AMS Illuminations

Author: Academy of Marketing Science

AMS Illuminations brings together fellows from the Academy of Marketing Science (AMS) for deep dives into the ever-changing world of marketing. Tune in to each episode for insider career tips, strategies for forging successful research partnerships, explorations of groundbreaking marketing studies, and discussions on the game-changing impact of new technologies. 
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Language: en-us

Genres: Business, Marketing

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Human Leadership and Digital Transformations in Sales Leadership
Episode 4
Monday, 22 December, 2025

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.Follow the Academy of Marketing Science on social media:Facebook: facebook.com/AcadMktingSciLinkedIn: linkedin.com/company/academy-of-marketing-scienceFor more information on AMS, visit https://ams-web.org/.