Purpose Exploring the challenges faced by diverse and LGBTQIA+ individuals in the global business-to-business sales industry. It aims to understand the specific challenges these professionals face and how organizations can incorporate diverse perspectives into leadership positions. The research identifies barriers like unconscious prejudices and the "glass ceiling" and identifies techniques to alleviate these issues. It provides practical solutions for firms to create an inclusive work environment through inclusive leadership and strong organizational policies. The research contributes to promoting diversity in the global marketplace, ensuring equal opportunities for professionals from all backgrounds to succeed and take on leadership roles. Structure/Methodology This research is based on three fundamental research questions, which aim to identify obstacles, explore effective techniques, and examine the impact of diverse leadership on team inclusion and career advancement. The study utilizes a qualitative research technique, including in-depth interviews with ten professionals from varied backgrounds, including persons who identify as LGBTQIA+ and those with extensive expertise in worldwide business-to-business sales. The data obtained from these interviews were examined to reveal prevalent patterns and understandings, which were subsequently connected to the wider body of knowledge on diversity and inclusion in the workplace. Research Findings The findings indicate that diverse professionals face major obstacles to career progression, such as widespread preconceptions, unconscious biases, and the presence of a "glass ceiling." Microaggressions and subtle types of discrimination impede career advancement. The report also highlights various successful strategies for addressing these difficulties, including the establishment of mentorship and sponsorship initiatives, the encouragement of inclusive leadership methods, and the formulation of clear organizational policies that actively endorse diversity. Furthermore, the study emphasizes the vital importance of having leaders from different backgrounds in promoting a work atmosphere that is inclusive. This not only helps in the progress of underrepresented groups but also improves team performance and encourages innovation. Value of the research Contributing substantial value by offering a thorough comprehension of the distinct obstacles encountered by diverse and LGBTQIA+ workers in the context of global business-tobusiness sales. It provides practical knowledge on how firms can enhance their diversity and inclusion initiatives, resulting in a fairer and more efficient work environment. The results emphasize the significance of inclusive leadership and strong organizational policies in fostering career progression for all employees, irrespective of their background. The research tackles these crucial matters, adding to the continuing discourse on workplace diversity and inclusion, and provides concrete solutions for cultivating a more inclusive corporate culture.
Date of Award | 2024 |
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Original language | English |
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Supervisor | Monika Pleschinger (Supervisor) |
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Navigating LGBTQIA+ Leadership in Global B2B Sales: Addressing Diversity Sensitivities and Adaption
Stepanovs, M. (Author). 2024
Student thesis: Master's Thesis