Forecasting technology substitution based on hazard function

Jeong, Y.,Park, I.,Yoon, B. American Elsevier 2016 TECHNOLOGICAL FORECASTING AND SOCIAL CHANGE Vol.104 No.-

The failing to prepare for forecasting along with an excessive focus on incumbent technology may lead to failure in coping with emerging technology. This, in turn, results in entering the market late. Although identifying technology substitution in advance has become increasingly important, there have only been a few attempts to forecast technology substitution. These forecasts have only tried to explain the phenomenon of substitution by focusing on the diffusion of products. Therefore, this paper aims to suggest an approach to forecasting substitution from incumbent technology and emerging technology by applying a hazard rate that originates in equipment placement in reliability engineering. A candidate for emerging technology with a high possibility to substitute existing dominant technology is chosen first. Second, we have developed a model that includes the bathtub-curve to estimate the hazard rate for technologies. This model considers uncertainty, risk, and utility when developing technology. Based on the model, the hazard rate of the dominant technology is estimated by using patent data. After estimating the hazard rate in the form of the bathtub, inflection points and several factors will define an appropriate time point for the substitution. This proposed approach is a novel approach that applies the critical concepts in reliability engineering to technological substitution. Based on a mathematical theory, this method can be used as a decision-making tool for deciding when to develop a technology and apply for patents.

한국의 기술무역 사례분석을 통한 기술무역 활성화 방안 연구

백은영,김형준,오근엽 중앙대학교 한국전자무역연구소 2019 전자무역연구 Vol.17 No.2

Purpose: Recently, Value added trade through intangible property improvement such as technology and knowledge base is very important era. The purpose of this study was to identify Korea's technological competitiveness in the global market through technology trade status. In addition, through case analysis of technology import-export enterprises, we will identify problems and difficulties for enterprises to enhance competitiveness of technology trade. It suggests policy implications for them. Composition/Logic: In this study, we identify the trends of Korea 's technology trade by industry, size and type and compare the technical trade balance with OECD countries. In particular, we tried to analyze the case through interviews with the representative companies of the industry that have been successful in importing and exporting technology. The sample companies selected general companies and public enterprises for each industry and presented policy implications through technology import and export process. Findings: Korea's technology trade balance showed a very low efficiency in the global value chain as a continuous deficit (GVC). We have sought ways to revitalize technology trade at the enterprise level and at the policy level. And the government 's direction of R&D support suggested various ways to change the technology trade policy to the global market. Originality/Value: This study is meaningful in that it has practically constructed a method for activating intangible high-value added materials such as technology and intellectual property right through case analysis. In addition, it presented policy implications for technology trade and contributed to the expansion of academic horizons in technology trade, which is a basic research stage.

연구개발성과의 기술사업화 활성화를 위한 영향요인 분석 연구

한정민 ( Jeong Min Han ),박철민 ( Cheol Min Pak ),구본철 ( Bon Chul Ku ) 한국경영공학회 2015 한국경영공학회지 Vol.20 No.4

This study performed the empirical analysis on the factors to influence the activation of technology commercialization and derived the policy implications, by expanding the scope of research to take into account the assumption that the technology commercialization. To solve this problem, it was defined that four factors such as technology supplier, technology consumer, market and policy support were affected in the facilitation of technology commercialization, and multiple regression analysis was performed. Among the factors that influence the facilitation of technology commercialization, policy support capabilities, technology consumer capabilities, market absorption capacity showed a statistically significant result, but technology supplier capabilities were not statistically significant.In order to be public R&D outcome is supplied to the market through technology consumer, technology supply that can reflect the market and technology consumer is needed. Because government R&D related plan is changed the setting from supplier oriented to consumer oriented applied and development research innovation, It should create an efficient technology commercialization environment that can reflect the consumer``s needs or reflected consumer``s demands and its continuing political support. In addition, the provision is necessary to strengthen the utilization capabilities for the company``s import technology.

