国际商务英语基础课2003b答案

东北财经大学2003年招收入学考试初试B）FOBundertackle物装船并取得提单，于8月30日向议付银行提交合格单据，根据500条款规定银行应 D／Paftersight与D／A都需办理承兑手续，因而承兑的是一样的在国际贸易中，向公司投保一切险后，在途中由于任何外来原因造成的一切货损均可向公司索赔。不到货，公司均应负责赔偿（ 某外贸公司按CIF术语出口坯布1000包，根据合同规定投保水渍险。货在途中因船舱内淡水管道清滴漏致使该批坯布中的200包遭水渍公司应对此负责赔偿 第一受益人，不属于被转让的范畴（ ．18单的签发日期应当合理。否则，银行将接受出单日期迟于装船日期的（）． FASFOBunder 不国后，买方出示相应的检验证明货物的质量指标与样品不符，并以此要求我方赔偿15我国某出口公司与一商人按每公吨500CIF东京某农产品200公吨258000200定为由而付款？为什么？我国某外贸公司英两国商人分别以CIF和CFR价格售出蘑菇罐头各100公吨交，各由谁办理手续。货损各由谁承担？由谁向人办理索赔？12日前复到有效。美商在6月10日以电报表示接受。我方14日收到该复电。业务员因其我国A公司将从别国进口的某商品向法国B商发盘，B商在发盘的有效期内复电：“接受，请提地，A公司未予理睬。一个月后，A公司收到B公司开来的信用证，信用证的要求表示同意，无此义务；而B商坚持A公司必须提地证。请分析A公司提出修改（国际商务英语部分共75分I.lwhethereachofthefollowingstatementsistrueorfalseaccordingtothebook“InternationalBusinessTopics”(NewEdition).(20%,1分)LikeRicardo’stheory,theHeckscher-Ohlintheoryarguesthatthepatternofinternationaltradeisdeterminedbydifferencesinfactorendowments,ratherthandifferencesinproduction.Offsetissimilartocounterpurchaseinsofarasonepartyagreestopurchasegoodsandserviceswithspecifiedpercentageoftheproceedsfromtheoriginalsate.LicensingisacrossbetweenexportingandjointventureandinvolvesalittleofThecompetitiveadvantagethatmanyfirmsenjoycomesOnlyfromtheirtechnologicalTheneedtomaintaintechnologicaladvantageisparticularlyimportantbecausethereisstrongnationalisminthehostcountries.Criticsclaimthatacountry’stradedeficitsaredeterminedbythebalancebetweensavingsandinvestmentinacountry,notbytheexternalvalueofitscurrency.Insomecommon-tawcountries,certainagreementsmaynotbeenableunlessproperlynotarizedorregistered.StudiesshowthatthereisraresimilarityinthegoalsofemployeesaroundtheAmarketcetransactionrequiresatleastoneofthecustomerroles:buying,payingandBrandshavebeguntoemergewithcertaintypesofphysicalgoodsthatdidnotsupportbrandsbefore.Thedifferencesbetweenhigh-techandtraditionalmarketingappearsmainlyintheoperationalmanagementofmarketingandriskevaluation.Globalizationandinformationtechnologybringnomorenewthreatstointernationalbusinessesthantodomesticfirms.Managersofmultinationalsconfrontsomanypoliticalandculturaldifferencesthattheyfaceawealthofchallengesandopportunities.Matrixstructuresisoneofthemoreintegrativeandflexibleformsofdividingtheorganization’soverallwork.Entrepreneursprimarilyexpectareturnthatwillcompensatethemforthetimeandmoneytheyinvest.Thepenetrationofglobalcultureindifferentregionsacrosstheearthistakingcerapidlyandallpeoplesharethesameaccesstothisglobalization.ConsiderableattentionwasgiventothesubstantiveachievementsoutofUruguayRoundAgreementandthechallengesfacingWTOaswell.AccordingtotheKluckhohn-StrodtbeckFramework,countriesaroundtheworldcanbedividedintosubjugationsocietyanddominationsociety.Although.longconsideredaninferiorstrategy,licensingalternativeisuniquelysignificantforinternationaltechnologytransfer.Readthefollowingsentencesandchoosefromthewordsorexpressionsmarketwitha,b,c.dtheonethatbestcompletesthestatementaccordingtothetextsinthebookmentionedabove10%1分)ItusedtobethatFDIwasprimarilythe ofthelargea. b. c. d.Perhapsthemost