在競爭激烈的時代，企業知識管理能力的重要性與日俱增，唯過去對知識管理的研究多偏屬組織或個人層次，本研究乃針對行銷團隊知識管理能力進行探討，以了解不同領導風格、團隊特性對知識管理能力之影響，並進一步探討資訊科技與社會防禦對知識管理能力與行銷績效之交互作用。
本研究以台灣的人壽保險公司行銷團隊成員為研究對象，採用問卷調查方式進行實證，藉由單一團隊發放複數問卷方式以取得團隊資訊，並採配對填答方式由主管評量行銷績效。本研究共發放問卷575份，回收有效問卷527份，計166個團隊，有效回收率91.65 ％。
在方法驗證上，本研究透過因素分析、信度檢定、迴歸分析、集群分析、區別分析與變異數分析加以實證，實證結果如下所示：
1.不同領導風格的行銷團隊，其團隊知識管理能力具有顯著的差異，其中轉換型領導風格的知識管理能力優於交易型領導風格。
2.團隊特性對行銷團隊知識管理能力具有部份顯著的影響，其中：
團隊背景異質性對知識管理能力有正向顯著影響。
團隊學歷異質性對知識管理能力有負向顯著影響。
3.行銷團隊知識管理能力對行銷績效有顯著影響，其中：
團隊知識分享對行銷績效有正向顯著影響。
團隊知識學習對行銷績效有正向顯著影響。
4.資訊科技與行銷團隊知識管理能力交互作用對行銷績效有正向顯著影響。
5.社會防禦與行銷團隊知識管理能力交互作用對行銷績效有負向顯著影響。

In the highly competitive era, enterprise knowledge management capability has rapidly increasing importance, However, the prior research on knowledge management mostly focused on organization or individual levels. In contrast, this study emphasizes exploring knowledge management capabilities of the marketing team. The purpose is to understand the effect on the knowledge management capability by the different style of leadership and team characteristics. Furthermore, this research also explores the interaction of information technology and social defense to knowledge management capacity and marketing performance.
By means of the marketing teams of the life insurance companies in Taiwan as a sample, the questionnaire is conducted by a single team, delivering with the plural form which includes matching method (assessed by Managers) in order to collect the team information. This questionnaire is delivered to 575 respondents and had 527 effective ones back. The totality of the teams is 166 with the 91.65% recovery rate.
Under the methodological examination, this research is tested through factor analysis, reliability test, regression analysis, cluster analysis, discriminant analysis and ANOVA is used to examine the hypothesis. The empirical results shows that:
1. There is a significant difference of the capability knowledge management with
different leadership styles, in which transformational leadership style is superior to transactional one.
2. There are partial influences on the knowledge management capacity of teams.
The heterogeneity of team background has the significant positive influence
on knowledge management capacity whereas the heterogeneity of academic
background has the negative one.
3. The knowledge management capacity of marketing teams has the significant influence on marketing performance.
The result shows that both the sharing and learning of team knowledge have significant positive influences on marketing performance.
4. The interaction of information technology and the knowledge management capability of marketing teams has the significant positive influence on marketing performance.
5. The interaction of social defense and the knowledge management capability of marketing teams has the significant negative influence on marketing performance.

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