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The aim of this study is to draw on various models of burnout and test hypotheses relating to anticipated differences in the burnout process between inbound versus outbound call centre agents. This is achieved by comparing the magnitude of the relationships in the sequence of customer stressors → emotional exhaustion → depersonalization → reduced personal accomplishment across a sample of inbound and outbound call centre agents working in a large retail bank call centre in New Zealand.

Data were collected from inbound and outbound call centre agents of a large retail bank call centre in New Zealand via a self‐administered survey questionnaire electronically distributed to all 195 call centre agents working in the bank's two call centre locations. Data obtained from the call centre agents were analysed using the SEM‐based partial least squares (PLS) methodology.

The findings of the study reveal significant differences between inbound and outbound call centre agents in terms of the extent to which emotional exhaustion impacts depersonalisation as well as the extent to which depersonalisation influences feelings of reduced personal accomplishment.

The research advances understanding of differences in the burnout process as perceived by inbound versus outbound call centre agents. Call centre management might consider improving the work environment to bring about greater job discretion/autonomy, greater job variety and performance monitoring in order to attenuate the stronger impact of these relationships in an inbound context.

These findings extend our understanding of these phenomena in the largely unexplored yet important context of call centre agent‐customer interaction in specifically highlighting differences between inbound and outbound call centre agent burnout.

Cold calling being one of the most preferred modes of sales strategies in the past, with all digital platforms setting in, is it still the best option a B2B service firm has? To seek answer to this interesting question is the purpose of this paper. The study seeks to understand the contributions of both the sales force and the digital marketing team towards lead conversion. The paper also aims to derive a sense-making model for lead conversion based on a few propositions of the study.

The authors have adopted mixed method approach. The authors have chosen a small enterprise offering B2B services to understand the sales process. The past one-year cold calling data were analyzed. In addition, 15 in-depth interviews were conducted among the managers and the executives of the firm. The study adopts the AIDA model of customer response and the stages of selling process to better map the sales process of the firm. Based on the analysis, a new model is proposed to aid lead conversions.

The findings suggest that cold calling is not an effective mode of sales strategies in this case as the firm experienced a very low conversion rate. However, with the integration of digital marketing efforts with sales process, the sales team could achieve higher conversion rate.

Very few studies in the literature examines the effectiveness of cold calling strategy integrated with digital marketing efforts. This is one of the few studies examining cold calling strategy in B2B service firm in India.

The purpose of this paper is to explore and describe associations between the strategic (market/industry) context, the operational requirements, and the work design of in‐house, inbound call centres in the financial sector.

This cross‐sectional study uses data from a survey conducted between February 2002 and September 2005 as part of the Global Call Centre Industry Project, which included call centres from 17 countries. The present analysis is based on a sub‐sample of 375 call centres from that survey.

Managers of in‐house, inbound call centres in the financial‐services sector claim that they adopt a relationship‐oriented approach to the work of their call centres; however, the present study demonstrates that they fail to design their employees' work appropriately to meet this requirement. This is especially the case for call centres in the insurance sector.

The original data collection was undertaken in a much broader context than this delineated study. There is a need to develop the concepts of relationship building and work design in the context of call centres. There is also a need to explore the perspective of employees with regard to operational requirements and work design and the customer's perception of service quality.

If managers of call centres in the financial‐services sector really wish to encourage relationship building between employees and customers, they need to reconsider the current work design of their call centres.

The paper enhances knowledge of how operational requirements are linked to work design in call centres.

Marketing seeks to sell the products that provide jobs and pump dollars into the economy. Especially in a region still struggling out of recession, marketing becomes a key element of business organization. With changing economic conditions and the development of modern technology, organizations have refocused their marketing functions and efforts for competition and survival.

The purpose of this conceptual paper is to examine key operational tradeoffs and challenges that call center managers face.

To support the concepts advanced in this paper, an embedded case study is used from an inbound call center for a regional wireless phone company that operates in the USA. The research involved: a review of available service quality and call center management literature; development of a resource‐based framework to understand key operational tradeoffs; use of a case study approach with structured interviews of key managers and employees; and synthesis of this data in order to understand why and how these managers made key operational tradeoff decisions. The case study was done on an inbound customer service call center for a regional wireless phone company that operates in the Southeastern USA.

This research suggests that there are four key resource management decisions that must be addressed in order to improve service quality and effectively manage call center operations: the efficient deployment and use of labor, effective leveraging of technology, capacity management, and demand management.

The use of a single case approach limits the generalizability of results; however, this methodology is effective in providing rich data and a research framework to both build theory and advance future research in this arena.

It is noteworthy that while technology, capacity management, and demand management systems are essential, labor remains a key differentiator in achieving high service quality. A call center must provide dependable service with knowledgeable, honest, polite and empathetic employees who can efficiently answer customers' questions while also promoting more products and services to improve profitability.

