还剩21页未读，继续阅读
本资源只提供10页预览，全部文档请下载后查看！喜欢就下载吧，查找使用更方便
文本内容:
Key toExercisesUnit1Text ASTART-UPL Individual Work:Read andthink
1.Scan thetext and try toget someideas about the following questions.1If a company outsources,it paysto havepart ofits workdone byothers.In this article,majorwestern companiesfirst outsourcedin the1980s and1990s whenthey soldtheir factoriesandstarted manufacturein someAsian countries,primarily becausecost andwages therewererelatively low.Now,the secondwave ofoutsourcing beganin their RD operationsbyworking withglobal networksof partners.2Boeing Co.is workingwith IndiasHCL Technologiesto co-develop softwarefbr everythingfrom the navigationsystems andlanding gearto thecockpit controlsfbr itsupcoming7E7Dreamliner jet.3Because theyboth designand assembleproducts fbrothers.4Some electronicsgiants willshrink theirRD forcesfrom severalthousand toa fewhundred,concentrating onproprietary architecture,setting keyspecifications,and managingglobalRD teams.5The winnerswill bethose mostadept atmarshaling thecreativity andskills of workers aroundthe world.
2.Scan thetext againfor themeanings of the followingkey terms.夕卜包outsourcing高清晰度的电视high-definition TV驾驶舱控制cockpit control研发，即RD research and development生产力productivity软件开发商software developer供应商，供货商supplier微处理器microprocessor原始设计制造商original-design manufacturer0DM个人数字助理、掌上电脑personal digitalassistant PDA电路板circuit board内部工程师in-house engineerEXCERCISESLDiscuss and answer the following questions.
1.They soldtheir factoriesand shippedoutthe production inforeign,especially Asiancountriesin orderto boostefficiency andto fbcusenergy onresearchanddevelopment.
2.Today,they are buying complete designs of some digitaldevices fromAsian developers.Unit3Text ASTART-UPL IndividualWork:Read andthink
1.Scan thetext andtry toget someideas about the following questions.1The availabilityof productprice and availability information,the abilityof consumers toshop onlineand pickup productsin localstores,and theaggregation ofoffline informationandonline contenthave combinedto makethe retailinglandscape increasinglycompetitive.2Location-based appsopen upnew sellingopportunities.For example,local retailersseekingto revup salesactivity cansend outpromotional messagesto consumerswithin thevicinity orevento peoplein acompetitors store.
②3©Provide attractivepricing andcurated content;Hamess the power ofdata and
③④⑤analytics;Avoid directprice comparisons;Learn tosell nicheproducts;Emphasize
⑥⑦product knowledge;Establish switchingcosts;and Embracecompetition.4Distinctive features,exclusivity,and bundles.5Experience goodsare goodswhose valuecan only be assessedafter theyare purchased;search goodsare goodsthat can be assessedbefore purchasebased onobjective criteria.
2.Scan thetext againfor themeanings of the followingkey terms.多渠道零售omnichannel retailing实体零售商店brick-and-mortar retailstore合计，总计aggregation转换成本switching costEXCERCISESI.Discuss and answer the following questions.
1.Apps fromretailers such as Wal-Mart andTarget allowconsumers to search fbrproducts andpricesavailable locally.
2.Smartphones enabletracking of consumers thatpreviously waspossible onlyvia fixedconnections to the Internet.
3.Amazon is known for its neat and systematicpresentation andits well-curated,consumer-generated contentand reviewsmakes iteasy fbrconsumerstointeract withAmazonwhile goingthrough theirpurchase decisionprocess.
4.It providesan unprecedentedopportunity to understand notjust customertransactions butalsocustomer interactionssuch asvisits to the store,searches onwebsites,and check-ins atnearbyestablishments.
5.Best Buyhas set up partnershipwith theShopkick app,which sendsmembers targetedofferswhen theyenter aBest Buystore.
6.Competition willforce retailersto improvetheir products,service andprices;retailers sellinginferiorproducts orproviding shoddyservice willhave nowhereto hide.略
7.略
8.IL Paraphrasethe following sentences.
1.Smartphones maketracking ofconsumers possible.Before,this kindof trackingwas possibleonlythrough fixedconnectionsto the Internet.
2.Although eBayhas asmany offeringsas Amazon,the latterisknownfor itsclear andwell-organized wayof productdisplay.
3.An explosionof newdata fromsocial,mobile andlocal channelsis partof thefuturedevelopment ofmultiple channelretailing.
4.Retailers shouldtake actionsto makedirect comparisonsdifficult.This canprotect retailers9products andmarketing methodsfrom beingcopied bycompetitors andreduce theeffects ofpricecompetition.
