Open innovation and drug discovery startups in Japan: The importance of communication in licensing

IF 5.5 Q1 MANAGEMENT

Asia Pacific Management Review Pub Date : 2022-12-01 DOI:10.1016/j.apmrv.2021.11.002

Kenji Tomita

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引用次数: 5

Abstract

Drug discovery startups conduct research and development for open innovation by specializing in basic and discovery research. To explore the promotion strategies that these startups can apply when selling knowledge products through licensing, we conducted a survey to identify the factors that enhance open innovation performance through business negotiations in Japan. We obtained valid responses from 42 drug discovery startup executives (13.6% response rate) and tested our hypotheses through multiple regression analyses. While relevant research does not focus on enhancing communication during business negotiations, this study emphasizes its importance in open innovation. We found that communication directly affects performance in open innovation, especially customer-oriented communication. In the communication process during business negotiations, drug discovery startups must be willing to modify its knowledge products, such as candidate substances, in accordance with the customers' needs.

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日本的开放式创新和药物研发初创企业:沟通在许可中的重要性

药物发现初创公司通过专门从事基础研究和发现研究来进行开放式创新的研究和开发。为了探索这些创业公司在通过授权销售知识产品时可以采用的促销策略，我们在日本进行了一项调查，以确定通过商务谈判提高开放式创新绩效的因素。我们获得了42位药物研发初创公司高管的有效回复(13.6%的回复率)，并通过多元回归分析验证了我们的假设。虽然相关研究并未关注商务谈判中如何加强沟通，但本研究强调了沟通在开放式创新中的重要性。我们发现开放式创新中沟通直接影响绩效，尤其是以客户为导向的沟通。在商业谈判的沟通过程中，药物发现初创公司必须愿意根据客户的需求修改其知识产品，如候选物质。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

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来源期刊

Asia Pacific Management Review MANAGEMENT-

CiteScore

8.00

自引率

4.50%

发文量

期刊介绍： Asia Pacific Management Review (APMR), peer-reviewed and published quarterly, pursues to publish original and high quality research articles and notes that contribute to build empirical and theoretical understanding for concerning strategy and management aspects in business and activities. Meanwhile, we also seek to publish short communications and opinions addressing issues of current concern to managers in regards to within and between the Asia-Pacific region. The covered domains but not limited to, such as accounting, finance, marketing, decision analysis and operation management, human resource management, information management, international business management, logistic and supply chain management, quantitative and research methods, strategic and business management, and tourism management, are suitable for publication in the APMR.