Challenges in academic commercialisation: a case study of the scientists' experiences

Abstract

This paper introduces findings from a 2-year commercialisation project, KnoPro, where a Finnish university and few life science companies together with a number of intermediary organisations searched for business opportunities for academic research. The data of this intensive case study are organised in narrative episodes in which the actors attached versatile meanings to commercialisation. The episodes illustrate how academics approach commercialisation from the research perspective without true commercial efforts. They prioritise research and teaching ahead of commercialisation which constitutes a challenge for commercialisation. According to this study, successful commercialisation necessitates thinking in business terms, e.g. researchers should learn to use sales arguments when promoting their research.