机会从经验中学习在商业化过程中,它可能是最优的技术公司追求这两个之间的混合:与公司合同具有互补资产,但保留权利参与商业化的过程。这一分析是由生物技术公司的经验推动的，近年来，生物技术公司越来越多地寻求保留参与与制药公司联盟的市场营销和销售阶段(称为“联合推广”)的权利。在此背景下，本文建立了一个技术企业选择策略的博弈论模型，并利用该模型推导出企业同意合作推广(而非纯粹授权)协议的条件。它利用1992-2006年美国生物技术公司和制药公司之间签订的565个联盟数据集，使用该模型来解释在生物技术联盟中观察到的安排模式。研究结果显示，当一个企业的技术专长集中于联盟的产品领域，并且当该企业处于较强的财务状况时，该企业更有可能进入联合推广安排。
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