The study aims to clarify the behavioral patterns of technology transfer professionals (TTPs) required in university technology commercialization. In the past, TTPs simply transferred technology using functional skills and experience gained in specific science/business fields; however, now they are often required to be entrepreneurial in the process, as mentioned in the literature and manuals on the TTP's job. However, we know little about what type of behavioral patterns of entrepreneurship are required for TTPs. Through our explorative case studies of veteran TTPs in Japan, we found concrete behavioral patterns within the theoretical framework of effectuation. TTPs start with the means they can use, try to set temporary goals under high uncertainty, raise technological value using affordable resources, and get stakeholders' involvement. In performing these activities, they take control of emerging situations and iterate several trial-and-error processes to deal with contingencies to accomplish their technology transfer projects. We found that entrepreneurial universities require TTPs who possess not only functional skills but also an understanding of how TTPs act to bridge the Valley of Death.

该研究旨在阐明大学技术商业化所需的技术转让专业人员 (TTP) 的行为模式。过去，TTP 只是使用在特定科学/商业领域中获得的功能性技能和经验来转移技术；然而，正如有关 TTP 工作的文献和手册中所提到的，现在他们通常需要在此过程中具有创业精神。然而，我们对 TTP 需要什么样的创业行为模式知之甚少。通过对日本退伍军人 TTP 的探索性案例研究，我们在效果理论框架内找到了具体的行为模式。TTP 从他们可以使用的手段开始，尝试在高度不确定的情况下设定临时目标，使用负担得起的资源提高技术价值，并让利益相关者参与进来。在执行这些活动时，他们控制新出现的情况并迭代几个试错过程来处理突发事件，以完成他们的技术转让项目。我们发现创业型大学需要的 TTP 不仅具备实用技能，而且还了解 TTP 如何跨越死亡之谷。