College of Business Illinois State University
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Duleep Delpechitre

Associate Professor
  • About
  • Education
  • Research

Current Courses

287.001Independent Study

234.002Personal Selling And Relationship Marketing

231.001Buyer Behavior

234.091Personal Selling And Relationship Marketing


Purdue University
West Lafayette, IN

Other Consumer Behavior

Purdue University
West Lafayette, IN

Other Selling and Sales Management

Purdue University
West Lafayette, IN

Conference Proceeding

Delpechitre, D., Baker, D., & Fakhoury, R. A pedagogical process for building Adaptive Cultural Selling Intelligence. Academy of International Business (2017)
Delpechitre, D., Black, H., & Shetzsle, S. Why should salespeople care about customer's pre-purchase satisfaction with them?. Marketing Management Association Annual Conference (2016)
Goad, E., Jaramillo, F., & Delpechitre, D. A Synthesis of Research on Listening. National Conference in Sales Management (2016)
Delpechitre, D., & Baker, D. A Teaching process for building Cultural Selling Intelligence. National Conference in Sales Management (2015)
Delpechitre, D., & Shetzsle, S. Examining the impact of adapting too much technology on salespeople's role expectation and technology utilization. American Marketing Association Educators' Summer Conference (2014)

Journal Article

Delpechitre, Duleep, Aditya Gupta, Arash H. Zadeh, Joon Ho Lim, and Steven A. Taylor (2020), "Toward a New Perspective on Salesperson Success and Motivation: A Trifocal Framework," Journal of Personal Selling & Sales Management, 40 (4), 267-288.
Taylor, S., Hunter, G., Zadeh, A., Delpechitre, D., & Lim, J. Value Propositions in a Digitally Transformed World. Industrial Marketing Management 87 (2020): 256−263.
Delpechitre, D., Black, H., & Farrish, J. The Dark Side of Technology: Examining the Impact of Technology Overload on Salespeople. Journal Of Business & Industrial Marketing (2019)
Delpechitre, D., Beeler, L., & Chaker, N. Customer Value Co-creation Behavior: A Dyadic Exploration of the Influence of Salesperson Emotional Intelligence on Customer Participation and Citizenship Behavior. Journal Of Business Research 92 (2018): 9-24.
Taylor, S., Ishida, C., Lim, J., & Delpechitre, D. Transformative Service Practice in Higher Education: A Cautionary Note. Journal Of Consumer Satisfaction, Dissatisfaction And Complaining Behavior (2018)

Grants & Contracts

Influence Of Salesperson Competitiveness And Organization Competitiveness Climate On Customer Value Co-Creation Behavior.. Department of Marketing - Professional Sales Institute - Illinois State University. Illinois State University. (2019)
New Faculty Research Start-up Grant. Illinois State University. (2015)
2021-01-07T11:39:37.398-08:00 2021