What happens when high-tech selling meets human leadership?

In this episode of AMS Illuminations, host Brad Carlson talks with Dr. Nawar Chaker, Associate Professor of Marketing at the Haslam College of Business at the University of Tennessee, about how sales leadership is evolving in an era of AI, automation, and remote work. Drawing on research published in top journals, they explore what effective salesperson persistence really looks like, why relational skills matter more than ever, and how leaders can navigate ethics, performance, and wellbeing in modern sales organizations.

A thoughtful, practitioner-focused conversation on balancing digital transformation with the human side of selling.

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For more information on AMS, visit https://ams-web.org/.

Host Brad Carlson talks with Dr. Deva Rangarajan of IESEG School of Management about how data, psychology, and technology are transforming sales. From AI ethics and trust to intuition, resilience, and the evolving customer relationship, this episode explores what it takes to succeed in a tech-driven world—and why the human element still matters.

Follow the Academy of Marketing Science on social media:
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For more information on AMS, visit https://ams-web.org/.

In this episode of AMS Illuminations, host Brad Carlson sits down with Dr. Raj Agnihotri, Raisbeck Endowed Dean, Morrill Professor, and Mary Warner Professor of Marketing at Ivy College of Business-Iowa State University. Together, they explore how technology is reshaping sales, from social platforms and automation to AI in everyday practice. Dr. Agnihotri shares insights on digital mediation, the evolving role of relationships in selling, and the skills tomorrow’s sales professionals need to thrive. Whether you’re a student, researcher, or practitioner, this conversation sheds light on the future of sales—and why human connection still matters most.

Follow the Academy of Marketing Science on social media:
Facebook: facebook.com/AcadMktingSci
LinkedIn: linkedin.com/company/academy-of-marketing-science

For more information on AMS, visit https://ams-web.org/.