Procedia - Social and Behavioral Sciences 230 ( 2016 )

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1 Available online at ScienceDirect Procedia - Social and Behavioral Sciences 230 ( 2016 ) rd International Conference on New Challenges in Management and Organization: Organization and Leadership, 2 May 2016, Dubai, UAE Customer Knowledge Management and Organization s Effectiveness: explaining the mediator role of Organizational Agility Najme Mehdibeigi a,*, Masoud Dehghani b, Nour mohammad Yaghoubi c a MA in IT Management, University of Sistan and Baluchestan, Zahedan, Iran b Ph.D Student of Public Administration (HRM), University of Sistan & Baluchestan, Zahedan, Iran c University of Sistan and Baluchestan, Zahedan, Iran Abstract This research aims to study the effect of customer knowledge management on organizational agility and effectiveness. In terms of purpose, this is an "applied" research and Due to the nature of the research, the data-collection method is "descriptive survey". The statistical population of this research includes 130 employees of private banks in Sirjan. The sample size was estimated 97 people by using Krejcie & Morgan Table (1970) and cluster sampling method was used. Data collection tool is closed questionnaire with Likert's five-option spectrum. Therefore, 105 questionnaires were distributed and collected and 97 valid questionnaires were analyzed. Content validity was used to determine the validity, Cronbach's alpha was used to determine the reliability, and the coefficients for components were more than 0.7. To test hypotheses structural equation modeling using SmartPLS 3 software was used to test hypotheses. The results showed that customer knowledge management impact on organizational agility and organizational effectiveness and customer knowledge management through organizational agility has significant positive impact on organizational effectiveness. Finally, some practical suggestions, future research suggestions and research limitations are presented The Authors. Published by by Elsevier Elsevier Ltd. Ltd. This is an open access article under the CC BY-NC-ND license ( Peer-review under responsibility ofthe Ardabil Industrial Management Institute. Peer-review under responsibility of the Ardabil Industrial Management Institute Keywords:Customer Knowledge Management, Organizational Agility, Organizational Effectiveness, Private Banks *Corresponding author. Tel.: ; fax: address:mehdibeigi.n@gmail.com The Authors. Published by Elsevier Ltd. This is an open access article under the CC BY-NC-ND license ( Peer-review under responsibility of the Ardabil Industrial Management Institute doi: /j.sbspro

2 Najme Mehdibeigi et al. / Procedia - Social and Behavioral Sciences 230 ( 2016 ) Introduction Due to extensive changes in today's world and the intensification of competition, many researchers paid attention to design appropriate strategies for effectiveness organizations and rapid and effective implementation them. The concept of efficiency is one of the most important issues in the understanding of organizational behaviour which is known as the main cause of development of the organizational theory and the main subject in practical field. Malhotra (2005) in his studies said that effectiveness is doing the right things, not doing things right. Effectiveness is one of the Criteria for the achievement of organizational goals which is considered in all field (classical, neoclassical, contingency, etc.) and can be achieved by different approaches and hence it is an overall concept (Malhotra, 2005). Research shows that optimization of organizational knowledge through different ways increases the efficiency and effectiveness of the organization, therefore knowledge should manage to ensure the provision of desirable goods and services to customers and attain their satisfaction (Bhatti et al., 2011). Today's competitive economy and stressful environment made knowledge management to organize as an important factor for the business benefits and competitive advantages. Organizations should know how to use knowledge management to develop of their revenues and profits and their goals. But the available methods and procedures to measure the effectiveness are disappointing and continuous needs for assessments and evaluations of this issue are felt (Zheng et al., 2010). Relying on knowledge as a key factor of competitiveness in the global economy, companies may be looking for a key component which called customer knowledge (Gilbert et al., 2002). This knowledge is superior which enables organization to exploit the resources and increase its ability for competition. Customer knowledge processing involved with customer relationships management which his aim in business process is retaining customers. Customer Relationship Management is an advanced step to gather information about customers in order to understand and influence customer behaviour (Soliman& Spooner, 2000). The recent studies have reflectedthat the possible competition between the knowledge management and customer relationship management to attaina sustainable competitive advantage. The mixture of these two theories is known the customer knowledge management (CKM) which is a good method to obtain knowledge of the customer and supply the most appropriate knowledge for him. Customer knowledge management is in connection with the acquisition, sharing and the development of customer knowledge and it aims to give benefit between customers and organizations (Sarhadi, 2013). On the other hand, Organizations are forced to look for agility to compete in the twenty-first century because modern organizations face with increasingly pressure to find new ways to compete efficiently in the global dynamic market. Agility promotes the organization ability to offer high quality products and services; therefore it becomes an important factor for productivity of organization. Banks are such organization in which the issues of knowledge management, agility and efficiency are vital in them. Banks are considered as an essential component of financial systems in the economy have a great impact on the economy and world trade as financial. With increasing competitors, banks are realized the importance of attracting the customers and their benefits. Customer is one of the main factor and the condition of success of the banking industry. Advantages of customer knowledge management should be taken in the banks so that information and experience are systematically applied, in a way that invention, competence, efficiency and accountability of the organization are improved (Sarhadi, 2013). Considering the importance of the above cases, this research seeks to answer this question "Is there relationship between customer knowledge management, organizational agility and organizational effectiveness?" 2. The Research Literature 2.1. Customer knowledge management Today the customer is known the most important source of knowledge for companies. Researchers believe when customers use a service or a product they get plenty of knowledge and experience. This knowledge has become an important resource for organizations and acquiring it has become a new competitive advantage for companies. On

