新知識經濟時代逐漸成型，造就了高科技產業的興起，亦同時帶動各種相關儀器的需求，尤其是高精密儀器設備。相較其他一般傳統製造產業，技術門檻相對較高的精密儀器產業是屬於高技術型產業。 本研究從台灣高科技產業的精密儀器銷售專案之觀點來實證三個研究目的。第一個目的是評估顧客知識管理，精密儀器銷售專案的績效與組織效益之間的關聯。第二個目的是評估知識領導對於顧客知識管理中的影響。第三個目的是評估不同特性的專案，其專案績效是否有所差異。分析結果發現，顧客知識管理對於專案績效與組織效益的關係具有完全中介效果，另研究結果顯示知識領導對於顧客知識管理具有深遠影響，此外，透過量化分析驗證了專案特性中，複雜性較高的專案與複雜性較低的專案，其專案績效具有顯著的差異。 This paper empirically investigates a sample of precision instrument sales (PIS) projects in Taiwanese high-tech industry with a 3-fold purpose. The first objective is to assess the associations among customer knowledge management (CKM), precision instrument sales (PIS) project performance, and firm benefit. The second objective is to evaluate the effect of knowledge leadership on customer knowledge management. The third objective is to determine the difference in PIS project performance among different project characteristics. These analyses suggest that PIS project performance fully mediates the effect of CKM on firm benefit. The results also show that knowledge leadership contributes significantly to customer knowledge management. Additionally, these data provide evidence for a significant difference in PIS project performance between projects with high and low complexity and between projects with medium and low complexity.
