| ACKNOWLEDGEMENTS | 第5-6页 |
| ABSTRACT | 第6-7页 |
| 摘要 | 第8-12页 |
| CHAPTER ONE INTRODUCTION | 第12-17页 |
| 1.1 Research topic | 第12-13页 |
| 1.2 Definition of pragmatic identity | 第13-14页 |
| 1.3 Research rationale | 第14-15页 |
| 1.4 Research questions | 第15页 |
| 1.5 Organization of the thesis | 第15-17页 |
| CHAPTER TWO LITERATURE REVIEW | 第17-24页 |
| 2.1 Previous studies of identity and identity construction | 第17-20页 |
| 2.1.1 Approaches to the study of identity | 第17-19页 |
| 2.1.2 Related studies of identity construction in business interactions | 第19-20页 |
| 2.2 Previous studies of business discourse and interactions | 第20-23页 |
| 2.2.1 Definition of business discourse and interactions | 第20-22页 |
| 2.2.2 Pragmatic studies of business discourse and interactions | 第22-23页 |
| 2.3 Summary | 第23-24页 |
| CHAPTER THREE THEORETICAL FRAMEWORK | 第24-31页 |
| 3.1 Spencer-Oatey’s rapport management framework | 第24-28页 |
| 3.1.1 Rapport management: a framework for analysis | 第24-26页 |
| 3.1.2 Rapport-management domains and strategies | 第26-27页 |
| 3.1.3 Factors influencing strategy use | 第27-28页 |
| 3.2 The conceptual framework | 第28-31页 |
| CHAPTER FOUR METHODOLOGY | 第31-37页 |
| 4.1 Data collection and description | 第31-32页 |
| 4.2 Research methods | 第32页 |
| 4.3 Specific research procedures | 第32-33页 |
| 4.4 Data analysis | 第33-37页 |
| 4.4.1 Classifying pragmatic identities constructed in business contexts | 第33-35页 |
| 4.4.2 Identifying rapport-management strategies of pragmatic identities | 第35-37页 |
| CHAPTER FIVE TYPES OF PRAGMATIC IDENTITIES CONSTRUCTED THROUGHRAPPORT-MANAGEMENT STRATEGIES IN BUSINESS CONTEXTS | 第37-61页 |
| 5.1 Types of pragmatic identities | 第37-38页 |
| 5.2 Pragmatic identity construction through rapport-management strategies | 第38-59页 |
| 5.2.1 Expert identity construction | 第38-44页 |
| 5.2.2 Lay person identity construction | 第44-48页 |
| 5.2.3 Entrepreneur identity construction | 第48-51页 |
| 5.2.4 Customer identity construction | 第51-54页 |
| 5.2.5 Partner identity construction | 第54-56页 |
| 5.2.6 Competitor identity construction | 第56-59页 |
| 5.3 Summary | 第59-61页 |
| CHAPTER SIX INTERPERSONAL FUNCTIONS OF INVESTORS’ PRAGMATIC IDENTITIESIN BUSINESS CONTEXTS | 第61-71页 |
| 6.1 Support of face needs | 第61-65页 |
| 6.1.1 Support of self quality face and identity face | 第61-64页 |
| 6.1.2 Support of others’ quality face and identity face | 第64-65页 |
| 6.2 Support of sociality rights | 第65-69页 |
| 6.2.1 Support of self equity rights and association rights | 第65-67页 |
| 6.2.2 Support of others’ equity rights and association rights | 第67-69页 |
| 6.3 Support of interactional goals | 第69-71页 |
| CHAPTER SEVEN CONCLUSION | 第71-75页 |
| 7.1 Major findings | 第71-72页 |
| 7.2 Implications | 第72-73页 |
| 7.3 Limitations | 第73页 |
| 7.4 Suggestions for further study | 第73-75页 |
| REFERENCES | 第75-79页 |
| APPENDIX | 第79页 |
