Dr Duleep Delpechitre
Professor of Marketing
Office
SFHB State Farm Hall Of Business 322
Office Phone
Email
- About
- Education
- Awards & Honors
- Selected Research
Biography
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
MKT 231.001 Buyer Behavior
MKT 287.002 Independent Study
MKT 234.001 Personal Selling And Relationship Marketing
MKT 234.004 Personal 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.
PhD
Purdue University
West Lafayette, IN
Other Consumer Behavior
Purdue University
West Lafayette, IN
Other Selling and Sales Management
Purdue University
West Lafayette, IN
Gary Gemberling Professor Award Winner (2022-2023)
2022
Grants and Contracts
SOCIAL SELLING: THE IMPACT ON SALESPERSON PERFORMANCE
Duleep Delpechitre.
Enterprise Rent a Car. 2022
Influence Of Salesperson Competitiveness And Organization Competitiveness Climate On Customer Value Co-Creation Behavior.
Duleep Delpechitre.
Department of Marketing - Professional Sales Institute - Illinois State University. 2019 - 2019
New Faculty Research Start-up Grant
Duleep Delpechitre.
2015 - 2015
Conference Proceeding
A pedagogical process for building Adaptive Cultural Selling Intelligence
Duleep Delpechitre, David Baker, Raina Fakhoury.
Academy of International Business, (2017)
A Synthesis of Research on Listening
Emily Goad, Fernando Jaramillo, Duleep Delpechitre.
National Conference in Sales Management, (2016)
Why should salespeople care about customer's pre-purchase satisfaction with them?
Duleep Delpechitre, Hulda Black, Stacey Shetzsle.
Marketing Management Association Annual Conference, (2016)
A Teaching process for building Cultural Selling Intelligence
Duleep Delpechitre, David Baker.
National Conference in Sales Management, (2015)
Examining the impact of adapting too much technology on salespeople's role expectation and technology utilization
Duleep Delpechitre, Stacey Shetzsle.
American Marketing Association Educators' Summer Conference, (2014)
Use of Role playing in Sales Education: An Empirical Investigation
Duleep Delpechitre, Stacey Shetzsle.
American Marketing Association Eduators' Summer Conference, (2014)
An Exploratory Study in Understanding the Importance of Cross-Cultural Awareness in Sales
Duleep Delpechitre, Geoffry Stewart, David S Baker.
Society for Marketing Advances (SMA) Conference, (2012)
Cross-Cultural Factors Related to Utilization of CRM Technology
David Baker, Duleep Delpechitre.
Global Sales Science Institute, (2012)
Importance of Cross Cultural Empathy in Building a buyer-seller relationship
Duleep Delpechitre, Lucette Comer.
Academy of Marketing Science, (2008)
Perceived Organizational Commitment's Relationship with Salesperson Organizational Commitment
Briian Rutherford, Duleep Delpechitre, Alexander Hamwi, James Boles.
American Marketing Association Summer Educators' Conference, (2008)
Understanding the Savings Behaviour and Risk Tolerance of Asian Indians in the United States
Duleep Delpechitre, Sharon DeVaney.
Academy of Marketing Science Conference, (2008)
Journal Article
The Impact of Social Anxiety and Self-Consciousness on Perceived Functional and Relational Customer-Orientation Learning in Experiential Virtual Sales Role-Play
David S. Baker, Duleep Delpechitre, Valerie McGehee.
Journal of Marketing Education, (2025), 10.1177/02734753251381844
Does Your Sales Curriculum Need a Refresh? Insights on How to Align Sales Curriculum with the Modern Sales Environment
Lisa L. Scribner, Duleep Delpechitre, Matthew M. Lastner.
Journal of Marketing Education, (2024), 10.1177/02734753241284872
Can Customer Loyalty to a Salesperson be Harmful? Examining Customer Perceptions of Salesperson Emotional Labor Strategies Post Ethical Transgressions
Nawar Chaker, Lisa Beeler, Duleep Delpechitre.
Industrial Marketing Management, 96, 238-253, (2021), 10.1016/j.indmarman.2021.05.005
Thank You for Being a Friend: A Peer Learning Approach to Marketing Education
James 'Mick' Andzulis, Emily A. Goad, Duleep Delpechitre, Matthew M Lastner.
Journal Of Marketing Education, 43 (2), 216 - 232, (2021), 10.1177/0273475320979632
Toward a New Perspective on Salesperson Success and Motivation: A Trifocal Framework
Duleep Delpechitre, Aditya Gupta, Arash Hosseinzadeh Zadeh, Joon Ho Lim, Steven A Taylor.
Journal of Personal Selling & Sales Management, 40 (4), 267-288, (2020), https://doi.org/10.1080/08853134.2020.1805748
Toward a new perspective on salesperson success and motivation: a trifocal framework
Duleep Delpechitre, Aditya Gupta, Arash H. Zadeh, Joon Ho Lim, Steven A. Taylor.
Journal of Personal Selling & Sales Management, 40 (4), 267-288, (2020), 10.1080/08853134.2020.1805748
Value propositions in a digitally transformed world
Steven A. Taylor, Gary L. Hunter, Arash H. Zadeh, Duleep Delpechitre, Joon Ho Lim.
