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Feature
Nature Biotechnology  20, 1085 - 1089 (2002)
doi:10.1038/nbt1102-1085

Value drivers in licensing deals

Katie Arnold1, 7, Anthony Coia2, 7, Scott Saywell3, 7, Ty Smith4, 7, Scott Minick5 & Alicia Löffler6

1  Katie Arnold is a marketing manager at Guidant, Santa Clara, CA.

2  Anthony Coia is a consultant for L.E.K., Chicago, IL.

3  Scott Saywell is a strategic marketing manager for Genitope, Redwood City, CA.

4  Ty Smith is a marketing manager for the First Genetic Trust (Deerfield, IL).

5  Scott Minick is a partner at Arch Ventures (Seattle, WA).

6  Alicia Löffler is a professor and director of the Center for Biotechnology at the Kellogg School of Management, Northwestern University, 2001 Sheridan Road, Evanston, IL 60208

7  Katie Arnold, Anthony Coia, Scott Saywell, and Ty Smith were previously MBA students at the Kellogg School of Management.

Correspondence should be addressed to Alicia Löffler a-loffler@kellogg.northwestern.edu
Various valuation formulae do not explain the valuation of many licensing deals, indicating that persuasive negotiators play an influential role.

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Nature Biotechnology
ISSN: 1087-0156
EISSN: 1546-1696
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