5.Online retailerswill stillhave advantagesover physicalstores inselling narrowlyfocusedproducts whichsell ina smallvolume and thus thestores haveto havespace fbr these products,which isnot economicalat all.IIL Translate the following sentences into Chinese.由于零售业朝着无缝对接的“多渠道零售”体验方向发展，实体和线上的区别将消失
1.通过在当地店铺中为消费者提供更准确的产品库存信息，零售商可以吸引那些可能只在
2.网上寻找产品的人最近一项研究表明，滑雪度假胜地的夸大之词急剧减少，特别是手机接收信号好的地方，
3.表明公司必须如何适应.多种来源的各种数据将日益赋予聪明的零售商一种能力，即进行预测分析以确定特定4地点和时间的优惠，并向其潜在和现有的客户进行推荐“体验型商品”价值只能在购买后才能评价的产品的客户忠诚度往往高于“搜索
5.型商品”购买前根据客观标准就可以进行评估的商品IV.Translate the following paragraph into English.Mobile technologyis changingconsumer behavior and expectations.As themultichannel retailingexperiencebreaks downold barrierssuch asgeography andconsumer ignorance,it will becomecritical fbrretailers and their supply-chain partners in otherindustries torethink theircompetitivestrategies.Retailers shouldbegin byadopting bestpractices fromboth theoffline andonline worldsinareas includingpricing,designing theshopping experience and buildingrelationships withcustomers.Here areseveral possiblesuccess strategiesfbr the new competitiveenvironment,depending on theproduct,the level of demandand thetype ofconsumer youare trying to reach.These strategiesare:1providing attractivepricing andcurated content;2harnessing thepower ofdata and analytics;3avoiding directprice comparisons;4learning tosell nicheproducts;5emphasizing productknowledge;6establishing switchingcosts;and7embracing competition.Text BLDecide whetherthe followingstatements aretrue Tor falseF.l.F
2.T
3.F
4.F
5.F
6.T
7.T
8.FII.Translate the following sentences into Chinese.几乎任何可以拿起来的东西都可以用工业模具来制作模型，从圆珠笔和玩具到移动电话
1.和卫星部件然而，为了保持其技术优势和高利润率，公司必须平衡海外低成本生产与其在日本获得
2.的高技术精密度之间的平衡这些公司面临激烈的竞争，必须依靠削减成本和稳定的新模型流以维持已经很低的利润
3.率因为这些公司大部分的优势靠保守商业秘密，保护何种技术以及将何种活动留在日本变
4.得更加困难如此众多小步骤的累积效应是为了保护夏普的全球市场地位免受削弱，至少现在如此
5.III.Translate the following paragraph into English.Japans manufacturinghas beensteadily movingoverseas,most obviouslyto China.Among thereasons:wages inJapan aremuch higher.Indeed,many manufacturersare respondingtocompetition bykeeping coretechnologies secret,while movinglow-value-added production andassembly operationsabroad.Others havediscovered additionalvirtues inmaking thingsat home.The combinationof digitaldiffusion and Chinese expansion is drivingtwo profoundchangesamong Japanselectronics firms.First,it haswidened asplit betweenmakers ofmany finalconsumerproducts and the scoresof focusedJapanese firmsthat feedmaterials,components andequipmentinto theprocess.The secondchange is a rapiderosion of the barriersthat havelongallowed Japanesemanufacturers toprotect theirtrade secrets.TextCDiscuss and answer the following questions.
1.They areexpensive andoften producedisappointing results.
2.Competitions generatediversity inthree criticalinputs to the innovationprocess:motivations,participants andorganizations.This diversity,in turn,generates awider varietyand greaternumberof solutionsto anygiven problem.
3.They needto evaluatethe extentto whichcompetition cansupport theirinnovation objectives.Rather thanpursuing“open innovation^competitions justbecause othersare,managers shouldassesswhere theirorganization needsto improveand howa prizemight furtherthoseobjectives.
4.The goalwas toencourage softwaredevelopers to use governmentdata tocreate applicationsfbrsolving cityproblems andmeeting localneeds.
5.It aimedfbr themost effectiveproduct torecover oilfrom thesurface of the sea.
6.It aimedfbr ideasthat wouldhelp thecompany leverageits industrypositions tobuild newbusinesses.
7.They are1frame theproblem;2establish theprize;3select theparticipants;4define theprocess;and5build theplatform.
8.There areinherent trade-offs betweenthepowerof diversity,on theone hand,and thecosts ofgenerating,evaluating andcapturing value from diversity,on theother.
9.They fallinto the following categories:1prize infrastructure;2prize administration;3prizeadjudication;4disclosure risk;and5controL
10.By varyingthe structureof competitions,companies have the abilityto influencethe types ofinnovators theyhope toattract,the natureof thesolutions submittedand theamount ofcollaborationthat ensues.Unit4Text ASTART-UPL IndividualWork:Read andthink
1.Scan thetext andtry toget someideas about the following questions.
①②1Traditional retailers are gettingtheir Internetacts“together,and“pure play”retailersare becoming increasingly innovative.2Traditional andInternet retailingdiffer intwo criticalways.First,in theoryat least,Internetretailers have“unlimited trading areas.Second,and lessobvious,while traditional retailerscan identify and targetcustomers withrelative ease,Internet retailerswithout physicalstores find this much moredifficult to do.
①②3Individual consumeracceptance dependson offlineshopping costs;Sales evolutionis
③structured andpredictable;Migrating from“good togreat“requires expansionto niche
④⑤locations;“Isolated”prospects areworth pursuing;and Differentlocations requiredifferentcustomer acquisitionstrategies.4Website design,social mediastrategy andmarketing innovations.
①②③5Collect ZIPcode information;understand localinteraction;delight the“right”
④customer;and engage in location-based experimentation.
2.Scan thetext againfor themeanings of the followingkey terms.网上零售Internet retailing快闪店pop-up store消费品consumable offline线下购物shopping sales消费税率tax rateEXCERCISESLDiscuss and answer the following questions.
1.By usingstrategies thatinclude pop-up stores,kiosks andpartnerships withwell-knownretailers.
2.One category of businessessells popular-brand consumablesfor thehome,such aslaundrydetergent,pet suppliesand diapers.A secondcategoryof online retailerssells specialtyitems,including fashioneyeglasses andapparel fbrmen.
3.According toearly researchon Internetshopping behavior,if Internetretail transactionsweretaxed atthe samerate astraditionalretailapproximately8%,online demand would declinebymore than20%.
4.Neighborhoods wherecustomers regularlyinteract offlineand thosewith naturalclusters ofcommunitiescampuses,clubs,dog parksand so on aregreat venuesfbr introducingpop-upstores andproduct demonstrations.Such marketshave agreater futuremultiplier^for everynew sale.
