研究生班专业英语总复习.doc

2013在职研究生班专业英语总复习ITrue/False Questions判断正误；答题请写在答题纸上，正确的写True；错误的写False。1The four contemporary functions of management are planning, organizing, leading, and controlling. 2Effectiveness refers to the relationship between inputs and outputs. 3. Efficiency is often referred to as “doing things right.” 4. According to the text, the goal of efficiency is to minimize resource costs. 5. Only first-line managers and employees need to be concerned with being customer-responsive. 6. A distinct purpose is important in defining an organization.7. Principles of Scientific Management was written by Frederick Winslow Taylor.8. The primary issue that aroused Taylor to create a more scientific approach to management was worker effectiveness. 9. General administrative theory focuses only on managers and administrators.10. One could say that Fayol was interested in studying macromanagement issues, whereas Taylor was interested in studying micromanagement issues. 11. Max Webers bureaucracy is a lot like scientific management. 12. The qualitative approach to management has also been labeled operations research or management science. 13. Hugo Munsterberg was an early advocate of the human resources approach to management. 14. The Hawthorne studies were performed at the General Motors plant beginning in 1924.15. The current dominant assumption in management theory suggests that managers are omnipotent. 16. In the omnipotent view of management, much of an organizations success or failure is due to forces outside managements control.17. The organizational culture is a system of shared meaning held by members that distinguishes the organization from other organizations. 18. A managers role in the omnipotent view of management is to create meaning out of randomness, confusion, and ambiguity. 19. An increasing body of evidence suggests that strong cultures are associated with high organizational performance. 20. Rituals are repetitive sequences of activities that express and reinforce the key values of an organization. II. Multiple-Choice Questions For each of the following choose the answer that most completely answers the question. There is only one best answer for each question.答案请写在答题纸上。每小题只有一个正确答案。1. What are the two views of managerial impact on the success or failure of the organization?a.omnipotent and symbolic b.omnipotent and reflectivec.symbolic and interactived.reflective and interactive2. Internal constraints that restrict a managers decision options _.a.exist within every organizationb.do not exist, as all managers can decide as they pleasec.exists only to the extent that upper management imposes themd.exist only to the extent that followers wont do as they are told3. Organizational culture is similar to an individuals _.a.skillsb.personalityc.motivationd.ability4. Corporate _ are repetitive sequences of activities that express and reinforce the values of the organization, what goals are most important, which people are important, and which are expendable.a.languagesb.ritualsc.symbolsd.ceremonies5. Which of the following is a fundamental contribution of scientific management?a.It could raise a countrys standard of living.b.It provided for management control, a basic management function.c.It provided the basis for the coming rise of unionization.d.It led to lower overall wages, thereby increasing organizational profitability.6. One could say that Fayol was interested in studying _ management issues, whereas Taylor was interested in studying _ management issues.a.micro; macrob.macro; microc.micro, micro d.macro, macro 7. Which of the following is not one of Fayols principles of management?a.division of workb.unity of commandc.disciplined.equality8. The 14 principles of management are associated with whom?a.Weberb.Druckerc.Taylord.Fayol.9. Bureaucracy defined as a form of organization characterized by _.a. division of laborb. clearly defined hierarchyc. detailed rules and regulationsd. all of the above10. Supervisor is another name for whom?a.team leadersb.middle managersc.first-line managersd.top managers11. Agency head or plant manager is most likely associated with which of the following?a.team leadersb.middle managersc.first-line managersd.top managers.12. The distinction between a managerial position and a nonmanagerial position is _.a.planning