implicationofthenewtradetheoryistheargumentthatitgeneratesforernmentinterventionandstrategictradea. b. c. d. isanindustrycomposedofalimitednumberoflargefirmswith,80%ofadomesticmarket.a.A b.Anc.Amonopolistic d.ApureMostobserversoflitigationbetweencitizensofdifferentcountriesfeelthatalmostallvictoriesare becauseofthecost.frustrationsandextendedaggravationthesecasescaused.a. b. c. d.Ingeneral,acustomerisa oranorganizationalunitthatysaroleinthe ofatransactionwiththemarketeroranentity.a. b. c. d.Applied.Microsystems,amanufacturerofemulatorsthathelpengineersto programsembeddedincomputermicroprocessors,developedaprintnfeaturing“a. b. c. d.Informationsystemscomeoutofthe ofdifferings, agreementsthatisanaturalpartofalla. b. c. d.TheFrenchhavelonghadanaversiontomeetingstrangers.Theideaofbeing edbystrangerswith andalightheartedgreetingisnotappreciated.a. b. c. d.TheAmericandidn'trealizethattheofficesoftopJapaneseexecutivesdonot thestatussymbolstheirAmericancounterpartsdo.a. b. c. d.IncontrasttoAmericans,Japanesechildrenare tobe“teamyers.”toworkwithinthegroupandtoconform.a. b. d.Def'inethefollowingtermsinEnglish.(20%,2分risk-takingfemininitycomputercorebenefitsofa.switchGiveanaccountofthefollowingtopicsinEnglish.(25%,5分Porter'Diamond-nationalcompetitiveTheprinciplesasuccessfuljointventureAgoodexampleofbrandingaHigh-techTheRewardsanddrawbacksof东北财经大学2003年招收入学考试初试B一、判断正误题（共20分，每题1分，正确划错误划）（√）FOBundertackle（×物装船并取得提单，于8月30日向议付银行提交合格单据，根据500条款规定银行应（√）D／Paftersight与D／A都需办理承兑手续因而承兑的是一样的（×在国际贸，向公司投保一切险后，在途中由于任何外来原因造成的一切货损均可向公司索赔（√）不到货，公司均应负责赔偿（×）（×信用证支付方式是属于银行信用，交单议付时所使用的汇票是银行汇票（×CIF1000舱内淡水管道清滴漏致使该批坯布中的200包遭水渍公司应对此负责赔偿（×）（√第一受益人，不属于被转让的范畴（√）EXW（√凡遇到不可抗力事故，事故的一方即可提出撤销合同（×（×在磋商过程中，发盘是卖方做出的行为，接受是买方做出的行为（×逾期送达发盘人的接受，只要发盘人默认，合同即成立（×．18单的签发日期应当合理。否则，银行将接受出单日期迟于装船日期的（√）．在包销方式下，包销人与出口商之间的关系属于关系（√（×）二、试解释下列每组概念的异同（共20分，每题4分FASFOBunder答：FASAlongsideship(…namedportofshipment。将合同规定的货物交到指定的装运港买方所指派的船只的船边，在船边完换义务。FOBundertackleFOB生的。FOB全文是onBoard(…namedportofshipment)，即船上交货（……指定FOB出口手续，在这一点上，它与FAS是相同的。采用FOB术语时，卖方还要自费提供证明风险和费用的情况下，卖方可给予协助以取得提单或其他单据。D／P·T／R答：D／P·T／R即远期付款交单凭收据借单。它是属于远期付款交单的一种托收（1）同的均发生了所有权的转移原料供应者和成品者之间也没有必然的联系第二，前，将其撤回，以其生效。三、案例分析（共35分，每题5分某年10月，我国某外贸公司同外商签订了—份农产品出口合同，交货期为当年12月，由于同年7、8月间产区旱灾，产品无收，出口人不能依约交货，于是以不可不可抗力是指合同签订之后不是由于合同当事人的过失或疏忽而是由于发生了行合同，发生意外的一方可以免除履行合同的责任或推迟履行合同。本案例中，出口合同于10月份签订，而早在7、8月间产区了旱灾，旱灾发生在合我国某单位向英国出口—批大豆，合同规定水分最高为14%，杂质不超过2.5%，在国后，买方出示相应的检验证明货物的质量指标与样品不符，并以此要求我方赔偿15本案例属于凭卖方样品当凭卖方样品时卖方所提供的能充分代表日后整批当买方出示相应的检验证明货物的质量指标与样品不符时，我方应弄清买方检验那么货物质量的变化很可能是在途中造成的这时应该检查造成货物质量变化的原因并确定责任属于方还是由应该由公司赔偿如果留样也出现了和该批货物同样的问我国某出口公司与一商人按每公吨500CIF东京某农产品200公吨，2580002001000995995CIFCFR100答：CIFCostInsuranceandFreight(…namedportofdestination)，CFRCostandFreight(…namedportofdestination（……指定目的港。采用CFR术语时，的风险界限是船舷，即货物在装船时越过；担一切风险和费用。所以，货物自启运地仓库运往装运港途中的均由卖方办理的；我国某公司与美商洽淡一宗，我方与1995年6月7日以电报发盘，规定612日前复到有效。美商在6月10日以电报表示接受。我方14日收到该复电。业务员我国A公司将从别国进口的某商品向法国B商发盘，B商在发盘的有效期内复电：“接受，请提地，A公司未予理睬。一个月后，A公司收到B公司开来的信用证，信用证要求提地证。因该商品非本国产品，我国商检机构不能签发产地证。经电请B商取消证的要求表示同意，无此义务；而B商坚持A公司必须提地证。请分析A公司提出修，商的复电，A商未予理睬。