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Commercializing Knowledge : University Science, Knowledge Capture, and Firm Performance in Biotechnology
Zucker, Lynne G. - 2001
Commercializing knowledge involves transfer from discovering scientists to those who will develop it commercially. New codes and formulae describing discoveries develop slowly - with little incentive if value is low and many competing opportunities if high. Hence new knowledge remains naturally...
Persistent link: https://www.econbiz.de/10012470219
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Workplace Knowledge Flows
Sandvik, Jason - 2020
What prevents the spread of information among coworkers, and which management practices facilitate workplace knowledge flows? We conducted a field experiment in a sales company, addressing these questions with three active treatments. (1) Encouraging workers to talk about their sales techniques...
Persistent link: https://www.econbiz.de/10012479184
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The Gravity of Knowledge
Keller, Wolfgang - 2009
How large are spatial barriers to transferring knowledge? We analyze the international operations of multinational firms to answer this fundamental question. In our model firms can transfer bits of knowledge to their foreign affiliates in either embodied (traded intermediates) or disembodied...
Persistent link: https://www.econbiz.de/10012463140
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Minerva Unbound : Knowledge Stocks, Knowledge Flows and New Knowledge Production
Zucker, Lynne G. - 2006
The rate of regional growth of new knowledge in the field of nanotechnology, as measured by counts of articles and patents in the open-access digital library NanoBank, is shown to be positively affected both by the size of existing regional stocks of recorded knowledge in all scientific fields,...
Persistent link: https://www.econbiz.de/10012465992
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Climbing Atop the Shoulders of Giants : The Impact of Institutions on Cumulative Research
Furman, Jeffrey L. - 2006
While the cumulative nature of knowledge is recognized as central to economic growth, the microeconomic foundations of cumulativeness are less understood. This paper investigates the impact of a research-enhancing institution on cumulativeness, highlighting two effects. First, a selection effect...
Persistent link: https://www.econbiz.de/10012466142
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Defacto and Deeded Intellectual Property : Knowledge-Driven Co-Evolution of Firm Collaboration Boundaries and IPR Strategy
Zucker, Lynne G. - 2014
Research on intellectual property has focused on formal legally recorded rights that we call deeded, most often measured by granted patents. Meanwhile, other "defacto" IP (mainly purposive secrecy and natural excludability) has become more important because of the increasing closeness of...
Persistent link: https://www.econbiz.de/10012458417
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One Ring to Rule Them All? Globalization of Knowledge and Knowledge Creation
Freeman, Richard B. - 2013
This paper directs attention at the globalization of knowledge and knowledge creation as the fundamental global driver of economic outcomes in today's information economy. It documents the globalization of knowledge and spread of scientific research from advanced to developing countries and...
Persistent link: https://www.econbiz.de/10012459360
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Selling Price and Selling Time : The Impact of Seller Motivation
Glower, Michel - 1995
This study considers the role that seller motivation plays in determining sales price and selling time. We find that sale prices are directly related to the estimated value of the property and to the amount of over-pricing, which is directly related to the seller's level of motivation. Further,...
Persistent link: https://www.econbiz.de/10012473818
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Kinks as Goals : Accelerating Commissions and the Performance of Sales Teams
Kuhn, Peter Joseph; Yu, Lizi - National Bureau of Economic Research - 2021
We study the performance of small retail sales teams facing an incentive scheme that includes both a lump sum bonus and multiple accelerators (kinks where the piece rate jumps upward). Consistent with standard labor supply models, we find that the presence of an attainable bonus or kink on a...
Persistent link: https://www.econbiz.de/10012482702
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Persuasion and empathy in salesperson-customer interactions
Rotemberg, Julio J. - 2010
In a search model, prospects encounter salespeople who can try to persuade them. Persuasive messages can increase the … utility of buying or increase the cost of not buying. The latter reduces welfare. Equilibria where only some salespeople make … a persuasive effort often exist. Salespeople vary in their empathy, and choose their jobs accordingly. When all …
Persistent link: https://www.econbiz.de/10012462677