L Matching the terms with their definitions ( 5% )
A. academy culture D. superstitions
B. win/win negotiators E. recovery stage
C. low-context culture
1. (B ) People who see deal-making as a collaborative and problem-solving process.
2. ( c ) It refers to the groups of cultures that value individual orientation and overt communication codes and
maintains a heterogeneous normative structure with low cultural demand characteristics.
3. ( E ) A stage of culture shock characterized by gaining some understanding of the new culture.
4. ( D ) Beliefs that are inconsistent with the known laws of science or what society considers to be true and
rational.
5. (A ) The strategic process of marketing among consumers whose culture differs from that of the marketer's
own culture at least in one of the fundamental cultural aspects, such as language, religion, social norms and values, education and the living style.
IL Decide whether the following statements are true (T) or false ( F) (10% )
6. ( ) Shaking hands at different time will leave different impressions upon the person you are addressing. 7. (T ) People of different cultural backgrounds usually behave and respond in different ways in the context. 8. ( ) Cultural differences can generate positive impacts on negotiation as people can learn from each other. 9. ( ) Culture serves to create a general consensus on fundamental issues and facilitates decision-making during
crises.
10. ( ) Clothes make the man or the woman and the reality is that how you look goes a long way toward leaving
a great first impression.
11. ( ) The easier it is to adjust to a new culture, the easier it is to readjust to a home culture. 12. ( ) It is not advisable to make a high offer at the beginning of negotiation. 13. ( ) Culture offers ways of identifying with the organization and creates a “ you-feeling/5 14. ( ) The French culture is a high-context culture; American culture is a low-context one. 15. ( ) In the United States, a businessman who is invited for dinner to the private home of a business contact is
expected to write a thank-you note shortly after the event.
IIL Reading Comprehension ( 20 % )
Passage 1.
Moods, say the experts, are emotions that tend to become fixed, influencing one's outlook for hours, days or even weeks. That's great if your mood is a pleasant one, but a problem if you are sad, anxious, angry or simply lonely.
Perhaps the best way to deal with such moods is to talk them out; sometimes, though, there is no one to listen. Modern pharmacology(药物学)offers an abundance of tranquilizers(镇青争剂), anti-depressants and anti-anxiety drugs. What many people don't realize, however, is that scientists have discovered the effectiveness of several nondrugs approaches to make you loose from an unwanted mood. These can be just as useful as drugs, and have the added benefit of being nonpoisonous. So next time you feel out of sorts, don't head for the drug-store but try the following approach. Of all the mood-altering self-help techniques, aerobic(增氧健身的)exercise seems to be the most efficient cure for a bad mood. \Kathryn Lance, author of Running for Health and Beauty.
Researchers have explained biochemical and various other changes that make exercise compare favorably to drugs as a mood raiser. Physical exertion such as housework, however, does little. The key is aerobic exercise-running, cycling, walking, swimming or other repetitive and sustained activities that boost the heart rate, increase circulation and improve the body's utilization of oxygen. Do them for at least 20 minutes a session three to five times a week.
16. What is the main subject of the passage?A A) How to beat a bad mood. B) How to do physical exercises. C) How to talk bad moods out
D) How to be involved in aerobic exercise. 17. It can be inferred from the passage that B.
A) the best way to overcome a bad mood is to talk to oneself
B) when one is in a bad mood, he or she may not work very efficiently C) some drugs are more effective than physical than physical exercises D) a person can make a big profit if he is in a good mood
18. “Feel out of sorts”，as it is used in the second paragraph could best be replaced by _B A) put things in order B) are in a bad mood C) search for tranquilizers D) want a mood-raiser
19. According to the passage, all of the following are true except A. A) moods can have a bad influence on people's emotions B) aerobic exercise can help people get rid of bad mood
C) swimming, walking, or running is an efficient cure for a bad mood D) scientists have provided people with many tranquilizers
20. Which of the following best describes the organization of this passage?B A) A procedure is explained and significance is emphasized. B) A problem is examined and solutions are given. C) Two contrasting views of a problem are presented.
D Recent pharmacological advancements are in order of importance.
Passage2
There are many reasons for the tidal action which is a very complicated phenomenon involving many factors, all of which must be considered to predict tide in any one place at any one time. The alternate rise and fall of the surface of the seas and ocean is mainly caused by the attractive force of the moon alone. When the attraction is great, the tide is high, and conversely when the attraction is minimal, the tide is low. Between the high tide and the low tide is a period of a little over six hours, being called during its rise a floodtide, and during its fall an ebb tide(退，朝).
