跨文化商务沟通的范式研究 实践的理论精要 英文PDF|Epub|txt|kindle电子书版本网盘下载

跨文化商务沟通的范式研究 实践的理论精要 英文PDF格式电子书版下载

注意：本站所有压缩包均有解压码： 点击下载压缩包解压工具

Chapter 1 Defining a Paradigm for Business Communication across Cultures1

1.1 Definition of Communication2

1.1.1 Definition by Traditional Chinese Culture2

1.1.2 Definitions by Modern Western Scholars3

1.2 Purposes and Principles of Communication5

1.2.1 Purposes of Communication5

1.2.2 Principles of Communication6

1.3 Elements of Communication8

1.3.1 Communicators:Sender-Receivers8

1.3.2 Messages and Codes8

1.3.3 Channels—Media Mix9

1.3.4 Feedback after Decoding the Messages10

1.3.5 Noise—Barriers for Effective Communication10

1.3.6 Setting—Context Dependency11

1.4 A Paradigm for Business Communication11

1.5 Context of Business Communication:Global Business Environment13

1.5.1 A Brief Introduction to Global Business Environment13

1.5.2 Developing Stages of Global Business15

1.5.3 Defining Global Business Activities—Global Market Entry Modes16

1.5.4 The Latest Development of Global Economy—Global Capitalism18

1.5.5 Defining cross Cultural Business Activities20

1.6 Contextual Elements of Business Communication21

1.6.1 Indirect Environmental Factors:Intemational and Domestic Context22

1.6.2 Direct Environmental Factors—Organizational Context24

1.7 A Conceptual Paradigm for Business Communication across Cultures26

1.7.1 Disciplines Involved26

1.7.2 Variables selected27

1.7.3 Constructing a Conceptual Paradigm for Business Communication across Cultures28

1.8 Review and Discussion29

Reference30

Chapter 2 Organizational Strategies and Communication Strategies32

2.1 Definition and Categories of Strategies32

2.1.1 Definition of Strategies33

2.1.2 Categories of Strategies33

2.2 Corporate Strategies34

2.3 Business Strategies35

2.4 International Corporate and Business Strategies36

2.4.1 Bases for Developing International Strategies36

2.4.2 Driving Forces for International Strategies37

2.4.3 Porter's Model of International Strategies38

2.5 An Integrated Model of International Corporate and Business Strategies39

2.6 Relations between Strategies and Communication40

2.7 Communication Strategies41

2.7.1 Definition of Communication Strategies41

2.7.2 Intra-Organizational Communication Strategies42

2.8 Framework for Inter-organizational Communication Strategies45

2.9 Communication Strategies Based on Business and Corporate Strategies47

2.9.1 Global Information Leadership Strategy for Communication47

2.9.2 Persuasive Communication Strategy for National Differentiation48

2.9.3 Communication Strategy for Dialogue between Cultures49

2.9.4 Communication Strategies for Constructing Consensus between Cultures50

2.10 Review and Discussion50

Reference50

Chapter 3 Culture,Organizational Culture and Communication Strategies52

3.1 Definitions and Elements of Cultures52

3.1.1 Definitions of Cultures52

3.1.2 Elements of Culture53

3.2 Dimensions and Theoretical Frameworks of Cultures54

3.2.1 Cultural Frameworks:Kluckhohn and Strodtbeck54

3.2.2 Cultural Frameworks:Trompenaar and Hampden-Turner57

3.2.3 Cultural Frameworks:Geert Hofstede58

3.2.4 Cultural Frameworks:Hall63

3.2.5 Cultural Frameworks:Cultural Dimension by GLOBE Scholars64

3.3 Organizational Cultures65

3.3.1 Definition of Organizational Culture66

3.3.2 Types of Organizational Cultures67

3.3.3 Levels of Organizational Culture68

3.4 Relations between Cultures and International Strategies of Organizations70

3.4.1 Cultural Influence on Strategy-Making70

3.4.2 Culture Determining Cognition of External Opportunity and Threats71

3.5 Organizational Culture Determining Internal Strategic Selection72

3.6 Cultures Determining Formulation of International Business Strategies75

3.7 Cultural Elements of Intemational Business Strategies75

3.8 Cultures Synergizing Organizational Growth Strategies77

