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The purpose of this study is to examine the effects of relationship digitization benefits on reseller profit. The authors hypothesized two pathways by which the digitization benefits improve reseller profitability: direct and indirect. The direct pathway is via enhancing the reseller’s digital resources and capabilities and the indirect pathway is by improving the relationship with a focal manufacturer by reducing inequity and enhancing interorganizational trust.

The authors use the survey methodology to attempt to understand the interorganizational dynamics of digitization. The authors survey more than 200 resellers in the computer and computer components industry.

Overall, the pattern of results generally supports the framework for direct and indirect effects of digitization benefits on the bottom line of the reseller, as well as the idea of examining the benefits structure components of benefit magnitude and benefit asymmetry. Sales benefit magnitude improves reseller profit directly, as enhanced digital resources result in a more efficient and effective reseller salesforce. The indirect effects flow through to profitability via inequity and trust.

The authors are not aware of any prior research that uses the asymmetry and magnitude framework to approach the digitization phenomenon.

The purpose of this study is to investigate motives for engaging in electronic word of mouth (eWOM) about organizations on social media sites. This study explores motives for posting positive eWOM and motives for posting negative eWOM. It also investigates whether existing WOM frameworks adequately capture consumers’ motives for spreading eWOM within the context of social media. This study seeks to confirm established motives in literature while also identifying new motives specific to social media.

A qualitative study was conducted using the critical incident technique. In all, 64 positive incidents and 60 negative incidents were analyzed.

This study provides a typology for understanding consumers’ motivations for engaging in positive and negative WOM within the context of social media. Four new motives for sharing eWOM are identified; eight established WOM motives are re-confirmed; and new subcategories for eWOM motives are proposed. The study also finds that further refinement of WOM motives and scales within a social media context is needed.

An integrated conceptual framework of both positive and negative motives is developed to illustrate a more comprehensive model of motives of eWOM within social media. Managerial implications for managing negative eWOM and amplifying positive eWOM are discussed. A limitation is that the study is exploratory in nature.

This study identifies new motives for sharing eWOM, re-labels existing WOM and eWOM motives with more descriptive and comprehensive titles and confirms established WOM and eWOM motives within the context of social media. This study is conducted across multiple firms and industries, leading to more generalizable results.

The purpose of this paper is to investigate what factors influence the gap between caller's perception of how long they think they waited and how long they actually waited on hold and to determine what call managers can do to reduce this gap called estimation error.

A field experiment was conducted with a corporation's call center.

The findings were: the higher the estimation error of callers, the less satisfied they are; music increases estimation error, unless callers can choose the music; waiting information reduces estimation error; callers with urgent issues have more estimation error and they overestimate more; and females have higher estimation error and they overestimate more than males.

Limitations are one call center in one context. Implications are identification of antecedents of overestimation.

The paper provides guidelines for call center managers for reducing estimation error and increasing caller satisfaction. It discusses the need for understanding callers and measuring items that are important to them.

The study investigates an under researched variable called estimation error. Study also provides information about some of the causes for why consumers overestimate or underestimate their waiting time. Study provides guidelines from an actual call center and discusses variables that managers can easily use to decrease estimation error and overestimation.

This paper seeks to demonstrate the importance of uses and gratifications theory to social media. By applying uses and gratifications theory, this paper will explore and discuss the uses and gratifications that consumer receive from using social media. This paper seeks to provide a better and more comprehensive understanding of why consumers use social media.

Exploratory study was conducted. 25 in‐depth interviews were conducted with individuals who use social media.

This study identified ten uses and gratifications for using social media. The ten uses and gratifications are: social interaction, information seeking, pass time, entertainment, relaxation, communicatory utility, convenience utility, expression of opinion, information sharing, and surveillance/knowledge about others.

Limitations are small sample size. Research implications are that uses and gratifications theory has specific relevance to social media and should be given more prominence. Uses and gratifications theory helps explain the many and varied reasons why consumers use social media.

This paper helps organizations to understand why consumers use social media and what gratifications they receive from social media.

This paper makes the contribution that uses and gratifications theory has specific relevance and should be given more prominence within the area of social media. This paper also provides a rich and vivid understanding of why consumers use social media.

The paper examines coping strategies that consumers use within crowded retail stores. Specifically, this study explores and identifies coping strategies that consumers use, investigates whether the Folkman or Duhachek coping frameworks adequately capture all of the ways consumers cope, and looks at the implications these coping strategies may have on consumers and retailers.

A three‐stage qualitative study was conducted. Stage One consisted of informal interviews with customers. Stage Two was a pilot study of airport passengers. Stage Three was an online qualitative survey.

Many of Duhachek's and Folkman's coping strategies were operative within a crowded retail setting. The coping strategies that were frequently used were distancing, avoidance, social support, rational thinking, action, escape, positive thinking, emotional venting, and confrontive. The study also found that further refinement of coping strategies and scales is needed.

An understanding of consumer coping strategies can help retailers to promote beneficial consumer coping strategies and avoid or limit detrimental coping strategies. The limitation of the study is that it is exploratory in nature.

The paper provides a rich and vivid understanding of how consumers cope in a crowded environment, and demonstrates the importance of crowds and consumer coping and how these variables affect retailers. The study identifies new coping strategies, relabels existing coping strategies with more descriptive and comprehensive titles, and confirms established coping strategies.

The purpose of this study is to investigate the strategies that New Zealand chartered accountants use to combine work and family responsibilities, and to relate these strategies to chartered accountants' career success.

The study analysed qualitative career history data obtained from interviews with 69 male and female experienced chartered accountants.

A comprehensive work/family strategy typology for New Zealand chartered accountants was developed. The five types identified were Traditional Men, Traditional Women, Work First Women, Family Balancers, and Stepping Stone Men. In general, those who followed a male linear career model (Traditional Men and Work First Women) demonstrated higher levels of career success. Some notable exceptions showed that career success could be achieved by those with higher levels of family responsibilities, if the employing organisation does not demand rigid conformance with the linear career model.

The purposeful bias in the sample selection and the diversity in the interviewees' workplaces decrease the study's generalisability. But those factors contributed to the ability to identify a wide range of current work/family strategies.

The paper provides a basis for the accountancy profession to adapt to the feminisation of the profession and the increasing demands for work/life balance by developing policies and practices targeted at enhancing career progression for a more diverse range of work/family strategic types than is currently recognised.

There are no prior data describing the diversity in New Zealand chartered accountants' work/family strategies.