| ACKOWLEDGEMENT | 第1-6页 |
| ABSTRACT | 第6-8页 |
| 摘要 | 第8-10页 |
| CONTENTS | 第10-12页 |
| LIST OF FIGURES & TABLES | 第12-13页 |
| CHAPTER ONE Introduction | 第13-17页 |
| ·Rationale of the Study | 第13-14页 |
| ·Aims of the Study | 第14页 |
| ·Research Questions | 第14页 |
| ·Research Methodology and Data Collection | 第14-15页 |
| ·Organization | 第15-17页 |
| CHAPTER TWO Literature Review | 第17-27页 |
| ·Overview of Discourse Analysis | 第17-20页 |
| ·Definition of Discourse Analysis | 第17-18页 |
| ·Historical Development of Discourse Analysis | 第18-19页 |
| ·Approaches to Discourse Analysis | 第19-20页 |
| ·Overview of "Politeness" Theories | 第20-24页 |
| ·Definition of "Politeness" | 第20页 |
| ·Major Influential Theories Abroad | 第20-22页 |
| ·"Politeness" at Home | 第22-24页 |
| ·Related Linguistic Studies on Sales Promotion Discourse | 第24-27页 |
| ·Studies Abroad | 第24-25页 |
| ·Studies at Home | 第25-26页 |
| ·Limitations of Previous Studies | 第26-27页 |
| CHAPTER THREE Theoretical Framework | 第27-37页 |
| ·Tsui's Revised Model of Sinclair and Coulthard's Class Conversation | 第27-32页 |
| ·Three-part Exchange and Move Structure | 第27-29页 |
| ·Taxonomy of Discourse Acts | 第29-32页 |
| ·Summary | 第32页 |
| ·"The Other-centered" Politeness Model | 第32-37页 |
| ·Reasons to be "the Other-centered" | 第32-33页 |
| ·Two-layered Principle | 第33-37页 |
| CHAPTER FOUR Structural Analysis of Real-estate Salesperson's Discourse | 第37-54页 |
| ·Overview | 第37页 |
| ·Sequential Analysis of Discourse | 第37-44页 |
| ·Initiating Moves | 第37-39页 |
| ·Responding Moves | 第39-41页 |
| ·Follow-up Moves | 第41-42页 |
| ·Challenging Moves | 第42-44页 |
| ·Dynamic Turn-taking in Conversations between the Real-estate Salesperson and the Customer | 第44-54页 |
| CHAPTER FIVE Realization of Politeness in Real-estate Salesperson' s Discourse | 第54-66页 |
| ·Overview | 第54页 |
| ·Politeness in Different Stages | 第54-62页 |
| ·The Stage of Greeting | 第54-55页 |
| ·The Stage of Enquiring about the Customer's Needs | 第55页 |
| ·The Stage of Getting to Know the Customer | 第55-58页 |
| ·The Stage of Introducing Modelunit (Dealing with Dissatisfaction) | 第58-60页 |
| ·The Stage of Final Negotiation | 第60-62页 |
| ·Dynamic Preference for Selecting Different Guiding Politeness Principles | 第62-66页 |
| CHAPTER SIX Conclusion | 第66-69页 |
| ·Major Findings | 第66-67页 |
| ·Implications | 第67页 |
| ·Limitations and Suggestions for Future Research | 第67-69页 |
| REFERENCES | 第69-72页 |