但是，从一个月后A公司收到B公司开来信用证事实可知，A商B商确信A商同意了该项新的发盘。所以，接受成立，即合同成立。此时，A商提出修改信（国际商务英语部分共75分lwhethereachofthefollowingstatementsistrueorfalseaccordingtothebook“InternationalBusinessTopics”(NewEdition).(20%,1分)LikeRicardo’stheory,theHeckscher-OhlintheoryarguesthatthepatternofinternationalOffsetissimilartocounterpurchaseinsofarasonepartyagreestopurchasegoodsandserviceswithspecifiedpercentageoftheproceedsfromtheoriginalsate.（T）LicensingisacrossbetweenexportingandjointventureandinvolvesalittleofThecompetitiveadvantagethatmanyfirmsenjoycomesOnlyfromtheirtechnologicalTheneedtomaintaintechnologicaladvantageisparticularlyimportantbecausethereisstrongnationalisminthehostcountries.（T）Criticsclaimthatacountry’stradedeficitsaredeterminedbythebalancebetweensavingsandinvestmentinacountry,notbytheexternalvalueofitscurrency.（T）Insomecommon-lawcountries,certainagreementsmaynotbeen ableunlessproperlynotarizedorregistered.（T）StudiesshowthatthereisraresimilarityinthegoalsofemployeesaroundtheAmarketcetransactionrequiresatleastoneofthecustomerroles:buying,payingandBrandshavebeguntoemergewithcertaintypesofphysicalgoodsthatdidnotsupportbrandsbefore.（T）Thedifferencesbetweenhigh-techandtraditionalmarketingappearsmainlyintheoperationalmanagementofmarketingandriskevaluation.（T）Globalizationandinformationtechnologybringnomorenewthreatstointernationalbusinessesthantodomesticfirms.（F）Managersofmultinationalsconfrontsomanypoliticalandculturaldifferencesthattheyfaceawealthofchallengesandopportunities.（T）Matrixstructuresisoneofthemoreintegrativeandflexibleformsofdividingtheorganization’soverallwork.（T）Entrepreneursprimarilyexpectareturnthatwillcompensatethemforthetimeandmoneytheyinvest.（F）Thepenetrationofglobalcultureindifferentregionsacrosstheearthistakingcerapidlyandallpeoplesharethesameaccesstothisglobalization.（F）ConsiderableattentionwasgiventothesubstantiveachievementsoutofUruguayRoundAgreementandthechallengesfacingWTOaswell.（T）AccordingtotheKluckhohn-StrodtbeckFramework,countriesaroundtheworldcanbedividedintosubjugationsocietyanddominationsociety.（F）Although.longconsideredaninferiorstrategy,licensingalternativeisuniquelysignificantforinternationaltechnologytransfer.（T）Readthefollowingsentencesandchoosefromthewordsorexpressionsmarketwitha,c.dtheonethatbestcompletesthestatementaccordingtothetextsinthebookmentionedabove.(10%1分)ItusedtobethatFDIwasprimarilythe ofthelargecorporations.a. b. c. d.Perhapsthemost implicationofthenewtradetheoryistheargumentthatitgeneratesforernmentinterventionandstrategictrade（b）a. b. c. d. isanindustrycomposedofalimitednumberoflargefirmswith,80%ofadomestica.A b.Anc.Amonopolistic d.ApureMostobserversoflitigationbetweencitizensofdifferentcountriesfeelthatalmostallvictoriesare becauseofthecost.frustrationsandextendedaggravationthesecasescaused.a. b. c. d.Ingeneral,acustomerisa oranorganizationalunitthatysaroleinthe ofatransactionwiththemarketeroranentity.（c）a. b. c. d.AppliedMicrosystems,amanufacturerofemulatorsthathelpengineersto programsembeddedincomputermicroprocessors,developedaprintnfeaturing“”a. b. c. d.Informationsystemscomeoutofthe ofdifferings, s,comprisesandagreementsthatisanaturalpartofallorganizations.