Journal ArticleDOI
“Are you my friend?”: Negotiating friendship in conversations between network marketers and their prospects
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This paper proposed four key central elements through which participants make sense of themselves when their identities are in transgression and conflict, i.e., intimacy, control, trust, and positiveness.Abstract:
Friendship is studied as a culturally and contextually embedded entity. Focusing on the interactions between network marketers and their prospects, this article proposes four key central elements through which participants make sense of themselves when their identities are in transgression and conflict. Instead of being essentialist, the four elements of friendship ‐ intimacy, control, trust, and positiveness ‐ are highly interactional and dynamic elements that can be negotiated by participants in a conversation. It is argued that Grice’s Cooperative Principle is valid, but this should be enhanced by participants’ specific culture and prior experience. The notion of “face” in politeness models should be expanded in light of its dynamic characteristics in interaction. (Discourse analysis, network marketing, identity, friendship, politeness, culture)*read more
Citations
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Journal ArticleDOI
Universe of the Mind: A Semiotic Theory of Culture
TL;DR: Lotman as mentioned in this paper proposed the Semiotic Theory of Culture, which he called the "Universe of the Mind" and "Semi-Autonomous Theory of Science" (SITC).
Journal ArticleDOI
Strategic embarrassment and face threatening in business interactions
TL;DR: In this article, Arundale et al. examined strategic embarrassment, where the speaker attempts to embarrass the addressee into doing what he or she wants by topicalising unmet expectations and thereby implying a mild reproach or complaint, is examined in the context of business interactions in Taiwan.
Journal ArticleDOI
The Role of the Distributor Network in the Persistence of Legal and Ethical Problems of Multi-level Marketing Companies
Claudia Groß,Dirk Vriens +1 more
TL;DR: In this paper, an extended MLM model is proposed to understand why such problems continue to occur, despite the countermeasures that have been implemented, and to propose additional countermeasures.
Journal ArticleDOI
Chinese politeness is not about ‘face’: Evidence from the business world
TL;DR: This paper argued that mianzi and lian are not sub-concepts lying essentially at the heart of Chinese politeness, but separate concepts which, while overlapping with politeness in some instances, frequently operate in ways which are entirely removed from any accepted notions of politeness.
Dissertation
The interactional organisation of initial business-to-business sales calls with prospective clients
TL;DR: In this paper, the authors investigate the interactional organization of real events that comprise live business-to-business cold calls, and propose a conversation analytic toolkit to examine new practices such as appointment-making and key conversation analytic topics.
References
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Politeness : Some Universals in Language Usage
TL;DR: Gumperz as discussed by the authors discusses politeness strategies in language and their implications for language studies, including sociological implications and implications for social sciences. But he does not discuss the relationship between politeness and language.
Book
Discourse and social change
TL;DR: This article proposed a social theory of discourse intertextuality text analysis -constructing social relations and "the self", constructing social reality discourse and social change in contemporary society doing discourse analysis.
Book
Politeness: Some Universals in Language Usage
TL;DR: This paper presents an argument about the nature of the model and its implications for language studies and Sociological implications and discusses the role of politeness strategies in language.
Book
Critical Discourse Analysis: The Critical Study of Language
TL;DR: In this paper, the authors propose a dialectical-relational approach to critical discourse analysis in social research, which is based on the New Sociology of Capitalism and Critical Discourse Analysis.