Skip to main content
College of Business

Dr Duleep Delpechitre

Professor of Marketing
Office
SFHB State Farm Hall Of Business 322
Office Phone
(309) 438-2928office
phone
Email
dsdelpe@ilstu.eduemail
  • 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 234.001 Personal Selling And Relationship Marketing

MKT 234.004 Personal Selling And Relationship Marketing

MKT 287.002 Independent Study

MKT 234.002 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)

Presentations

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