跨文化商务沟通的范式研究：实践的理论精要电子书

About the author

Preface 1

Preface 2

Preface 3

Acknowledgements

Introduction

Chapter 1 Defining a Paradigm for Business Communication across Cultures

1.1 Definition of Communication

1.1.1 Definition by Traditional Chinese Culture

1.1.2 Definitions by Modern Western Scholars

1.2 Purposes and Principles of Communication

1.2.1 Purposes of Communication

1.2.2 Principles of Communication

1.3 Elements of Communication

1.3.1 Communicators: Sender-Receivers

1.3.2 Messages and Codes

1.3.3 Channels—Media Mix

1.3.4 Feedback after Decoding the Messages

1.3.5 Noise—Barriers for Effective Communication

1.3.6 Setting—Context Dependency

1.4 A Paradigm for Business Communication

1.5 Context of Business Communication: Global Business Environment

1.5.1 A Brief Introduction to Global Business Environment

1.5.2 Developing Stages of Global Business

1.5.3 Defining Global Business Activities—Global Market Entry Modes

1.5.4 The Latest Development of Global Economy—Global Capitalism

1.5.5 Defining cross Cultural Business Activities

1.6 Contextual Elements of Business Communication

1.6.1 Indirect Environmental Factors: International and Domestic Context

1.6.2 Direct Environmental Factors—Organizational Context

1.7 A Conceptual Paradigm for Business Communication across Cultures

1.7.1 Disciplines Involved

1.7.2 Variables selected

1.7.3 Constructing a Conceptual Paradigm for Business Communication across Cultures

1.8 Review and Discussion

Reference

Chapter 2 Organizational Strategies and Communication Strategies

2.1 Definition and Categories of Strategies

2.1.1 Definition of Strategies

2.1.2 Categories of Strategies

2.2 Corporate Strategies

2.3 Business Strategies

2.4 International Corporate and Business Strategies

2.4.1 Bases for Developing International Strategies

2.4.2 Driving Forces for International Strategies

2.4.3 Porter's Model of International Strategies

2.5 An Integrated Model of International Corporate and Business Strategies

2.6 Relations between Strategies and Communication

2.7 Communication Strategies

2.7.1 Definition of Communication Strategies

2.7.2 Intra-Organizational Communication Strategies

2.8 Framework for Inter-organizational Communication Strategies

2.9 Communication Strategies Based on Business and Corporate Strategies

2.9.1 Global Information Leadership Strategy for Communication

2.9.2 Persuasive Communication Strategy for National Differentiation

2.9.3 Communication Strategy for Dialogue between Cultures

2.9.4 Communication Strategies for Constructing Consensus between Cultures

2.10 Review and Discussion

Reference

Chapter 3 Culture, Organizational Culture and Communication Strategies

3.1 Definitions and Elements of Cultures

3.1.1 Definitions of Cultures

3.1.2 Elements of Culture

3.2 Dimensions and Theoretical Frameworks of Cultures

3.2.1 Cultural Frameworks: Kluckhohn and Strodtbeck

3.2.2 Cultural Frameworks: Trompenaar and Hampden-Turner

3.2.3 Cultural Frameworks: Geert Hofstede

3.2.4 Cultural Frameworks: Hall

3.2.5 Cultural Frameworks: Cultural Dimension by GLOBE Scholars

3.3 Organizational Cultures

3.3.1 Definition of Organizational Culture

3.3.2 Types of Organizational Cultures

3.3.3 Levels of Organizational Culture

3.4 Relations between Cultures and International Strategies of Organizations

3.4.1 Cultural Influence on Strategy-Making

3.4.2 Culture Determining Cognition of External Opportunity and Threats

3.5 Organizational Culture Determining Internal Strategic Selection

3.6 Cultures Determining Formulation of International Business Strategies

3.7 Cultural Elements of International Business Strategies

3.8 Cultures Synergizing Organizational Growth Strategies

3.8.1 Cultures Synergizing Organizational Growth Strategies

3.8.2 Match between Culture, Business Strategies and Performance

3.9 A Framework of Strategies for Business Communication across Cultures

3.9.1 Ethnocentric Communication Strategy

3.9.2 Polycentric Communication Strategy

3.9.3 Regioncentric Communication Strategy

3.9.4 Geocentric Communication Strategy

3.10 Culture Determinates Communication Styles and Language Strategies

3.10.1 Roundabout Style of Communication

3.10.2 Explanation-First Style Communication

3.10.3 Detail-Focus Communication Style

3.10.4 Cultural Influences on Japanese Communication Style

3.11 Culture and Communication Strategies for Building Business Relations

3.12 Review and Discussion

Reference

Chapter 4 Language, Culture and cross Cultural Communication Strategies

4.1 Functions and Structures of Language

4.1.1 Functions of Language

4.1.2 Structuresof Language

4.1.3 Definitions of Business Communication across Cultures: Language Perspective

4.2 Relations between Language and Culture

4.2.1 Language Reflecting Environment

4.2.2 Language Reflecting Culture Reality and Values

4.2.3 Cultural Implications of Language

4.2.4 Linguistic Relativity and Sapir-Whorf hypothesis

4.3 Representation Model of the World of Experience

4.4 Dynamic Model of Languageand Culture

4.4.1 Language Produces Culture

