معرفی
Mark Paul Leach serves as the Mendicino Family Chair of Sales and Salesmanship and Professor of Marketing within the Department of Management and Marketing at the University of Wyoming's College of Business. With extensive experience in academic leadership and research, he contributes significantly to the institution's R1 research status through his publications in top-tier marketing journals and editorial board service for leading publications including the Journal of Marketing Theory and Practice.
- Ph.D. from Georgia State University
- B.S. from the University of Arizona
Professor Leach's research program centers 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 methodologies. His work bridges theoretical frameworks with practical sales applications, addressing contemporary challenges in sales performance, customer reacquisition, and salesperson adaptation during disruptions. The interdisciplinary nature of his research connects marketing theory with organizational behavior and psychological principles to develop comprehensive sales frameworks.
Analysis of his recent publications reveals a strong focus on evolving sales challenges in digital and crisis environments, with particular attention to salesperson adaptation during the pandemic, emotional drivers in B2B decisions, and technological impacts on sales processes. His research trajectory demonstrates consistent contributions to sales theory while addressing emerging industry challenges through empirical investigation and conceptual development.
Professor Leach actively contributes to the academic marketing community through editorial review board service for the Journal of Marketing Theory and Practice, the Journal of Business and Industrial Marketing, and the Journal of Business-to-Business Marketing. His research 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.
With teaching expertise in Professional Selling, Sales Force Management, and Business-to-Business Marketing, Professor Leach brings practical industry insights to his classroom instruction. His pre-academic experience as a behavioral research scientist at the Centers for Disease Control and Prevention, combined with faculty positions at Loyola Marymount University and Purdue University prior to joining Wyoming in 2017, provides a rich foundation for his educational approach that integrates real-world applications with theoretical frameworks.
