Management & Marketing

Mark P. Leach, Ph.D.

Mendicino Family Chair in Sales and Salesmanship

Professor of Marketing

 

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

 

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. More specifically, 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.  He received the Marvin Jolson Award recognizing the article best contributing to sales management practice in the Journal of Personal Selling & Sales Management (2005).  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.  He was awarded the Best Reviewer of the year award by the Journal of Personal Selling & Sales Management in 2005, and by the Journal of Business and Industrial Marketing in 2015 and 2016.  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.

 

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.