Technology Trade and Valuation Model of Technology Factor Method

오준환(Joon-Hwan Oh),Hyun-Woo Park 한국무역연구원 2017 무역연구 Vol.13 No.2

This study analyzes the applicability of a technology valuation model from methodological and practical perspectives on international technology trade. To accommodate high uncertainties in cross-border technology trades, international valuation practitioners prefer using the income approach which is based on the discounted future cash flows from the subject technology valued. This study analyzes the technology factor method (TFM) and suggests an improved valuation model relevant to international technology trade by presenting valuation results of a hypothetical case. TFM’s estimation process starts with the assessment of the risks (uncertainties) related to the successful application and commercialization of the subject technology. After determining an entity’s overall business value created by the subject technology, TFM multiplies this value by the technology’s contributory factor. In domestic technology transactions, TFM estimates the contributory proportion of technological asset to be from 1/4 to 1/3. In international technology trades, however, this study suggests that TFM take into consideration additional factors such as trade utility and trade tendency when estimating the contribution factor. This study’s case analysis confirms that the suggested method mitigates the traditional TFM’s prerequisites on efficiency, completeness, and comparability of international technology trading markets. The suggested TFM is expected to shed new light on international technology valuation, by promoting international technology trades.

2007 개정 교육과정 중학교 기술․가정 교과서 “기술의 발달과 미래사회” 단원의 내용분석

조병욱,이상봉 한국교원대학교 교육연구원 2011 敎員敎育 Vol.27 No.1

The goal of this study is to perform a content analysis on the chapter, "the Development of Technologies and Future Society", of middle school technology and home economics subject based on 2007 revised national curriculum. The study method for content analysis is, first, based on the objects and contents of each chapter in 2007 revised national curriculum, to extract common factors of each chapter in 12 different textbooks, set up the category to high, middle and low concepts and then, carry out a frequency analysis of the low concept under each middle concept. Second, for the intensity analysis of low concept under each middle concept , the study used Q-sorting methodology to give weights to each middle concept and then, analyze the intensity of low concept. The results from the study are as follows. First, the study observed followings from the frequency analysis on the chapter "the Development of Technologies and Future Society". The results from the frequency analysis on each chapter of 12 different textbooks appeared to be in order of b)understanding of traditional technologies(40.2%) > a)development of technologies and life(36.4%) > c)future technologies(23.2%). From the results of the frequency analysis on middle concepts of each chapter, 'a)development of technologies and life' appeared to be more frequent in following order of 4. development of technologies(788)> 5. influences of technologies(136) > 1. definition of technology(100) > 3. area of technologies(60) > 2. characteristics of technologies(46). 