The relationships among information systems, knowledge sharing, and customer relationship management in banking industry

Abstract

Knowledge sharing continues to be an important research topic because it is a prerequisite to good customer relationship management (CRM). Knowledge sharing will lead to higher profitability through increasing CRM capability. This idea seems to have been ignored by other researchers. Previous research has focused on individuals' belief, attitudes, and behaviours that affect knowledge sharing and CRM but had paid little attention to the fact that technology is a mechanism that fosters knowledge sharing and hence increases CRM profitability. Applying the technology acceptance model (TAM) and Delone and McLean (D&M), the article presents a synthesis framework linking technology characteristics, beliefs of users, knowledge sharing, CRM capabilities, and profitability. We test the framework thorough the Structural Equation Modelling (SEM) approach. The data consist of 325 questionnaires for the banking industry in Vietnam. The study reveals that technology characteristics have a significant impact on knowledge sharing but not on CRM. Moreover, the research found that knowledge sharing contributes to improving CRM capability and profitability.