The sun also exerts its effect on the tide, being a little less than half as much as the moon, although its mass is so much greater. When the moon and the sun are horizontal, the highest tide occurs and when they are vertical the lowest tide takes place.
The wind also plays an important part in the modification of the normal rise and fall of the tide. Thus these factors affect each other, either detracting or adding to the attractive forces to add or subtract from the weight of the tide. But the tides still move inexorably(无情地)on, rising twice a day, getting a little later each day and posing a problem of correctly predicting their heights and lows.
21. Which of the following factors will NOT affect the time of the tide?B A) The position of the sun and the moon. B) The mass of the moon. C) The changing tide.
D) The attractive force of the moon. 22. The principal idea of this article is D. A) the attraction of the sun and the moon B) the sun, the moon and the wind C) the changing tide
D) the factors affecting the tide
23. It can be concluded from this article that the attraction of the sun is D. A) more than half that of the moon B) more than that of the moon
C) more than twice that of the moon D) half that of the moon
24. If the first high tide takes place at 1:00 a.m. the next high tide will probably take place at_C. A) 7:20 a.m. B) 8:00 a.m. C) 1:45 p.m. D) high noon
25. According to this article, it is clear that the force of the moon C. A) is not as important as that of the wind B) is less than half as much as the sun
C) cause the alternate rise and fall of the surface of the seas D) does not influence the rise and fall of the surface of the seas VL choose the best word to fill in the blanks and change the forms where necessary (10 % )
29 perspectives 31 element 26 marketing 34attitudes toward change 35 interactions 32 culture 30 consumers and business 27 agents
28 standardization
33 promotion
Culture influences _26_and marketing influences culture. Marketers can act as _27_ of changes within a culture. The _28— between marketing and culture can be examined from three _29— . Firstly, culture defines acceptable purchasing and product-use behaviors for both _30 —. Take business gift as an example: In cultures where a business gift is expected but not presented, it is an insult to the host not to give him one. In countries where gift generate an obligation, such as in Japan, it may be beneficial to engage in the practice. Yet, in other cultures, offering a business gift could be misinterpreted as inappropriate, thus offending the recipients. Secondly,
each _31— of culture influences each component of the marketing mix.. — 32— , for instance, is strongly influenced by the language. Product acceptance is affected by culturally based _33— . The distribution is influenced by social institutions, such as kinship ties. Thirdly, marketing also influence _34— , especially by contributing to cultural borrowing and change. In the long run, as more markets become global and _35_ of marketing mix increases, the rate of cultural changes will also increase.
V. Answer the following questions briefly ( 20 % ) 答下列问题作 了简要介绍
36. Compare the American negotiation styles with the Germany ones briefly.比较美国谈判的风格和德国的人作了简 要
介绍。
36, German and American negotiating style is different.The German negotiations are always ready to do the work perfectly. The German people like to make clear that he is eager to make trading, accurately determine the form of trade, detailed regulations negotiations of the issue, and prepare a cover about all issues price list. I n the negotiation process, the German statements and offer are all very clear, resolute and decisive.
The American people are always cheerfully to begin negotiations with this kind of attitude to pursue economic benefits in the consultation stage, their energetic can quickly make the negotiations reach to the substantial stage.
37. Explain “ Culture Shock^, briefly.解释一下“文化冲击”作了简要介绍
37, Culture shock refers to the anxiety and feelingso felt when people have to operate within a different and unknown cultural or social environment after leaving everything familiar behind and they have to find their way in a new culture that has a different way of life and a different mindset such as in a foreign country.
Culture shock is a state of dis-ease, just like a disease. It has many different effects, time spans, and degrees of severity. Many people are handicapped by its presence and don't recognize what is bothering them. Culture shock symptoms are really hard to seclude.Culture shock is a subcategory of a more universal construct called transition shock. Transition shock is a state of loss and disorientation predicated by a change in one's familiar environment which requires adjustment.
VI. Translate the following passages into Chinese ( 20 % )
A
Based on these two kinds of different contexts, the cultures in this world can be classified into two major categories: high-context and low-context cultures. In high-context culture, the members usually have the same language of some race as well as the same norms of values, so information is easy to transmit; while in low-context culture, it is different because various differences exist in the society, resulting from the presence of many subcultures independent of each other.
基于这2种不同的情况，在这个世界的文化可以分为2大类：高诰境文化和低语境文化。在 高语境文化，成员通常具有相同的语言的一些种族以及同样的价值准则，使信息易于传输； 而在低语境文化，因为存在于不同的社会差异它是不同的，存在造成许多亚文化相互独立。
《商务英语》试卷(A卷).doc