Industrial Marketing Management, 87, 256-263, (2020), 10.1016/j.indmarman.2019.10.004
The Dark Side of Technology: Examining the Impact of Technology Overload on Salespeople
John Farrish, Hulda Black, Duleep Delpechitre.
Journal Of Business & Industrial Marketing, 34 (2), 317-337, (2019), 10.1108/jbim-03-2017-0057
The importance of customer’s perception of salesperson’s empathy in selling
Duleep Delpechitre, Brian Nicholas Rutherford, Lucette B. Comer.
Journal of Business & Industrial Marketing, 34 (2), 374-388, (2019), 10.1108/jbim-03-2017-0073
Customer Value Co-creation Behavior: A Dyadic Exploration of the Influence of Salesperson Emotional Intelligence on Customer Participation and Citizenship Behavior
Duleep Delpechitre, Lisa Beeler, Nawar Chaker.
Journal Of Business Research, 92, 9-24, (2018)
Faking It: Salesperson Emotional Intelligence's Influence on Emotional Labor Strategies and Customer Outcomes
Duleep Delpechitre, Lisa Lynn Beeler.
Journal Of Business & Industrial Marketing, 33 (1), 53-71, (2018), 10.1108/jbim-08-2016-0170
Transformative Service Practice in Higher Education: A Cautionary Note
Steven A. Taylor, Chiharu Ishida, Joon-Ho Lim, Duleep Delpechitre.
Journal Of Consumer Satisfaction, Dissatisfaction And Complaining Behavior, (2018)
Cross-Cultural Selling: Examining the Importance of Cultural Intelligence in Sales Education
Duleep Delpechitre, David Baker.
Journal Of Marketing Education, 39 (2), 94-108, (2017), 10.1177/0273475317710060
Transformative Service Practice in Higher Education: A Cautionary Note
Steven A Taylor, Chiharu Ishida-Lambert, Joon Ho Lim, Duleep Delpechitre.
Journal Of Consumer Satisfaction, Dissatisfaction And Complaining Behavior, 30, 77-96, (2017)
An Innovative Approach to Teaching Cultural Intelligence in Personal Selling
David S. Baker, Duleep Delpechitre.
Journal for Advancement of Marketing Education, 24 (2), (2016), 10.63963/001c.150557
Salesperson-Sales Manager Social Interaction and Communication Quality: The Impact On Salesperson
Duleep Delpechitre, Stacey Schetzsle.
Journal Of Applied Business Research, 302, 607-614, (2014)
Collectivistic and Individualistic Performance Expectancy in the Utilization of Sales Automation Technology in an International Field Sales Setting
David S. Baker, Duleep Delpechitre.
Journal of Personal Selling & Sales Management, 33 (3), 277-288, (2013), 10.2753/pss0885-3134330303
Importance of Cross-Cultural Empathy in Selling – Perspective from Asian Indians living in the U.S.
Duleep Delpechitre.
International Journal of Business and Social Science, 4 (11), 15-22, (2013)
Pedagogical positioning and longitudinal learning within a competitive business marketing simulation
David S Baker, Duleep Delpechitre, Alicia Rodriguez de Rubio, James Underwood.
International Journal of Teaching and Case Studies, 4 (3), 231-242, (2013)
Review and assessment of past empathy scales to measure salesperson's empathy
Duleep Delpechitre.
Journal of Management and Marketing Research-AABRI, 13 (2), 1-16, (2013)
The Impact on Sales Manager Characteristics on Salesperson's Trust and Commitment to the Relationship
Stacey Schetzsle, Duleep Delpechitre.
Marketing Management Journal, 23(1), 102-119, (2013)
Understanding Financial Risk Tolerance and Savings Behavior of Asian Indians in the United States
Duleep Delpechitre, Sharon DeVaney.
Journal of Personal Finance, 6(1), 60-81, (2007)
Presentations
The Dark Side of Confidence: How Salesperson Competitiveness and Competitive Climate Shape Customer Value Co-Creation and Commitment – Dyadic Study
Duleep Delpechitre, Chiharu Ishida-Lambert, Hulda G Black.
AMA Winter Academic Conference, Virtual and Madrid, Spain, November 17, 2025
AI as a Tutor to AI as Job Competitors: Perceptions of AI and Job Readiness among Undergraduate Students
Chiharu Ishida-Lambert, Duleep Delpechitre.
AMS Annual Conference, Montreal, Canada, May, 2025
Insights on How to Align Sales Curriculum with the Modern Sales Environment
Lisa Scribner, Duleep Delpechitre, Matthew Lastner.
Atlantic Marketing Association, Charleston, SC, September 27, 2024
Should Sales Educators Use a One-size fit-all teaching philosophy? A Cross-Cultural Investigation
Duleep Delpechitre.
COB Research Presentation, Normal, IL, October 6, 2022
Examining Salesperson’s Performance During the COVID-19 Crisis
Duleep Delpechitre.
COB Research Presentation, Normal, IL, February 25, 2022
Salesforce Competitiveness – Is it a double-edged Sword?
Duleep Delpechitre.
COB Research Presentation, Normal, IL, September 24, 2021