Difference between revisions of "Pinch-Clark1986"
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{{BibEntry | {{BibEntry | ||
|BibType=ARTICLE | |BibType=ARTICLE | ||
| − | |Author(s)=Trevor Pinch | + | |Author(s)=Trevor Pinch; Colin Clark |
|Title=The Hard Sell: “Patter Merchanting” and the strategic (re)production and local management of economic reasoning in the sales routines of Market Pitchers | |Title=The Hard Sell: “Patter Merchanting” and the strategic (re)production and local management of economic reasoning in the sales routines of Market Pitchers | ||
|Tag(s)=EMCA; Economy | |Tag(s)=EMCA; Economy | ||
| Line 10: | Line 10: | ||
|Number=2 | |Number=2 | ||
|Pages=169–191 | |Pages=169–191 | ||
| − | |URL= | + | |URL=https://journals.sagepub.com/doi/abs/10.1177/0038038586020002002 |
|DOI=10.1177/0038038586020002002 | |DOI=10.1177/0038038586020002002 | ||
|Abstract=This paper proposes that selling can be viewed as essentially a social, interactional accomplishment, not an economic one. A corpus of audio-visual recordings of `pitchers' — market traders who attempt to sell their goods with a sales `spiel' — is analysed. We locate a number of rhetorical formats and interactional practices (`selling techniques') regularly used by pitchers to manage sales. We show how bargains are constituted and enhanced through a contrast between the `worth' and the selling prices of the goods offered for sale. A number of resources used by pitchers to produce mass sales are also documented. Some analytical consideration is given to the manner in which pitchers strategically exploit intersubjectively held social conventions (`economic' reasoning) in order to intervene in the purchasing decisions of audience members to elicit sales. The consequences of understanding selling and other locally managed, social accomplishments are also explored. | |Abstract=This paper proposes that selling can be viewed as essentially a social, interactional accomplishment, not an economic one. A corpus of audio-visual recordings of `pitchers' — market traders who attempt to sell their goods with a sales `spiel' — is analysed. We locate a number of rhetorical formats and interactional practices (`selling techniques') regularly used by pitchers to manage sales. We show how bargains are constituted and enhanced through a contrast between the `worth' and the selling prices of the goods offered for sale. A number of resources used by pitchers to produce mass sales are also documented. Some analytical consideration is given to the manner in which pitchers strategically exploit intersubjectively held social conventions (`economic' reasoning) in order to intervene in the purchasing decisions of audience members to elicit sales. The consequences of understanding selling and other locally managed, social accomplishments are also explored. | ||
}} | }} | ||
Latest revision as of 07:29, 21 October 2019
| Pinch-Clark1986 | |
|---|---|
| BibType | ARTICLE |
| Key | Pinch-Clark1986 |
| Author(s) | Trevor Pinch, Colin Clark |
| Title | The Hard Sell: “Patter Merchanting” and the strategic (re)production and local management of economic reasoning in the sales routines of Market Pitchers |
| Editor(s) | |
| Tag(s) | EMCA, Economy |
| Publisher | |
| Year | 1986 |
| Language | |
| City | |
| Month | |
| Journal | Sociology |
| Volume | 20 |
| Number | 2 |
| Pages | 169–191 |
| URL | Link |
| DOI | 10.1177/0038038586020002002 |
| ISBN | |
| Organization | |
| Institution | |
| School | |
| Type | |
| Edition | |
| Series | |
| Howpublished | |
| Book title | |
| Chapter | |
Abstract
This paper proposes that selling can be viewed as essentially a social, interactional accomplishment, not an economic one. A corpus of audio-visual recordings of `pitchers' — market traders who attempt to sell their goods with a sales `spiel' — is analysed. We locate a number of rhetorical formats and interactional practices (`selling techniques') regularly used by pitchers to manage sales. We show how bargains are constituted and enhanced through a contrast between the `worth' and the selling prices of the goods offered for sale. A number of resources used by pitchers to produce mass sales are also documented. Some analytical consideration is given to the manner in which pitchers strategically exploit intersubjectively held social conventions (`economic' reasoning) in order to intervene in the purchasing decisions of audience members to elicit sales. The consequences of understanding selling and other locally managed, social accomplishments are also explored.
Notes