5.They shouldmake surethey knowwhich customersare mostvaluable.
6.The keyis touse experimentsto explore,measure andtake advantageof thelocationeffect.（略）
7.（略）
8.IL Paraphrasethe following sentences.
1.Traditional retailersare alltryingtoset uptheir retailingshops on the Internet.
2.Indeed,having anunlimited tradingarea can be botha goodand badthing.
3.A relatedstudy aboutthe roleof themarket environmentshows thatthe verbalpromotion isimportantto Internetsales growth.
4.Such marketswill growat ahigh ratefbr everynewsale.
5.Online retailers can starttheir businesson localmarkets anddevelop from there.Earlycustomers in these marketscan influencehow salesgrow overtime.IIL Translate the followingsentences into Chinese.对网络零售商而言，含义非常清楚最佳的营销机会存在于线下零售购物受限而且成本
1.高的地方一旦处于特定社区的消费者发现在线购买特定产品具有吸引力，他/她的邻居也这样在
2.线购物的几率就会增加不过，在线零售商如果想通过亲密接触扩展自己的覆盖地区，就需要开发数百或数千独
3.立的市场，这些市场独立的销量很小，但总和相当可观号社区只有位居民，因此当地商店更倾向于关注需要尿布的年轻家庭，因为这些
4.1200家庭占销售对象的50%o消费者定期线下互动以及拥有自然社区集群（校园、俱乐部、犬类公园等）的社区是推
5.广快闪店和进行产品展示的绝佳地点IV.Translate the following paragraphinto English.Internet retailingexpansion isbeing fedby twoforces:
1.traditional retailersare gettingtheirInternet actstogether,and
2.pure play“retailersarebecomingincreasinglyinnovative.Traditional andInternet retailingdiffer intwo criticalways.First,in theoryat least,Internetretailers have“unlimited“tradingareas.Second,while traditionalretailerscanidentifyandtargetcustomers withrelative ease,Internet retailerswithout physicalstoresfindthismuchmore difficulttodo.However,whether fbrInternet retailersor traditionalretailers,there aresome strategiestheycan bothadopt to boost thegrowth of their business.For example,they shouldcollect ZIPcodeinformation,understand localinteraction,delight the“right”customer andengageinlocation-basedexperimentation.Text B（）（）
1.Decide whetherthe followingstatements aretrue Tor falseF.l.F
2.T
3.F
4.F
5.F
6.T
7.F
8.FIL Translate the followingsentences into Chinese.亚马逊去年账面收入超过亿美元，销售从床具到服务器时间的各种商品，采用
2.740病毒式战略，重视机会和突破而非短期收益率网络服务目前在云计算行业占据主流，服务的客户从美国国家航空航天局到辉瑞制药，
3.去年的收益约为亿美元，主要由于其增长率超过亚马逊的主要网站销售32不过其庞大的库存没有几家公司能够与之匹敌，更不用说其易于操作的网站和小时配
4.24送，所有这一切都是亚马逊魅力的长期特点然后，它接管了中心的整个供应链，从码头工人和应付账款部门到管理与供应商的所有
5.合同以及追踪从卡车到床头的分销过程和有关的其他任何事物一样，威尔逊对用来竞争的服务以及
6.AmazonSupply可能提供什么样的服务都非常谨慎AmazonSupplyIII.Translate the following paragraphinto English.AmazonSupply,s genesiswas in2005,with Amazonsacquisition ofSmallParts.com.A B2Bdivision wassetupthat allowedother companies touseAmazons excesscomputing power.Amazons WebServices nowdominates thecloud computingindustry,hosting customersfromNASA toPfizer.Most of the scientificand industrialequipment AmazonSupplylists fbr sale wouldotherwisebe availableonly fromspecialist distributors.If theresone companystanding inAmazonsway,it isChicago-based industrialsupplies giantW.W.Grainger.But justa coupleyears一into thegame AmazonSupplyhas alreadybeaten Graingerin volumeofonlineinventory,with its
2.2million productsfbrsaledwarfing thelatters
1.2million.AmazonSupply maycut intoGraingershigh-volume,low-margin businessif ithasnt already.Text CDiscuss andanswer the followingquestions.
1.She hadbeen anentrepreneur oncebefore,and shemissed theexcitement.She alsoquicklyrealized thatOzon couldbecome theAmazon ofRussia.
2.Because shespoke goodRussian andhad sometechnology inher background.
3.Because theystarted withbooks,expanded intomovies andmusic,then movedinto electronicitems,and finallycarried afull rangeofconsumergoods—pretty mucheverything exceptgroceriesand likeAmazon,they offerwebsite platformservices toindependent retailersaswell.
4.5%to10%of orderscome inby phone.
5.If theywent with an independentcourier,that mightprevent customersfrom makingthepersonal connectionwith aretailer thatis soimportant fbrgenerating brandloyalty;customerswould betrusting DHLrather thanOzon.Besides,they hadto solvethe nationaldeliveryproblem quickly,and they would wastetime bynegotiating withsmall regionaldeliverycompanies.Finally,they believedthat they should controlthe handlingof cashdirectly;itwould certainly be cheaperandwouldmost likelybe safer.
6.Probably40%of hertime.
7.To beginwith,they havemonthly onboardingmeetings atwhich Gavetpersonally getstogetherwith newrecruits and invite themto askwhatever theychoose.But thebig eventis aquarterlymeeting withall theiremployees.
8.About20million usetheInternetto shop.
9.Sapato createsmany synergiesin purchasingand deliveryfbr Ozon.
