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 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
Delpechitre, D., Baker, D., & Fakhoury, R.
Academy of International Business, (2017)
A Synthesis of Research on Listening
Goad, E., Jaramillo, F., & Delpechitre, D.
National Conference in Sales Management, (2016)
Why should salespeople care about customer's pre-purchase satisfaction with them?
Delpechitre, D., Black, H., & Shetzsle, S.
Marketing Management Association Annual Conference, (2016)
A Teaching process for building Cultural Selling Intelligence
Delpechitre, D., & Baker, D.
National Conference in Sales Management, (2015)
Examining the impact of adapting too much technology on salespeople's role expectation and technology utilization
Delpechitre, D., & Shetzsle, S.
American Marketing Association Educators' Summer Conference, (2014)
Use of Role playing in Sales Education: An Empirical Investigation
Delpechitre, D., & Shetzsle, S.
American Marketing Association Eduators' Summer Conference, (2014)
An Exploratory Study in Understanding the Importance of Cross-Cultural Awareness in Sales
Delpechitre, D., Stewart, G., & Baker, D.
Society for Marketing Advances (SMA) Conference, (2012)
Cross-Cultural Factors Related to Utilization of CRM Technology
Baker, D., & Delpechitre, D.
Global Sales Science Institute, (2012)
Cross-Cultural Factors Related to Utilization of CRM Technology
Baker, D., & Delpechitre, D.
Global Sales Science Institute, (2012)
Importance of Cross Cultural Empathy in Building a buyer-seller relationship
Delpechitre, D., & Comer, L.
Academy of Marketing Science, (2008)
Perceived Organizational Commitment's Relationship with Salesperson Organizational Commitment
Rutherford, B., Delpechitre, D., Hamwi, A., & Boles, J.
American Marketing Association Summer Educators' Conference, (2008)
Understanding the Savings Behaviour and Risk Tolerance of Asian Indians in the United States
Delpechitre, D., & DeVaney, S.
Academy of Marketing Science Conference, (2008)
Journal Article
Does Your Sales Curriculum Need a Refresh? Insights on How to Align Sales Curriculum with the Modern Sales Environment
Scribner, L., Delpechitre, D., & Lastner, M.
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
Chaker, N., Beeler, L., & Delpechitre, D.
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
Andzulis, J., Goad, E., Delpechitre, D., & Lastner, M.
Journal Of Marketing Education, 43 (2), 216 - 232, (2021), 10.1177/0273475320979632
Toward a New Perspective on Salesperson Success and Motivation: A Trifocal Framework
Delpechitre, D., Gupta, A., Zadeh, A., Lim, J., & Taylor, S.
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
Delpechitre, D., Gupta, A., Zadeh, A., Lim, J., & Taylor, S.
Journal of Personal Selling & Sales Management, 40 (4), 267-288, (2020), 10.1080/08853134.2020.1805748
Value propositions in a digitally transformed world
Lim, J., Taylor, S., Hunter, G., Zadeh, A., & Delpechitre, D.
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
Farrish, J., Black, H., & Delpechitre, D.
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
Delpechitre, D., Rutherford, B., & Comer, L.
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
Delpechitre, D., Beeler, L., & Chaker, N.
Journal Of Business Research, 92, 9-24, (2018)
Faking It: Salesperson Emotional Intelligence's Influence on Emotional Labor Strategies and Customer Outcomes
Delpechitre, D., & Beeler, L.
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
Taylor, S., Ishida, C., Lim, J., & Delpechitre, D.
Journal Of Consumer Satisfaction, Dissatisfaction And Complaining Behavior, (2018)
Cross-Cultural Selling: Examining the Importance of Cultural Intelligence in Sales Education
Delpechitre, D., & Baker, D.
Journal Of Marketing Education, 39 (2), 94-108, (2017), 10.1177/0273475317710060
Transformative Service Practice in Higher Education: A Cautionary Note
Taylor, S., Ishida-Lambert, C., Lim, J., & Delpechitre, D.
Journal Of Consumer Satisfaction, Dissatisfaction And Complaining Behavior, 30, 77-96, (2017)
An Innovative Approach to Teaching Cultural Intelligence in Personal Selling
Baker, D., & Delpechitre, D.
Journal for Advancement of Marketing Education, 24 (1), 78-87, (2016)
Salesperson-Sales Manager Social Interaction and Communication Quality: The Impact On Salesperson
Delpechitre, D., & Schetzsle, S.
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
Delpechitre, D., & Baker, D.
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.
Delpechitre, D.
International Journal of Business and Social Science, 4 (11), 15-22, (2013)
Pedagogical positioning and longitudinal learning within a competitive business marketing simulation
Baker, D., Delpechitre, D., Rodriguez de Rubio, A., & Underwood, J.
International Journal of Teaching and Case Studies, 4 (3), 231-242, (2013)
Review and assessment of past empathy scales to measure salesperson's empathy
Delpechitre, D.
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
Schetzsle, S., & Delpechitre, D.
Marketing Management Journal, 23(1), 102-119, (2013)
Understanding Financial Risk Tolerance and Savings Behavior of Asian Indians in the United States
Delpechitre, D., & DeVaney, S.
Journal of Personal Finance, 6(1), 60-81, (2007)
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