'b) understanding of traditional technologies' appeared to be more frequent in following order; 1. manufacturing technology(403) > 2. architectural technology(248) > 5. biotechnology(193) > 4. communication technology(190) > 3. transportation technology(170) > 6. experience of traditional technologies while 'c) future technologies' appeared to be in order of 1. promising technologies(488) > 2. changes in society(127) > 3. future direction and plans of development(103). Second, the results from the intensity analysis on the chapter "the Development of Technology and Future Society" are as follows. From the results of the intensity analysis on each chapter of 12 different textbooks, intensity of each chapter appeared to be greater in following order; b) understanding in traditional technologies(43%) > a) development of technologies and life(33%) > c) future technologies(24%). From the results of the intensity test on the middle concepts of each chapter, 'a)development of technologies and life' appeared to be more intense in order of 4. development of technologies(3940) > 1. definition of technology(909) > 5. influences of technologies(136) > 3. area of technologies(120) > 2. characteristics of technologies(92). '1. definition of technology' and '4. development of technologies' exhibited higher intensity than they are required to be while the others exhibited lower intensity. 'b) understanding in traditional technologies' appeared in order of 1. manufacturing technology(2418) > 2. architectural technology(1984) > 3. transportation technology(1190) > 4. communication technology(570) > 5. biotechnology(564) > 6. experience in traditional technologies(116). '2. architectural technology' and '3. transportation technology' appeared to be with higher intensity than are required while '1. manufacturing technology' exhibited suitable intensity for the required degree and the others appeared to be with lower intensity. The intensity of the chapter 'c) future technologies' were observed to be greater in order of 1. promising technologies(1952) > 3. future direction and plans of development(927) > 2. changes in society(899). '3. future direction and plans of development' showed higher intensity than it is required to be while '2. changes in society' could satisfy the required degree of intensity. '1. promising technology' was the only one with lower intensity than required. 본 연구의 목적은 2007개정교육과정에 의하여 중학교 기술․가정 교과 “기술의 발달과 미래사회”단원 내용분석(content analysis)을 하는 것이다. 내용분석을 위한 연구방법은 첫째, 2007개정교육과정의 중단원별 목표와 내용을 기반으로 하여 분석범주를 상위, 중위, 하위 개념으로 설정, 각 중위개념에 해당하는 하위개념의 빈도분석(frequency analysis)을 한다. 둘째, 각 중위개념에 해당하는 하위개념의 강도분석(intensity analysis)을 하기위해 Q분류척도방법을 이용하여 각 중위개념에 가중치를 부여하여 하위개념의 강도분석을 한다. 이와 같은 연구방법을 통한 연구의 결과는 다음과 같다. 첫째, 빈도분석 결과이다. 12종 교과서의 중단원별 빈도분석 결과는 나)전통기술의 이해>가)기술의 발달과 생활>다)미래의 기술로 나타났다. 각 중단원별 중위개념의 빈도분석 결과는 ‘가)기술의 발달과 생활’은 4.기술의 발달>5.기술의 영향>1.기술의 정의>3.기술의 분야>2.기술의 특성의 순서로 나타났다.‘나)전통기술의 이해’는 1.제조기술>2.건설기술>5.생명기술>4.통신기술>3.수송기술>6.전통기술의 체험의 순서로 나타났으며, ‘다)미래의 기술’은 1.유망기술>2.사회변화>3.올바른 발전방향 및 대처방안의 순서로 나타났다. 둘째, 강도분석결과이다. 12종 교과서의 중단원별 강도분석결과는 나)전통 기술의 이해>가)기술의 발달과 생활>다)미래의 기술의 순서로 나타났다. 각 중단원별 중위개념의 강도분석 결과는 ‘가)기술의 발달과 생활’은 4.기술의 발달>1.기술의 정의>5.기술의 영향>3.기술의 분야>2.기술의 특성의 순으로 나타났다. '1.기술의 정의'와 '4.기술의 발달'은 요구되는 비율에 비해 높게 강도가 주어졌지만, 나머지 중위개념은 강도가 낮게 나타났다. ‘나)전통기술의 이해’는 1.제조기술>2.건설기술>3.수송기술>4.통신기술>5.생명기술>6.전통기술체험의 순서로 나타났다. '2.건설기술','3.수송기술'은 요구되는 비율에 비해 높게 강도가 주어졌고,'1.제조기술'은 요구되는 비율과 부합된 강도가 주어졌지만, 나머지 중위개념은 강도가 낮게 나타났다. ‘다)미래의 기술’은 1.유망기술>3.올바른 발전방향 및 대처방안>2.사회변화의 순으로 나타났다. ‘3.올바른 발전방향 및 대처방안’은 요구되는 비율에 비해 강도가 높게 나타났으며, ‘2.사회변화’는 요구되는 비율에 비해 부합되게 강도가 나타났지만, ‘1.유망기술’만이 요구되는 비율에 비해 강도가 낮게 나타났다.

