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Compensation in International Licensing Agreements

Author

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  • Preet S Aulakh

    (Michigan State University)

  • S Tamer Cavusgil

    (Michigan State University)

  • M B Sarkar

    (Michigan State University)

Abstract

This study examines licensing agreements between independent firms based on their compensation structures. We first suggested that a licenser's ability to monitor and influence foreign licensees is related to the type of compensation used in structuring the relationship. Next, we identify a set of factors, related to host country conditions where the technology is licensed, stage in the technology life cycle, and licensor firm characteristics, that impact the choice between different compensation structures. Empirical findings based on a survey of U.S. firms generally support the hypotheses proposed in this study.© 1998 JIBS. Journal of International Business Studies (1998) 29, 409–419

Suggested Citation

  • Preet S Aulakh & S Tamer Cavusgil & M B Sarkar, 1998. "Compensation in International Licensing Agreements," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 29(2), pages 409-419, June.
  • Handle: RePEc:pal:jintbs:v:29:y:1998:i:2:p:409-419
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    1. repec:dau:papers:123456789/7117 is not listed on IDEAS
    2. Vishwasrao, Sharmila, 2007. "Royalties vs. fees: How do firms pay for foreign technology?," International Journal of Industrial Organization, Elsevier, vol. 25(4), pages 741-759, August.
    3. Haka, Susan F. & Heitger, Dan L., 2004. "International managerial accounting research: A contracting framework and opportunities," The International Journal of Accounting, Elsevier, vol. 39(1), pages 21-69.
    4. de Góes, Bruno Barreto & da Rocha, Angela, 2015. "International expansion of Marcopolo (A): Adventures in China," Journal of Business Research, Elsevier, vol. 68(2), pages 225-240.
    5. Eric Brousseau & Regis Coeurderoy, 2005. "Combining Institutional and Contractual Mechanisms to Control Transactional Hazards Related to Transfers of Technology: an Empirical Analysis of Supervision Provisions in Technology Licensing Agreemen," International Journal of the Economics of Business, Taylor & Francis Journals, vol. 12(3), pages 403-424.
    6. Pedro Mendi & Rafael Moner-Colonques & José J. Sempere-Monerris, 2016. "Optimal know-how transfers in licensing contracts," Journal of Economics, Springer, vol. 118(2), pages 121-139, June.
    7. Mottner, Sandra & Johnson, James P., 2000. "Motivations and risks in international licensing: a review and implications for licensing to transitional and emerging economies," Journal of World Business, Elsevier, vol. 35(2), pages 171-188, July.
    8. Eric Brousseau & Régis Coeurderoy & Camille Chaserant, 2007. "The Governance of Contracts: Empirical Evidence on Technology Licensing Agreements," Journal of Institutional and Theoretical Economics (JITE), Mohr Siebeck, Tübingen, vol. 163(2), pages 205-235, June.
    9. Jean-François Sattin, 2016. "Exploring the survival of patent licensing: some evidence from French foreign agreements," The Journal of Technology Transfer, Springer, vol. 41(3), pages 610-630, June.
    10. repec:spr:manint:v:47:y:2007:i:6:d:10.1007_s11575-007-0056-7 is not listed on IDEAS
    11. Preet S Aulakh & Marshall S Jiang & Yigang Pan, 2010. "International technology licensing: Monopoly rents, transaction costs and exclusive rights," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 41(4), pages 587-605, May.
    12. Mendi, Pedro, 2005. "Contracting for the transfer of technology within multinational corporations: Empirical evidence from Spain," IESE Research Papers D/607, IESE Business School.
    13. Lichtenthaler, Ulrich, 2009. "Product business, foreign direct investment, and licensing: Examining their relationships in international technology exploitation," Journal of World Business, Elsevier, vol. 44(4), pages 407-420, October.

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