Framing Technology Licensing

50 Pages Posted: 24 Apr 2017 Last revised: 15 Mar 2020

See all articles by Giulia Solinas

Giulia Solinas

Institute for Strategy, Technology and Organizations; LMU Munich

Date Written: February 15, 2017


The paper investigates the role of frames and managerial capabilities on technology licensing decision-making. Based on a qualitative study involving 15 very large organizations, the research finds that frames guide the development of organizational routines that are harmonized into two types of licensing negotiating capabilities through which managers make sense and rationalize opportunities embedded in decision-making. The study generates a taxonomy to articulate the connection between managerial capabilities developed through cognitive frames and the organizational structure of technology licensing decision-making.

Keywords: Technology Licensing, Intellectual Property Rights, Organizational Design, Capabilities

JEL Classification: O32, O34

Suggested Citation

Solinas, Giulia, Framing Technology Licensing (February 15, 2017). Available at SSRN: or

Giulia Solinas (Contact Author)

Institute for Strategy, Technology and Organizations; LMU Munich ( email )


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