테크놀로지 체육수업의 필요성에 대한 중고등학교 교사들의 인식 연구

주형철,김상범 한국웰니스학회 2018 한국웰니스학회지 Vol.13 No.2

The purpose of this study was to investigate the perception of middle and high school physical education teachers about using technology at physical education class by using qualitative research. To achieve this goal, first, to investigate why the technology is necessary for physical education class, and second, figure it out about teachers’ perceptions and future directions on the use of technology in physical education class. The results are as follows. Physical education teachers recognized that using technology can be archived positive learning effect. Specifically, first, it can improve learning interest, fun and motivation. Second, technology can allows students to learn physical education inside the classroom. Third, physical education has become much smoother. Fourth, the knowledge of physical education and sports can be expanded. However, in order to obtain such positive effects, the following problems must to be solved. First, The functional problems of technology interfere with physical education. Second, the low functional stability of technology, lack of educational programs, and poor quality of education contents are limit on usability. Third, there is a need to prepare for the inability to control the class by using technology. Finally, the development direction of the technology physical education class is as follows. First, support system for functional problems should be provided. Second, it is necessary to develop technologies associated with physical education curriculum. Third, educational content should be developed to cultivate cooperation and cohesion through technology. Fourth, the perception of physical education class and technology will have to change. 본 연구의 목적은 질적연구를 통해 테크놀로지 체육수업에 대한 중고등학교 체육교사들의 인식을 알아보고, 앞으로 테크놀로지 체육수업이 나가야 할 방향성에 대해 알아보고자 한다. 이를 위해 테크놀로지 체육수업이 도입되어야 하는 이유와 필요성을 고찰하고, 실제 교육현장에서 체육교사가 느끼고 있는 테크놀로지 활용법에 대한 인식과 향후 방향성에 대해 살펴보고자 한다. 그 결과 체육교사들은 테크놀로지를 체육수업에 활용함으로써 다음과 같은 학습효과를 달성할 수 있다고 인식하고 있었다. 첫째, 학습흥미, 재미, 동기 등을 제고할 수 있다, 둘째, 교실 안 체육수업이 가능해진다. 셋째, 원활한 체육수업이 가능하다. 넷째, 체육 및 스포츠 지식을 확장시킬 수 있다. 한편 이러한 효과를 구현하기 위해 해결되어야 할 문제점은 다음과 같다. 첫째, 누구나 쉽게 접근할 수 있고 안정적인 테크놀로지를 활용해야 한다. 둘째, 테크놀로지가 갖고 있는 기능적 안정성과 교육용 프로그램 부재, 질 낮은 교육 콘텐츠 등으로 인해 활용성에 제약이 따른다. 셋째, 테크놀로지를 활용함으로써 나타날 수 있는 수업통제 불가능에 대한 대비가 있어야 한다. 마지막으로 테크놀로지 체육수업의 발전방향은 다음과 같다. 첫째, 지속적인 사후 지원 방안이 마련되어야 한다. 둘째, 체육교육과정과 연계된 테크놀로지의 개발이 요구된다. 셋째, 테크놀로지를 통해 협동심과 단결심 등을 함양할 수 있는 교육 콘텐츠가 개발되어야 한다. 넷째, 체육수업 그리고 테크놀로지에 대한 인식이 변화해야 할 것이다.

