1、本科毕业设计（20届）会话含义与英语中的劝说语功能分析ASTUDYONTHEENGLISHPERSUASIVELANGUAGEFROMTHECONVERSATIONALIMPLICATUREPERSPECTIVE所在学院专业班级英语学生姓名学号指导教师职称完成日期年月1【ABSTRACT】THISTHESISINTENDSTOSTUDYENGLISHPERSUASIVELANGUAGEINTERMSOFITSPERSUASIVEIMPLICATUREFROMTHEPERSPECTIVEOFCONVERSATIONALIMPLICATURETHEORYASAPOWERFULMEANSOFCOMM
2、UNICATION,PERSUASIONBARESTHECHARACTERISTICSOFEXTENSIVENESS,COMPLEXITYANDDIVERSITYTHISTHESISCARRIESOUTAPRAGMATICANALYSISOFPERSUASIVELANGUAGEBYRESORTINGTOTHECONVERSATIONALIMPLICATURETHEORYPROPOSEDBYGRICE,ASTHETHEORETICALGUIDANCEINANATTEMPTTOSTUDYHOWTHESPEAKERSUCCEEDSINPERSUADINGTHEAUDIENCECONVERSATION
3、ALIMPLICATURECOULDARISEBYMEANSOFVIOLATINGOROBSERVINGTHECOOPERATIVEPRINCIPLEMAXIMSTHEMAINEMPHASISOFTHISTHESISHASBEENLAIDONTHEANALYSISOFPERSUASIVELANGUAGEFROMTHEVIEWPOINTOFHOWTHESPEAKERVIOLATESTHECOOPERATIVEPRINCIPLEWHENSENDINGPERSUASIVEIMPLICATURESOMETYPICALCONVERSATIONSCOLLECTEDFROMMARKETING,DAILYCO
4、MMUNICATIONAMONGFAMILIESINDIFFERENTCONTEXTSARECHOSENFORCASEANALYSISTODETECTTHECONVERSATIONALIMPLICATUREATLASTTHISTHESISSUMMARIESTHEPRACTICALANDTHEORETICALMEANINGOFTHISTHESISANDPOINTSOUTTHEPOSSIBLELIMITATIONSOFTHEPRESENTSTUDY【KEYWORDS】ENGLISHPERSUASIVELANGUAGECONVERSATIONALIMPLICATURECOOPERATIVEPRINC
5、IPLECONTEXT2【摘要】本文旨在以会话含义理论为指导，分析劝说语如何成功实现劝说功能。劝说语作为一种强有力的沟通工具，具有广泛性、复杂性和多样性的特点。语言学理论为研究劝说语提供了新的视角。本文运用语用学基本原理会话含义理论分析劝说语，集中探讨格莱斯的会话含义理论在劝说语应用中的具体体现和特征；通过商业领域和生活中收集的案例研究劝说者如何违反合作原则以成功实现劝说。最后揭示本研究在劝说活动中的实践意义和在语言学领域的意义并综述本文研究的局限性。【关键词】劝说语；会话含义；合作原则；语境。3目录1INTRODUCTION111DEFINITIONOFPERSUASION112RATION
6、ALEANDSIGNIFICANCEOFTHESTUDY113METHODOLOGYOFTHESTUDY214ORGANIZATIONOFTHETHESIS32THEORETICALFOUNDATIONOFTHESTUDY321CONVERSATIONALIMPLICATURETHEORY322THECOOPERATIVEPRINCIPLE4221THEMAXIMSOFCOOPERATIVEPRINCIPLE4222VIOLATIONOFTHEMAXIMS523CLASSIFICATIONOFIMPLICATURE6231GENERALIZEDIMPLICATURE6232PARTICULAR
7、IZEDIMPLICATURE73CONVERSATIONALIMPLICATUREANALYSISOFENGLISHPERSUASIVELANGUAGE831VIOLATIONOFTHEQUNATITYMAXIM8311GIVINGLESSINFORMATION8312GIVINGMOREINFORMATION932VIOLATIONOFTHEQUALITYMAXIM1033VIOLATIONOFTHERELATIONMAXIM1134VIOLATIONOFTHEMANNERMAXIM1135SUMMARY124CONCLUSION1441SUMMARY1442LIMITATIONS14RE
