The non-literary Latin letters. A study of their syntax and pragmatics

This dissertation studies the language of Latin letters that were written in Egypt and Vindolanda (in northern Britain) during the period 1st century BC 3rd century AD on papyri, ostraca, and wooden tablets. The majority of the texts is, in one way or another, connected with the Roman army. The focus of the study is on syntax and pragmatics. Besides traditional philological methods, modern syntactic theory is used as well, especially in the pragmatic analysis. The study begins with a critical survey of certain concepts that are current in the research on the Latin language, most importantly the concept of vulgar Latin , which, it is argued, seems to be used as an abstract noun for variation and change in Latin . Further, it is necessary to treat even the non-literary material primarily as written texts and not as straightforward reflections of spoken language. An examination of letter phraseology shows that there is considerable variation between the two major geographical areas of provenance. Latin letter writing in Egypt was influenced by Greek. The study highlights the importance of seeing the letters as a text type, with recurring phraseological elements appearing in the body text as well. It is argued that recognising these elements is essential for the correct analysis of the syntax. Three areas of syntax are discussed in detail: sentence connection (mainly parataxis), syntactically incoherent structures and word order (the order of the object and the verb). For certain types of sentence connection we may plausibly posit an origin in spoken Latin, but for many other linguistic phenomena attested in this material the issue of spoken Latin is anything but simple. Concerning the study of historical syntax, the letters offer information about the changing status of the accusative case. Incoherent structures may reflect contaminations in spoken language but usually the reason for them is the inability of the writer to put his thoughts into writing, especially when there is something more complicated to be expressed. Many incoherent expressions reflect the need to start the predication with a thematic constituent. Latin word order is seen as resulting from an interaction of syntactic and pragmatic factors. The preference for an order where the topic is placed sentence-initially can be seen in word order more generally as well. Furthermore, there appears a difference between Egypt and Vindolanda. The letters from Vindolanda show the order O(bject) V(erb) clearly more often than the letters from Egypt. Interestingly, this difference correlates with another, namely the use of the anaphoric pronoun is. This is an interesting observation in view of the fact that both of these are traditional Latin features, as opposed to those that foreshadow the Romance development (VO order and use of the anaphoric ille). However, it is difficult to say whether this is an indication of social or regional variation.

Language and Letters of the Bluestocking Network : Sociolinguistic Issues in Eighteenth Century Epistolary English

This study deals with language change and variation in the correspondence of the eighteenth-century Bluestocking circle, a social network which provided learned men and women with an informal environment for the pursuit of scholarly entertainment. Elizabeth Montagu (1718 1800), a notable social hostess and a Shakespearean scholar, was one of their key figures. The study presents the reconstruction of Elizabeth Montagu s social networks from her youth to her later years with a special focus on the Bluestocking circle, and linguistic research on private correspondence between Montagu and her Bluestocking friends and family members between the years 1738 1778. The epistolary language use is investigated using the methods and frameworks of corpus linguistics, historical sociolinguistics, and social network analysis. The approach is diachronic and concerns real-time language change. The research is based on a selection of manuscript letters which I have edited and compiled into an electronic corpus (Bluestocking Corpus). I have also devised a network strength scale in order to quantify the strength of network ties and to compare the results of the linguistic research with the network analysis. The studies range from the reconstruction and analysis of Elizabeth Montagu s most prominent social networks to the analysis of changing morphosyntactic features and spelling variation in Montagu s and her network members correspondence. The linguistic studies look at the use of the progressive construction, preposition stranding and pied piping, and spelling variation in terms of preterite and past participle endings in the regular paradigm (-ed, - d, -d, - t, -t) and full / contracted spellings of auxiliary verbs. The results are analysed in terms of social network membership, sociolinguistic variables of the correspondents, and, when relevant, aspects of eighteenth-century linguistic prescriptivism. The studies showed a slight diachronic increase in the use of the progressive, a significant decrease of the stigmatised preposition stranding and increase of pied piping, and relatively informal but socially controlled epistolary spelling. Certain significant changes in Elizabeth Montagu s language use over the years could be attributed to her increasingly prominent social standing and the changes in her social networks, and the strength of ties correlated strongly with the use of the progressive in the Bluestocking Corpus. Gender, social rank, and register in terms of kinship/friendship had a significant influence in language use, and an effect of prescriptivism could also be detected. Elizabeth Montagu s network ties resulted in language variation in terms of network membership, her own position in a given network, and the social factors that controlled eighteenth-century interaction. When all the network ties are strong, linguistic variation seems to be essentially linked to the social variables of the informants.

