国家开放大学2025年春季学期期末统一考试国际商务交际试题（含答案）

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国家开放大学2025年春季学期期末统一考试国际商务交际试题（试卷代号:11361）

2025年7月

注意事项:

1.将你的学号、姓名及考点名称填写在试题和答题纸的规定栏内。考试结束后,把试题和答题纸放在桌上。试题和答题纸均不得带出考场。待监考人员收完试题和答题纸后方可离开考场。

2.仔细阅读题目的说明,并按题目要求答题。所有答案必须写在答题纸的指定位置上,写在试题上的答案无效。

3.用蓝、黑圆珠笔或钢笔(含签字笔)答题,使用铅笔答题无效。

Part One Reading(15 points)

Malaysians value personal relationships and they prefer to meet face-to-face rather than communicate online.

During your first meeting with your business partners in Malaysia, exchanging business cards is something to look forward to. The level of respect you have for your Malaysian business partners can be reflected in the way you handle business cards. It is advisable to use both hands when you accept and present business cards. After receiving a business card, you should read the information on the card carefully. You should also avoid carrying the card in the back pocket of your trousers.

Business negotiations in Malaysia tend to be long and start off with a lot of small talk. As the relationship progresses, the amount of doubt and mistrust should decrease. So when negotiating with your Malaysian business partners, you should not expect any decisions to be reached in the initial talks, which are primarily about establishing relationships.

As a result,it is not worth pressuring your Malaysian business partners during the negotiation, as decisions are made only after a very detailed analysis of all the facts and consulting all the relevant members and leadership. Consequently, it is important for you to remain patient when doing business with your Malaysian business partners.

The Malaysian business negotiation style could be generally described as the following: calm and diplomatic, restraint in speech and physical gestures, and not being too snappy. It would be considered rude to reject the Malaysian's offer immediately because in Malaysia, rejecting an idea can be interpreted as rejecting the person who made it. You should also refrain from interrupting or expressing displeasure through facial expressions during the negotiation. Malaysians usually avoid giving negative response, even if they disagree with the other party's proposal. Bad news is also given in a very indirect way through the use of implicated information. Therefore, when negotiating with your Malaysian business partners, you should focus on their hesitant hints, and pay close attention to their voice tones, facial expressions, body language, etc.

Relationships with business partners in Malaysia are based on mutual respect. Take the time to build productive business relationships with your Malaysian business partners. The initial meetings are generally oriented towards developing this relationship, which will be maintained throughout and after the negotiations.

Mark the following statements True (T) or False (F) according to the information provided in the text.

Malaysians prefer face-to-face communication rather than online messaging.

答案：T（3分）

You should use the right hand to present and receive business cards.

答案：F（3分）

Initial talks in business negotiations are mainly about establishing relationships.

答案：T（3分）

The Malaysian business negotiation style is calm, diplomatic, restraint and snappy.

答案：F（3分）

Relationships with business partners in Malaysia are based on respecting each other.

答案：T（3分）

Part Two Short-Answer Questions (15 points)

Answer the following questions based on what you have learned from the textbook. You should use complete sentences.

6.What are the major dimensions of culture?

答案：High- and low-context, individualism and collectivism; formality; communication style, time orientation.（5分）

What does "decoding a message" mean in the process of communication?

答案：Decoding a message means translating the message from its symbol form into meaning.（5分）

What are the four stages of team construction?

答案：The four stages of team construction are the forming stage,the storming stage, the norming stage, and the performing stage.（5分）

Part Three Writing (70 points)

I. Revise each of the following sentences according to the requirement given in the brackets. Please write your revised version in the Answer Sheet. (40 points)

You failed to include your credit card number,so we can't mail your order.(to make it positive)

答案：We'll mail your order as soon as we receive your credit card number.（4分）

Members of the team have taken into consideration every one of the factors that has the capacity to affect the purchase. (to improve vigor and directness)

答案：The team members have considered every factor that may affect the purchase.（4分）

An Indian accountant was hired by the company. (to avoid ethnic bias)

答案：An accountant was hired by the company.（4分）

The policy affected all vendors, suppliers,and those involved with consulting. (to develop parallelism)

答案：The policy affected all vendors, suppliers, and consultants.（4分）

13.We have shipped your order by UPS,and we are sure it will arrive in time for the sales promotion on January 15. (to change to the "you" attitude)

答案：Your order will be delivered by UPS in time for your sales promotion on January 15.（4分）

14.We have received your letter,and we are sending the brochures you requested.(to avoid saying what is obvious)

答案：At your request,we are sending you the brochures.（4分）

Reference is made to your May 7 letter in which you describe the approved procedure for initiating a claim. (to make it conversational)

答案：Please refer to your May 7letter in which you explain how to file a claim.（4分）

It is very clear that these procedures are very important. (to make it concise)

答案：These procedures are very important.（4分）

To prevent us from possibly losing large sums of money, our bank now requires verification of any large check presented from immediate payment. (to emphasize the "you" view)

答案：For your own benefits,verification of any large check presented for immediate payment is required.（4分）

Ms. Thomas tries to read all e-mail messages daily,but responses may not be made until the following day. (to improve parallelism)

答案：Ms. Thomas tries to read all e-mail messages daily, but she may not make the responses until the following day.（4分）

II. Revise the following message. The formatting of the memo is to be scored.(30 points)

19.

To: Mark Stevenson

We can't allow you to attend the conference in Sept.,Mark.Perhaps you didn't know that the budget planning meetings are scheduled for that month.

Your expertise is needed here to help keep our telecommunications network on schedule. Without you, the entire system-which is shaky at best - might fall apart. I'm sorry to have to refuse your request to attend the conference. I know this is small thanks for the fine work you have done for us. Please accept my humble apologies.

In the spring I'm sure your work schedule will be lighter, and we can release you to attend a conference at that time.

评分标准（共30分）