3 96 Najme Mehdibeigi et al. / Procedia - Social and Behavioral Sciences 230 ( 2016 ) the other hand, customers need knowledge in order to best buy that must be provided by companies. Customer knowledge management involves processes that are related to identification and acquisition of customer information, as well as the creation and operation of customer knowledge. Such information is beyond the outer limits of the company and this knowledge extracted can be to create value for the organization and its customers (Paquette, 2006). As a kind of external knowledge, customer knowledge is viewed as an important resource that can be managed to support new product development, to facilitate the sensing of emerging market opportunities and to improve long-term customer relationships. As such, customer knowledge management is concerned with the management and exploitation of customer-related knowledge (Jiebing et al. 2013). Create shared customer knowledge with organization in order to create value for both parties can achieve better products Organizational agility Since the early 1990s, the paradigm of agility was considered as the solution for environmental dynamic management(yusuf et al, 2001) and a strategy for empowerment in order to maintain competitive advantage in a turbulent environment(hooper & Brassard, 1998). Agility is related to the ability to meet unexpected changes and take profitable advantage of the change as an opportunity(zhang & Sharifi, 2007)and can have profit or, market share and attract customers(white et al, 2005). Organizational agility considers several fundamental capabilities that include accountability, competency, flexibility and speed. Various definitions of agility have been providing yet. Iacocca institute defines agility as a production system with the capability of software and hardware technology, trained human resources and information to meet the needs which is changing rapidly(trong et al, 2005). Agility is a successful implementation of the competitive principles such as speed, flexibility, innovation and quality by reintegrating resources and best practices to provide customer-oriented products and services in environment with rapidly changes (Trong et al, 2005). Agile organizations are designed to understand and predict changes in the business and they deal with their structured. Satisfaction of customers and employees is one of the agile organization s goals. An agile enterprise has to design its organization, processes and products in such a way that it can respond to changes appropriately within a specific time frame (Balaji et al., 2014) Organizational effectiveness Organizational effectiveness plays an important role in organizational development. Organization is effective when is able to manage ambiguity, flexibility, customer-oriented, production, value-oriented and structured learning and knows the main job area and employees empowerment (Uhl-Bein et al, 2007). Experts have been defined organizational effectiveness to the degrees and level of attainment of the goals (Hunter et al, 2007). According to the Drucker (1964), organizational effectiveness is the correct performance and it is the key to success. The most prominent definition of organizational effectiveness is achievement level of organizational goals, in other words, "Where am I" and "Where should I be." These two sentences determine the organizational goals. Kumaresan & Swarooprani s (2015) opinion attaining a high level of organizational effectiveness will be the ultimate aim of any organization. Also Organizational effectiveness involves people's perceptions of how effective an organization is in pursuing its goals Previous research Navarro et al. (2016) examined a method in which the relationships among knowledge management structures, organizational agility, and firm performance were studied. The findingsindicated that this modelling exercise assert the effectiveness of knowledge management processes sequence. It also confirmed not only the direct impact of knowledge application on the organizational performance, but also the mediating effect of organizational agility on this relationship.fidel et al. (2015) tested the effects of two variables including realizingthe customers collaboration