8、FERENCES1511INTRODUCTIONTHEHUMANSOCIETYISACOMBINATIONOFCOOPERATIONANDCOMPETITION,ANDPERSUASIONPLAYSANINDISPENSABLEROLEINBOTHASPECTSASAPOWERFULMEANSOFCOMMUNICATION,PERSUASIONISANEFFECTIVEWAYTOELIMINATEOBSTACLESBETWEENTHEPERSUADERANDTHEAUDIENCEANDITCANALSOINFLUENCETHEMOTIVATION,COGNITION,EMOTION,ANDAT
9、TITUDEOFTHELISTENERPERSUASIONHASGREATIMPACTONTHEDEVELOPMENTOFOURHUMANSOCIETYINAREASSUCHASBUSINESS,POLITICS,ANDCULTUREHENCEITISOFPRACTICALIMPORTANCETOSTUDYTHISLINGUISTICPHENOMENON11DEFINITIONOFPERSUASIVELANGUAGEITISACOMMONWAYTOCLARIFYACONCEPTBYPROVIDINGADEFINITION,FORADEFINITIONMAKESSOMESETSOFINSTANC
10、ESSPECIFIEDTOWHICHTHECONCEPTAPPLIESHOWEVER,THEDEFINITIONSOFPERSUASIONGIVENBYRESEARCHERSATHOMEANDABROADAREVARIOUSAMONGTHESEDEFINITIONS,SOMEREGARDPERSUASIONASAWAYOFCOMMUNICATIONDESIGNEDTOAFFECTTHEAUTONOMOUSJUDGMENTSONACTIONOFOTHERSHERBERT,1986ANOTHERDEFINITIONPROPOSEDBYOXFORDADVANCEDLEARNERSENGLISHCHI
11、NESEDICTIONARYISTHATPERSUASIONISAPROCESSTOMAKESOMEONEAGREETODOSOMETHINGBYGIVINGGOODREASONSFORDOINGITTHEFORMERDEFINITIONSEES“PERSUASION”ASAPRACTICEWHICHIMPLIESTHATTHEPERSUADERMAKESTHEOTHERSDOSOMETHINGBYARGUINGORREASONINGWITHHIMTHELATTERONEREGARDS“PERSUASION”ASANEFFECT,ASITMEANSPERSUASIONISTOMAKESOMEO
12、NETOBELIEVEWHATTHEPERSUADERSAYSANDCONVINCEHIMSIMONS,2001238NEVERTHELESS,MOSTCONCEPTSHAVEFUZZYEDGES,WHICHMEANSINSOMEGRAYAREASAPPLICATIONOFTHECONCEPTISARGUABLETHEREFORE,OTHERSTHINKTHATADEFINITIONOFPERSUASIONISNOTNECESSARYTHISTHESISAGREESWITHBERNARDSOPINIONSHECLAIMSTHATPERSUASIONISTOPERSUADETHEAUDIENCE
13、TOTHINKORACTINAPARTICULARWAYBYUSINGAPPEALSTOLOGIC,VALUESANDFEELINGSBERNARD,1986THEESSENCEOFPERSUASIONSTANDSFORTHESHREWDBUTDIPLOMATICMANIPULATIONHISTORYOFGETTINGPEOPLEFROMTHEOPPOSITESIDEONTOOURSIDEWITHOUTUSINGANYFORCE12RATIONALEANDSIGNIFICANCEOFTHESTUDYPERSUASION,AMEANSOFCOMMUNICATION,INTENDSTOCHANGE
14、THEJUDGMENTANDPRACTICEOFTHEAUDIENCE,BUTNEVERDEPRIVETHEMOFTHEIRPOWEROFMAKINGDECISIONTHEREFORE,PERSUASIONDOESNOTIMPOSEBUT2PREDISPOSESTHESUBJECTITSELFISQUITEFASCINATINGANDDUETOITSEXPLORATORYANDPRIMARYRESEARCHTHESTUDYMAYBEOFGREATTHEORETICALANDPRACTICALSIGNIFICANCEINTHISFIELDTHECHOICEOFTHETHESISTOPICONEN
15、GLISHPERSUASIVELANGUAGEISBASEDONTHEFOLLOWINGCONSIDERATIONSFIRSTLY,PERSUASIONISACENTRALFEATUREOFEVERYASPECTOFDAILYCOMMUNICATIONPERSUASIONCANBEFOUNDEVERYWHEREWHERETHEREISHUMANCOMMUNICATIONITISUNAVOIDABLEANDPERVASIVEITISQUITECLEARTHATPERSUASIONISANINDISPENSABLEPARTINLARGENUMBERSOFOCCUPATIONSLARGENUMBER
