The trust "builders" in the technology transfer relationships: an Italian science park experience

This study proposes and assesses the effectiveness of a solution for disseminating trust in the technology transfer services. Focusing on the original experience of a science park located in Northern Italy, we propose a model focused on interface figures capable of conducting a direct dialogue with an enterprise and gaining its trust thanks to their reputation of reliability and expertise, the informal-personalised nature of the contact and their geographic, social, cultural and professional proximity. These factors stem from the features of this particular ‘‘boundary spanner’’ who identifies in the case-study with retired business owners/managers. This solution has proven to be particularly effective for small and medium-sized enterprises that typically show a preference for local and informal contacts within the networks and the need to refer to guide-figures when interacting with external knowledge sources because often they are not used to such scenarios.