the work of othersb.coordinating the work of othersc.controlling the work of anizing the work of others13. Effectiveness is synonymous with _.a.cost minimizationb.resource controlc.goal attainmentd.efficiency14. In successful organizations, _.a.low efficiency and high effectiveness go hand in handb.high efficiency and low effectiveness go hand in handc.high efficiency and high effectiveness go hand in handd.high efficiency and high equity go hand in hand15. _ is the set of ongoing decisions and work activities in which managers engage as they perform the management functionsa.The management process.b.Planning.c.Organizing.d.Directing.16. _ was a French industrialist who identified the basic management functions.a.Weberb.Taylorc.Herzbergd.Fayol 17. Writing an organizational strategic plan is an example of the _ management function.a.leadingb.coordinatingc.planningd. organizing18. A manager resolving conflict among organizational members is performing what function?mandingc.directingd.leading19. A finance manager who reads the Wall Street Journal on a regular basis would be performing which role?erpersonal20. The ability to work well with other people, both individually and in a group, use _.a.technical skillsb.behavioral skillsc.planning skillsd.human skills.III.Translation. Passage OneConsumer behavior is influenced by three factors: cultural (culture, subculture, and social class), social (reference groups, family, and social roles and statuses), personal (age and stage in the life cycle; occupation and economic circumstances; personality and self-concept; and lifestyle and values). The four psychological processes of motivation, perception, learning, and memory also influence consumer responses to marketing stimuli. Research into all of these factors provides clues as to how marketers can reach and satisfy consumers more effectively.The five-stage model of the consumer buying process consist of problem recognition, information search, evaluation of alternatives, purchase decision, and post-purchase behavior. The marketers job is to understand the buyers behavior at each stagefrom before to after the purchaseand what influences are operating. Consumers evaluations of a product, based on attitudes and beliefs acquired through learning and experience, will affect their purchase decisions. The attitudes of others, unanticipated situational factors, and perceived risk also may affect the buying decision, as will consumers postpurchase satisfaction, the companys postpurchase actions, and consumers postpurchase use and disposal of the product. Satisfied customers will continue to purchase; dissatisfied customers will stop purchasing the product and may make unfavorable remarks about it to others.参考译文：消费者行为受到三种因素的影响：文化因素（文化， 亚文化，和社会阶层），社会因素（参照群体，家庭，社会角色和地位），个人因素（年龄、生命周期所处阶段，职业和经济状况，个性和自我观念，和生活方式及价值观）。动机、感知、学习和记忆四个心理过程也对消费者对营销刺激产生影响。有关上述各种因素所进行的研究对营销者如何更为有效的接近（到达）和满足消费者提供了线索。消费者购买决策的五阶段模型包括：发现（认识）问题；信息搜索、评价可供选择的方案、购买决策和购买后行为。 营销者的工作就是了解购买行为的每个阶段-从购买之前到购买之后以及说明因素在起（产生）作用。消费者对产品的态度以及基于通过学习体验所获得的信念的评价将会对购买决策产生影响。他人的态度，预料不到的其他情景因素和所感知的风险也可能影响到购买决策，消费者的购买后满意度。公司的购买后行动，和消费者购买后对产品的使用和处置，同样也会购买产生影响。满意的顾客会继续购买（该产品），而不满意的顾客会停止购买特定的产品并且可能对其他顾客发出有关产品不利的言论（口碑）。Passage TwoStrong companies develop superior technological capabilities in managing the four core business processes: the new-product realization process, the inventory management process, the order-to-remittance process, and the customer service process. Managing these core processes effectively means creating a marketing network in which the company works closely with all the parties in the production and distribution chain, from suppliers of raw materials to retail distributors. Companies no longer compete marketing networks do.强势公司在管理四种核心业务流程造就了高超的技术能力：新产品实现上市流程，库存管理流程，订货-发货流程，以及客户服务流程。有效管理这些核心流程意味着创立与从原材料供应商到零售分销商生产的生产分销链条中各方紧密合作的营销网络。公司不再进行竞争竞争的是营销网络。Losing profitable customers can dramatically impact a firms profits. The cost of attracting a new customer is estimated to be five times the cost of keeping a current customer happy. Therefore, one of the marketers main tasks is customer retention. The key to retaining customers is relationship marketing. To keep customers happy, marketers can add financial or social benefit to products, and/or create structural ties between themselves and their customers. However, marketers should avoid retaining unprofitable customers.