기술사업화 능력과 기술경영 성과의 관계에 대한 변혁적 리더십의 조절효과에 관한 연구

이태헌 리더십학회 2016 리더십연구 Vol.8 No.1

This study is an empirical study on technology commercialization and technology management performance, which are attracting attention mainly in industry. Especially, we tried to verify the moderating effect of transformational leadership on the relationship between technology commercialization ability and technical management performance and relationship. This study has identified the CEO’s manufacturing capacity, production capacity, and marketing competence that affect the performance of technology management. In addition, we investigated how the performance of technology management varies according to the strength of transformational leadership which is most important in technology commercialization. The results of the analysis are summarized as follows. First, in verifying the effect of technical commercialization capabilities on technical management performance, it was found that all technical commercialization abilities have a significant (+) effect on firm performance. It is believed that the technology commercialization capabilities contribute to the enhancement of corporate performance through successful technology commercialization. Second, The intellectual stimulation about the relationship between the technical commercialization ability and the technical management performance showed a positive effect (+), but the charisma had little effect. It is found that the core talents that are most required for technology-intensive SMEs that promote technology commercialization from the practical side are leaders who encourage creative intuition and logical solution. Therefore, SMEs that have leadership that stimulates intellectual stimulation and promote technology commercialization will not only reach the goal of technology commercialization, but also improve technology management performance, which will further enhance future competitiveness. 본 연구는 최근 들어 산업계를 중심으로 주목을 받고 있는 기술사업화와 기술경영 성과에 관한 실증연구이다. 특히 기술사업화 능력과 기술경영 성과의 관계와 그 관계에 있어서의 변혁적 리더십의 조절 효과를 검증하고자 하였다. 협의의 기술사업화 과정을 전제로 기술집약형 중소기업 최고 경영자의 제조역량 및 생산역량, 마케팅 역량이 기술경영 성과에 미치는 영향을 규명한 것이다. 또한, 기술사업화 추진 시 가장 중요시되는 최고 경영자의 리더십을 변혁적 리더십에다 초점을 두고 리더십 강도에 따라서 기술경영의 성과가 어떻게 달라지는 지를 조사하였다. 그리고 상관관계, 계층적 회귀분석 방법을 이용하여 분석하여 다음과 같은 결론을 도출하였다. 첫째, 기술사업화 능력들이 기술경영 성과에 미치는 영향 검증에서는 모든 기술사업화 세부능력들이 기업 성과에 유의한 양(+)의 영향을 미치는 것을 알 수 있었다. 이를 통하여 기술사업화 능력들은 성공적인 기술사업화를 통해 기업 성과 제고에 상당 부분 기여하는 것으로 판단된다. 둘째, 기술사업화 능력과 기술경영 성과의 관계에 대한 변혁적 리더십은 두 개의 하위 변수인 카리스마와 지적자극 중에서 지적자극은 대체로 조절 효과가 있는 양(+)의 효과로 나타났으나 카리스마는 거의 효과가 없는 것으로 나타났다. 이는 실무적 측면에서 기술사업화를 추진하는 기술집약형 중소기업에 가장 요구되는 핵심 인재상은 창의적 직관과 논리적 해결을 독려하는 리더형인 것으로 밝혀진 것이다. 따라서 지적 자극을 촉발하는 리더십을 갖추고 기술사업화를 추진하는 중소기업은 기술사업화 목표 도달뿐만 아니라 기술 경영 성과까지 향상되어 미래 경쟁력이 더욱 높아질 것이다. 키워드: 기술사업화 능력, 변혁적 리더십, 기술경영 성과

Technology Integration for Meaningful Learning Based on the Theory of Constructivism

