商务会话中咨询顾问身份建构的动态性研究

On Dynamics of Consultants' Identity Construction in Business Phone-in

商务会话一般包括咨询启动阶段、问题构建阶段、问题解决阶段与会话结束阶段。咨询顾问在会话中建构了不同类型的身份,分别为专家身份、同伴身份和销售代表身份,这些身份表现出各自的语言特点和人际功能。随着会话的推进,咨询顾问建构不同的身份参与会话,实施了不同的人际功能以达到促成销售的交际目的。

Business consultation is realized into four stages, consultation initiationstage, question construction stage, question solution stage and conversation closing stage.Business consultant constructs different pragmatic identities, namely, expert identity, peeridentity and sales representative identity, which manifest a variety of linguistic features andinterpersonal function. With the passage of conversations, the consultant constructs appro-priate pragmatic identities under which different pragmatic functions are performed to facili- tate the successful business deals.