16、SOFPROFESSIONS,SUCHASSOCIALWORK,PUBLICRELATIONS,LAW,POLITICS,ADVERTISING,COUNSELING,BUSINESSMANAGEMENTASWECANSEEPERSUASIONISPARTANDPARCELINTHESEOCCUPATIONSSECONDLY,PERSUASIONEXISTSINPOLITICALSPEECHANDMARKETINGCOMMUNICATIONATHOMEANDABROADONONEHAND,MARKETECONOMYHASTRANSFERREDCHINATOAMARKETDRIVENSOCIET
17、YTHOUSANDSOFCOMMODITIESMAKEPERSUASIVECOMMUNICATIONANESSENTIALLINKTOWINTHEMARKETCOMPETITIONONTHEOTHERHAND,PERSUASIVELANGUAGEHASBEENWIDELYUSEDINPOLITICALSPEECHESANDQUANTITIESOFTHEMHAVEGONEDOWNINHISTORYFORITSPERSUASIVEIMPACTANDPOWERTHERESEARCHMAYANALYZETHEREASONSWHYSOMECOMPANIESARENOTASSUCCESSFULASOTHE
18、RSINPROMOTINGTHEIRPRODUCTSANDHELPTHEMREADJUSTTHEIRMARKETINGCOMMUNICATIONTHOUGHITMAYNOTASSURETHEMASUCCESSINTHEMARKET,ITCANINCISETHEIRCHANCESTOBEMORESUCCESSFULASTOPOLITICALSPEECH,BYSTUDYINGHOWPERSUASIVELANGUAGEWORKSANDWHYITFAILS,SPEAKERSCANUNDERSTANDMUCHBETTERINHOWTOWINTHECAMPAIGNTHROUGHTHEIRSPEECHTHE
19、THIRDCONSIDERATIONISRATHERACADEMICAGREATNUMBEROFPRINCIPLESHAVESOMETHINGTOSAYABOUTPERSUASION,BUTANALYSISFROMTHEPERSPECTIVEOFCONVERSATIONALIMPLICATURETHEORYISSTILLINITSINFANCYCONVERSATIONALIMPLICATURETHEORY,ANIMPORTANTBRANCHOFPRAGMATICS,STUDIESLINGUISTICPHENOMENONFROMTHECONCRETECONTEXTANDTHEIRUSAGEPRO
20、PERTIESLAURA,2010169ITISBELIEVEDTOPROVIDEAMORECOMPREHENSIVEPERSPECTIVEINTHEUNDERSTANDINGOFPERSUASIVELANGUAGEANDDEEPENOURUNDERSTANDINGOFTHISLINGUISTICPHENOMENON13METHODOLOGYOFTHESTUDYTHISTHESISWILLINVOLVEILLUSTRATIVEMETHODWHENDESCRIBINGCONVERSATIONALIMPLICATURETHEORYASTHETHEORETICALBASESAMPLEANALYSIS
21、WILLALSOBEUSED,WITHCASESSELECTEDFROMCOMMERCIALMARKETINGDIALOGUESANDDAILYCOMMUNICATIONSCOLLECTSAMPLESFROMDAILYLIFEINSITUATIONSSUCHASSHOPPINGMALL,HOMEDAILYCOMMUNICATIONANDSOONTHISISAQUALITATIVEANALYSISFROMTHEAPPROACHOFPRAGMATICSLEECH,1983127ITAIMSTOANALYZETHEAPPLICATIONOFCONVERSATIONALIMPLICATUREINSOM
22、ECONCRETECONTEXTSUCHASTHEMARKETINGCOMMUNICATION,COMMONCOMMUNICATIONBETWEENFRIENDSANDFAMILY3MEMBERSITTRIESTOANALYZEHOWPERSUASIVELANGUAGEWORKS,INANATTEMPTTOGAINSOMEINSIGHTSINTOTHEAPPLICATIONOFTHISTHEORYINTHESECOMMUNICATIONENVIRONMENT14ORGANIZATIONOFTHETHESISTHEPRESENTTHESISCONSISTSOFFOURCHAPTERSCHAPTE
