The present investigation studies buying and selling encounters in a Mexican fruit and vegetable shop. It is a conversation-analytic study that shows aspects of the institutional character of these interactions, their overall organisation and sequential structure. It suggests that the core sequential structure of these encounters consists of two base adjacency pairs, buying and selling. In particular, the analysis describes the preparatory characteristics of the pre-expansions that precede the product request formulations, the linguistic composition and sequential positioning of request formulations, (...) the insertions of the buying adjacency pair and the sequencing of the commercial exchange which is described as the climax of the institutional event. The designs of the first pair part of the selling adjacency pair and the product request formulations are presented as clear instances of the referential framework or common ground shared by seller and customer. (shrink)

This article provides an in-depth analysis of a conversational exchange initiated by a customer’s price question in real-life business-to-business sales encounters. The analysis focusses on when the customer requests a price, what that implies as well as how the price discussion is conducted. Marketing literature usually considers product/service price to be an obstacle that the salesperson needs to overcome; we demonstrate that the price question is a positive signal for the salesperson. By requesting the price, the customer claims sufficient understanding (...) of the offer, recognition of the service value and a readiness to move to the next phase in the meeting. The salesperson initiates an insert expansion to tailor the price to her or his customer and then informs the price in an expanded clausal response to build customer value. The conversation analytic study was based on a dataset of 13 video-recorded B2B sales meetings in Finland. (shrink)

During a call, telemarketers sometimes solicit respondent’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 congruent preferences is observably different from response turns with cross-cutting preferences. In the latter case, the dispreferred character of the response to the caller’s ultimate purpose – that is, making a proposal for a commercial transaction – dominates over the response to the opinion query as just an opinion query in its own right. To generalize, the analysis shows that preparatory sequences in standardized courses of action in institutional settings are a special type of presequence. The participants develop a course of action through ordered series of preparatory sequences. Although locally responding to initiatives of the interlocutor, each response shows an orientation to both the local contingencies of the ongoing sequence and to the overall course of action it is contributing to. (shrink)

This study draws on interactionist frameworks of sensorial communication to analyse product reviews on YouTube. Existing studies of YouTube review work have focused on how vloggers manage conflicting neoliberal identity discourses such as ‘authenticity’, ‘being entertaining’ and ‘selling’. I argue that this focus has been at the expense of the communicative work involved in constructing products in reviews, and I suggest that identity issues should be conceptually expanded through a much broader focus on communicative action and conventions of practice. In (...) order to achieve a first step in this expansion, my analysis focusses on reviewers’ sensorial engagement with objects and explores the communicative processes through which they symbolically transform products into enlivened, sensorially rich phenomena. I argue that these communicative strategies are important for situating neoliberal discourses within ‘mundane’ actions of description and in broader cultural practices of reviewing. (shrink)