Whatinterestratedidtheman'sinvestmentreceivethisyear?

·You will hear Janet Willis, a management consultant, advising David Smith, a managing director, about using a marketing services agency.·For each question (23-30), mark one letter (A, B or C) for the correct answer.·After you have listened once, replay the recording.

WhenwillMr.Scottcome?

· Read the article below about the factors that influence buying behavior.· For each question 23-28 on the opposite page, choose the correct answer.· Mark One letter (A, B or C) on your Answer Sheet. {{B}}Factors That Influence Buying Behavior{{/B}} Throughout the buying process, various factors may influence a buyer's purchase decision. An awareness of these factors and consumer preferences enables companies to appeal to the group most likely to respond to its products and services. Some of these factors include the following.· Culture. The cultures and subcultures we belong to shape our values, attitudes, and beliefs, and they influence the way we respond to the world around us. Understanding culture is therefore an increasingly important step in international business and in marketing in diverse countries such as the United States.· Social class. In addition to being members of a particular culture, we also belong to a certain social class — be it upper, middle, lower, or somewhere in between. In general, members of various classes enjoy different activities, buy different goods, shop in different places, and react to different media.· Reference groups. A reference group consists of people who have a good deal in common — family members, friends, co-workers, fellow students, teenagers, sports enthusiasts, music lovers, computer buffs. We are all members of many such reference groups, and we use the opinions of the appropriate group as a benchmark when we buy certain types of products or services. For example, shopping malls are today losing what has long been their most faithful audience — teens. That's because Generation Xers (those born between 1965 and 1978) think that malls are for parents and that malls have too many rules. So some retailers like Urban Outfitters and Tower Records refuse to open stores in most malls.· Self-image. The tendency to believe that "you am what you buy" is especially prevalent among young people. Marketers capitalize on our need to express our identity through our purchases by emphasizing the image value of products and services. That's why professional athletes and musicians are frequently used as product endorsers — so that we incorporate part of their public image into our own self-image. After all, doesn't everyone want to "be like Mike Jordan"? Situational factors. These factors include events or circumstances occurring in our lives that are more circumstantial in nature. For example, you have a coupon, you're in a hurry, it's Valentine's Day, it's your birthday, you're in a bad mood, and so on. Situational factors influence our buying patterns.

Questions 23-30 · You will hear an interview in which Prof．Bevan talks about the importance of motivation for managers． · For each question 23-30，mark one letter(A，B，or C)for the correct answer． · You will hear the recording twice．

· Read the newspaper article below about Japanese investment.· For questions 23-28, choose the correct answer.· Mark one letter (A, B or C) on your Answer sheet. {{B}}JAPAN INCREASES TRADE AND INVESTMENT IN ASIA{{/B}} Japan has been the most powerful country in Asia, but it had little trade with the region until now. Now, Japan is doing more trade with Asia than with the rest of the world. In 1985 the US was Japan's main customer; Japan exported a third more to the US than to Asia. Now, Asia buys 30% more than the US and three times as much as Europe. Japanese imports from Asia increased by 150% between 1985 and 1995. Now, Japan's imports amount to $60 billion from Asia in 1993, compared to $50 billion from the US and $24 billion from Europe. In 1994, Japan invested $7.7 million in Asia. During the next few years, 75% of Japan's direct investment will be there. Japanese investment in the region is now $64 billion, as against US investment of $26 billion, or German investment of $7 billion. Thailand expects new Japanese investment to reach $8 billion by 1998. Already, Japan controls 90% of Thailand's auto market. Labour costs in Japan are high, so Japanese companies are setting up in countries where workers get paid much less; an increasing number of Japan's employees now live outside Japan.

A brief history of the ICT industries reveals four main facets of development. First, in the telecom industry, China"s rapid development has had a large impact on the world telecom industry. According to Ministry of Information Industry (MII) statistics for the first half of 2003, China has the world"s largest telecom subscriber base, with nearly 500 million fixed-line and mobile subscribers. Overall telecom operator service revenue grew 14 percent to US$50 billion in 2002, with over 98 percent of this revenue accounted for by the four major state-owned operators. In the cable TV industry, China has a rather unique history. Long considered part of the state propaganda apparatus, the State Administration of Radio, Film & Television (SARFT) has traditionally been responsible for both the production as well as the transmission of content. To de-politicize the business of video transmission. SARFT has been taking steps to separate the stations (i.e., content) from the net works in recent years. In the computer/Internet industry. China has developed rapidly. Traditionally heavily focused on hardware, to the relative neglect of software, China"s computer industry has been exposed to international competition for quite some time and has developed world-class domestic suppliers, in addition, China has over 50 million Internet users and Chinese is expected to become the most widely used language on the web within this decade. Lastly, in the electronics manufacturing industry, China has in recent years emerged as a manufacturing base, as significant portions of the supply/assembly chain (most notably in computer and telecom equipment) have moved to the PRC. China"s electronics sector is ranked first among all of China"s industries in terms of foreign investment attracted, export volume, industrial value added, and contribution to GDP growth. China"s overall ICT industry can be viewed as growing very rapidly in many areas. Indeed, ICT constitutes a major area of China"s overall growth. In the first quarter of 2003, China"s overall industrial sector"s industrial value-added grew by 17.2 percent year on year, compared to 10.9 percent growth a year earlier. Nearly one-third of that growth, or 5.8 points out of 17.2 percentage points of growth, came from two sectors: telecommunications and electronics.

