Gary K. Hunter, Ph.D.

FNC Founders Chair in Marketing and Data Analytics
Associate Professor of Marketing
Department of Marketing, Analytics, and Professional Sales
University of Mississippi, Ole Miss Business School


AI-Enabled Selling and the Development of B2B Organizational Capabilities

I am a marketing and sales scholar.

As a teacher/trainer, I have extensive experience across higher-education programs (e.g., Ph.D., MBA, MSOM, MS in Marketing, and BA in Professional Sales) and in executive education (including custom programs, open enrollment, and programmatic training through Executive Doctorate programs).

My research examines how artificial intelligence, analytics, and CRM-enabled sales technologies reshape selling workflows, forecasting practices, and organizational decision-making in complex B2B environments.

Methodologically, my research combines advanced analytics (e.g., measurement and systems of simultaneous-equation specifications), survey research, and qualitative inquiry to examine how sales organizations build, adapt, and coordinate technology-enabled capabilities. For mentoring aspiring researchers, my doctoral seminars have focused on methods, particularly structural equation modeling, measurement, and mixed-methods applications.

With respect to substantive corporate expertise, my expertise lies in strategic marketing management and implementation, strategic sales or key account management, customer business development, sales negotiations, marketing planning, and sales management.