Intra-company technology transfer in a multinational industrial firm

Little literature has been developed to describe the process of transferring a corporation's technology between international units of that company for ultimate transfer to their external customers (Kimberly 1981 and Leonard-Barton and Sinha 1993). This paper addresses the issues at Air Products and Chemicals, Inc. involved in the transfer of applications technology. Technology is transferred from the unit of the corporation which develops the technology to international affiliates and subsidiaries. The ultimate goal is the support of product sales to the external industrial customer. A strategy for this type of organization is described which is supported by references to theoretical constructs in the literature and empirical observations from the organization itself.