Gender Inclusion Climate

About the Research

The persistent underrepresentation of women in business-to-business (B2B) sales roles presents significant challenges for gender diversity and organizational performance.

This research addresses the gap in understanding how gender inclusion climates impact B2B sales by developing and validating a psychometric scale tailored to this context. The research builds upon existing literature on gender diversity, inclusion climate scales, and the unique dynamics of B2B sales environments. It builds upon four dimensions, drawn from the literature and qualitative interviews with subject matter experts and sales professionals—Psychological Safety, Male-Centricity, Compensation Structures, and Employment Policies—to measure the gender inclusion climate of a sales organization..

The goal is to provide a robust tool for both academic and practical applications, enabling B2B sales organizations to assess and enhance their gender inclusion climates, ultimately improving gender diversity and sales performance.

About the Researcher

Jonathan Stevens, MBA, DBA (c)

Jonny Stevens is a scholar and practitioner specializing in sales, business growth, and gender inclusion in sales. Currently pursuing his Doctorate in Business Administration at Saint Mary’s University, his research focuses on identifying the barriers women face in B2B sales and developing evidence-based strategies to foster more inclusive workplaces. As the founder of Growth Champions Consulting in Charlottetown, PEI, Jonny leverages his academic insights and extensive industry experience to empower companies with tailored solutions and strategies that drive business growth.

jonathan.stevens1@smu.ca

Measuring Gender Inclusion in B2B Sales

About the Research

About the Researcher

Jonathan Stevens, MBA, DBA (c)

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Measuring Gender Inclusion in B2B Sales

About the Research

About the Researcher

Jonathan Stevens, MBA, DBA (c)

Subscribe

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