دانشگاه اصفهان تحقیقات بازاریابی نوین 2228-7744 16 3 2026 09 23 Identification and Prioritization of Commercialization Policy-Making for Knowledge-Based Enterprises at Science and Technology Parks شناسایی و اولویت‌بندی خط‌مشی‌گذاری تجاری‌سازی شرکت‌های دانش‌بنیان مستقر در پارک‌های علم و فناوری 151 178 30404 10.22108/nmrj.2026.143872.3132 FA محدثه فتاح‌نژاد دانشجوی دکتری، گروه مدیریت دولتی، واحد بین الملل کیش، دانشگاه آزاد اسلامی، کیش، ایران محمد محمدی دانشیار گروه مدیریت دولتی، واحد تهران مرکز، دانشگاه آزاد اسلامی، تهران، ایران محمدرضا ربیعی مندجین دانشیار گروه مدیریت دولتی، واحد تهران مرکز، دانشگاه آزاد اسلامی، تهران، ایران Journal Article 2025 01 07 This study aimed to design a commercialization policy-making model for knowledge-based companies operating within science and technology parks. An exploratory mixed-methods (qualitative-quantitative) design was employed. In the qualitative phase, the dimensions, components, and indicators of the model were identified, leading to the development of a preliminary research model. The validity of this model was then assessed by using quantitative methods. Semi-structured interviews were conducted for data collection in the qualitative phase and thematic analysis was used as the analytical technique. The qualitative study population consisted of experts, managers, and university professors familiar with the research topic. Participants were selected through purposive sampling combined with a snowball approach until theoretical saturation was achieved, which occurred after 14 interviews. In the quantitative phase, data were collected using a 5-point Likert scale questionnaire. Composite reliability was used to assess the validity and reliability of the questionnaire, yielding a value of 0.815, while Cronbach’s alpha coefficient was 0.75. Quantitative data analysis was performed by using Interpretive Structural Modeling (ISM) and Partial Least Squares Structural Equation Modeling (PLS-SEM) with Smart PLS software. The qualitative findings revealed that the proposed commercialization policy-making model for knowledge-based companies in science and technology parks comprised the following components: market analysis and valuation, standardization, technology development and updating, product development, training and recruitment of specialists, protection of inventions and innovations, supportive laws and legal services, financial support and investment, external and internal networking, and export and marketing. The quantitative findings further indicated that the path coefficients of the variables were statistically significant, confirming the strong validity and fit of the model. Overall, the results demonstrated that the identified components significantly explained the commercialization policies of the knowledge-based companies under study.<br /><strong>Introduction</strong><br />In recent decades, with the expansion of the knowledge-based economy and the transformation of development paradigms, the role of knowledge and technology in economic growth has become increasingly prominent. Knowledge-based companies as key actors in the production, dissemination, and application of knowledge play a crucial role in value creation, employment generation, and enhancement of national competitiveness. One of the most critical challenges facing these companies is transforming scientific and technological achievements into marketable products and services—namely, commercialization. Commercialization not only ensures a return on investment in research and development, but also contributes to sustainable economic development and reduces dependence on traditional revenue sources.<br />In this context, science and technology parks serve as institutional platforms that support knowledge-based companies and play a vital role in facilitating the commercialization process. Despite the expansion of these parks and the growing number of resident firms, evidence suggests that commercialization performance often encounters significant challenges. These include weaknesses in policy-making, insufficient financial and legal support, ineffective networking, and a mismatch between products and market needs. Moreover, the low share of exports of knowledge-based products and the considerable gap between current performance and development goals highlight deficiencies in the commercialization policy-making system. Therefore, designing a comprehensive and context-specific model for commercialization policy-making for knowledge-based companies located in science and technology parks is a strategic necessity. This study aimed to identify, explain, and prioritize the components of such a policy-making framework.<br /> <br /><strong>Materials & Methods</strong><br />This research was applied-developmental in terms of purpose and descriptive-exploratory in nature, employing a mixed-methods (qualitative and quantitative) approach. In the first (qualitative) phase, semi-structured interviews were conducted to identify the dimensions and components of the commercialization policy-making model. The target population consisted of policy-making experts, technology management specialists, university faculty members, and managers of knowledge-based companies. Sampling was carried out purposively by using a snowball technique and interviews continued until theoretical saturation was achieved, which occurred after a total of 14 interviews.<br />Qualitative data were analyzed by using thematic analysis based on the Braun and Clarke approach. The analysis process involved multiple readings of the data followed by open coding, which generated a large number of initial codes. These codes were subsequently refined and consolidated into broader concepts and categories. Ultimately, 10 main categories were identified as the key dimensions of the commercialization policy-making model.<br />In the second (quantitative) phase, a researcher-developed questionnaire was designed to validate the extracted model. The questionnaire comprised 66 items measured on a 5-point Likert scale. The statistical population consisted of 417 managers, experts, and practitioners from knowledge-based companies, from which a sample of 200 respondents was selected by using Cochran's formula. The reliability of the instrument was confirmed through Cronbach's alpha (0.75) and composite reliability (0.815). Its validity was also verified using face validity, convergent validity, and discriminant validity.