Mark Leach

Bio

Mark Paul Leach is the Mendicino Family Chair of Sales and Salesmanship and Professor of Marketing. His research focuses on business-to-business marketing and sales, with particular emphasis on buyer-seller relationships, leveraging the sales function to manage profitable customer relationships, and effective sales training.
Mark’s work has been published in leading academic journals including Industrial Marketing Management, Journal of Business Research, Journal of Personal Selling & Sales Management, and the Journal of Applied Social Psychology. He serves on the editorial review boards of the Journal of Marketing Theory and Practice, the Journal of Business and Industrial Marketing, and the Journal of Business-to-Business Marketing.

Before joining the University of Wyoming in 2017, Mark held faculty positions at Loyola Marymount University and Purdue University, and served as a behavioral research scientist at the Centers for Disease Control and Prevention.
He holds a Ph.D. from Georgia State University and a B.S. from the University of Arizona.

 

Education

Ph.D., Georgia State University

B.S., The University of Arizona

 

Teaching Interests

Professional Selling

Sales Force Management

Business-to-Business Marketing

 

Areas of Expertise

Sales and Sales Training

Business Relationship Development

 

Selected Publications

Epler, Rhett T., Wyatt Schrock, Mark P. Leach, Bryan Hochstein, and Kim Hutcheson (2024), “Managing Ambiguity: Salesperson Bricolage Behavior and its Organizational Determinants,” Journal of Personal Selling & Sales Management. 44 (2), 142–161.

Epler, Rhett, T., Laurianne Schmitt, David Mathis, Mark P. Leach, and Bryan Hochstein (2023), “Do Salesforce Management Systems Actually Drive Salesperson Intentions?”, Industrial Marketing Management, 113, 42-57.

Chugh, Richa, Noel Gould, Mark P. Leach, and Annie H. Liu (2023), “B2B Buyers' Emotions and Regulatory Focus in Justice and Switch Back Decisions,” Industrial Marketing Management, 109, 73-89.

Leach, Mark P., Annie H. Liu, Ellen Bolman Pullins, and Sijun Wang (2021), “Advocates and Adversaries: Examining the Role of Supplier Advocacy on Customer Reacquisition,” Journal of Personal Selling & Sales Management, 41 (4), 316-29.

Leach, Mark P., Rhett T. Epler, and Sijun Wang (2021), “Adapting Sales Influence Tactics in the Information Intensive Era,” Journal of Business and Industrial Marketing, 36 (8) 1261-72.

Epler, Rhett T. and Mark P. Leach (2021), “An Examination of Salesperson Bricolage during a Critical Sales Disruption: Selling during the Covid-19 Pandemic,” Industrial Marketing Management, 95, 114-127.