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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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.

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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.

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

How is AI reshaping the sales profession—and what does that mean for trust, ethics, and the role of human judgment? Host Brad Carlson sits down with Ed Nowlin, professor of marketing at Kansas State University, to explore the evolving balance between people and technology in selling. They discuss the ethical dilemmas created by automation, the skills tomorrow’s sales professionals will need, and how researchers and educators can prepare the next generation. Whether you teach, research, or practice sales, this timely conversation offers valuable insights on where the field is headed.

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

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/.

In this episode of AMS Illuminations, Brad Carlson, Immediate Past President of AMS, continues his conversation with Dana E. Harrison, Associate Professor of Marketing, Chair of Management, Marketing and Supply Chain, and Director of MBA Programs at East Tennessee State University. Dana shares her insights on the future of academia-industry partnerships, highlighting the importance of collaboration, the integration of AI in business education, and the need to adapt academic curricula to meet evolving market demands.

If you haven't already, be sure to listen to Part 1 of this conversation!

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/.

In this episode of AMS Illuminations, Brad Carlson, President of AMS, speaks with Dana E. Harrison, Associate Professor of Marketing, Chair of Management, Marketing and Supply Chain, and Director of MBA Programs at East Tennessee State University. Dana shares her insights on the future of academia-industry partnerships, highlighting the importance of collaboration, the integration of AI in business education, and the need to adapt academic curricula to meet evolving market demands.

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/.

In this episode of AMS Illuminations, Adilson Borges, PhD, who was recently appointed Dean of Rennes School of Business, discusses his transition from industry to academia and the vital importance of merging these worlds. Borges highlights the benefits of academia and industry collaboration to mold future leaders and enhance organizational transitions. He contrasts the pace and mindset differences between sectors, urging academics to prioritize practical applications over perfection. Borges also introduces evidence-based management as a key method for academia to demonstrate its value in real-world settings. Tune in to discover how bridging this gap can elevate both academic and practical impacts.

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

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

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/.

In this episode of AMS Illuminations, Adilson Borges, PhD, who was recently appointed Dean of Rennes School of Business, discusses his transition from industry to academia and the vital importance of merging these worlds. Borges highlights the benefits of academia and industry collaboration to mold future leaders and enhance organizational transitions. He contrasts the pace and mindset differences between sectors, urging academics to prioritize practical applications over perfection. Borges also introduces evidence-based management as a key method for academia to demonstrate its value in real-world settings. Tune in to discover how bridging this gap can elevate both academic and practical impacts.

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/.