（b）a. b. c. d.TheFrenchhavelonghadanaversiontomeetingstrangers.Theideaofbeing edbystrangerswith andalightheartedgreetingisnotappreciated.（c）a. b. c. d.TheAmericandidn'trealizethattheofficesoftopJapaneseexecutivesdonot thestatussymbolstheirAmericancounterpartsdo.（d）a. b. c. d.IncontrasttoAmericans,Japanesechildrenare tobe“teamyers”toworkwithinthegroupandtoconform.（d）a. b. d.Def'inethefollowingtermsinEnglish.(20%,2分parochialism:Anarrowviewoftheworld;aninabilitytorecognizedifferencesbetweenpeople.Peoplewithaparochialviewtheworldsolelythroughtheirowneyesand.Theydonotrecognizethatotherpeoplehavedifferentwaysoflivingandworking.reengineering:Thefundamentalrethinkingandradicalredesignofbusinessprocessestoachievedramaticimprovementsinperformance.Reengineeringseekstotransformhoworganizationstraditionallyproduceanddelivergoodsandservices.Itcanresultinproductionanddeliveryprocessesthatrequirefewerpeopleandlayersofmanagement,anditinvariablyinvolvesaspectsofworkdesign,wheretasksareassignedtojobsorteams.risk-takingpropensities:Entrepreneurstakerisksinstartingand/oroperatingtheirownbusiness,andtherisksarevaried.Somestudiesshowthatindividualswithahighneedforachievementalsohavemoderaterisk-takingpropensities.Thismeansthattheypreferriskysituationsinwhichtheycanexertsomecontroloverthe e,incontrasttogamblingsituationsinwhichthe edependsonpurechance.Theextenttowhichentrepreneursactuallyhaveadistinctiverisk-takingpropensityisstilldebated.femininitysociety:Societiesthatemphasizerelationships,membersputhumanrelationshipsbeforemoneyandareconcernedwiththequalityoflife,preservingtheenvironment,andhelothers.HofstedefoundtheNordiccountriesandtheNetherlandstobethemostfeminine.Thereit’scommontoseemenstayinghomeashousehusbandswhiletheirwiveswork;andworkingmenareofferedpaternityleavetotakecareofnewbornchildren.Maquiladoras:MaquiladorasaredomesticMexicanfirmsthatmanufactureorassembleproductsfora orothernationwhicharethensentbacktotheforeign forsaleanddistribution.Thekeytomaquiladorasisthattheyallownon-MexicanfirmstotakeadvantageofMexico’slowlaborcostswithminimaltraderestrictions.Morethan2400foreigncompaniesarecurrentlyngbusinesswithmaquiladorasalongtheMexicansideoftheborderfromTexastocomputersoftware:Itreferstooneormorecomputerprogramsanddataheldinthestorageofacomputerforsomepurpose.Programsoftwareperformsthefunctionoftheprogramitimplements,eitherbydirectlyprovidinginstructionstothecomputerhardwareorbyservingasinputtoanotherpieceofsoftware.Datasoftwareexistssolelyforitseventualusebyotherprogrammercantilism:ThefirsttheoryofinternationaltradeemergedinEnglandinthemid-16thcentury.Itsprincipalassertionwasthatgoldandsilverwerethemainstaysofnationalwealthandessentialtovigorouscommerce.Atthattime,goldandsilverwerethecurrencyoftradebetweencountries;acountrycouldearngoldandsilverbyexportinggoods.Bythesametoken,importinggoodsfromothercountrieswouldresultinanoutflowofgoldandsilvertothosecountries.Thebasicmercantilistargumentwasthatitwasinacountry’sbestintereststomaintainatradesurplus,toexportmorethanimported.Byngso,acountrywouldaccumulategoldandsilverand,consequently,increaseitsnationalwealthandprestige.corebenefitsofaproduct:benefitsthataredeliveredtoallconsumers.Allproductshaveaseriesof“corebenefits”.Consumersarerarelypreparedtopayapremiumforproductsorservicesthatsimplydelivercorebenefits--theyaretheexpectedelementsofthatjustifyacoreprice.Successfulbrandsarethosethatdeliveraddedvalueinadditiontothecorebenefits.Theseaddedvaluesenablethebrandtodifferentiateitselffromthecompetition.Whendonewell,thecustomerrecognizestheaddedvalueinanaugmentedproductandchoosesthatbrandinpreference.outsourcing:Theconceptoftakinginternal functionsandpayinganoutsidefirmtohandlethem.Outsourcingisdonetosavemoney,improvequality,or resourcesforotheractivities.Outsourcingwasfirstdoneinthedata-processingindustryandhasspreadtoareas,includingemessagingandcallcenters.Outsourcingisthewaveofthefuture.switchtrading:Atypeofcountertradewhichreferstotheuseofaspecializedthird-partytradinghouseinacountertradearrangement.Whenafirmentersintoacounterpurchaseoroffsetagreementwithacountry,itoftenendsupwithwhatarecalledcounterpurchasecredits,whichcanbeusedtopurchasegoodsfromthatcountry.Switchtradingoccurswhenathird-partytradinghousebuysthefirm’scounterpurchasecreditsandsellsthemtoanotherfirmthatcanmakebetteruseofGiveanaccountofthefollowingtopicsinEnglish.(25%,5分Porter'Diamond-nationalcompetitive【Answer】(1)Porter’sbasicthesisisthatfourbroadattributesofanationshapetheenvironmentinwhichlocalfirmscompeteandthattheseattributespromoteorimpedethecreationofcompetitiveadvantage(seethefigurebelow).TheseattributesareFactorendowments:Anation’spositioninfactorsofproductionsuchasskilledlaborortheinfrastructurenecessarytocompeteinagivenindustry.Demandconditions:Thenatureofhomedemandfortheindustry’sproductorRelatingandsupportingindustries:Thepresenceorabsenceinanationofrindustriesandrelatedindustriesthatareinternationallycompetitive.Firmstrategy,structure,andrivalry:Theconditionsinthenationerninghowcompaniesarecreated,organized,andmanagedandthenatureofdomesticrivalry.structure,and(2)Porterspeaksofthesefourattributesasconstituting“thediamond.”Hearguesthatfirmsaremostlikelytosucceedinindustriesorindustrysegmentswhere“thediamondismostfavorable.”Healsoarguesthatthediamondisamutuallyreinforcingsystem.Theeffectofoneattributeiscontingentonthestateofothers.Forexample,Porterargues,favorabledemandconditionswillnotresultincompetitiveadvantageunlessthestateofrivalryissufficienttocausefirmstorespondtoPortermaintainsthattwoadditionalvariablescaninfluencethenationaldiamondinimportantways:chanceandernment.Chanceevents,suchasmajorinnovations,creatediscontinuitiesthatcanunzeorreshapeindustrystructureandprovidetheopportunityforonenation’sfirmstosupntanother’s.ernment,byitschoiceofpolicies,candetractfromorimprovenationaladvantage.Forexample,regulationcanalterhomedemandconditions,antitrustpoliciescaninfluencetheintensityofrivalrywithinanindustry,andernmentinvestmentsineducationcanchangefactorendowments.Theprinciplesasuccessfuljointventure【Answer】(1)Topmanagementmustbecontinuallyinvolved:Topmanagementmustsetatonefortherelationship.Ifnot,lower-levelmanagerswillresistsharingcontrolofaprojecttoaMeetfrequently,andofteninformally:Meetingsshouldoccuratalllevelsandshouldincludetimeforsocializing.Thisisessentialforbuildingtrust.Useamataker:Athirdpartycanmediatedisputes,suggestnewwaysofapproachingthepartner,andbeanindependent“listener”.Maintainindependent:Independencehelpsbothpartnerstosharpentheareasofexpertisethatmadethemdesirablepartnersinthefirstce.Allowno“sacrifice”deals:Everyprojectmustbeviableforeachpartner.Itistopmanagement’sresponsibilitytoensurethatanoverallbalanceismaintained.Haveamonitor:Someonemusthavetheprimaryresponsibilityformonitoringallaspectsofthealliance.Anticipateculturaldifferences:Theymaybecorporateornational.Allpartiesshouldbeflexible,andshouldtrytoceculturallysensitivemanagersinkeyposts.Agoodexampleofbrandinga【Answer】Oneofthechallengesinmarketingservicesisthat,relativetoproducts,theyaremoreintangibleandmorelikelytovaryinqualitydependingontheparticular orpeopleinvolvedinprovidingtheservice.Consequently,brandingcanbeparticularlyimportanttoservicefirmstoaddresspotentialintangibilityandvariabilityproblems.Brandsymbolsmayalsobeespeciallyimportantastheyhelptomakethe natureofservicesmoreconcrete.Brandscanhelptoidentifyandprovidemeaningtothedifferentservicestohelporganizeandlabelthemyriadofnewofferingsinamannerthatconsumerscanunderstand.Brandingaservicecanalsobeaneffectivewaytosignaltoconsumersthatthefirmhasdesignedaparticularserviceofferingthatisspecialanddeservingofitsownname.Forexample,BritishAirwaysnotonlybrandeditspremiumbusinessclassserviceas“ClubClass,”theyalsobrandeditsregularcoachserviceas“WorldTraveler,”acleverwaytocommunicatetotheirregularpassengersthattheyarealsospecialinsomewayandthattheirpatronageisnottakenforgranted.High-tech【Answer】Thehigh-technologydimensionisonlyanextralayeronaproductandisdefinedbyitstangibleorserviceaspectandthenatureofitsconsumerorindustrialmarketThemarketingofhigh-techproductsisnomorethanasubsetofmarketingconsumergoods;ofindustrialmarketing;orofservicesmarketing,whicheverthecase.Marketingmanagersagreewiththisysisandemphasizethattheirobjectivesarenotverydifferentfromthoseoftheircolleagueswhoworkwithmoretraditionalproducts.Bothtypesofmanagersseektoincreasetheirmarketsharewithhigherprofitswhileoptimizingtheiravailableresourcesaccordingtotheproductrange,theprice,thepromotion,andthedistribution.Eveniftheingredientsofthemarketingrecipedonotchange,theircompositionandrespectiveimportancewillhavetotakeintoaccountthedistinctivecharacteristicsofhigh-techproducts.First,technologygenerallyhasatendencytoworrymanycustomers—someareintimidatedbythetaskoflearninghowtouseahigh-techproduct,somearerisk-adversetoanynovelty,andothersareafraidthatthecurrenttechnologyavailablewill eobsoletequickly;allarealwayspostponingtheirdecision.Second,theshortproductl