Md. Abu Raihan;Han, Seung Lock 公州大學校 敎育硏究所 2012 교육연구 Vol.27 No.1

The purpose of the article is to explore the relationship between constructivism, technology, and meaningful learning and provides suggestions to help teachers translate constructivist methodologies into their own realities in teaching. In other words, this article seeks to explore constructivist teaching strategies that could benefit student learning in ways that are different from those practiced in traditional, non-technological classrooms. Technology and constructivist theory is changing pedagogies. We are moving toward a future in which computing is becoming more ubiquitous and there is evidence that technology is changing the way teachers conduct their teaching. Even so, few teachers are integrating technology into their teaching in ways that can support meaningful learning. Those who are usually successful in teaching with technology are those who constantly strive to facilitate student-centered learning environments that support and improve the depth and scope of student learning (Cuban, 2001; Ertmer, 1999). Further, they are likely to have experienced shifts in their learning paradigms and embraced constructivist teaching styles. In this regards, the authors have designed four models for technology integration based on the theory of constructivism such as (1) technology integration goals based on constructivism, (2) ways to use technology in real classrooms, (3) technology teacher and (4) teacher with technology. The authors of this article also designed a comprehensive checklist and recommended it to follow before integrating technologies in the real classroom for meaningful learning. 본 연구는 구성주의와 교육공학, 유의미 학습 간의 관계를 파악하여 교육현장에서 교사들이 구성주의를 활용할 수 있는 방안을 제안하기 위해 수행되었다. 즉, 전통적이고 비교육공학적으로 수업이 이루어지는 교실과 다른 상황에서 구성주의적 학습방법을 적용할 수 있는 방안을 탐구하는 것이 본 연구의 목적이다. 교육공학과 구성주의적 이론은 교육학적 방법을 변화시키고 있다. 유비퀴터스 환경이 조성되어 가고 있고, 이런 환경변화는 교사의 수업방법을 변화시키고 있다. 이런 환경변화에도 불구하고 교육공학적 기법을 유의미 학습과 통합시키려는 교사들 많지 않다. 교육공학적 기업을 활용하여 교수학습을 성공적으로 수행하는 교사들은 학생이 수행하는 학습의 범위와 깊이를 넓히려고 노력하는 학습자 중심의 학습 환경을 만들려고 노력하는 교사들이다. 더더욱 이런 교사들은 그들의 학습 패러다임을 바꾸고 구성주의적 교수방법을 선호한다. 이런 관점에서 필자는 구성주의 이론에 기초한 교육학적 통합방벙을 4가지로 고안하였다. ➀ 구성주의에 기초한 교육공학의 통합목표, ➁ 교실에서 활용할 수 있는 교육공학의 방법, ➂ 교육공학 교사, ➃ 교육공학을 활용하는 교사. 필자는 교육공학과 구성주의를 통합하는 종합점검표를 고안하였으며 유의미 학습과 교육공학을 통합하기 전에 종합점검표를 가지고 점검하기를 권고하였다.

The Relationship between Technology-Based Self-Service Convenience Orientation factor and Technology-Based Self-Service Convenience, Quality

Hee Jin Yang,Kyu Yeol Shim,Myoung Kwan Kim 한국유통과학회 2017 KODISA ICBE (International Conference on Business Vol.2017 No.-

This study examined effects of ease of use, information, control on technology-based self-service convenience perceived by customers who had ever used technology-based self-service and determined relationship between technology-based self-service convenience and technology- based self-service quality. In particular, this study categorized technology-based self-service convenience into five dimensions-decision, access, transaction, benefit, and post-benefit convenience and examined effects of influences factors on such multidimensional technology- based self-service convenience. The results of the empirical study can be summarized as follows: First, use of ease exerted significant influence on four dimensions of technology-based self-service convenience-decision, access, transaction, benefit-except post-benefit convenience among five dimensions of technology-based self-service convenience. Second, information had significantly affects transaction, benefit, and post-benefit convenience while dimensions―decision, access convenience had insignificant effects by information. Post-benefit convenience in relation to information was the most important factor in increasing generally convenience. Third, testing the hypothesis that technology-based self-service convenience would have significant effects on technology- based self-service quality revealed that decision, access, transaction, benefit, and post-benefit convenience had significant relationship.

