劝说言语行为研究.pptVIP

Delta Novelty Company 3217 SW 31st St. Topeka, KS 66614 Subject: Request for credit in account The case of Hippity Holiday Bunnies that I purchased from your company do not hop. I am, therefore, returning them to you and requesting that you credit my account for the amount charged plus shipping. The Hippity Holiday Bunnies that arrived at my store had faulty mechanisms which caused them to fall over instead of hop―as promised in your sales brochure. Because I plan on selling off my line of seasonal items within the next three weeks, I wish my account to be issued a credit instead of you replacing the faulty merchandise. Please find enclosed the copies of your invoice, #1342, in the amount of $36 and my invoice for shipping charges of $2.95. Your quality products have always sold well in my store, and I look forward to seeing your new line of fall items as soon as they are available. In the meantime, your prompt attention to this matter is appreciated. Martha Sacks Letters of claim Language strategies of speech acts in letters of claim representatives directives commissives expressives declarations 劝说言语行为研究：会话结构 第一集：20:02——32:55 寒暄：想媳妇呢 邀请：刚从县里回来，上家吃饭去；不用客气；可香了 套近乎：加点料提味；常吃；一人在外不容易 提问：别人都走了，没想着走；有一个上大学的名额；你有学问，符合条件；老支书欣赏你 入正题：不过，有件事......我就知道你会同意 恭喜：双喜临门；我就是媒人；对方也喜欢你 结束话题：就这么定了；打消疑虑；再次促成（一举两得；切中要害：回城，政审；对方条件好；我应下了；机会难得） 三喜嫂子 老支书 Sales promotion: strategies salesman: how to promote the goods? customer: in which case, would you like to buy sth.? 劝说言语行为研究：会话策略 1.称赞策略：称赞顾客、称赞产品 2.替顾客着想策略 3.减少顾客购买风险策略 4.对比策略 5.损己利他策略 6.催促策略 劝说言语行为研究：会话结构和策略 第19集：小麦爸爸规劝林木和小麦别离婚 * Assignment 1. Try to remember Searle’s contribution to speech act theory 2. Preview Chapter 3 * Stage 2 Stage 3 Stage 1 Austins puzzle(truth value 真值条件) Austins new model Austins classification of illocutionary act Austins classification of Constatives and Performatives Searles classification of illocutionary act Searles indirect speech act Oh, it’s raining! a request a directive a complaint il