3.8.1 Cultures Synergizing Organizational Growth Strategies77

3.8.2 Match between Culture,Business Strategies and Performance79

3.9 A Framework of Strategies for Business Communication across Cultures79

3.9.1 Ethnocentric Communication Strategy79

3.9.2 Polycentric Communication Strategy80

3.9.3 Regioncentric Communication Strategy80

3.9.4 Geocentric Communication Strategy80

3.10 Culture Determinates Communication Styles and Language Strategies81

3.10.1 Roundabout Style of Communication81

3.10.2 Explanation-First Style Communication82

3.10.3 Detail-Focus Communication Style83

3.10.4 Cultural Influences on Japanese Communication Style83

3.11 Culture and Communication Strategies for Building Business Relations84

3.12 Review and Discussion88

Reference90

Chapter 4 Language,Culture and cross Cultural Communication Strategies92

4.1 Functions and Structures of Language93

4.1.1 Functions of Language93

4.1.2 Structures of Language95

4.1.3 Definitions of Business Communication across Cultures:Language Perspective96

4.2 Relations between Language and Culture96

4.2.1 Language Reflecting Environment96

4.2.2 Language Reflecting Culture Reality and Values97

4.2.3 Cultural Implications ofLanguage98

4.2.4 Linguistic Relativity and Sapir-Whorf hypothesis105

4.3 Representation Model of the World of Experience106

4.4 Dynamic Model of Languageand Culture107

4.4.1 Language Produces Culture108

4.4.2 Culture Determines Language Style in Communication109

4.5 Relations between Culture,Language and Communication111

4.6 Contextual Framework of Cross Cultural Business Communication112

4.6.1 Framework of Relations between Text and Context113

4.6.2 High Context and Low Context Communication Orientation114

4.7 Context and Cross Cultural Business Communication Strategies117

4.7.1 Task-Centered and Relation-CenteredCommunication117

4.7.2 Media Selection in Contexts117

4.7.3 Effectiveness of Written and Spoken Words118

4.7.4 Language Styles119

4.7.5 Direct and Indirect Communication Strategies119

4.7.6 Cultural Implications of Responding Strategies120

4.7.7 Expressive and Instrumental Strategies121

4.8 Review and Discussion122

Reference123

Chapter 5 Language Strategies125

5.1 Co-operative Principles126

5.1.1 Maxim of Quantity127

5.1.2 Maxim of Quality127

5.1.3 Maxim of Relation128

5.1.4 Maxim of Manner128

5.2 Politeness Principles129

5.2.1 Tact Maxim and Generosity Maxim130

5.2.2 Approbation Maxim and Modesty Maxim130

5.2.3 Agreement Maxim and Sympathy Maxim130

5.2.4 Tactics of Negative and Positive Politeness131

5.2.5 Adapting Politeness Principle to cross Cultural Communication132

5.3 Language Strategies for Maintaining Face in Communication133

5.3.1 Definitions and Characteristics of Face134

5.3.2 Social Needs of Face135

5.3.3 Principles for Maintaining Face in Communication136

5.3.4 A Model of Face Practices of Chinese Businesspersons138

5.4 Language Strategies for Written Communication141

5.4.1 Language Strategies in Low-Context141

5.4.2 Language Strategies in High-Context141

5.5 Language Formality in cross Cultural Business Communication142

5.5.1 Characteristics of Informal Language143

5.5.2 Characteristics of Formal Language144

5.5.3 Proper Formality:Formal or Informal144

5.6 Vague Language Strategies for cross Cultural Business Communication144

5.6.1 Definition of Vague Language145

5.6.2 Functions of Vague Languages in cross Cultural Business Communication146

5.6.3 Pragmatic Vagueness and Offer Strategies149

5.7 Review and Discussion150

Reference151

Chapter 6 A Paradigm for Encoding and Decoding Messages153

6.1 A Paradigm for Encoding and Decoding Messages154

6.1.1 Structuring the Paradigm155

6.1.2 Media and Channel of Messages157

6.2 Rule Systems in Verbal Codes158

6.2.1 Verbal Environment in Communication158

6.2.2 Rule Systems in Verbal Codes159

