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Inclusive climates in sales: Microaggressions, sales manager justice and salesperson engagement

Author

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  • Beeler, Lisa
  • Burchett, Molly R.
  • Chase, Kevin S.
  • Mullins, Ryan
  • Habel, Johannes

Abstract

Declining engagement among salespeople is a costly concern for global organizations. Drawing on Job Demands–Resources (JD-R) theory, this mixed-methods research examines whether inclusive climates act as organizational resources that increase engagement and identifies key antecedents shaping these climate perceptions. Study 1 (a theories-in-use approach involving 30 in-depth interviews) reveals that microaggressions from customers, coworkers, and managers function as micro-level job demands that diminish inclusive climate perceptions, while sales manager justice emerged as a meso-level job resource that enhances them. Qualitative insights also suggest that inclusive climates increase engagement, especially for outside (vs. inside) salespeople. Study 2 employs a survey of 154 salespeople to confirm these findings. This research contributes to the sales and inclusion literature by identifying novel antecedents of inclusive climate and demonstrating its engagement-enhancing benefits. It also extends JD-R theory by showing how micro- and meso-level cues shape macro-level climate perceptions.

Suggested Citation

  • Beeler, Lisa & Burchett, Molly R. & Chase, Kevin S. & Mullins, Ryan & Habel, Johannes, 2026. "Inclusive climates in sales: Microaggressions, sales manager justice and salesperson engagement," Journal of Business Research, Elsevier, vol. 202(C).
    • Handle: RePEc:eee:jbrese:v:202:y:2026:i:c:s0148296325006125
    DOI: 10.1016/j.jbusres.2025.115789
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    References listed on IDEAS

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