23、RONEGIVESABRIEFINTRODUCTIONOFTHISRESEARCH,SPECIFYINGTHEDEFINITIONOFENGLISHPERSUASIVELANGUAGEINTHEPRESENTSTUDY,THERESEARCHPURPOSES,RATIONALE,SIGNIFICANCE,METHODOLOGYANDORGANIZATIONOFTHISTHESISCHAPTERTWOINTRODUCESTHETHEORETICALFOUNDATIONOFTHESTUDYFORTHEANALYSISOFTHEFUNCTIONANDEFFECTOFENGLISHPERSUASIVE
24、LANGUAGEBYAPPLYINGTHECONVERSATIONALIMPLICATURETHEORYTHESPEAKERMAYWANTTOCONVEYHISORHERMEANINGINANINDIRECTWAYBYVIOLATINGORFLOUTINGTHEMAXIMSOFCOOPERATIVEPRINCIPLESUCHCONVERSATIONALIMPLICATUREWILLBEINFERREDTHROUGHANALYSISBASEDONTHISTHEORYCHAPTERTHREEAIMSTOANALYZEENRICHEDCONVERSATIONALIMPLICATUREOFTYPICA
25、LMARKETINGCOMMUNICATION,DAILYCOMMUNICATIONBETWEENFAMILYMEMBERSCHAPTERFOURSERVESASACONCLUSIONOFTHETHESISANDPOINTSOUTTHEPOSSIBLEPRACTICALANDTHEORETICALMEANINGOFTHESTUDY2THEORETICALFRAMEWORKWITHTHEREVIEWOFTHERELEVANTLITERATURE,THISCHAPTERINTRODUCESGRICESCONVERSATIONALIMPLICATURETHEORY4ASTHETHEORETICALB
26、ACKGROUNDFORINDEPTHRESEARCHINTOTHEPERSUASIVELANGUAGEINTHEFOLLOWINGCHAPTER21CONVERSATIONALIMPLICATURETHEORYGRICESAYSTHATASPEAKERSENDSMOREMESSAGETHANTHELITERALMEANINGOFWORDSWHICHISTRANSFERREDNOTBYUNDERSTANDINGTHEMLINGUISTICALLY,BUTBYPROVIDINGEVIDENCEOFTHEINTENTIONTHESPEAKERINTENDSTOCONVEYGRICEARGUESTH
27、ATTHECOMMUNICATIVEACTIVITIESOFHUMANBEINGSHOULDBERULEDBYPRINCIPLESANDNORMSWHILEHUNTINGFORTHEWAYSINWHICHSUCHEVIDENCEISOFFEREDBYTHEADDRESSERGRICE,2001321THETHEORYOFCONVERSATIONALIMPLICATUREATTEMPTSTOPROVIDETENTATIVEANSWERSTOQUESTIONSWHICHREADHOWONECANMEANMORETHANWHATONESAYSANDWHATISTHEMECHANISMUNDERLYI
28、NGTHEUSEOFASENTENCETOCONVEYEXTRAMEANINGINTHEDISSERTATIONNAMEDLOGICANDCONVERSATION,GRICECLEARLYSAYSTHATTHERATIONALEBENEATHTHECONVERSATIONALIMPLICATURETHEORYISTHEASSUMPTIONTHATRATIONALCOMMUNICATIONEXCHANGEISACOOPERATEEFFORTTOSOMEEXTENT,EACHPARTICIPANTRECOGNIZESITANDREGARDSITASASAMEPURPOSEORASETOFPURPO
29、SESGRICE,2001350THUS,AMESSAGESENDERMUSTGOBEYONDTHESEMANTICMEANINGOFWORDSTOINFERWHATTHESPEAKERINTENDSTOSENDTOREALLYKNOWTHEMEANINGOFANUTTERANCETHISNEEDSTHESPEAKERINTENDSTOCOMMUNICATEANDTHELISTENERCANRECOGNIZETHEPARTICULARINTENTIONANDALSOBEWILLINGTOCOOPERATEWITHTHESPEAKERTHECOREOFTHEPRINCIPLEISCOOPERAT