6.3 Encoding Rules of Nonverbal Communication161

6.3.1 Principles of Nonverbal Communication162

6.3.2 Nonverbal Communication Is Culturally Determined163

6.3.3 Common Nonverbal Signs in Communication163

6.4 Strategies for Effective Business Presentation across Cultures166

6.4.1 Cultural Appropriateness of Topics and Subjects167

6.4.2 Proper Balance between Message Text and Message Context168

6.4.3 Acceptable Presentation Behaviors169

6.4.4 Convincing Conversational Formalities172

6.5 Message Transforming:From Visual to Verbal Messages172

6.5.1 Types of VisualAids172

6.5.2 Rules for Using Visual Aids173

6.6 Review and Discussion174

Reference175

Chapter 7 Discourse Structuring Strategies176

7.1 Discourse Structure Analyses176

7.1.1 Elements of a Discourse177

7.1.2 Macro-Structure of a Discourse178

7.2 Structuring Macro Discourses178

7.2.1 Configuration Theories and Perceptual Psychology179

7.2.2 Bottom-Up Discourse Structuring179

7.2.3 Top-Down Discourse Structuring180

7.2.4 Intra-discourse Structuring:Coherence180

7.3 Discourse Structuring Strategies for Business Letters181

7.3.1 Discourse Structuring Strategies for Business Letters182

7.3.2 Language Rules and Styles of Business Letters184

7.3.3 Analyzing Language and Style:A Practitioner's Perspective191

7.3.4 Discourse Structure of Business Letters192

7.4 Discourse Structuring Strategies for Memoranda194

7.4.1 Message Encoding Rules194

7.4.2 Analyzing a Memo:A Practitioner's Perspective196

7.5 Discourse Structuring Strategies for Business Reports197

7.5.1 Message Encoding Rules for Reports197

7.5.2 Reports Structuring Process199

7.5.3 Structure and Format of a Report201

7.5.4 Classification of Reports203

7.5.5 Transmitting Reports203

7.6 Discourse Structuring Strategies for Email204

7.6.1 Encoding Rules for Email Messages204

7.6.2 Format of Email Messages205

7.7 Review and Discussion206

Reference206

Chapter 8 Marketing Communication across Cultures208

8.1 Communication Environment209

8.1.1 Business,Corporate and Marketing Strategies209

8.1.2 Culture and Language Context211

8.1.3 Legal Context212

8.2 A Paradigm for cross Cultural Marketing Communication213

8.2.1 Marketing Communication213

8.2.2 Marketing Communication Mix214

8.2.3 Marketing Communication Objectives215

8.2.4 Integrated Marketing Communication215

8.2.5 Structuring the Paradigm217

8.3 A Model of cross Cultural Marketing Communication Strategies220

8.3.1 Strategy for Marketing Communication of Global Standardization220

8.3.2 Strategy for Marketing Communication of Transnational Adaptation221

8.3.3 Strategy for Marketing Communication of National Differentiation221

8.3.4 Strategy for Marketing Communication of Local Adaptation222

8.4 Cultural Codes in cross Cultural Marketing Messages223

8.4.1 Cultural Codes of Products in the Message223

8.4.2 Targeting Cultural Codes in Consuming Behaviors226

8.4.3 Bridging the Cultural Codes of Products and Consumer Behaviors227

8.5 Lingual Codes in cross Cultural Marketing Communication229

8.5.1 Relations of Language and Culture Reviewed229

8.5.2 Semiotics in Marketing Communication230

8.5.3 A Constructive Process of the Meaning of Signs231

8.6 Strategies for Establishing Business Relations232

8.6.1 Guideline for Avoiding cross Cultural Marketing Mistakes232

8.6.2 Strategies for Initiating and Maintaining Relationship233

8.6.3 Encoding Strategies for Establishing Business Relations234

8.7 Persuasive Strategies and the Function of Sales Letters240

8.7.1 The Managers'Overall Criteria for Effective Sales Letters240

8.7.2 The Managers'Views on the Best Sales Letters241

Appendix245

8.8 Message Encoding Strategies for Marketing Plans247

8.8.1 Defining Marketing Plan247

8.8.2 Message Content of a Marketing Plan247

8.8.3 Message Structure of a Marketing Plan248

8.9 Review and Discussion254

Reference255