<br />Quantitative data analysis was performed by using Partial Least Squares Structural Equation Modeling (PLS-SEM) with Smart PLS software. Additionally, Interpretive Structural Modeling (ISM) was employed to determine the hierarchical relationships among the components. The Kolmogorov–Smirnov test indicated that the data were not normally distributed; therefore, non-parametric methods were deemed appropriate for analysis.<br /><strong> </strong><br /><strong>Research Findings</strong><br />The qualitative findings revealed that the commercialization policy-making model comprised 10 main components: market analysis and valuation, standardization, technology development and updating, product development, training and recruitment of specialists, protection of inventions and innovations, supportive laws and legal services, financial support and investment, internal and external networking, and export and marketing. Each of these components encompassed several sub‑indicators and dimensions, collectively forming a comprehensive framework for commercialization policy‑making.<br />The results of Interpretive Structural Modeling (ISM) showed that these components were structured across different hierarchical levels. "Export and marketing" were identified as the foundational elements at the lowest level of the system, while "commercialization policy‑making" was positioned at the highest level as the ultimate output of the model. Components like financial support, networking, and supportive legal frameworks were placed at intermediate levels, playing driving and facilitating roles within the system.<br />Quantitative analysis indicated that all relationships between variables were statistically significant, with path coefficients exceeding the acceptable threshold (t‑values of greater than 1.96 in bootstrapping tests). Model fit indices also demonstrated a strong fit: the Goodness‑of‑Fit (GOF) index was 0.633 (indicating a strong model), the Standardized Root Mean Square Residual (SRMR) was 0.048 (below the threshold of 0.08), and the RMS_theta was 0.091 (below 0.12). Additionally, the Average Variance Extracted (AVE) values for all constructs exceeded 0.5, while both Cronbach's alpha and composite reliability values were above 0.7, confirming the model's reliability and validity.<br />Furthermore, the results showed that the proposed model explained approximately 81% of the variance in commercialization policy‑making, indicating a high level of explanatory power. These findings confirmed that the identified components played a significant role in improving the commercialization process of knowledge‑based companies.<br /> <br /><strong>Discussion of Results & Conclusion</strong><br />Based on the findings, it could be concluded that successful commercialization in knowledge-based companies required a comprehensive and systematic policy-making approach that integrated market, technological, human, legal, and financial dimensions. Among these components, accurate market analysis and a thorough understanding of customer needs served as the starting point for effective policy-making. Standardization and technological development provided the necessary foundation for producing competitive products.<br />Furthermore, market-oriented product development, along with the recruitment and empowerment of skilled human resources, played a critical role in enhancing innovation and quality. The protection of intellectual property rights coupled with efficient legal frameworks ensured a secure environment for innovation activities. Financial support and investment also constituted essential infrastructure, enabling the expansion and sustainability of commercialization efforts.<br />Finally, effective networking combined with the development of domestic and international markets through export and marketing initiatives bridged the gap between production and market entry. The results of this study demonstrated that the coordinated integration of these components within a coherent model could significantly enhance the commercialization performance of knowledge-based companies. Therefore, it is recommended that policy-makers and managers of science and technology parks utilize this model to develop integrated policies, strengthen financial and legal infrastructures, expand collaborative networks, and enhance technological capabilities. Such measures can contribute to increasing the share of the knowledge-based economy in GDP, promoting technology-driven exports and improving the country's position in global competitiveness. هدف پژوهش حاضر، طراحی الگوی مدل خط‌مشی‌گذاری تجاری‌سازی شرکت‌های دانش‌بنیان مستقر در پارک‌های علم و فناوری است<em>.</em> پژوهش حاضر از نوع طرح‌های پژوهش آمیختۀ اکتشافی (کیفی-کمی) است. بر این اساس ابتدا با استفاده از رویکرد کیفی ابعاد، مؤلفه‌ها و شاخص‌های الگوی پژوهش، شناسایی و مدل اولیۀ پژوهش طراحی و در ادامه برای اعتبارسنجی آن با استفاده از رویکرد کمّی مبادرت شد. روش گردآوری اطلاعات در بخش کیفی، مصاحبۀ نیمه‌ساختاریافته و تکنیک تحلیل از نوع تحلیل مضمون بوده است. جامعة آماری در بخش کیفی شامل خبرگان، مدیران و اعضا هیئت‌علمی دانشگاهی آگاه به موضوع پژوهش بودند که به روش نمونه‌گیری هدفمند و با رویکرد گلوله‌برفی تا رسیدن به اشباع نظری انتخاب شدند که این موضوع در پژوهش حاضر با انجام 14 مصاحبه، حاصل شد. در بخش کمی، برای گردآوری اطلاعات از پرسش‌نامه با طیف لیکرت پنج‌درجه‌ای و در راستای سنجش روایی و پایایی پرسش‌نامه از پایایی ترکیبی استفاده شد که مقدار 815/0 را نشان داد. میزان آلفای کرونباخ نیز عدد 75/0 را نشان داد. تحلیل داده‌ها در بخش کمّی با روش مدل‌سازی معادلات ساختاری انجام شد. نتایج پژوهش در بخش کیفی نشان داد طراحی الگوی خط‌مشی‌گذاری تجاری‌سازی شرکت‌های دانش‌بنیان مستقر در پارک‌های علم و فناوری به‌ترتیب دارای مؤلفه‌های تحلیل و ارزش‌گذاری بازار، استانداردسازی، توسعه و به‌روزرسانی فناوری، توسعة محصول، تربیت و جذب متخصص، صیانت از اختراعات و نوآوری‌ها، قوانین حمایتی و خدمات حقوقی، حمایت مالی و سرمایه‌گذاری، شبکه‌سازی خارجی و داخلی و صادرات و بازاریابی است. یافته‌های بخش کمّی نیز نشان داد که ضریب مسیر متغیرها باهم ارقامی درخور توجه را نشان می‌دهد و به این معناست که مدل پیشنهادی از اعتبار و برازش مطلوبی برخوردار است. نتایج کلی حاکی از آن است که مؤلفه‌های شناسایی‌شده به‌طور چشمگیری خط‌مشی‌گذاری تجاری‌سازی شرکت‌های دانش‌بنیان مورد مطالعه را تبیین می‌کند. https://nmrj.ui.ac.ir/article_30404_844b12d7e727a6fa5b1745a06d1319b2.pdf