30、IVENESS,WHICHREFERSTOTHECOOPERATIVEPRINCIPLE22THECOOPERATIVEPRINCIPLEGRICEDEVELOPSTHECONCEPTOFIMPLICATUREINCOOPERATIVEPRINCIPLEITISMAINLYATHEORYABOUTHOWSPEAKERSUSELANGUAGEINCOMMUNICATIONHESUGGESTSTHATTHEREARESETSOFOVERARCHINGPRESUMPTIONSRULINGTHECONDUCTOFCONVERSATIONWUBINGZHANG,2007ASITSEEMSTHATTHES
31、EPRESUMPTIONSRAISEDFROMBASICRATIONALCONSIDERATIONSANDMAYBEFORMULATEDASPRINCIPLESFORTHEEFFECTIVEANDEFFICIENTUSEOFLANGUAGEINCOMMUNICATIONTOFURTHERCOOPERATIVEENDSINORDERTOFURTHEREXPLAINTHECOOPERATIVEPRINCIPLE,GRICEPROPOSESFOURMAXIMSANDSEVERALSUBMAXIMSRESPECTIVELYTHECOOPERATIVEPRINCIPLEISSPECIFIEDFROMFO
32、URASPECTSQUANTITY,QUALITY,RELATIONANDMANNERCUIWEIAVOIDAMBIGUITYBEBRIEFANDBEORDERLYOBSCURITYMEANSTHATTHEMEANINGISHIDDENFROMLACKOFCLARITYOFEXPRESSION,WHILEAMBIGUITYINDICATESTHEPRESENCEOFTWOPOSSIBLEMEANINGSTHEFOLLOWINGEXAMPLEBASEDONTHEVIOLATIONOFTHEMANNERMAXIMISTHEFOCUSOFTHEANALYSISPERSUASIVEIMPLICATUR
33、EEXAMPLESIXCONTEXTOFSITUATIONALADYISPLANNINGTOBUYSOMEMAKEUPINASHOPSHECONSULTSTHESALESWOMANABOUTWHICHONEISSUITABLEFORHERSENSITIVESKINLADYEXCUSEMEWOULDYOUPLEASERECOMMENDSOMEPRODUCTSFORSENSITIVESKINSALESWOMANSURETHEFORMULATIONOFTHISPRODUCTISORIGINALLYFORMULATEDFORDERMATOLOGISTSSPECIFICALLYFOREVERYDAYCL
34、EANINGOFEVENTHEMOSTSENSITIVESKINEVENTHEDERMATOLOGISTSRECOMMENDTHISFRAGRANCEFREEPRODUCTTHEANSWERPROVIDEDBYTHESALESWOMANOBVIOUSLYVIOLATESTHEMAXIMOFMANNERINSTEADOFOFFERINGANANSWEROFWHICHPRODUCTISMOSTSUITABLEFORTHELADYSSENSITIVESKIN,THESALESWOMANPROLIXLYDESCRIBESTHEFORMULATIONOFTHEPRODUCTANDTHEFEATURESO
35、FPRODUCTSCLEARLY,THESALESWOMANVIOLATESTHEMAXIMOFMANNERFORNOTBEINGBRIEFBUTBEINGPROLIXHOWEVER,THECONVERSATIONALIMPLICATUREISCLEARTHATTHESALESWOMANSTRONGLYRECOMMENDSTHISPRODUCTBECAUSEEVENTHEDERMATOLOGISTSRECOMMENDITINTHISWAYSHEMANAGESTOPERSUADETHELADYTOBUYTHISPRODUCTWHICHISSUITABLEFORHERSENSITIVESKIN35
36、SUMMARY13INTHISCHAPTER,EFFORTSHAVEBEENMADETOANALYZETHEENGLISHPERSUASIVELANGUAGEWITHCOOPERATIVEPRINCIPLEASTHECORETHEORYTOEXPLAINHOWPEOPLEVIOLATETHECOOPERATIVEPRINCIPLEINORDERTOPERSUADETHELISTENERASFORTHECOOPERATIVEPRINCIPLEWHICHISPOWERFULINEXPLAININGIMPLICATURE,THEREMIGHTALSOBECASESINWHICHITSEEMSTHAT
37、SEVERALMAXIMSAREVIOLATEDATTHESAMETIMEANDITISDIFFICULTTODECIDEWHICHMAXIMISOBVIOUSLYVIOLATEDTHEABOVEEXAMPLESABSTRACTEDFROMDAILYLIFEAREINORDERTODISCUSSANDANALYZETHEENGLISHPERSUASIVELANGUAGEFROMFOURASPECTSINACCORDANCEWITHTHEFOURMAXIMSOFTHECOOPERATIVEPRINCIPLE4CONCLUSION41SUMMARYTHECURRENTSTUDYHASGIVENAB