Productivity of the suffixes -ness and -ity in 17th-century English letters : A sociolinguistic approach

Tässä työssä tutkitaan englannin kielen substantiivijohtimien -ness ja -ity produktiivisuutta 1600-luvulla kirjoitetuissa kirjeissä. Näitä lähes synonyymisiä johtimia käytetään yleensä merkitykseltään abstraktien substantiivien muodostamiseen adjektiiveista (esim. productive 'produktiivinen' > productiveness tai productivity 'produktiivisuus'). Johtimista -ity on lainautunut englantiin ranskasta ja myöhemmin myös latinasta; se on sekä fonologialtaan että semantiikaltaan läpinäkymättömämpi kuin kotoperäinen -ness. Lisäksi -ity-johdinta on käytetty enimmäkseen formaaleissa tilanteissa ja tieteellisissä teksteissä, kun taas -ness on ollut yleiskäyttöisempi. Tutkielman lähestymistapa on sosiolingvistinen: oletetaan, että johtimien produktiivisuus (eli valmius muodostaa uusia johdoksia) voi vaihdella eri sosiaaliryhmissä. Sosiolingvistiikkaa ei ole aiemmin juurikaan sovellettu produktiivisuuden tutkimiseen. Tutkimusaineistona on Helsingin yliopiston VARIENG-tutkimusyksikön laatima Corpus of Early English Correspondence, varhaisista englanninkielisistä kirjeistä koostuva korpus eli elektroninen tekstikokoelma, joka on suunniteltu historiallisen sosiolingvistiikan tarpeisiin. Korpuksen 1600-luvun kirjeitten yhteenlaskettu pituus on noin 1,4 miljoonaa sanaa, ja ne on kirjoitettu vuosina 1600-1681. Tutkielman tärkeimpänä produktiivisuusmittarina käytetään johtimien avulla muodostettujen eri sanojen eli tyyppien lukumäärää. Hypoteesina on, että -ity-tyyppien määrä on keskimääräistä pienempi huonosti koulutettujen sosiaaliryhmien kirjeissä. Näitä olivat 1600-luvulla naiset sekä alhaisimmat yhteiskuntaryhmät, kuten talonpojat ja käsityöläiset. Johtimen -ness tyyppimäärissä ei odoteta esiintyvän sosiolingvististä variaatiota. Tutkielmassa käsitellään myös tyyppimäärien vertailuun liittyviä metodologisia ongelmia. Koska vaikkapa naisilta ja miehiltä on eri määrä dataa, ei heidän tyyppimääriään voida suoraan verrata keskenään. Esimerkiksi tyyppimäärien normalisointi tuhatta sanaa kohti ei myöskään ole mahdollista, koska tyyppien lukumäärä ei kasva lineaarisesti korpuksen kasvaessa. Tutkielmassa esitetään kielitieteessä harvoin käytetty tilastotieteellinen menetelmä, jonka avulla korpuksen eri osista saatuja tyyppimääriä voidaan verrata koko korpukseen ja testata, ovatko ne tilastollisesti merkittävän pieniä tai suuria. Toisin kuin monet yleisemmät menetelmät, tämä tyyppikertymiin ja permutaatiotesteihin perustuva metodi ei vaadi yksinkertaistavien oletuksien tekemistä. Tutkimustulokset vahvistavat hypoteesin oikeaksi: naisten -ity-tyyppien lukumäärä on tilastollisesti merkittävän alhainen, kun taas -ness-tyyppien määrissä ei ole tilastollisesti merkittäviä eroja. Alhaisimpien yhteiskuntaryhmien osalta tuloksia ei saada, koska niiltä on korpuksessa liian vähän dataa. Analyysissä paljastuu myös yllättävä eroavaisuus: korpuksen ajallisesti ensimmäisessä puoliskossa (1600-1639) on merkittävän vähän -ity-tyyppejä. Tämä voidaan tulkita kielelliseksi muutokseksi: -ity-johtimen produktiivisuus kasvaa kirjeissä 1600-luvun aikana. Saattaa olla, että johtimen produktiivisuus on ensin kasvanut formaalimmissa tekstilajeissa, joista lisääntynyt käyttö on sitten levinnyt myös kirjeisiin, ehkäpä 1640-luvun sisällissodan synnyttämien kontaktiverkostojen siivittämänä. Tuloksien perusteella voidaan sanoa, että sosiolingvistinen vaihtelu on merkittävä tekijä ainakin joittenkin johtimien produktiivisuudessa, joten vaihtelua on syytä tutkia enemmänkin. Tutkimuksessa käytetty metodi mahdollistaa osakorpuksien tyyppimäärien luotettavan vertailun melko pienissäkin korpuksissa, joten se soveltuu hyvin niin historialliseen kielitieteeseen kuin sosiolingvistiikkaankin.

