Dr. Anu Mary Chacko is an alumnus of IIT Madras from where she earned her PhD in Marketing. Her doctoral research centers on emerging issues in B2B sales management and social media marketing, with emphasis on the strategic role of salesperson social media use in business markets. Dr. Chacko’s debut research paper, “Social media: Fueling small talks in B2B sales conversations for performance gains (Chacko, A. M., Chawla, V., & Agnihotri, R., 2025)” published in the top-notch Industrial Marketing Management (ABDC-A*) journal marking a significant contribution to the field. She has also presented her research at leading global conferences, including the AMA Winter Academic Conference (USA), the Academy of Marketing Science World Marketing Congress (UK), Society for Marketing Advances (USA) and the National Conference in Sales Management (USA), where she received the Best Doctoral Research Paper Award and was honored with the title “2020 NCSM Doctoral Fellow.”
Before transitioning to academia, Dr. Chacko built a distinguished career spanning over a decade with Malayala Manorama Co. Ltd, one of the leading media organizations in India where she gained extensive industry experience in advertising sales, media planning, and product management. This corporate background has helped shape her academic and research work, providing her with a nuanced understanding of B2B market dynamics, sales psychology, and buying center behavior, enriching her approach to teaching and research.
As an educator, she teaches courses such as B2B Marketing, Key Account Management, Strategic Selling & Managing Sales Teams, and Managing E-commerce Channels. Her teaching philosophy emphasizes experiential learning through case discussions, simulations, and the use of digital tools, with the goal of developing students’ analytical capabilities and managerial decision-making skills in the increasingly technology-driven environment.
