转型期中国农村保险销售互动话语研究 汪谓超 著 下载 pdf 2025 网盘 epub 在线 mobi 免费

本书使用人类学方法收集数据，通过对国内外话语研究现状及趋势的分析建构语篇系统分析理论框架，整合话语分析理论、批判话语分析及社会文化研究，总结中国当代农村商业保险销售中的语言使用策略和方法，并对其内在动因进行探索。本书对农村保险销售语体特征、模式、劝说策略、身份建构及其内在社会文化动因的描写和分析，丰富了对中国农村现实语言事实的描写，厘清了语言、身份建构、社会文化动因之间的内在关系，也拓展了社会语言学、跨文化交际、商务英语方面的相关研究。

总序

前言

Chapter 1 Introduction

1.1 Background Briefing

1.2 From Linguistic Manifestation to Social Transformation

1.2.1 Introducing Insurance Sales Discourse

1.2.2 Discourse System as the Overarching Framework

Chapter 2 Mechanism of the Chinese Insurance Sales, Data Collection and Analysis

2.1 Language, Friendship and Persuasion in Insurance Studies

2.1.1 Language and Friendship in Insurance Studies

2.1.2 Persuasion in Insurance Study

2.2 Theoretical Approaches

2.2.1 Critical Discourse Analysis

2.2.2 Identity Construction

2.3 Three Key Questions

2.4 Discourse System and Maxims of Friendship Engagement

2.4.1 Discourse System

2.4.2 Maxims of Friendship Engagement

2.4.3 Confucianism and Utilitarianism

2.5 Business Communication and Culture

2.5.1 The Chinese Business Culture

2.5.2 Guanxi

2.5.3 The Key Values of Facework and Politeness in the Chinese Society

2.6 Genre Analysis, Participation Framework and Guanxi

2.6.1 Genre Analysis: Communicative Purpose, Moves and Steps

2.6.2 Negotiation of Participation Framework through Guanxi

2.6.3 Frames, Footing and Contextualization Cues

2.6.4 Guanxi and Topic

2.7 Data Collection and Data Analysis

2.7.1 Data Collection and Tranion Conventions

2.7.2 The Sampled Location

2.8 The Research Procedure

2.9 Analysis Procedure

2.10 Summary

Chapter 3 Genre Analysis of the Insurance Sales Dialogues

3.1 Different Schools of Genre Analysis

3.1.1 Australian School

3.1.2 Narrative School

3.1.3 American School

3.2 Communicative Purposes

3.3 Moves and Steps

3.3.1 A Sample Analysis of Moves and Steps

3.3.2 Detailed Analysis of Moves and Steps

3.3.3 Introducing the Offer

3.3.4 Offering Incentives

3.3.5 Establishing Credentials

3.3.6 Other Moves

3.4 Summary

Chapter 4 Topic Management in Insurance Sales Dialogues

4.1 Introduction

4.2 Topic Management

4.3 Phatic Talk and Its Functions

4.4 Categories of Talk in Insurance Sales Interactions

4.4.1 Three Types of Talk

4.4.2 Friendship Talk

4.4.3 Institutional Talk

4.4.4 Task-oriented Talk

4.5 Summary

Chapter 5 Negotiation of Interactive Frames and Discourse Identities

5.1 Introduction

5.2 Negotiation of Frames and Discourse Identities in Different Types of Talks

5.2.1 The Context of the Interactions

5.2.2 Co-construction of Different Identities in Task-oriented Talk

5.3 Summary

Chapter 6 Epilogue and Discussions

6.1 Summary of Discursive Features, Frame Mediation and Discourse Identity

6.2 Discussions

6.2.1 Theoretical Framework, Analytical Framework, Analytical Concepts and Methodology

6.2.2 A Socio-cultural Perspective

References

Appendixes

Appendix I A Reconstructed Dialogue between an Insurance Sales Agent and a Prospective Client

Appendix II Questionnaire for Insurance Sales Agents

Appendix III Questionnaire for Clients

Appendix IV A Sample Answer to the Questionnaire from an Agent

Appendix V A Sample Interview of an Agent

Appendix VI A Sample Interview of a Client

Appendix VII Confession of an Agent

Index

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