College of Business Illinois State University
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Dr Duleep Delpechitre

Associate Professor of Marketing
Masters Business Admin
State Farm Hall of Business - SFH 322
  • About
  • Education
  • Research


Dr. Duleep Delpechitre joined the Department of Marketing and the Professional Sales Institute in 2015. Before coming to Illinois State, Dr. Delpechitre taught at the University of Louisiana at Lafayette and served as the Sales Center Director. Dr. Delpechitre obtained his Ph.D. in Marketing, Master of Science in Consumer Behavior, and Bachelor’s Degree in Selling and Sales Management from Purdue University. Dr. Delpechitre has more than a decade of industry experience in the financial and service industry.

Current Courses

234.001Personal Selling And Relationship Marketing

234.004Personal Selling And Relationship Marketing

326.001Professional Sales Planning & Analysis

287.001Independent Study

234.002Personal Selling And Relationship Marketing

Research Interests & Areas

Dr. Delpechitre’s research interests stem from his professional experiences as a sales consultant. He is engaged in cutting-edge and industry-driven research that advances existing marketing theory and offers valuable insights and implications to marketing practitioners.
* Research Stream 1: Examine how salespeople’s abilities and characteristics influence customers’ relationship outcomes such as purchase intentions, loyalty, and satisfaction.
*Research Stream 2: Understand how organizational resources and technology influence salespeople’s performance in a business-to-business context.
*Research Stream 3: Develop and examine efficient pedagogical methods to teach sales intelligence and how it impacts buyer-seller interactions.


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

Chaker, N. N., Beeler, L. L., & Delpechitre, D. (2021). Can customer loyalty to a salesperson be harmful? Examining customer perceptions of salesperson emotional labor strategies post ethical transgressions. Industrial Marketing Management, 96, 238-253.
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.
Lastner, M. M., Delpechitre, D., Goad, E. A., & Andzulis, J. M. (2020). Thank You for Being a Friend: A Peer-Learning Approach to Marketing Education. Journal of Marketing Education, 43 (2), 216-232.
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)

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