کد مقاله کد نشریه سال انتشار مقاله انگلیسی نسخه تمام متن
7297552 1474675 2018 19 صفحه PDF دانلود رایگان
عنوان انگلیسی مقاله ISI
Institutional invitations to a meeting: Cold calls to bank clients
ترجمه فارسی عنوان
دعوت نامه های نهادی به جلسه: تماس های سرد با مشتریان بانک
کلمات کلیدی
دعوت نامه های سازمانی، تماس های سرد، فرمت فرمول بندی، فرمت درخواستی، ایتالیایی، تجزیه و تحلیل مکالمه،
موضوعات مرتبط
علوم انسانی و اجتماعی علوم انسانی و هنر زبان و زبان شناسی
چکیده انگلیسی
This article analyzes unsolicited telephone calls in Italian, wherein employees of a bank telephone existing clients in order to arrange a consultation at the bank. The study documents two techniques with which callers attempt to secure appointments: (i) they can convey an invitation to come to the bank as the reason for the call and subsequently disclose the purpose of the meeting (formulation format); or (ii) they can first report an event concerning the client and then attempt to organize a meeting (solicitation format). In the first format the invitation is proffered with a declarative clause, in the second format with an interrogative clause. Acceptance of invitations tends to occur early after the solicitation format and late in response to the formulation format. Conversely, rejection of the invitation occurs early after the formulation format vs. late in response to the solicitation format. Institutional invitations are done in the service of another objective, namely selling new services; the project of arranging an appointment is abandoned if clients accept to sign up for specific services. Using conversation analysis, this article illustrates how the ordering of actions and the choice of grammatical patterns are consequential for clients' responses to institutional invitations.
ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: Journal of Pragmatics - Volume 125, February 2018, Pages 180-199
نویسندگان
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