失去赢利（有利可图的）顾客可能对企业的利润产生重创。吸引新顾客的成本据估算是维持现有顾客满意的（成本）的五倍。因此，营销者的主要任务之一就是顾客保留（留住顾客）。留住顾客的关键在于关系营销。要使顾客满意，营销者可以在产品上增加财务或社会方面的利益（好处），并且/或创建企业与客户之间的结构性的密切关系。然而，营销者应当避免保留非赢利的顾客。We can see how the product life cycle works by looking at the introduction of instant coffee. When it was introduced, most people did not like it as well as regularcoffee and it took several years to gain general acceptance (introduction stage). At one point, though, Instant coffee grew rapidly in popularity and many brands were introduced (stage of rapid growth). After a while people became attached to one brand and sales leveled off (stage of maturity). Sales went into a slight decline （衰退）when freeze-dried coffees were introduced (stage of decline). 我们可以通过速溶咖啡的导入（上市）看到产品生命周期的如何起（产生）作用的。当速溶咖啡上市（导入市场）之初，大多数人不喜欢这种普通的咖啡并且花了几年时间才被普遍接受（导入阶段）。然而，到来一定阶段（时点）速溶咖啡销售增长迅速并且有许多品牌进入市场（迅速增长阶段）。一短时间之后，人们开始钟爱一个品牌并且销售量趋于平缓（成熟阶段）。当冻干咖啡进入市场时销售略有下降(衰退阶段)。The importance of the product life cycle to marketers is this: Different stages in the product life cycle call for different strategies. The goal is to extend product life so that sales and profits do not decline. One strategy is called market modification. It means that marketing managers look for new users and market sections. Did you know, for example, that the backpacks that so many students carry today were originally designed for the military? 产品生命周期对于营销者的重要性在于：产品生命周期的不同阶段要求不如的战略。其目的是延长生命周期以保持销售量和利润不会下滑。战略之一成为市场改良。这是说营销经理寻求新顾客和新市场细分。例如，你是否知道当今众多学生所使用的背包最初是为军事用途所设计的？Market modification also means searching for increased usage among present customers or going for a different market, such as senior citizens. A marketer may re-position the product to appeal to new market sections. Another product extension strategy is called product modification. It involves changing product quality, features, or style to attract new users or more usage from present users. American auto manufacturers are using quality improvement as one way to recapture world markets. Note, also, how auto manufacturers once changed styles dramatically from year to year to keep demand from falling. 市场改良还意味着在现有顾客中增加使用率或进入不同的市场，例如，（进入）老年人市场。营销者可以对产品进行重新定位以吸引新的市场部类。另外一种产品延伸战略称为产品改良。这涉及到改变的产品质量、特性、款式以吸引新的使用者或增加现有使用者的使用率。美国汽车制造商正在使用质量改进作为其重新占领世界市场的战略之一。值得注意的是，汽车制造商曾经大幅可变每年的汽车的款式以保持市场需求不会下降。Passage OneInternet shopping is a new way of shopping. It offers a lot of advantages. The most important one is convenience. You can shop whenever you like as the on-line shops are open 24 hours a day, and you do not have to queue with others. Secondly it is often cheaper to buy goods through the Internet and it is also easy to find what you are looking for.There are some disadvantages too. You can not see the products or check their quality. Besides you can not enjoy walking around the shops and talking with your friends.In the modern world, advertising is everywhere! Some people like ads and others hate ads. I think it offers some advantages and disadvantages. Some ads are very useful. They can tell people how to compare two different products so that people can buy the better one. They can also help you save money.However there are also some disadvantages. Some ads can be confusing or misleading. Sometimes the words sound good but dont tell you anything real. So you have to be careful not to be cheated. We shouldnt believe everything.If you want to succeed in business, you need to know about financial management. No matter how skilled you are at developing a new product, providing a service, or marketing your wares, the money you earn will slip between your fingers if you do not know how to collect it, keep track of it, save it and spend or invest it wisely. Poor financial management is one of the main reasons why businesses fail. In many cases, failure could have been avoided if the owners had applied sound financial principles to all their dealings and decisions. So what is the best way of making sure that you are handling your money correctly? The truth of course is that you have to pay a professional to do it for you. This should be looked at as another investment: you have to spend money in the short term to save money in the long term. However, you are then faced with a new problem: how do you find the best consultant for your business and make sure you are getting value for money? The short answer is that only time will tell.Passage TwoTo carry out its core business processes, a company needs resources- labor power, materials, machines, information, and energy. Traditionally, companies owned and controlled most of the resources that entered their business, but this situation is changing. Many companies today outsource less critical resources if they can be obtained at better quality or lower cost. Frequently, outsourced resources include cleaning services, landscaping, auto fleet management, even information technology management.