기술거래 계약의 결과에 영향을 미치는 협상력에 대한 연구

변종원,이성철,허남일 한국기업경영학회 2013 기업경영연구 Vol.20 No.1

A company needs to keep on acquiring novel technologies to remain and become more competitive. Securing the intellectual property right (IPR) for the new technologies is no less important. Although one develops new technology investing lots of times and efforts, the one’s effort would be useless if he has no patent for the technology. This case happens frequently. These days, legal actions against IPR infringement increase. While companies specialized in IPR infringement called ‘Patent Troll’ increase, it is the best timing to acquire the IPR. The basic discipline of technology business is acquiring the IPR. Of course, the business includes the know-how of the technology; however, IPR means the security of technology dealing with. Technology business happens between a company having technology and the other company desiring the technology. Acquiring a right technology and securing good conditions using the technology is necessary, and it is dependent on the bargaining power. Then how does the negotiation influence on the technology business? How to negotiate decides the conclusion of a contract, and influence on the profit and loss of the company. Moreover, it can defend the claims those may happen while carrying out the contract. Negotiation is widely used as a process of business. In the globalized world, the importance of negotiation is ever increasing. The ability to lead negotiation to success becomes more and more important. Negotiation is regarded as a process in which the total profit is divided and shared. In the process one may take more than the other. For this reason, the research about the factors leading negotiation to success is necessary. However, considering the importance of negotiation skill, the research on this topic has made little progress. In a rapidly changing negotiation environment, enhancing negotiation skill is needed to secure corporate and/or national competitiveness. Now, an empirical research on factors effecting on the result of negotiation could provide a meaningful insight for negotiators and negotiation researchers. Also, this research focuses on how the skill of negotiator (qualities, judgment and leadership, and conversation skills), management and technology ability (technical skills, technology business experience of technology exporter, interest of management), and company situation in the opposite nation (information about difference of tradition, culture of technology exported nation, policy on the exported technology, and market character) influence on the result of negotiation. While validating the measurements, negotiator’s skill (character, judgment and leadership, and conversation skills), management and technology ability (experience of technology exporter, business experience, cohesion), and situation in the negotiation countries (culture and industry policy, market character) are regarded as positive factors effecting on result of negotiation for technology transactions. In addition, as a result of comparisons of standardized coefficient β values, which indicate independent variables’ effects on dependent variables, corporate environment of the negotiation partner’s country is the strongest factor in negotiation power. Following corporate environment are management’s interest in technology trades, management and technology competency, and negotiators’ understanding and proficiency. This result is expected to provide enterprises and negotiators a meaningful insight. Making good use of negotiation techniques and developing negotiation competencies will bring greater bargaining power. 기업은 신기술의 확보가 매우 필요하며, 신기술 개발에 따라 가장 우선적으로 하여야 하는 것은 특허 즉, 지적재산권의 확보이다. 최근에는 지적재산권의 침해에 따른 소송이 증대되고 있으며 특히 ‘특허 괴물’이라 불리는 전문적인 특허침해 소송기업도 있어 지적재산권의 확보는 더욱 더 필요한 시점이라고 할 수 있다. 기술거래가 빈번하게 증대되고 있는 현 시점에 합당한 기술의 확보 및 좋은 기술거래 조건을 확보하는 것은 필수적이며 기술거래는 협상력의 강ㆍ약에 따라 좋은 조건이나 이익에 차이가 발생될 수 있다. 그러면 협상이 실제적으로 기술거래에 어떠한 영향을 주는 것일까? 협상은 비즈니스 과정의 하나로서 광범위하게 사용되고 있다. 정보 기술의 발달로 가시적인 국경이 없어지고 국제화가 가속화되는 현실 속에서 협상의 필요성이 크게 증가하고 있으며 그 역할이 더 중요시 되고 있다. 본 연구에서는 기존연구에서 다루지 않았던 실제 기업 간 기술거래 현장에서 이루어지고 있는 기술거래결과에 영향을 주는 협상기법, 협상기술 등에 대해 구체적으로 분석하고 연구하고자 한다. 본 연구는 연구의 목적을 달성하기 위하여 실증분석을 통해 협상자의 협상력(협상자의 자질, 경험 및 협상력), 기술거래자의 경영 및 기술능력(기술제공자의 기술력, 거래경험 및 조직의 결속력), 기술거래 환경분석력(상대국가의 문화 및 산업정책, 시장특성 인식) 등의 변수가 요인을 설명하는 것으로 규명되었으며 규명된 독립변수가 종속변수인 기술거래 계약의 결과에 정(+)의 영향을 미치는 것으로 분석되었다. 이와 같은 분석결과를 실무에 활용한다면 기술거래협상에 있어서 좋은 협상 결과를 기대할 수 있을 것이며 나아가 무역이나 통상 등 협상에도 좀 더 유리하고 수익을 창출하는 협상 진행과 결과를 달성할 수 있을 것이다.