跨文化商务交际窦卫霖

1、课本第三页 1-Needs and Purposes for Communication (1) survival (6) power (2) cooperation (7)social needs (3)personal needs (8) information (4) relationships (9) making sense of world (5) persuasion 劝说 (10) self-expression用P4P6 Survival、Co-operation、Personal needs. Relationships.persuasion回答，不要求全部都写出来，但是至

2、少要答四到五个，理解读懂还要有对这个词的解释P6掌握交际的概念（Definition） Communication refers to the act and process of sending and receiving messages among people. Eg: buy computer via Internet Communicationsomeone perceives behavior or its residue and attributes meaning to it. Communication has taken place regardless of wheth

3、er that behavior is conscious or unconscious. Intentional or unintentional. P10（很重要） 交际的过程（the process） 1. the components of communication Message Sender Receiver Channel Noise Feedback Encoding/Decoding 2. Models of communication (1) the linear model (2) the circular model (3) the contextualized mo

4、delP14 交际的特征（Characteristics）里的黑体标题要看懂 1. communication is dynamic 动态 2. communication is irreversible不可撤销 3. communication is symbolic符号性 4. communication is systemic 系统性 5. communication is self-reflective自我反映性 munication is interactive 交互性 7. communication is complex 复杂性P22里的最后一段中影响跨文化交际的主要三个因素La

5、nguage barriers，different values，different cultural patterns of behaviorICC与ICBC的概念1. intercultural communication (ICC) -interpersonal communication between members of different cultures. 2. intercultural business communication (ICBC) -communication within and between businesses that involve people

6、from more than one cultureP31课后练习中的Discussion Questions的前三个问题P41 关于文化的概念 在这页的第五段 Culture is the total accumulation（积累） of beliefs, customs, values, behaviors, institutions（习俗） and communication patterns（样式） that are shared, learned and passed down through the generations in an identifiable group of

7、people. P42 文化的特点 还要解释四个到五个 1. culture is not innate; it is learned (e.g. sneezing) 2. culture is transmitted from generation to generation 3. culture is selective 4. the facets of culture are interrelated (e.g. womens movement) 5. culture is ethnocentric 6. culture is subject to changeP46价值观的概念（def

8、inition of value） Ones principles or standards, ones judgment of what is valuable or important in life A broad tendency to prefer certain states of affairs over others. (Hofstede P46) A conception, explicit or implicit, distinctive of an individual or characteristic of a group, of the desirable whic

9、h influences the selection from available modes, means, and ends of action. P45（重点）values from the core of culture 1.values form the core of culture 2. values are the deepest manifestations of culture and most difficult to understand by an outsider. (symbols-heroes-rituals-values, by Hofstede)P48 价值

10、观的分类 1.universal values (e.g., happy life) 2.cultural-specific values (e.g. modesty for Chinese culture) 3. peculiar expression or deviations of individuals within cultures (subjective culture)P49 价值观是怎样形成的？how to get ones value？ 1. from ones family 2.from school education teachers 3. from ones peer

11、s 4. from society at largeP59（很重要） hofstede-Bond's Value Dimensions Individualism vs. Collectivism (P.61) Power Distance Uncertainty Avoidance Masculinity vs. Femininity 回答这个题目时要说这个理论是谁写的，叫什么名字，理论是什么（从P60-64四个角度回答）还要解释，还要给例子，比如P62的图表。这样才能得高分P80课后练习第一大题的前三个问题P222 商务礼仪的重要性 从这页的第二段前四句回答 1. to incre

12、ase the quality of life in the workplace 2. to contribute to optimum employee moral 3.to establish the company image 4.to play a major role in generating profitP223Defining Business Etiquette and Protocol（礼仪指的是什么。礼节指怎样做）具体分析 Etiquette refers to manners and behavior considered acceptable in social an

13、d business situations. Protocol: customs and regulations dealing with diplomatic etiquette and courtesies expected in official dealing with persons in various cultures.Chaney and Martin(2002)Difference between etiquette and protocol Protocol is what to do in a given situation. Etiquette is how to do it and how to do it gracefully.P225（很重要）Cultural differences in business etiquette and protocol 文化在这两者中的不一样 ？会解释，举例子说明 1. initial business relationship 2. Social entertainment 3. Gift givin