在知識經濟時代，知識管理在企業的發展流程中的地位越來越重要。電子科技業之銷售部門身處企業的最前線，也是離消費者和市場最貼近的關鍵性部門，因此加強該部門中銷售人員知識的管理工作，促進人員之間知識分享行為的互動，為企業管理和資訊管理領域的關鍵性核心問題。
由於電子業之銷售人員的知識管理相當重要，本研究運用心理學領域的理性行為理論，對影響知識分享行為的因素做出量化的實證研究。在現有的文獻之中，多數的學者都以建構概念模型為基礎，對知識分享行為做出質化的研究，而相關的量化實證分析並不多見。本研究運用對影響知識分享行為因素的研究，設計個別影響因素的指標系統，在此基礎上建構出統計調查問劵表。運用小樣本調查和統計問劵資料的處理，並保證各項指標的信度和效度；運用小樣本所分析的結果，而建構出正式之統計調查問卷表，對多種產業銷售部門中的電子業之銷售人員加以問卷調查。問卷資料的處理，執行了對影響銷售人員知識分享行為因素之間的研究假設關係分析。
理性行為理論(TRA)分為激勵、價值評估、人際關係、知識分享態度、主觀規範五大構面；各個理性行為因素如何對知識分享意圖有所影響，即為本研究所要探討的核心問題。本研究對上述五大理性行為因素構面，對知識分享意圖的影響來加以探討，而做出本研究之研究架構。
本研究之研究結果證實，在銷售人員隱性知識分享行為當中，個別知識分享態度，在整個影響分享行為的因素中佔有主導地位。知識分享態度對知識分享意圖具有顯著性的正面影響。主觀規範透過知識分享態度來間接影響知識分享意圖。由知識分享行為所帶來激勵，對知識分享態度具有顯著性的正面影響。同時，人際關係和價值評估，透過主觀規範，對知識分享態度發揮間接的影響，進而影響知識分享的意圖。
最後，本研究針對量化實證分析的結果做了系統性的報表解讀，提出了一些促進電子業之銷售人員知識分享行為的結論與建議。本研究以理性行為理論為基礎，並加入了人際關係等因素，來分析知識分享行為。在後續研究者未來的研究中，可以透過對其他影響知識分享之態度、主觀規範等因素來加以探討，以此為基礎來延伸該研究的內容。本研究所得出的結論，對於未來類似領域的研究，具有相當程度的參考與借鏡的附加價值。

Through the quantitative empirical study on the factors which has influenced the first line sales force’s knowledge sharing behavior of The Electronic Companies, the present study designs each factor’s indicator system to make a questionnaire, and then small-sample questionnaire investigation and the data analysis are made to ensure the reliability and validity of each indicator. Finally, the formal questionnaire is accomplished to investigate first line sales force’s knowledge sharing behavior many fields. After dealing with the big-sample data, the influencing factors’ hypothetic relationship is analyzed through the structural equation model (SEM).
The research results show that the individual’s sharing attitudes dimension toward the intention and behavior has played an important role among those factors. Knowledge sharing attitude dimension has significant positive influence on the knowledge sharing intention and behavior, and the subjective norms dimension has indirect influences on the intention and behavior through the attitude dimension. Besides, motivation dimension have significant positive influences on the first line sales force’s knowledge sharing attitude dimension. At the same time, knowledge sharing value assessment and interpersonal relationship dimension has indirect influences on the attitude dimension through the subjective normal dimension. Furthermore, motivation dimension influence knowledge sharing intention and behavior.
Finally, the research makes the explanation on the theory, and provides some suggestions and measures to facilitate the first line sales force’s knowledge sharing behavior of The Electronic Companies. This article uses the theory of reasoned action to analyze the first line sales force’s knowledge sharing behavior of The Electronic Companies, and it also adds the interpersonal relationship dimension with traditional Chinese culture. Therefore, other factors which have influences on the knowledge sharing attitude dimension and subjective normal dimension can be discussed to enrich the content of the study. The conclusion of the present study will do some help for the further research in the same field.

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