本研究基于身份工作模式，引入成员分类机制概念，以医药商务会话录音转写为语料，探讨专家身份建构 的指称策略使用情况。研究发现，（1）医药商务会话中咨询专家通过人称代词的使用以及他称和自称的相互投射实现 专家身份建构；（2）前者包括第一人称代词复数和单数的主格与属格，其指称用法分别表现为机构型、专家型、引用型、 互动型、病患型以及专家型、结构型、引用型和病患型；（3）后者则通过自称和他称身份标记语完成对专家身份建构的 投射。本研究认为，可以在身份工作模式下对人称代词和社交称谓的使用进行解释，它们的使用与成员分类机制一起， 构成说话人进行身份工作而采取的修辞策略，或谓之说话人实施的身份修辞行为。

Adopting the perspective of identity work and the membership categorization device, the present study, examines the transcript of tape-recorded medical business conversation to reveal how a medical consultant uses deictic strategies to construct an expert identity for communicative purposes. It is found that: (1) the consultant employs personal pronouns and self- and other-referring forms to construct the expert identity. (2) the personal pronouns include the normative and attributive first-person pronoun, both singular and plural; the discourse function of the plural can be categorized into “institutional”, “expert-based”, “quotational”, “interactional”, and “patient-based” while that of the singular, “expert-based”, “structural”, “quotational” and “patient-based”. (3) self- and other-referring forms are realized by altercasting self- and other-referring identity markers. The study proposes an interpretation under identity work model, claiming that person-pronouns, social address form, together with membership categorization device can be employed as a rhetorical strategy to perform identity work, termed as identity rhetoric.