Dr Duleep Delpechitre
Professor of Marketing
Masters Business Admin
Office
SFHB State Farm Hall Of Business 322
Office Phone
Email
- About
- Education
- Awards & Honors
- 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 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 & Contracts
SOCIAL SELLING: THE IMPACT ON SALESPERSON PERFORMANCE. Enterprise Rent a Car. Illinois State University. (2022)
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)
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)
Delpechitre, D., & Shetzsle, S. Use of Role playing in Sales Education: An Empirical Investigation. American Marketing Association Eduators' Summer Conference (2014)
Baker, D., & Delpechitre, D. Cross-Cultural Factors Related to Utilization of CRM Technology. Global Sales Science Institute (2012)
Delpechitre, D., Stewart, G., & Baker, D. An Exploratory Study in Understanding the Importance of Cross-Cultural Awareness in Sales. Society for Marketing Advances (SMA) Conference (2012)
Delpechitre, D., & Comer, L. Importance of Cross Cultural Empathy in Building a buyer-seller relationship. Academy of Marketing Science (2008)
Delpechitre, D., & DeVaney, S. Understanding the Savings Behaviour and Risk Tolerance of Asian Indians in the United States. Academy of Marketing Science Conference (2008)
Rutherford, B., Delpechitre, D., Hamwi, A., & Boles, J. Perceived Organizational Commitment's Relationship with Salesperson Organizational Commitment. American Marketing Association Summer Educators' Conference (2008)
Journal Article
Baker, D., Delpechitre, D., & McGehee, V. The Impact of Social Anxiety and Self-Consciousness on Perceived Functional and Relational Customer-Orientation Learning in Experiential Virtual Sales Role-Play. Journal of Marketing Education (2025)
Scribner, L., Delpechitre, D., & Lastner, M. Does Your Sales Curriculum Need a Refresh? Insights on How to Align Sales Curriculum with the Modern Sales Environment. Journal of Marketing Education (2024)
Andzulis, J., Goad, E., Delpechitre, D., & Lastner, M. Thank You for Being a Friend: A Peer Learning Approach to Marketing Education. Journal Of Marketing Education 43.2 (2021): 216 - 232.
Chaker, N., Beeler, L., & Delpechitre, D. Can Customer Loyalty to a Salesperson be Harmful? Examining Customer Perceptions of Salesperson Emotional Labor Strategies Post Ethical Transgressions. Industrial Marketing Management 96 (2021): 238-253.
Delpechitre, D., Gupta, A., Zadeh, A., Lim, J., & Taylor, S. Toward a New Perspective on Salesperson Success and Motivation: A Trifocal Framework. Journal of Personal Selling & Sales Management 40.4 (2020): 267-288.
Delpechitre, D., Gupta, A., Zadeh, A., Lim, J., & Taylor, S. Toward a new perspective on salesperson success and motivation: a trifocal framework. Journal of Personal Selling & Sales Management 40.4 (2020): 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., Rutherford, B., & Comer, L. The importance of customer’s perception of salesperson’s empathy in selling. Journal of Business & Industrial Marketing 34.2 (2019): 374-388.
Farrish, J., Black, H., & Delpechitre, D. The Dark Side of Technology: Examining the Impact of Technology Overload on Salespeople. Journal Of Business & Industrial Marketing 34.2 (2019): 317-337.
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.
Delpechitre, D., & Beeler, L. Faking It: Salesperson Emotional Intelligence's Influence on Emotional Labor Strategies and Customer Outcomes. Journal Of Business & Industrial Marketing 33.1 (2018): 53-71.
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)
Delpechitre, D., & Baker, D. Cross-Cultural Selling: Examining the Importance of Cultural Intelligence in Sales Education. Journal Of Marketing Education 39.2 (2017): 94-108.
Taylor, S., Ishida-Lambert, C., Lim, J., & Delpechitre, D. Transformative Service Practice in Higher Education: A Cautionary Note. Journal Of Consumer Satisfaction, Dissatisfaction And Complaining Behavior 30 (2017): 77-96.
Baker, D., & Delpechitre, D. An Innovative Approach to Teaching Cultural Intelligence in Personal Selling. Journal for Advancement of Marketing Education 24.2 (2016)
Delpechitre, D., & Schetzsle, S. Salesperson-Sales Manager Social Interaction and Communication Quality: The Impact On Salesperson. Journal Of Applied Business Research 302 (2014): 607-614.
Baker, D., & Delpechitre, D. Collectivistic and Individualistic Performance Expectancy in the Utilization of Sales Automation Technology in an International Field Sales Setting. Journal of Personal Selling & Sales Management 33.3 (2013): 277-288.
Baker, D., Delpechitre, D., Rodriguez de Rubio, A., & Underwood, J. Pedagogical positioning and longitudinal learning within a competitive business marketing simulation. International Journal of Teaching and Case Studies 4.3 (2013): 231-242.
Delpechitre, D. Importance of Cross-Cultural Empathy in Selling – Perspective from Asian Indians living in the U.S.. International Journal of Business and Social Science 4.11 (2013): 15-22.
Delpechitre, D. Review and assessment of past empathy scales to measure salesperson's empathy. Journal of Management and Marketing Research-AABRI 13.2 (2013): 1-16.
Schetzsle, S., & Delpechitre, D. The Impact on Sales Manager Characteristics on Salesperson's Trust and Commitment to the Relationship. Marketing Management Journal 23(1) (2013): 102-119.
Delpechitre, D., & DeVaney, S. Understanding Financial Risk Tolerance and Savings Behavior of Asian Indians in the United States. Journal of Personal Finance 6(1) (2007): 60-81.
Presentations
AI as a Tutor to AI as Job Competitors: Perceptions of AI and Job Readiness among Undergraduate Students. AMS Annual Conference. Academy of Marketing Science. (2025)
The Dark Side of Confidence: How Salesperson Competitiveness and Competitive Climate Shape Customer Value Co-Creation and Commitment – Dyadic Study. AMA Winter Academic Conference. American Marketing Association. (2025)
Insights on How to Align Sales Curriculum with the Modern Sales Environment. Atlantic Marketing Association. (2024)
Examining Salesperson’s Performance During the COVID-19 Crisis. COB Research Presentation. (2022)
Should Sales Educators Use a One-size fit-all teaching philosophy? A Cross-Cultural Investigation. COB Research Presentation. (2022)
Salesforce Competitiveness – Is it a double-edged Sword?. COB Research Presentation. (2021)