Strategic Sales Process Adaptation: Relationship Orientation of the Sales Process in a Business-to-Business Context

Although previous research has recognised adaptation as a central aspect in relationships, the adaptation of the sales process to the buying process has not been studied. Furthermore, the linking of relationship orientation as mindset with adaptation as a strategy and forming the means has not been elaborated upon in previous research. Adaptation in the context of relationships has mostly been studied in relationship marketing. In sales and sales management research, adaptation has been studied with reference to personal selling. This study focuses on adaptation of the sales process to strategically match it to the buyer’s mindset and buying process. The purpose of this study is to develop a framework for strategic adaptation of the seller’s sales process to match the buyer’s buying process in a business-to-business context to make sales processes more relationship oriented. In order to arrive at a holistic view of adaptation of the sales process during relationship initiation, both the seller and buyer are included in an extensive case analysed in the study. However, the selected perspective is primarily that of the seller, and the level focused on is that of the sales process. The epistemological perspective adopted is constructivism. The study is a qualitative one applying a retrospective case study, where the main sources of information are in-depth semi-structured interviews with key informants representing the counterparts at the seller and the buyer in the software development and telecommunications industries. The main theoretical contributions of this research involve targeting a new area in the crossroads of relationship marketing, sales and sales management, and buying and purchasing by studying adaptation in a business-to-business context from a new perspective. Primarily, this study contributes to research in sales and sales management with reference to relationship orientation and strategic sales process adaptation. This research fills three research gaps. Firstly, linking the relationship orientation mindset with adaptation as strategy. Secondly, extending adaptation in sales from adaptation in selling to strategic adaptation of the sales process. Thirdly, extending adaptation to include facilitation of adaptation. The approach applied in the study, systematic combining, is characterised by continuously moving back and forth between theory and empirical data. The framework that emerges, in which linking mindset with strategy with mindset and means forms a central aspect, includes three layers: purchasing portfolio, seller-buyer relationship orientation, and strategic sales process adaptation. Linking the three layers enables an analysis of where sales process adaptation can make a contribution. Furthermore, implications for managerial use are demonstrated, for example how sellers can avoid the ‘trap’ of ad-hoc adaptation. This includes involving the company, embracing the buyer’s purchasing portfolio, understanding the current position that the seller has in this portfolio, and possibly educating the buyer about advantages of adopting a relationship-oriented approach.