【作者】 陈洁；

【导师】 廖瑛；

【作者基本信息】 湖南大学 ， 外国语言学及应用语言学， 2006， 硕士

【摘要】 从经济视角研究语言问题，即用经济学中的概念，分析方法和模型来分析研究与语言相关的问题，这是一个新兴的交叉学科研究领域。国内外的语言学者和经济学者都对这一领域显示了出浓厚的兴趣。“新经济原则”将供求曲线，一般均衡，效用最大化等基本经济模型和定律引入对语用行为的研究中来，包括了六条准则，是在考量影响言语配置的变量的基础上归纳出的解释言语优化配置的一般原则。 本文将向明友提出的新经济原则应用于商务会谈言语配置的分析中，通过剖析影响言语投入的几种变量，证明了新经济原则可以用于解释商务会谈言语的优化配置。文章首先介绍了经常被运用于语言问题分析的经济概念和术语，然后详细列举了经济学家和语言学者运用经济模型和经济思想进行的与语言相关问题的研究。本文以电信行业工程谈判作为分析的语料，在第四章和第五章从表达意图信息，求取式，主动给予和回应式给予语用行为四个方面来详细分析了商务会谈言语配置中言语投入和几种变量的关系。 共知经验和言语的投入成反比，商务会谈中言者应该判断听者和言者之间的共知经验量，省略共知经验，将言语的投入集中在非共知经验上，这样可以节约时间并且保证会谈的顺利进行。意图表达难度实际上是从言者的角度考量共知经验。在商务会谈中，言者要考虑到双方的共知经验的多少，判断意图表达难度，来投入适量的言语，从而达到听者和言者双方供给和需求的均衡。交际动机强度是另一个考量的因素，它和言语投入成正比。在商务会谈中，言者要投入适量的语言激起听者的交际动机，保证双方能够很有兴趣的进入下一步的会谈。强制度是在研究影响求取式语用行为时提到的一个变量，强制度的大小直接影响到听者回应求取的愿望。言语投入要使言者求取的强制度和听者做出回应的愿望达到均衡，这样才能保证会谈的顺利进行。对于主动给予，本文提出了变量利己动机。由于商务会谈的目的是达成协议，获取利益，所以每一个主动给予都是由言者的利己动机所决定的。但是会谈双方都会保持自己的立场和利益，所以言者和听者的利己和利他动机需要保持均衡才能保证会谈的成功和双方的共赢。除此之外，言者的主动给予还需要与听者的自我判断达成均衡。 在言语交际过程中，这些变量是同时出现并且影响言语配置的，所以必须要综合考虑各个变量和言语投入的关系，使整个投入量能够达到一般均衡。本文验证了新经济原则尤其是一般均衡准则作为其核心准则在商务会谈言语优化配置的作用，为新经济原则提供了新的证据。从言语投入量和一些变量的关系入手研究商务会谈中的言语配置，为对商务会谈语言的研究提供了新的视角和思路。更多还原

【Abstract】 The language issues have been studied from the economic perspective recently by scholars both from economic and linguistic world. By applying the economic model of demand and supply, the theory of equilibrium and the law of utility maximization into the study of pragmatic behaviors, new economy principle is concluded based on the analysis of many social factors and is regarded as the principle explaining the optimal distribution of speech.This paper applies the new economy principle proposed by Xiang Mingyou into the analysis of speech distribution in business talks. By analyzing some variables and their relationship with the input of speech, it is verified that the new economy principle is the principle that could be used to account for the speech distribution in business talks. After presenting the economic terminologies that are usually adopted into the research of language issues, there is a literature review about the studies of both the economists and the linguists. The data language is selected from the business talks in telecommunication industry which is recorded by the author. In Chapter 4 and Chapter 5 the speech distribution in business talks is discussed through examining the variables that influence the speech distribution from four aspects, that is, the speech for expressing the main communicative intention, the pragmatic behavior of demand, initial offer and responsive offer. Analysis based on the collected data demonstrates that the new economy principle could be applied to explain speech distribution in business talks.The variables are discussed with relation to the input of speech. Shared experience and the input of speech are in reverse relation. For the initiator of business talks, he should adjust his amount of input speech according to the shared experience between him and the hearer. So it is crucial for the speaker to expect exactly the shared experience and omit it so as to distribute his speech efficiently. Difficulty of expressing the main communicative intention is actually another aspect to examine the shared experience. In business talks, the speaker should consider the difficulty of expressing the intention by expecting the shared experience so as to provide proper amount of speech. The equilibrium between the speaker’s supply and the hearer’s demand ensures the smooth advancing of business talks.Strength of communicative motives is another variable to be explored which is in direct relation with the input of speech. In business talks, the speaker should adjust his speech to the hearer’s strength of communicative motives and try to stimulate the hearer in order to involve him into the further conversation.The size of imposition is in direct relation with the input of speech and functioned in the更多还原