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Strategies for Trade Sales in a Changing Asian Business Culture

Leach, Mark P.; Liu, Annie H.; Pelton, Lou E. - In: Journal of marketing channels : ... distribution … 18 (2011) 3, pp. 217-240

Persistent link: https://www.econbiz.de/10009988442

It ain't over 'til it's over : evaluating reacquisition opportunities in business-to-business markets

Leach, Mark P.; Liu, Annie H. - In: Industrial marketing management : the international … 43 (2014) 4, pp. 573-581

Persistent link: https://www.econbiz.de/10010386452

Advocates and adversaries : examining the role of supplier advocacy on customer reacquisition

Leach, Mark P.; Liu, Annie H.; Pullins, Ellen; Wang, Sijun - In: Journal of personal selling & sales management : JPSSM 41 (2021) 4, pp. 316-329

Persistent link: https://www.econbiz.de/10012695211

Examining customer value perceptions of organizational buyers when sourcing from multiple vendors

Liu, Annie H.; Leach, Mark P.; Bernhardt, Kenneth L. - In: Journal of business research : JBR 58 (2005) 5, pp. 559-568

Persistent link: https://www.econbiz.de/10006713930

Theory Testing Using Case Studies in Business-to-Business Research A case methodology is developed that is appropriate for use by business-to-business researchers

Johnston, Wesley J.; Leach, Mark P.; Liu, Annie H. - In: Industrial marketing management : the international … 28 (1999) 3, pp. 201-230

Persistent link: https://www.econbiz.de/10006298627

The Use of Culturally Relevant Stimuli in International Advertising

Leach, Mark P.; Liu, Annie H. - In: Psychology & marketing 15 (1998) 6, pp. 523-540

Persistent link: https://www.econbiz.de/10006992382

B2B buyers' emotions and regulatory focus in justice and switch back decisions

Chugh, Richa; Gould, Noel; Leach, Mark P.; Liu, Annie H. - In: Industrial marketing management : the international … 109 (2023), pp. 73-89

Persistent link: https://www.econbiz.de/10014282227

Examining customer value perceptions of organizational buyers when sourcing from multiple vendors

Liu, Annie H.; Leach, Mark P.; Bernhardt, Kenneth L. - In: Journal of Business Research 58 (2005) 5, pp. 559-568

Persistent link: https://www.econbiz.de/10005465923

Adapting sales influence tactics in the information intensive era

Leach, Mark P.; Epler, Rhett T.; Wang, Sijun - In: Journal of Business & Industrial Marketing 36 (2020) 8, pp. 1261-1272

Purpose: This paper aims to explore the usage of selling influence tactics across prospective customers with differing information-related needs. Design/methodology/approach: The research study uses an exploratory critical incident technique (CIT) methodology to identify and examine salesperson...

Persistent link: https://www.econbiz.de/10012412526

An examination of salesperson bricolage during a critical sales disruption : selling during the Covid-19 pandemic

Epler, Rhett T.; Leach, Mark P. - In: Industrial marketing management : the international … 95 (2021), pp. 114-127

Persistent link: https://www.econbiz.de/10012588308

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