10.Creating abusiness modelandateam thatcan adaptand growwith thehuge opportunitiestheyhave.Unit5Text ASTART-UPI.IndividualWork:Read andthink
1.Scan thetext andtry toget someideas aboutthe followingquestions.1Investments bySingaporean firmsin Africahave risenby an average of
11.1%a yearsince2008;and tradewith Africaby
10.2%over the same period.2Africa-ASEAN tradeincreased invaluefromjust$
2.8bn in1990to$
42.5bn in2012,averaging14%a yearover the22-year period.3Fifty-two firms,including01am thathave officesor otherphysical presenceon the5continent.4The Africa-Singapore BusinessForum and the regularAsian-African Summit.5The triplefocus isauthority,private enterpriseand educationthat stemsfrom Confucianphilosophy.
2.Scan thetext againfor themeanings of the followingkey terms.外商直接投资foreign directinvestment FDT原材料.raw material东南亚国家联盟简称东盟”Association ofSoutheast AsianNations ASEANpurchasing购买力平价食品安全前沿市场power parity PPP food security frontiermarketEXCERCISESL Discussandanswer the followingquestions.
1.Singapores GNPincreased1,500%between1960and1980,transforming thetiny nationfroma poor outpost of the BritishEmpire intoa verymodern citystate.The countrynow has thethird highestper capitaGDP in purchasing power parityPPP terms of any economy in theworld.
2.Rwanda has.
3.In Cameroon,Ghana,Mozambique andSenegal.
4.Political,economic andsecurity instability.
5.The mostlikely firstdeal willbe betweenASEAN andan Africantrading block,such as theSouthern AfricanDevelopment CommunitySADC.
6.Storage,refueling,accommodation,insurance andbanking services.略
7.略
8.IL Paraphrasethe followingsentences.
1.The countryproduces aneconomic influencewhich sucha tinycountry seemsnot beable toproduce.
2.Three quartersof Singapores GDP isfrom servicesector andone quarterfrom industry.Agriculture,mining oroil andgas accountfbr littleof thecountry5sGDP.
3.It isexpected to enhance theregional foodsupply chain and promotejob creation and makeagribusinesssector sustainable.Through thisfoodsecurityon thecontinent isenhanced.
4.Although mostof theAfrican continentis politically,economically andsocially stable,there aresmallconflicts,chaos ordisorders sometimes.
5..The structuresand thefoundations areestablished inSingapore,where other countries canlearn abouttheexperienceand thus canfind iteasy tocommunicate in the wholeAsian region.III.Translate the followingsentences intoChinese.非洲政治家经常表达复制非洲以外经济成功模式的愿望，常常提到要成为“非洲的迪拜”
1.或“非洲的新加坡”尽管陆地面积非常有限，非洲国家依然可以学习新加坡的农业技术经验，因为新加坡是
2.垂直农业发展方面的先驱，采用高产、高科技战略生产粮食主权财富基金主要投资新加坡及亚洲其他国家的项目，但是因为商业利益现在开
3.SWF始扩大其在非洲的业务今后几年，非洲水资源的压力有可能增加，不过大部分非洲国家都有入海通道，新加坡
4.已经展示了借助有限的资源能获得的成就正在举办的新加坡一非洲贸易活动的数量日益增加，包括非洲一新加坡商业论坛，该论
5.坛现在是第四年举行IV.Translate the following paragraphinto English.Singaporean companieshave establishedthemselves asmajor playerson theAfrican investmentscene.Given itshighly strategiclocation,Singapore alsooffers Africanfirms astarting pointfbrtheir ownengagement withEast Asianmarkets.Investments bySingaporean firmsin Africahaverisen byanaverageof
11.1%a yearsince2008;and tradewith Africaby
10.2%over the sameperiod,to reach$
10.9bn in
2013.Investment in the oppositedirection hasbeen limitedbut there aresome instancesof Africanfirms targetingSingapore.Singapore nowhas thethird highestper capitaGDPinpurchasingpowerparityPPPtermsof anyeconomyinthe world.Its recenthistory hasshownthat countrieswithout naturalresources or even agriculturalland can become economicallysuccessful.Text BI.Decide whetherthe followingstatements aretrue Tor falseF.I.F
2.T
3.F
4.T
5.T
6.T
7.F
8.FII Translate the followingsentences intoChinese.佛罗里达的个不同的港口历史上一直被全球视为专业港口，或者用于初级货物集中处115理，或者用做特别的贸易航道我们与世界各地的企业谈及佛罗里达海港系统以及这些系统与美国主要市场的无缝对接2时，把这种合作的成功看作是全球性的我们作为港口专业人员一起工作，面临共同的挑战和监管事宜，相互学习，这样我们的3州及其公民和企业都能获得良好的服务
3.RD is the biggestsingle remainingcontrollable expenseto workon.Companies eitherwillhave tocut costsor increaseRD productivity.
4.They includeUS chipmakers,Indian softwaredevelopers,andChinesefactories.
5.The controlover thelatest technologies,the lookand feelof newproducts,or thecustomerrelationship.
6.The Westwill focusonthe highest levels of productcreation,while theEast willbe resonsiblefbrturning conceptsinto actualproducts orservices.略
7.
8.Suggested answer:electronics,automobile manufacutring,stationery,garment andsoon.IL Paraphrasethe followingsentences.
1.While outsourcingis alreadya popularpractice inthe electronicssector,the searchfbrpartnership withforeign workers,hoping that they willbring morenew ideas,has affectedalmostevery otherfiled of the economy.
2.This trendoutsourcing RDactually reflectspeoples acknowledgementof theimportance ofinnovation,which isnow aview sharedby manypeople.But thepresent RDoperations andspendingprove to be lesssatisfying inthis aspect.
3.However,it willbe quitedestructive ifa companymakes thewrong decision and outsourcesRDtoo much.
4.If acompany dependstoo muchon theirforeign partnersin RDpolicies,theywouldputthemselves ina verydangerous situationwhere thereis littleleft to show itsown value.