While this research is primarily conceptual, it also uses a case study to explain why and how managers make key tradeoffs in order to compete effectively on service quality in the call center industry.

The purpose of this paper is to apply social exchange theory to predict the effects of procedural and interpersonal justice on turnover intentions. Specifically, it is predicted that organizational commitment mediates the effects of procedural justice on turnover intentions and that supervisory commitment mediates the effect of interpersonal justice on turnover intentions.

Surveys were administered to 212 call center employees to measure the effects of procedural justice, interpersonal justice, organizational commitment, supervisory commitment and turnover intentions. Mediation effects were tested using Baron and Kenny's methodology.

Support was found for a partial mediation effect of organizational commitment on the effect of procedural justice on turnover intentions; and for a full mediation effect of supervisory commitment on the effect of interpersonal justice on turnover intentions.

Reduction of turnover is a major problem for the call center industry, as considerable resources are spent training new employees. This research suggests that turnover intentions can be reduced by addressing problems with organizational procedures and with the treatment of employees by supervisors.

The findings of this study replicate the mediation effects of organizational commitment on the effect of procedural justice on turnover intentions in call centers. In addition, this is the first study of its kind to show the mediation effects of supervisory commitment on the effect of interpersonal justice on turnover intentions.

This paper, a case study, aims to illustrate the application of lean six sigma in a call centre of a service industry corporation.

The study draws on process information and primary data from a real project.

The study describes improvements in the operation of the call centre attributable to lean six sigma: increase in first‐call resolution ratio, reduction in operator turnover and streamlining of processes.

The introduction of lean six sigma into the call centre daily operations' management may have organizational benefits.

Although lean six sigma has been extremely successful in the last two decades in the manufacturing sector, its applicability to the service sector has been a controversial topic. This study illustrates its application to a fast‐growing area of the service sector, assisting companies in identifying areas of development for their call centres.

The purpose of this paper is to bridge a gap in the call centre literature by considering how individual employees perceive their level of voice over workplace decisions. The inclusion of direct voice mechanisms is noteworthy as these are forms that have received much less attention vis-à-vis indirect voice.

A mixed-method approach was utilized comprising focus groups and questionnaires from over 350 respondents in nine call centres in Australia.

The most pervasive type of employee voice found across all call centres was through direct channels. The team leader was viewed as especially important in terms of employees asserting that they have some influence over workplace issues. There was evidence that the greater the number of voice mechanisms available the higher the perception of autonomy and influence over work tasks, pace of work and quality standards.

Greater consideration is needed in the voice literature at how employees perceive different mechanisms and how institutionalized and legitimate these are within organizations. There appeared to be minimal positive feedback on how union's influenced the workplace, even in unionized environments. We call for further research on how union representation and direct voice channels work together and the impact on key individual and organizational outcomes.

Employees may view the provision of multiple voice channels more favourable than any particular mechanism. The role of the team leader appears especially crucial in positive perceptions of employee voice.

Call centre environments may be changing for the better and effective team leader/employee relationships appear to be at the heart of these changes. The paper demonstrates that direct voice mechanisms dominate the case study sites and that employee perceptions of “being heard” are as important as the actual voice mechanisms.

Analyses whether the participation of workers in general, sector‐specific, and firm‐specific training affects their expectations on job mobility within or outside the call centres sector. Distinguishes between the perceived difficulty to find an equally attractive job and the inclination to quit for another job. Employing data on 525 call centre agents working in eight call centres in The Netherlands, finds that training does not significantly affect the perceived labour market perspectives of call centre agents, nor influence expected job mobility inside or outside the sector. The inclination to quit the present job within two years is the same for agents with and without training. There is one exception, however. Agents who followed firm‐specific training significantly less often considered quitting for a job in another call centre. All this is good news for firms offering training. Another finding, however, might be more problematic. The work experience of agents positively affects their labour market perspectives inside the sector. In addition, agents with more experience are more inclined to quit for a job in another call centre. This means that firms need to keep their employees satisfied.

To investigate call centre management from the perspective of the managers, particularly what the key management responsibilities are in managing call centres and the key performance indicators (KPIs) used in managing call centres.

A survey of call centre managers, followed by in‐depth interviews.

There is confusion over the strategic intent of call centres. Centres are primarily used by organisations as a means of reducing costs, with customer service delivery a secondary consideration. Call centre managers, however, declared customer service as their main management responsibility.

The metrics employed in the call centres resulted in managers concentrating on the call itself rather than the outcome of the call from the perspective of the customer or the organisation. Some quantitative measures were used as proxies for customer service, but the achievement of the relevant KPI became a goal in its own right. There appears to be an insatiable appetite for quantitative performance measures, despite their limitations, almost to the exclusion of all other performance measures.

The implication of the results for call centre managers, and their managers, is that call centres could be better managed if a wider range of means and measures were used.