4 Najme Mehdibeigi et al. / Procedia - Social and Behavioral Sciences 230 ( 2016 ) role in an innovation process and innovation orientation in CKM) as an antecedent. This model furthermore tried to seek the impact of CKM and customer collaboration on marketing results. The obtained results had some significant academic and managerial implications and revealed that mixture of customers and openness to innovation are key inputs because of their impacts on CKM and marketing results. Haji Karimi and Mansourian (2012) in an article entitled "Review and explain the role of customer knowledge management in improving organizational performance" examined a model to determine the relationship between the components of customer knowledge management by improving organizational performance and customer relationship management. The results showed that data receiving, knowledge development and customer relationship management have effect on improving organizational performance. Also data receiving, data processing and customer knowledge development have effect on customer relationship management. On the other hand, data processing has effect on the customer knowledge development and knowledge development has effect on data receiving. Barzin Pour et al (2010) in an article entitled "providing the conceptual framework of elements and components of customer knowledge management at Melli Bank" provided a framework of indicators to measure customer knowledge in the banking industry. In this regard, the existing measures to manage customer knowledge were extracted from the literature and important indicators were chosen by academic experts. On the other hand, indicators of knowledge management in the banking industry were finalized by experts by studying the effective factors and indicators in the banking industry and combining them with selected indicators of customer knowledge management. The case study of this research is one of the Iranian banks. The validation of the proposed framework was done through interviews with academic experts, production and distribution of the questionnaires among banking industry experts and university professors. Aghdasi and Ranjbar (2009) in an article entitled "Measurement of customer knowledge management maturity in the insurance companies" investigated the management on the customer knowledge capital; identify the current situation and improve it. The results showed that most insurance companies in terms of customer knowledge management have a maturity level. It means that they were not aware of customer knowledge management so they don t want to use it. In addition, insurance companies identify strengths and weaknesses insurance companies were identified and suggestions to improve situation of managers were provided. 3. The Theoretical Framework and Conceptual Model In this study, about independent variable, dimensions of customer knowledge management (CKM) are derived from a study of Barzin pour et al (2010) which provided the examined components of the customer knowledge management in the bank during the study article entitled "providing the conceptual framework of elements and components of customer knowledge management at Melli Bank". These components are: knowledge, human resources, communication and interaction, structural and customer capital. Organizational agility is evaluated based on model of Bagherzadeh et al (2010) which examined agility based on four components: accountability, competence, flexibility and speed. Organizational effectiveness is evaluated based on the Parhizagri and Gilbert (2004) which examined organizational effectiveness based on nine components of the mission, supportive policy, suitability of organizational design, working conditions, payment and benefits, positive administrative actions, Loyalty and honor of labor, operational efficiency and customer behavior. Customer Knowledge Management Organizational Effectiveness Organizational Agility Fig 1. Conceptual Model of Research

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7 100 Najme Mehdibeigi et al. / Procedia - Social and Behavioral Sciences 230 ( 2016 ) Testing the hypotheses In the present study due to the small size of data, structural equation modeling (SEM) and SmartPLS 3 software were used to confirm or reject hypothesis which used the partial least square method (PLS). Figure 2: Output of Causal Relationship Test between Variables in T-value mode. According to the figure 2, if the T value is between and +1.96, the relationships between variables will not be significant at the 95% confidence level and if T value is lower than and upper than +1.96, the relationships between variables will be significant at the 95% confidence level. Accordingly, all of the relationships between variables are significant. Figure 3: Output of Causal Relationship Test between Variables in Standard mode The summary of research model is presented in the following table:

8 Najme Mehdibeigi et al. / Procedia - Social and Behavioral Sciences 230 ( 2016 ) Table 5: The Results of the Structural Equation Modelling Implementation of Research Hypotheses Relationship between variables of Research t-value Direct effect (R) Indirect effect Total effect Result Customer Knowledge Agility ManagementOrganizational Confirmed Customer Knowledge ManagementOrganizational Effectiveness Confirmed Organizational Agility Organizational Effectiveness Confirmed Customer Knowledge Management Organizational Agility Organizational Effectiveness.704 *.457 = Confirmed In Table 6 quality indicators model in partial least squares method is provided. As can be seen research model has a good quality because their construct cross validated communality of variables are positive and their composite reliability are more than 0.7 and also their average variances extracted are more than 0.5. Table 6: Indicators of the Model Quality and Their Acceptance Level in the Partial Least Squares Method Number index of Quality model Level of acceptance Customer Knowledge Management Organizational Agility Organizational Effectiveness 1 construct cross validated communality 0 > = composite reliability.7< the average variance extracted.5< Discussion and Conclusion The results showed that customer knowledge management has a positive effect on organizational agility. The results also showed that customer knowledge management has a positive effect on organizational effectiveness and the effect of customer knowledge management through organizational agility on organizational effectiveness is more than its direct effect on organizational effectiveness. So the organizational agility plays well the role of mediator. The results also showed the structural equation modeling that the components of structural capital and human capital have the most important role in explaining the customer knowledge management. The structural capital is IT infrastructure, organizational strategy and work processes according to the knowledge management customers. The human capital is organizational culture to encourage education and motivation, valuing the individual knowledge of employees and customers, staff empowerment and literacy and awareness of information technology (Barzin Pour et al., 2010). In comparison with similar studies, Sarhadi (2013) in a research examined the relationship between customer knowledge management with organizational performance enhancement in the banking industry. In this study, the components of structural capital and human capital had the greatest effect in improving organizational performance based on customer knowledge management. Haji Karimi and Mansourian (2012) in an article examined the model to determine the relationship between the components of customer knowledge management in order to improve organizational performance and customer relationship management in the banking industry. The results showed that data receiving, knowledge development and customer relationship management have effect on improving organizational performance. Also data receiving, data processing and customer knowledge development have effect on customer relationship management. On the other hand, data processing has effect on the customer knowledge development and knowledge development has effect on data receiving.

9 102 Najme Mehdibeigi et al. / Procedia - Social and Behavioral Sciences 230 ( 2016 ) According to the results, it is suggested to bank managers that they provide mechanisms in their organization in which all the necessary information are provided for customer and also they provide related services to each market segment. They also provide facilities for customer to work in related fields with their job and can continue their education. In addition they can take necessary measures by having courses in marketing, negotiation skills, and customer orientation to empower their employees in connection with the customers. Also it is suggested to managers to strengthen the process of acquiring knowledge in their organization and strengthen the required structures to become a learning organization. It is also recommended to conduct future studies; they use qualitative methods such as interviews and focus groups to assess more accurately the customer knowledge management in the banking system. They can examine this subject in other industries such as manufacturing industries and compare the results with the findings of this study. The main limitation of this study can be the completion of a questionnaire by the individuals. Although this is a common method in social science research, but may cause some errors in the orientation of the respondents. According to the researcher, interview is preferable than this method. References Aghdasi, M., Ranjbarfard, M. (2009). Measurement of customer knowledge management maturity in Iran insurance companies. The insurance industry journal, No. 1 & 2, pp (in Persian). Bagherzadeh, M. R., Balouei Jamkhaneh, E., Moafi Madani, S. R. (2010). Checking the status of agility capabilities in government agencies (Case study: Mazandaran Post Office). 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