5.However,they canalso becomebig losersif theylose theiradvantage intechnologies and theircontact withcustomers.III.Translate the followingsentences intoChinese.由这些公司生产的原型有一天会被进一步开发成各种多媒体产品，但最终，这些产品会
1.被贴上别的公司的标签出现在零售架上，没有人会知道这些产品的原始设计者是谁这种看法可以充分的解释那些外购比重大的公司的做法他们从不公开讨论自己的硬件2来源,并要求供应商也对此严格保密因此，很多公司都声明他们会继续承担大部分关键的设计工作
3.据公司市场部一位资深副经理估计，使用一个已有技术平台使开发一个新手机
4.Cellon的费用节约70%o只有那些善于利用来自世界各地、极富创造力的技术英才的公司才会成为最终的赢家
5.IV.Translatethe following paragraphinto English.Today,the likesof Dell,Motorola,and Philipsarebuyingcompletedesignsofsomedigital devicesfromAsian developers.However,therearerisks involvedin outsourcing.For example,the trendmayfoster newrivals,the estimationof theirinvestors maycome downand thecompanies maylosemuch ofthe intellectualproperty.Anyway,when outsourcingtheirRD,companies shouldadhereto the principal rulethat whateverthey mayoutsouce,they willdo theirbest tomaintain theirownsustainable competitiveadvantages.If theylose theirtechnology edgeand theirtouch withcustomers,they couldbe tomorrowsgreat港口在集装箱处理方面获得了两位数的增长，希望对自己进行调整以适应目前造船厂制4造的更大级别船只可以被称为“佛罗里达港口集团”的集体实体将所有资源整合在一起，实际5FloridaPort上能够使货物通过各种方式进行运输1IL Translatethe following paragraphinto English.Under theauspices ofthe FloridaPorts Council,Florida portswork together toboosttheir marketshares.The FloridaDepartment ofTransportation FDOT,Enterprise Floridaand thelegislativeleadership have all beenstrongly supportiveof thiseffort.They havetaken thecollaborativesuccess globalas theytalk tobusinesses around the worldabout Floridassystem ofseaports andtheirseamless connectionto majorUS markets.With itsin-state consumerbase andgrowingintermodal railcapability,Florida ispursuing majorimporters that are focusedon findingthe mostrationallocation fbrtheir distributionoperations.Taken collectively,Floridas harborsboast thecombinedcapability toaccommodate anytype offreight movingaboard anyclass ofvessel.TextCDiscuss andanswer thefollowingquestions.
1.Countries in Latin America.
2.Latin Americaaccounts fbrbetween twentyand twenty-five percentof totalUS trade.
3.Mexico andBrazil arethe chiefeconomic powersin termsof GDP.
4.After Brazilcomplained thatthe strengtheningoftheBrazilian currencyover thepreviousdecade madeits carsuncompetitive abroad.
5.“Look South“targets atincreasing businesswith tradepartnersinLatin America.It encouragesUScompaniestodo businesswith Mexicoand theUSs tenother freetrade agreementpartnersin Centraland SouthAmerica.
6.Trade betweenthe tworegions hasmore thandoubled over the pastdecade,reaching ahistoric一high ofmore than$500billion dollarsin2014an amountexpected togrow toat least$750billion by
2020.
7.Tax disputesin Brazilare quitechallenging because oftheextended timelength ofthe cases,which cantake aslong asfifteen to twenty yearsto beresolved ifboth theadministrative andjudicialpaths aresubsequently taken,and thecomplex taxenvironment withlots oftax rulesthat are quitefrequently modifiedandthusrequire acontinued follow-up ofthe legislation andof thecase lawfrom theBrazilian courts.
8.It willbe reducedtotwenty-six percent.
9.The TEILatin AmericaChapter waslaunched tomeet theneeds ofin-house tax professionals intheregion whowant tovoice theirconcerns to their peersand organizethemselves tofurtherstrengthen thein-house taxprofession.
10.The increasingchain ofcommerce betweenLatin Americancompanies andthe restoftheworldindicates thatopportunities fortaxprofessionalswill continue to expand inLatinAmerican andthatthose specializingintheregions taxsystems will find companiesare andalways willbeseeking professionalswho cantackle thosetax issues.Unit6Text ASTART-UPL IndividualWork:Read andthink
1.Scan thetext andtry toget someideas aboutthefollowingquestions.1A financial institution isan establishmentthat conductsfinancial transactionssuch asinvestments,loans anddeposits.2Commercial banks,investment banks,insurance companies,brokerages,investment companies,and nonbankfinancial institutions.3Insurance companiespool riskby collectingpremiums froma largegroup ofpeople whowantto protectthemselves and/or theirloved onesagainst aparticular loss,such as a fire,car accident,illness,lawsuit,disability ordeath.4A face amount certificatecompany issuesdebt certificatesatapredetermined rateof interest.Additional characteristicsinclude:•Certificate holdersmay redeemtheir certificatesfor afixed amountonaspecified date,orfor a specific surrendervalue,before maturity.•Certificates can be purchasedeither inperiodic installmentsor allat oncewithalump-sumpayment.•Face amountcertificate companiesare almostnonexistent today.5They offersome ofthe sameservices asbanks suchas acceptingdeposits,providing loansorresidential mortgages,but theirrates are usually differentfrom commercial banks.
2.Scan thetext againfor themeanings ofthefollowingkey terms.金融机构financialinstitution商业银行commercialbank投资银行investment bank保险公司insurance company代理公司brokerage投资公司investment company单位投资信托unit investmenttrust UIT面额证券faceamountcertificate投资管理公司management investmentcompany封闭型投资公司closed-end investmentcompany开放型投资公司open-end investmentcompany信用合作社credit union影子银行体系shadow banking systemEXCERCISESL Discussandanswerthefollowingquestions.