为了贯彻执行企业的核心业务流程，公司需要资源人力、材料、机器、信息以及能源。传统而言，公司拥有并掌控经营业务中的大多数资源，但是情况在发送变化。许多当今企业对于非关键的资源进行外包，如果它们(企业)能够以高质量或低成本获取的话。在很多情况下，外包资源包括清洁服务、景观、车队管理，以至于信息技术管理。The key, then, is to own and nurture the resources and competencies that make up the essence of the business. Nike, for example, does not manufacture its own shoes, because certain Asian manufacturers are more competent in this task; Nike nurtures its superiority in shoe design and shoe merchandising, its two core competencies. We can say that a core competency has three characteristics: (1) It is a source of competitive advantage in that it makes a significant contribution to perceived customer benefits, (2) it has applications in a wide variety of markets or products , and (3) it is difficult for competitors to imitate.关键在于拥有并培育构成业务的核心资源和能力。例如，耐克公司本身不生产鞋类，因为某些亚洲生产商在这方面更具竞争力；耐克所培育的是其在鞋类设计和营销（销售）方面的优势，正是在这两个方面耐克具有核心能力。我们可以认为核心能力有三个特点：（1）它是在可以感知的顾客利益方面具有突出的相对优势的来源；（2）这种核心能力可以在可以应用于范围广泛的市场或产品；（3）很难被竞争对手所复制。Competitive advantage also accrues to companies that possess distinctive capabilities. Whereas core competencies tend to refer to areas of special technical and production expertise, distinctive capabilities tend to describe excellence in broader business processes. Competitive advantage ultimately derives from how well the company has fitted its core competencies and distinctive capabilities into tightly interlocking “actively systems.” Competitors find it hard to imitate companies such as Southwest Airlines, Dell, or IKEA because they are unable to copy their activity systems.竞争优势还存在于具有与众不同的能力的企业。核心能力通常指的是特别技术和生产专长的领域，而特别能力则倾向于描述在较为广泛的业务流程中的卓越表现。竞争优势最终源自企业与其核心能力及其特别（独特的、与众不同的）能力进行很好地契合以形成紧密配合的“能动的体系”。竞争对手发现很难模仿诸如西南航空公司、戴尔公司或宜家公司，因为他们无法复制这些公司的作业（运作）体系。Passage OneCompanies can profit by putting marketing at the beginning of a three-part sequence in which they (1) choose the value by segmenting the market, selecting the appropriate market target, and developing the offerings value positioning; (2) provide the value by determining product features, prices, and distribution; and (3) communicate the value using the sales force, advertising, and other tools. The value and cost in a business. Among them are five core business processes: market sensing, new offering realization, customer acquisition, customer relationship management, and fulfillment management. In carrying out these core processes, companies nurture their core competencies, which lead to distinctive capabilities that build competitive advantage.The holistic marketing framework shows how the interaction between relevant actors (customers, company, and collaborators) and value-based activities (value exploration, value creation, and value delivery) enables companies to create, maintain, and renew customer value. Strategic planning occurs at four levels: the corporate level, division level, business unit level, and product level. At the corporate level, planning includes defining the mission; establishing SBUs; assigning resources to each SBU; and assessing growth opportunities. The companys structures, policies, and corporate culture can all affect strategic planning and implementation,At the business unit level, strategic planning covers the business mission; SWOT analysis; goal, strategy, and program formulation implementation; and feedback and control. Each product or brand needs a marketing plan-a written document summarizing what is known about the marketplace and how the marketing objectives will be achieved, The sections of a typical marketing plan include: executive summary and table of contents; situation analysis; marketing strategy and programs; financial projections; and implementation controls, Because companies want to determine whether t