Chapter 9 Advertising Communication across Cultures257

9.1 Communication Environment257

9.1.1 Corporate and Business Strategies257

9.1.2 Marketing Communication Strategies258

9.1.3 Culture and Language Context258

9.1.4 Legal Context259

9.2 A Paradigm for cross Cultural Advertising Communication261

9.2.1 Definition of cross Cultural Advertising Communication261

9.2.2 Description of the Paradigm262

9.3 A Model of cross Cultural Advertising Communication Strategies263

9.3.1 Global Standardization Advertising Strategy264

9.3.2 Transnational Adaptation Advertising Strategy265

9.3.3 National Differentiation Advertising Strategy266

9.3.4 Local Adaptation Advertising Strategy266

9.4 The Message Creative Strategy for Advertising267

9.4.1 Cultural Codes of Products in the Message267

9.4.2 Targeting Cultural Codes in Consuming Behaviors268

9.4.3 Integrating Cultural Codes in Appeals269

9.5 Lingual Codes in cross Cultural Advertising Communication274

9.5.1 Lingual Codes and Culture in Advertising274

9.5.2 Meaning Transfer in Lingual Codes276

9.5.3 Pragmatics Presupposition in Advertising278

9.5.4 Lingual Structure Analysis of Adverting Slogans280

9.5.5 A Mixed-Language Approach to Communicating Advertising Messages283

9.5.6 Non-Verbal Communication in Advertising283

9.6 Cross Cultural Advertising Communication Styles284

9.6.1 Basic Advertising Forms284

9.6.2 Comparative Advertising Communication Styles in Different Cultures285

9.6.3 Different Advertising Communication Styles286

9.7 Media Strategies for Advertising Communication287

9.8 Message Encoding Strategies for an Advertising Plan288

9.8.1 Message Encoding Strategies288

9.8.2 Message Content,Format and Structure of an Advertising Plan290

9.9 Review and Discussion292

Reference293

Chapter 10 Negotiation Communication across Cultures294

10.1 Cross Cultural Negotiating Environment294

10.1.1 Business and Corporate Strategies295

10.1.2 Culture and Language Context296

10.1.3 Legal Context296

10.2 Cross Cultural Negotiating Process298

10.2.1 Making Enquiries and Offers298

10.2.2 Destructuralizing Culture and Language in Offers300

10.2.3 Making Feedbacks:Count-Offers300

10.2.4 Agreement:Acceptances301

10.2.5 Signing an International Business Contract301

10.3 Cultural Responsive Strategies for cross Cultural Negotiation302

10.3.1 Basic Frameworks of Negotiating Strategies302

10.3.2 Cultural Responsive Strategies for Negotiation303

10.3.3 Information-Sharing Strategies for cross Cultural Negotiation304

10.3.4 Power Strategies for cross Cultural Negotiation305

10.4 Negotiating Styles306

10.4.1 Japanese Negotiating Styles306

10.4.2 Sino-US Negotiation Styles307

10.4.3 Comparative Framework of Sino-US Negotiating Styles307

10.4.4 Different Negotiating Styles:Russians and Arabians311

10.5 Communication Strategies for Negotiation across Cultures312

10.5.1 Communication Strategies for Negotiating with Chinese312

10.5.2 Communication Strategies for Negotiating with the Americans315

10.5.3 Communication Strategies for Negotiating with the Japanese316

10.6 Language Strategies for Face-to-Face Negotiating318

10.6.1 Language Strategies at Each Stage of Negotiation318

10.6.2 The Part of Speech and Communication Strategies319

10.6.3 Tactics and the Language Patterns321

10.6.4 Main Verbs and Actions321

10.6.5 Language Codes for Diplomatic Strategies323

10.7 Negotiation Styles and Guideline in Five Countries323

10.8 Message Encoding Strategies for Negotiation325

10.8.1 Strategies forthe Source Message:Offer325

10.8.2 Strategies for Feedback Messages:Counter-Offers326

10.8.3 Strategies for Agreement Messages:Acceptances326

10.8.4 Message Format327

10.9 Message Encoding Strategies for an International Business Contract329

10.10 Review and Discussion331

Appendix:Message Format and Content of an International Contract332

Reference338