1.Commercial banksaccept depositsand providesecurity andconvenience to theircustomers,make loans and serveas paymentagents.
2.Brokerage companiesare compensatedvia commissionafter thetransaction hasbeensuccessfully completed.For example,when atrade orderfor astock iscarried out,an individualoftenpays atransaction feefor thebrokerage companysefforts toexecute thetrade.（）
3.There arethree fundamentaltypesofinvestment companies:unit investmenttrusts UITs,faceamount certificatecompanies andmanaged investmentcompanies.
4.The managementofthetrust issupeiwised bya trustee;unit investmenttrusts sella fixednumberof sharesto unitholders;the UITsecurity isredeemable andrepresents anundividedinterest inaspecificportfolio ofsecurities;the portfoliois merelysupervised,not managed,as itremainsfixed for the lifeofthetrust.
5.A closed-end investmentcompany issuesshares ina one-time publicoffering.It does notcontinually offernew shares,nor doesit redeemits shareslike anopen-end investmentcompany.Once sharesare issued,an investormay purchasethem onthe openmarket andsellthem inthesameway.An open-end investmentcompany continuouslyissues newshares.Theseshares mayonlybepurchased fromthe investmentcompany andsold backtotheinvestmentcompany.
6.Specifically,many ofthese institutionsborrowed shortto lendlong.In otherwords,theyfinanced long-term commitmentswith short-term debt.This leftthese institutionsveryvulnerable toincreases inshort-term rates and whenthose ratesrose,it forcedmany institutionstorush toliquidate investmentsand makemargin calls.Moreover,as these institutions werenotpart ofthe formalbankingsystem,they didnot haveaccess tothesameemergency fundingfacilities.（略）
7.（略）
8.IL Paraphrasethefollowingsentences.
1.Commercial banksalso makeloansandindividuals andbusinesses usethese loansto buygoodsor expandbusiness operations.Then theindividuals andbusinesses makemore moneyanddeposit itinto banks.
2.Banks essentiallyundertake theliability to support financialtransactions with their reputationandcredibility.
3.SLs emergedlargely ata timewhen bankswould onlyserve peopleof relativelyhigh wealth.
4.In recentyears,however,many ofthese restrictionshave beenremoved,very muchbecause oftheobjections ofbanks.
5.To bespecific,many oftheseinstitutionsfinanced long-term commitmentswith shorttermdebt.IIL TranslatethefollowingsentencesintoChinese.从存款到贷款和换汇，一切都必须通过金融机构完成
1.通过为许多人提供保险，保险公司可以盈利，同时可以偿付可能产生的索赔
2.有两种类型的投资管理公司封闭型和开放型
3.根据法律，储蓄和贷款公司的贷出款项中必须至少有为房屋抵押贷款，虽然也
4.65%shrinking conglomerates.The winnerswillbethose mostadept atmarshaling thecreativity andskillsofworkersaround theworld.Text BI.Decide whetherthefollowingstatements aretrue Tor falseF.I.F
2.F
3.F
4.T
5.T
6.T
7.F
8.FII TranslatethefollowingsentencesintoChinese.苹果公司是一个绝佳的例证，该公司独特的能力使其拥有全球竞争优势，特别是该公司
1.有能力在整合功能设计与美学设计的产品基础上构建自己的平台测试在确定扩展计划有意义方面十分重要，在排除扩展进入特定国家方面同样重
2.RAT要能力常常来自很难系统化的经验或知识，或与公司供应商或补充服务提供商的能力密切
3.相关联想集团年收购的个人电脑部门使这家中国电子公司获得了一系列全新的能
4.2005IBM力，并借助这些能力扩大了在国际市场的优势公司扩张不会没有风险，但是深思熟虑的战略化扩张方式能够帮助公司确保它们跨境成
5.功的次数超过失败的次数IIL Translatethefollowing paragraphinto English.The taskoftheglobal strategistis tobuild aplatform ofcapabilities culledfromtheresources,experiences andinnovations ofunits operatingin multiplelocations;to transplantthose capabilitieswhereverappropriate;and thento systematicallyupgrade andrenew them.The simplestway inwhichacompanycan gainadvantage inforeign marketsis toexploit capabilitiesfirst developedathome.Companies alsoexpand internationallyto gainaccess tostrategic assetsor todevelop newcapabilities.As corporatemanagers becomeaware ofthese new capabilities,theyshouldconsiderto whatextent thosenewcapabilitiescan beincorporated intothe companysglobal capabilitiesandbe relevant,appropriable andtransferable toothercountries.To sumup,the risinglevelofglobalcompetition andthe accelerationof technologicalchange meanthat globalexpansionisno longeranoptional activity.Today,virtually everysizable privateenterprise musthaveaglobal strategy.Text CDiscussandanswerthefollowingquestions.
1.High-value-added componentswere theexclusive purviewof advanced economies30yearsago.
2.The designand manufactureof semiconductors,pharmaceuticals,and informationtechnologyservices.
3.Many manufacturingactivities,principally theirlower-value addedcomponents,have beenmovingto emergingeconomies.
4.Highly educatedUS workersare alreadygravitating towardthehigh-value-added parts of theUSeconomy,most prominently,finance,computer designand engineering,and topmanagementat multinationalenterprise.
5.MNCs do,indeed,play acentral rolein managingthe evolutionoftheglobal economy.They aretheprincipalarchitects ofglobal supply chains,and theymove theproduction ofgoodsand servicesaroundtheworld inresponse tosupply-chainandmarket opportunitiesthatare constantlychanging.MNCs havegenerated growth and jobsin developingcountries,andby movingto thosecountries somelower-value-added partsoftheirsupplychains,they haveincreasedgrowthandcompetitiveness inadvancedeconomiessuchasthe United States.
