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DC Field | Value | Language |
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dc.date.accessioned | 2021-12-27T10:09:04Z | - |
dc.date.available | 2021-12-27T10:09:04Z | - |
dc.date.issued | 2010 | - |
dc.identifier.citation | Boffa, L. (2010). The discourse of sales interactions : a qualitative study (Bachelor’s dissertation). | en_GB |
dc.identifier.uri | https://www.um.edu.mt/library/oar/handle/123456789/86095 | - |
dc.description | B.A.(HONS)ENGLISH | en_GB |
dc.description.abstract | This dissertation investigates the patterns observable in the discourse utilised during sales interactions by both seller and buyers. In this study, it is claimed that the seller's discourse essentially threatens the buyer's negative face on both interactional and sentential levels. Whilst some of this face - threatening behaviour is inherent to the structure of the salesperson's speech, other acts seem to be product of the individual's own personal style. Since during the interaction, the seller is not only concerned with influencing the customer but also with establishing rapport with the same client, his discourse needs to include both power-related and solidarity-associated devices to coincide such seeming divergent objectives. It is also demonstrated that the social distance between the two parties acts as a major shaping factor on the structure of the encounter. The results of this research also show that generally, customers prefer to take on the role of conversational facilitators. The analysis of buyer's discourse reveals that, overall, customers speak less and employ various linguistic choices that indicate their reluctance to speak. | en_GB |
dc.language.iso | en | en_GB |
dc.rights | info:eu-repo/semantics/restrictedAccess | en_GB |
dc.subject | Discourse analysis | en_GB |
dc.subject | Sales | en_GB |
dc.subject | Interpersonal communication | en_GB |
dc.subject | Dialogue analysis | en_GB |
dc.title | The discourse of sales interactions : a qualitative study | en_GB |
dc.type | bachelorThesis | en_GB |
dc.rights.holder | The copyright of this work belongs to the author(s)/publisher. The rights of this work are as defined by the appropriate Copyright Legislation or as modified by any successive legislation. Users may access this work and can make use of the information contained in accordance with the Copyright Legislation provided that the author must be properly acknowledged. Further distribution or reproduction in any format is prohibited without the prior permission of the copyright holder. | en_GB |
dc.publisher.institution | University of Malta | en_GB |
dc.publisher.department | Faculty of Arts. Department of English | en_GB |
dc.description.reviewed | N/A | en_GB |
dc.contributor.creator | Boffa, Lara (2010) | - |
Appears in Collections: | Dissertations - FacArt - 1999-2010 Dissertations - FacArtEng - 1965-2010 |
Files in This Item:
File | Description | Size | Format | |
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B.A.(HONS)ENGLISH_Boffa_Lara_2010.pdf Restricted Access | 7.47 MB | Adobe PDF | View/Open Request a copy |
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