I.Matching the terms with their definitions ( 5% )
A.academy cultureB.win/win negotiatorsC.low-context culture
D.superstitionsE.recovery stage
1.（B ）People who see deal-making as a collaborative and problem-solving proce.
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 proce 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.II.Decide whether the following statements are true (T) or false ( F ) ( 10% )
6.（ ）Shaking hands at different time will leave different impreions upon the person you are addreing.
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 iues 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 impreion.
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.”
14.（ ）The French culture is a high-context culture;American culture is a low-context one.
15.（ ） In the United States, a busineman who is invited for dinner to the private home of a busine contact is
expected to write a thank-you note shortly after the event.
III.Reading Comprehension( 20 % )
Paage 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(镇静剂),
anti-depreants and anti-anxiety drugs.What many people don’t realize, however, is that scientists have discovered the effectivene 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.“If you could keep the exercise, you’d be in high spirits.” Says 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 seion three to five times a week.
16.What is the main subject of the paage?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 paage 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 orderB) are in a bad mood
C) search for tranquilizers D) want a mood-raiser
19.According to the paage, 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 paage?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.
Paage2
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(退潮).
The sun also exerts its effect on the tide, being a little le than half as much as the moon, although its ma 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 ma 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 le 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
VI.choose the best word to fill in the blanks and change the forms where neceary ( 10 % )
29 perspectives31 element26 marketing
34attitudes toward change35 interactions32 culture
30 consumers and busine27 agents28 standardization33 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 busine gift as an example: In cultures where a busine 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 busine 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 % ) 回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 iue, and prepare a cover about all iues price list.In the negotiation proce, 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 feelings。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 mindsetsuch 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 lo and disorientation predicated by a change in one\'s familiar environment which requires adjustment.
VI.Translate the following paages into Chinese ( 20 % )
A
Based on these two kinds of different contexts, the cultures in this world can be claified 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：高语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。
B
Markets must determine which intercultural differences are relevant to their situation in a new foreign market.Sensitivity to and tolerance for intercultural differences is a highly desirable trait for international marketing
managers.Most international companies hire managers from the local culture because they bring an intimate knowledge of the indigenous （ 本地的） culture to strategic decision-making.市场必须确定哪些文化差异有关他们的情况，在一个新的国外市场。敏感性和容忍的文化差异是非常可取的特性，国际营销经理。大多数国际公司聘请管理人员从当地的文化，因为他们带来的亲密的本地的文化的战略决策。
VII.Writing.Case Study: Mr.Wang came to American for study.At first he was excited about everything he saw, but later he couldn’t sleep and did not like to eat anything, and suffered great mentally, try to explain it .( 15% ) .
王先生来到美国学习。起初，他对他所看到的一切感到兴奋，但后来他无法入睡和不喜欢吃什么，蒙受了巨大的精神，试图解释它。
Mr.Wang came to American for study.At first he was excited about everything he saw, but later he couldn’t sleep and did not like to eat anything, and suffered great mentally, The reason is
：
Culture shock has many stages.Each stage can be ongoing or appear only at certain times.The first stage is the incubation stage.In this first stage, the new arrival may feel euphoric and be pleased by all of the new things encountered.This time is called the “honeymoon” stage, as everything encountered is new and exciting.
Afterwards, the second stage presents itself.Mr.Wang may encounter some difficult times and crises in daily life.For example, communication difficulties may occur such as not being understood.In this stage, there may be feelings of discontent, impatience, anger, sadne, and feeling incompetence, this happens when a person is trying to adapt to a new culture that is very different from the culture of origin.Transition between the old methods and those of the new country is a difficult proce and takes time to complete.During the transition, there can be strong feelings of diatisfaction.
The third stage is characterized by gaining some understanding of the new culture.A new feeling of pleasure and sense of humor may be experienced.One may start to feel a certain psychological balance.The new arrival may not feel as lost and starts to have a feeling of direction.The individual is more familiar with the environment and wants to belong.This initiates an evaluation of the old ways versus those of the new.
In the forth stage, the person realizes that the culture has good and bad things to offer.This stage can be one of double integration or triple integration depending on the number of cultures that the person has to proce.This integration is accompanied by a more solid feeling of belonging.The person starts to define him/herself and establish goals for living.
The fifth stage is the stage that is called the “re-entry shock..” this occurs when a return to the country of origin is made.One may fin that things are no longer the same.For example, some of the newly acquired customs are not in use in the old culture.
These stages are present at different times and each person has their own way of reacting in the stages of culture shock.As a consequence, some stages will be longer and more difficult than others.Many factors contribute to the duration and effects of culture shock.For example, the individual’s state of mental health, type of personality, previous experiences, socio-economic conditions, familiarity with the language, family and/or social support
systems,and level of education.
赵帅21:23:16
文化冲击有许多阶段。每一阶段可以持续或只有一个出现在特定的时候。第一阶段是孵化阶段。在这一阶段,新来者会感到兴奋和高兴所有的新事物的遭遇。该时期被称作“蜜月期”,是任何遇到又刺激的新花样。 后来,第二阶段表现。一个人会遇到一些困难的时刻,危机于日常生活中。例如,可能出现的通讯困难如不被理解的。在这个阶段,可能有一种感觉的不满、急躁、愤怒、悲伤、感觉无能,这发生在当一个人尝试适应新的文化截然不同的文化根源。采用老方法之间的转变和新的国家是一个困难的过程,需要时间来完成。在过渡期间,会有强烈的不满。
第三阶段的特点是得到理解新的文化。一个新的感觉快乐和幽默感可能有经验。你可以开始感到一定的心理平衡。新来者可能不觉得失去了,开始有一种感觉的方向。个人熟悉的环境,而且让归属。这个提升者评价相对旧的生活方式的新。
第四阶段,人意识到文化好的和坏的东西给你。这个阶段可能是一个或三双整合集成根据分配的文化人已经处理。这种整合是伴随着一个更坚实的感觉,归属感。人开始定义自己和设定目标来维持生活。
第五阶段是舞台上,被称为“休克,返回“这发生在当回到原产地。你可能鳍,事情已经不再是以前那个人。例如,一些新获得的海关未使用在古老的文化。
这些阶段出席不同时期,每个人都有他们自己的方式来反应的不同阶段中文化冲击。因此,一些阶段会更长更困难一些。许多因素的影响和作用时间的文化冲击。例如,个人的国家精神健康、类型的个性、经历、社会经济条件、熟悉的语言、家庭及社会支持系统,以及水平的教育。