6.The dropin domesticconsumption inthe United States hasresulted ina shortageof aggregatedemand.
7.A lackof commitmentto educationin familiesandincommunities.
8.Both thefederal andstate governmentsshould investin infrastructureandintechnologies.
9.The taxstructure needstobereformed.It shouldbe simplifiedand reconfigured.For example,corporate tax ratesandtaxrateson investmentreturns shouldbe loweredin orderto maketheUnited Statesmore attractivefor businessand investment.
10.The globaleconomy willcontinuetogrow—probably atleast threefoldoverthenext30years.Unit2Text ASTART-UPL IndividualWork:Read andthink
1.Scan thetext andtry toget someideas aboutthefollowingquestions.1CQ isdefined asthe abilityto interpretand evento mirrorthem unfamiliarand ambiguous,actions,gestures,and speech patterns ina foreignsetting.2The constellationof manners,meanings,histories,and valuesthat eachdepartment ordivisionof acompany has.3There arethree componentsof cultural intelligence:the cognitiveor head;the physicalorbody;andtheemotional/motivational orheart.The cognitiveor headcomponent of CQ refersto rotelearning aboutor understandingof thebeliefs,customs,and taboosof foreigncultures.The physicalor bodycomponent ofCQ meanstoshowthe understandingof foreignculturesand toprove somedegree ofentry ofthese culturesby actions and demeanor.Theemotional/motivational orheart componentofCQ is confidentadaptation offoreign culturesthroughovercoming obstaclesand setbacks.4The sixCQ profilesare provincial,analyst,natural,ambassador,mimic,and chameleon.
①②5Examine CQ strengths and weaknesses;Focus trainingon weaknesses;
③④⑤Apply thetraining;Organize supportin ownorganization;Enter thecultural setting
⑥and focuson strengths;and Reevaluateand definefurther training.
2.Scan thetext againforthemeanings ofthefollowingkey terms.文化商数，文商cultural intelligenceCQ言语模式speechpatterns才能aptitude文化代码cultural code亚文化、次文化subculture公关人员PR people外国、外部文化者interloper情商emotional intelligence陌生外国、外部等文化alien cultures认知文商cognitive CQ模仿mimicry混合体hybrid身体文商physical CQ动力动机文商motivational CQ业绩评估performance appraisalEXCERCISESI.Discussandanswerthefollowingquestions.
1.Cultural intelligenceis related to emotionalintelligence,but itpicks upwhere emotionalintelligence leaves off.
2.A personwho doesntbelieve herselfcapable ofunderstanding peoplefrom unfamiliarcultureswill oftengive upafter herefforts meetwith hostilityor incomprehension.By contrast,aperson withhigh motivationwill,upon confrontingobstacles,setbacks,orevenfailure,reengage withgreater vigor.
3.To adapttothechanges incultures,managers needtounderstandthe impulsebehind thechangehead,bring themselvesto altertheir appearancebody,and havethe motivationheartto makechanges.None ofthe threeare dispensablein successfulcultural adaptation.
4.The provincialcan bequite effectivewhen workingin familiarcultures butnot instrange ones.Thus,this typecanberegarded aspossessing littleor noCQ.The analystcan systematicallylearn andanalyze therules andexpectations ofnew culturesandthen makesure ofthe newcultural patternsconcerned andhow heshould interactwiththem.It seemsthattheypossess thefirst component,head/cognitive CQ.The naturalreliesentirely onhis intuitionrather thanonasystematic learningstyle.He hassome naturalbody/physical CQ,which maymean hecan naturallydeal withmany somesituations in newcultures withoutlearning aboutthem.But whenhe isfaced withmore complicatedsituations,he may not beable to handle themso well oritmay takehim longertohandlethem well.Sothis typecanbeput intothe categoryof thosewith goodinnate body/physical CQ.The ambassador,maynotknow muchaboutthenew cultures,but hehastheconfidence andhumilityto learnwhat hedoes notknow bywatching theirsuccessful counterpartsand tryingtoavoid underestimatingcultural differences,regardless ofpossible discomforts.This typecanbe classifiedas thosewith bothhead/cognitive CQand heart/emotional/motivational CQ.The mimichas ahigh degreeof controlover hisactionsandbehavioranddefinitely puts hostsand guestsat ease,facilitates communication,and buildstrust.This typecanbecategorized asthosewith body/physical CQand head/cognitive CQ,with bothCQ componentscultivated.The chameleonpossesses highlevelsofall threeCQ components.He canmelt intonewcultures verywelloreven betterthan thosenatives ofthose cultures.The chameleonis theideal type.Of allthe sixtypes,the ambassadoristhemost prevalent.
5.Mimicry definitelyputshostsand guestsat ease,facilitates communication,and buildstrust.
6.No.CQ cultivationmainly appliestothepsychologically healthyand professionallycompetentpeople.略
7.略
8.IL Paraphrasethefollowingsentences.
1.Cultural intelligenceis relatedto emotionalintelligence,but itfunctions where emotionalintelligence doesnot work.
2.If aperson isreluctant eitheras along-developed habitoroutof deep-rooted characterto dowhathe orshe isexpected todo ordoesnothavethe physical qualityor composure,it willnot bepossiblefor him/hertoenter new cultures.
3.Melanie wasaware that,in France,it isnecessary fora manto hugand kissa femaleclient onbothcheeks associal etiquettein businesssettings,but shecould nothelp feelingdiscomfortwhen Henridid thisto herandthusretreated fromhim whenhe wasdoing it.