38、RIEFPICTUREOFENGLISHPERSUASIVELANGUAGE,ANDANALYZEDTHECONVERSATIONALIMPLICATUREOFTHECHOSENEXAMPLESBYRESORTINGTOTHECOOPERATIVEPRINCIPLETHESPEAKERTRIESTOPERSUADETHELISTENERBYVIOLATINGTHEMAXIMSOFCOOPERATIVEPRINCIPLETHEMAXIMOFQUANTITY,THEMAXIMOFQUALITY,THEMAXIMOFRELATIONANDTHEMAXIMOFMANNERITCANBENOTEDINT
39、HEPROCEEDINGDISCUSSIONTHATTHEREARECASESINWHICHPARTICIPANTSINACOMMUNICATIONEXCHANGEMAYDELIBERATELYFAILTOFULFILLONEORMOREMAXIMSOFTHECOOPERATIVEPRINCIPLETHISISTHESITUATIONINWHICHCONVERSATIONALIMPLICATUREOCCURSTHISTHESISOFFERSAGOODILLUSTRATIONOFHOWSPEAKERSVIOLATETHEMAXIMSINORDERTOACHIEVEPERSUASIVEPURPOS
40、E,SHOWINGTHATCONVERSATIONALIMPLICATURETHEORYINAPPLICABLETOTHEDISCOVERYANDUNDERSTANDINGOFTHEENGLISHPERSUASIVELANGUAGE42LIMITATIONSTHISSTUDYISFRUITFULINITSLEADINGTOABETTERUNDERSTANDINGOFENGLISHPERSUASIVELANGUAGEFROMTHEPERSPECTIVEOFCONVERSATIONALIMPLICATURE,YETSOMELIMITATIONSARETOBEPOINTOUTFIRSTLY,THEC
41、ASESAPPLIEDINTHISTHESISAREVERYLIMITEDTHISTHESISMAINLYCHOOSESDIALOGUESCOLLECTEDFROMTHEMARKETINGANDSOMEDAILYCOMMUNICATIONBETWEENFAMILYMEMBERSHOWEVER,ENGLISHPERSUASIVELANGUAGEWIDELYEXISTSINDIFFERENTAREASOFLIFEANDWORKTHISTHESISISONLYFROMONEANGLETOSEETHEWHOLEPICTURE,WHICHISTOSAYTOSEEAWORLDINGRAINOFSANDSE
42、CONDLY,INSOMECONTEXTSASENTENCESEEMSTOVIOLATESEVERALMAXIMSFORINSTANCE,INTHEEXAMPLEFOURTHEANSWERPROVIDEDBYTHEMOTHERVIOLATESTHREEMAXIMSTHEQUANTITYMAXIMFORNOTGIVINGENOUGHINFORMATIONASISREQUIRED,THERELATIONMAXIMFORNOTGIVINGRELEVANTINFORMATIONANDTHEMANNER14MAXIMFORNOTPROVIDINGACLEARANSWERTHEANALYSISOFTHIS
43、STUDYDOESNOTINCLUDETHEVIOLATIONOFSEVERALMAXIMSATTHESAMETIMEREFERENCESADRIAN,AKMAJIAN2001ANINTRODUCTIONTOLANGUAGEANDCOMMUNICATIONMASSACHUSETTSMITPRESSGRICE,HP2001ASPECTSOFREASONOXFORDOXFORDUNIVERSITYPRESSJOHN,MCWHORTER2008UNDERSTANDINGLINGUISTICSTHESCIENCEOFLANGUAGEFLORIDATEACHINGPRESSLEECH,GN1983PRI
44、NCIPLESOFPRAGMATICSLONDONLONGMANMARTINLEVINSON,SC2000PRESUMPTIVEMEANINGSTHETHEORYOFGENERALIZEDCONVERSATIONALIMPLICATUREMASSACHUSETTSMITPRESSLEVINSON,SC1983PRAGMATICSCAMBRIDGECAMBRIDGEUNIVERSITYPRESSPENELOPE,BROWNLEVINSON,SC1987POLITENESSSOMEUNIVERSALSINLANGUAGEUSAGECAMBRIDGEUNIVERSITYPRESSLAURA,SICO
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