Duleep Delpechitre

Illinois State University — United States

Business, Management and Accounting · Social Sciences

8h-index362citations20works2.52yr avg
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Research Topics

Customer Service Quality and Loyalty(7), Management and Marketing Education(6), Job Satisfaction and Organizational Behavior(3), Emotional Labor in Professions(3), Technology Adoption and User Behaviour(2)

Publications20 total

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
Does Your Sales Curriculum Need a Refresh? Insights on How to Align Sales Curriculum With the Modern Sales Environment
Journal of Marketing Education·2024· 5 cited
Can customer loyalty to a salesperson be harmful? Examining customer perceptions of salesperson emotional labor strategies post ethical transgressions
Industrial Marketing Management·2021· 16 cited
Ethical Transgressions and Customer Perceptions of Salesperson Emotional Labor Strategies--Model
PsycTESTS Dataset·2021
Thank You for Being a Friend: A Peer-Learning Approach to Marketing Education
Journal of Marketing Education·2020· 6 cited
Toward a new perspective on salesperson success and motivation: a trifocal framework
Journal of Personal Selling and Sales Management·2020· 20 cited
Value propositions in a digitally transformed world
Industrial Marketing Management·2019· 62 cited
The dark side of technology: examining the impact of technology overload on salespeople
Journal of Business and Industrial Marketing·2018· 99 cited
The importance of customer’s perception of salesperson’s empathy in selling
Journal of Business and Industrial Marketing·2018· 46 cited
Faking it: salesperson emotional intelligence’s influence on emotional labor strategies and customer outcomes
Journal of Business and Industrial Marketing·2017· 27 cited
Cross-Cultural Selling: Examining the Importance of Cultural Intelligence in Sales Education
Journal of Marketing Education·2017· 49 cited
Transformative Service Practice in Higher Education: A Cautionary Note
The Journal of Consumer Satisfaction, Dissatisfaction & Complaining Behavior·2017· 2 cited
An Innovative Approach to Teaching Cultural Intelligence in Personal Selling
Journal for Advancement of Marketing Education·2016Open Access
Salesperson-Sales Manager Social Interaction And Communication Quality: The Impact On Salesperson Cooperation
Journal of Applied Business Research (JABR)·2014· 1 citedOpen Access
Collectivistic and Individualistic Performance Expectancy in the Utilization of Sales Automation Technology in an International Field Sales Setting
Journal of Personal Selling and Sales Management·2013· 22 cited
Importance of Cross-Cultural Empathy in Selling - Perspective from Asian Indians living in the U.S.
2013· 3 cited
Sales Force Automation Performance Expectancy Scales
PsycTESTS Dataset·2013
Pedagogical positioning and longitudinal learning within a competitive business marketing simulation
International Journal of Teaching and Case Studies·2013
The development and validation of the Customer's Perception of the Salesperson's Empathy (CPSE) Scale
Purdue e-Pubs (Purdue University System)·2010· 1 cited
Credit Card Usage among White, African American and Hispanic Households
2006· 3 cited

Frequent Co-authors

David S. Baker(6), Steven A. Taylor(3), Joon Ho Lim(3), Lisa Beeler(3), Arash H. Zadeh(2), Nawar N. Chaker(2), Matthew M. Lastner(2), Hulda G. Black(1), John Farrish(1), Gary L. Hunter(1), Brian N. Rutherford(1), Lucette B. Comer(1), Aditya Gupta(1), Emily A. Goad(1), James “Mick” Andzulis(1), Lisa L. Scribner(1), Sharon A. DeVaney(1), Chiharu Ishida(1), Stacey Schetzsle(1), Valerie McGehee(1)