haku: @indexterm TELEPHONE SELLING / yhteensä: 60
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| Tekijä: | Mazeland, H. |
| Otsikko: | Responding to the double implication of telemarketers' opinion queries |
| Lehti: | Discourse studies
2004 : FEB, VOL. 6:1, p. 95-115 |
| Asiasana: | Marketing Telephone selling |
| Kieli: | eng |
| Tiivistelmä: | During a call, telemarketers sometimes solicit repondent's opinions about a product or service. This turns out to be a query with multiple implications and respondents are alive to them. On the one hand, the recipient orients to a local preference to evaluate the telemarketer's product positively. On the other hand, a positive assessment may result in expectations and commitments that survive the sequence and that are relevant for the call's outcome. The recipient is faced with two types of preference structures, one grounded in the sequence and the other one in the course of action it is part of. The preferences may be incompatible. Analysis shows that the shape of response turns with cross-cutting preferences. |
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