Mark Leach
Management and Marketing
Mendicino Family Chair of Sales and Salesmanship, Professor of Marketing
Bio
Mark Leach is Professor of Marketing and the Frank and Barbara Mendicino Chair in Sales and Salesmanship. Mark's research is in business-to-business marketing and sales. His research typically focuses on understanding buyer and seller relationships, leveraging the sales function to manage relationships with profitable customers, and providing effective sales training. Mark has published articles in the Journal of Business Research, Journal of Personal Selling & Sales Management, Industrial Marketing Management, Journal of Applied Social Psychology, and other leading academic journals. Mark is a member of the editorial review board of the Journal of Marketing Theory and Practice, the Journal of Business and Industrial Marketing, and the Journal of Business-to-Business Marketing. Prior to joining the University of Wyoming in 2017, Mark was a member of the faculty at Loyola Marymount University and Purdue University. He has also been a behavioral research scientist at the Centers for Disease Control and Prevention.
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
Liu, Annie H., Mark P. Leach, and Richa Chugh (2015), “A Sales Process Framework to Regain B2B Customers,” Journal of Business and Industrial Marketing. 30 (8), 906-14.
Leach, Mark P., and Annie H. Liu (2014), “It Ain’t Over ‘til it’s Over: Evaluating Reacquisition Opportunities in Business-to-Business Markets,” Industrial Marketing Management, 43 (4), 573-581.
Liu, Annie H., My Bui, and Mark P. Leach (2013). “Considering Technological Impacts when Selecting Food Suppliers: Comparing Retailers’ Buying Behavior in the US and Europe,” Journal of Business-to-Business Marketing, 20, 81-98
Liu, Annie H. Sijun Wang, and Mark P. Leach (2012). “Considering Culture to Win Back Customers: Comparing Chinese and American Consumers,” Journal of Satisfaction, Dissatisfaction and Complaining Behavior, 25, 149-157.
Leach, Mark P., Annie H. Liu, and Lou E. Pelton (2011). “Strategies for Trade-Sales in a Changing Asian Business Culture,” Journal of Marketing Channels. 18, 217-239.