Howdidthemansendtheparcelfinally?

{{B}}PART ONE{{/B}} ● For questions 1-8 you will hear 8 short recordings. ● For each question, mark one letter (A, B or C) for the correct answer.

· Read the following passage, which is an advert for a new orange juice maker.· Are the sentences 16- 22 "Right" or "Wrong"? If there isn't enough information to answer "Right" or "Wrong.", choose "Doesn't say".· For each sentence, mark one letter (A, B or C) on your Answer Sheet. {{B}} THE NEW JUICE--JUJU{{/B}} Good news has finally arrived for all those people out there conscious of their health, and with a firm belief that their body is a temple. Scientific advancement in the field of juice makers has finally reached its height with the new Juice-Juju. The Juice-Juju is different from other orange juice makers as it uses every part of the orange itself. Yes, that's right -- even the peel, creating a delicious and healthy drink which can be enjoyed either as part of a physical exercise plan, or simply as an alternative to other less healthy drinks, such as coke and Lemonade. Old orange juice makers used to require four or even five oranges to make just a small glass of orange. The Juice-Juju solves that problem in an instant, and requires only half the amount of oranges to produce the same amount of juice as a normal orange juice maker. The Juice-Juju's special extra ingredients also ensure added vitamins and minerals are added to the drink, keeping the whole family healthy. The Juice-Juju will be available in the shops from next week at the low price of only $99. 99. Also available will be the Juice-Juju Deluxe at $299.99 which has been combined with a blender, providing the ultimate in food preparation and healthcare. Join the revolution! Buy a Juice-Juju!

·You will hear an interview with Mr Schuman, a job recruitment advisor.·For each question 23-30, mark one letter (A, B or C) for the correct answer.·You will hear the interview twice.

Whatistheman'stitle?

{{B}}PART ONE{{/B}}· For questions 1-8 you will hear eight short recordings.· For each question, mark one letter (A, B or C) for the correct answer.· You will hear the eight recordings twice.

WhyisthewomaninToronto?

Fromwhichplatformdoesthetrainleave?

· You will hear a conversation about quality control.· For each question 23-30, mark one letter (A, B or C) for the correct answer.· After you have listened once, replay the recording.

{{B}}· You will hear a radio interview with George Johnson, Managing Director of Media-X, an organisation which invests in internet companies.· For each question (23-30), mark one letter (A, B or C) for the correct answer.· After you have listened once, replay the recording.{{/B}}

What'stheflightnumber?

WherewilltheflighttoBostonleavefrom?

· Read the article below about a successful company.· For each question 23-28 on the opposite page, choose the correct answer.· Mark one letter (A, B or C) on your Answer Sheet. {{B}}A Recipe for Success{{/B}} Not many companies can boast of having been in business for more than three and a half centuries. Yuzaburo Mogi, president and CEO of Kikkoman Corp. — the world's leading manufacturer of soy sauce — is well aware however that the company can't rest on its laurels if it's to successfully meet the challenge posed by its thousands of competitors globally. But Mogi — the first Japanese person to ever earn an MBA from the Columbia Business School in 1961 — loves a challenge. He learned American management methods through his studies at Colombia, as well as practical marketing know-bow thanks to his experience as a product demonstrator, serving soy sauce in supermarkets and at international trade fairs during his summer breaks from his studies at Columbia, which has been a source of inspiration for him through the years. In 1957, the company established Kikkoman International, Inc. in San Francisco in order to launch full-scale sales and marketing activities in the US. Test kitchens were built and home economists were recruited to come up with recipes for American-style dishes using soy sauce. The recipes were introduced in newspaper articles, on tiny recipe books attached to the necks of soy sauce bottles, and in cookbooks. Kikkoman's strategy of building a global company that acts locally has contributed greatly to its growth. Kikkoman hires local people to operate its plants outside Japan, and develops marketing campaigns that appeal to consumers in overseas markets. The goal is to have consumers identify Kikkoman's products as the leading locally made products in its field. "We have seen our soy sauce becoming more and more a part of the American lifestyle," Mogi says. As he notes, Kikkoman has captured 56% of the US market, double that of its nearest competitor, and the company has the top share of the world market. Kikkoman is also a leader when it comes to quality. Its soy sauce is naturally brewed, unlike many of its rival products, which are chemically produced. Kikkoman's commitment to high quality has made it an unparalleled brand in recent decades, as consumers in the US and other countries have become more health-conscious and aware of the importance of truly natural food. "That is why our soy sauce has established itself as an all-purpose seasoning, a dependable ingredient, in kitchens around the globe," Mogl says.