4.When the natural mustcontrol somesituations involvingmore thanone culture,with thedividingline amongdifferent culturesbeing notso clear,he maynot workso efficientlybecausehe hasnever hadsuch experienceof thinkingofaway righthere andnow tolearnaboutnewcultures orto dealwiththefeeling thathe isataloss whattodoinnewcultures.
5.What ismore important,chameleons donot makeany troublethat willcertainlybecaused byotherforeigners whohave notadapted tonewcultures.III.TranslatethefollowingsentencesintoChinese.公司有关文商的培训倾向于偏好让受训人员对异地文化的信仰、习俗和禁忌进行死记
1.硬背，这种教学方法使人不能对各种文化差异触类旁通、应付自如，也让人难免在处理文化差异时有重大失误大部分人发现，异地文化各不相同，使其看似永不交叉、永不相连的正是其相关性，故而
2.寻找各种文化的切入点并非易事虽然如此，凡文化总有共同之处，而高文商者也总能捕捉住共性的蛛丝马迹对具有典型文化特征的身体语言不能理解或无法与之互动都是在身体文商低下的表现
3.高效者并不靠回报来保持动力，因为回报可能是以非常规形式出现或很久后才出现
4.不像性格的其他方面，文商是可以在心理健康、专业能力强的人群中提高的
5.IV.TranslatethefollowingparagraphintoEnglish.Cultural intelligenceor CQis veryimportant inbusiness world.CQisrelatedtoemotionalintelligence,but itpicks upwhereemotionalintelligenceleavesoff.There arethree componentsofcultural intelligence:the cognitive;thephysical;andtheemotional/motivational.Culturalintelligence residesinthebody andthe heart,as wellasthehead.In thecase ofculturalintelligence,most managersfit atleast oneofthefollowing sixprofiles:the provincial,the analyst,thenatural,the ambassador,the mimic,andthechameleon.There aresix stepstoenhanceour CQ.They are:1examining ourCQstrengthsandweaknesses;2selecting trainingthat focuseson ourweaknesses;3applying thetraining;4organizing ourpersonal resourcestosupportthe approachwe havechosen;5entering theculturalsetting weheed tomaster;and6reevaluating ournewly developedskills andtheireffectiveness inthenewsetting.Text BI.Decide whetherthefollowingstatements aretrue Tor falseF.I.F
2.F
3.T
4.F
5.F
6.F
7.T
8.FII TranslatethefollowingsentencesintoChinese.在时序文化中，商务人士充分关注一个接一个的日程项目，而世界其他地方的专业
1.人士经常同时做好几件事情文化架构需要积极利用我们个人的文化背景，确定我们思考和行为的方式，更重要
2.的是，为我们提供一套标准，使我们能够感知并欣赏他人在全球环境下，企业已经开始认识到文化敏感性对企业绩效具有决定性的影响力，
3.因此，企业投资为员工提供该方面的培训不足为奇在欧洲、北美、日本和中国，商务人士互动时通常保持一定的距离，因为触碰仅允
4.许存在于朋友和家庭成员之间这些是进行跨文化谈判需要考虑的主要因素，目的在于能够准备有效的陈述以及根
5.据特定的外国商业环境相应调整自己的行为III.TranslatethefollowingparagraphintoEnglish.Cultural differencescanbedivided intothree oppositions:high-context/low-context;sequential/synchronic andaffective/neutral cultures.In high-context cultures,communication reliesmoreonthecontext,extracting meaningfrom suchnon-verbal cuesas bodylanguage,silence,andpauses,rather thanfromthespoken orwritten messagewhile inlow-context cultures,the precisionofspoken orwritten messageis valued.In sequentialcultures,business peoplegive fullattention tooneagenda itemafter another,whereas professionalsin otherpartsoftheworlddo severalthings atthesame timeonaregular basis.In theaffective cultures,people showtheir feelingsplainly,and intheneutral cultures,people carefullycontrol their feelings andsubdue theiremotions.Therefore,cultural framingis importantin communication,especially inbusiness.TextCDiscuss andanswerthefollowingquestions.
1..Visit thebusiness sectionof anylarge bookstoreand you willfindnumerous textsonnegotiation.Using thekeywords internationalnegotiation^tosearchAmazon.com willbringup over2,700entries.If youGoogle internationalnegotiations Jyouwillretrieve over
2.7million entries.
①③④
2.Formality andstatus,Dpace and patience,emotional displays,direct andindirect formsofcommunication,and©evidence and“truth.”
3..They usefirst nameto promoteequality andinformality.
4..In theUnitedStates,people growup believinginthemotto“He whohesitates islost75TheWestern desireto movethe negotiationalong rapidlyisapopular approachfbrtheChinese andJapanese.There iseven anAsian proverbthat states,With timeandpatience,the mulberryleafbecomes asilk gown.”
5..It indicatesthat LatinAmericans tendto conductbusiness negotiationsatamuch slowerpace.
6.In theUnitedStates,it isnormal andexpected fbrpeople touse awide rangeof nonverbalbehaviorsasareflection oftheirfeelings.The USculture teachesthat itisanatural partof socialinteractionsto signalpleasure,disgust,anger,or anyother emotionthrough nonverbaldisplays.InChina,Japan,Korea,andthePhilippines,however,outward demonstrationsof emotionsare felttodisturb harmonyand areavoided wheneverpossible.
7.Russian negotiatorsare veryemotional,and havebeen knownto reinforcetheir positionsbywalking outofthemeeting inan angrymanner-only toeventually returntothetable.
8.They relyonanindirect communicationstyle.
9.In LatinAmerica,decisions areoften basedon subjectivedataandareusuallysupported bysubjectivefeelings.
10.Be prepared;develop sensitivitytotheuseoftime;listen carefully;learn totolerate ambiguity;andtryto locateareas ofagreement.。
个人认证
优秀文档
获得点赞 0