4.4.2 Culture Determines Language Style in Communication

4.5 Relations between Culture, Language and Communication

4.6 Contextual Framework of Cross Cultural Business Communication

4.6.1 Framework of Relations between Text and Context

4.6.2 High Context and Low Context Communication Orientation

4.7 Context and Cross Cultural Business Communication Strategies

4.7.1 Task-Centered and Relation-CenteredCommunication

4.7.2 Media Selection in Contexts

4.7.3 Effectiveness of Written and Spoken Words

4.7.4 Language Styles

4.7.5 Direct and Indirect Communication Strategies

4.7.6 Cultural Implications of Responding Strategies

4.7.7 Expressive and Instrumental Strategies

4.8 Review and Discussion

Reference

Chapter 5 Language Strategies

5.1 Co-operative Principles

5.1.1 Maxim of Quantity

5.1.2 Maxim of Quality

5.1.3 Maxim of Relation

5.1.4 Maxim of Manner

5.2 Politeness Principles

5.2.1 Tact Maxim and Generosity Maxim

5.2.2 Approbation Maxim and Modesty Maxim

5.2.3 Agreement Maxim and Sympathy Maxim

5.2.4 Tactics of Negative and Positive Politeness

5.2.5 Adapting Politeness Principle to cross Cultural Communication

5.3 Language Strategies for Maintaining Face in Communication

5.3.1 Definitions and Characteristics of Face

5.3.2 Social Needs of Face

5.3.3 Principles for Maintaining Face in Communication

5.3.4 A Model of Face Practices of Chinese Businesspersons

5.4 Language Strategies for Written Communication

5.4.1 Language Strategies in Low-Context

5.4.2 Language Strategies in High-Context

5.5 Language Formality in cross Cultural Business Communication

5.5.1 Characteristics of Informal Language

5.5.2 Characteristics of Formal Language

5.5.3 Proper Formality: Formal or Informal

5.6 Vague Language Strategies for cross Cultural Business Communication

5.6.1 Definition of Vague Language

5.6.2 Functions of Vague Languages in cross Cultural Business Communication

5.6.3 Pragmatic Vagueness and Offer Strategies

5.7 Review and Discussion

Reference

Chapter 6 A Paradigm for Encoding and Decoding Messages

6.1 A Paradigm for Encoding and Decoding Messages

6.1.1 Structuring the Paradigm

6.1.2 Media and Channel of Messages

6.2 Rule Systems in Verbal Codes

6.2.1 Verbal Environment in Communication

6.2.2 Rule Systems in Verbal Codes

6.3 Encoding Rules of Nonverbal Communication

6.3.1 Principles of Nonverbal Communication

6.3.2 Nonverbal Communication Is Culturally Determined

6.3.3 Common Nonverbal Signs in Communication

6.4 Strategies for Effective Business Presentation across Cultures

6.4.1 Cultural Appropriateness of Topics and Subjects

6.4.2 Proper Balance between Message Text and Message Context

6.4.3 Acceptable Presentation Behaviors

6.4.4 Convincing Conversational Formalities

6.5 Message Transforming: From Visual to Verbal Messages

6.5.1 Types of Visual Aids

6.5.2 Rules for Using Visual Aids

6.6 Review and Discussion

Reference

Chapter 7 Discourse Structuring Strategies

7.1 Discourse Structure Analyses

7.1.1 Elements of a Discourse

7.1.2 Macro-Structure of a Discourse

7.2 Structuring Macro Discourses

7.2.1 Configuration Theories and Perceptual Psychology

7.2.2 Bottom-Up Discourse Structuring

7.2.3 Top-Down Discourse Structuring

7.2.4 Intra-discourse Structuring: Coherence

7.3 Discourse Structuring Strategies for Business Letters

7.3.1 Discourse Structuring Strategies for Business Letters

7.3.2 Language Rules and Styles of Business Letters

7.3.3 Analyzing Language and Style: A Practitioner's Perspective

7.3.4 Discourse Structure of Business Letters

7.4 Discourse Structuring Strategies for Memoranda

7.4.1 Message Encoding Rules

7.4.2 Analyzing a Memo: A Practitioner's Perspective

7.5 Discourse Structuring Strategies for Business Reports

7.5.1 Message Encoding Rules for Reports

7.5.2 Reports Structuring Process

7.5.3 Structure and Format of a Report

7.5.4 Classification of Reports

7.5.5 Transmitting Reports

7.6 Discourse Structuring Strategies for Email

7.6.1 Encoding Rules for Email Messages

7.6.2 Format of Email Messages

7.7 Review and Discussion

Reference

Chapter 8 Marketing Communication across

8.1 Communication Environment

8.1.1 Business, Corporate and Marketing Strategies

8.1.2 Culture and Language Context

8.1.3 Legal Context

8.2 A Paradigm for cross Cultural Marketing Communication

8.2.1 Marketing Communication

8.2.2 Marketing Communication Mix

8.2.3 Marketing Communication Objectives

8.2.4 Integrated Marketing Communication

8.2.5 Structuring the Paradigm

8.3 A Model of cross Cultural Marketing Communication Strategies

8.3.1 Strategy for Marketing Communication of Global Standardization

8.3.2 Strategy for Marketing Communication of Transnational Adaptation

8.3.3 Strategy for Marketing Communication of National Differentiation

8.3.4 Strategy for Marketing Communication of Local Adaptation

8.4 Cultural Codes in cross Cultural Marketing Messages

8.4.1 Cultural Codes of Products in the Message

8.4.2 Targeting Cultural Codes in Consuming Behaviors

8.4.3 Bridging the Cultural Codes of Products and Consumer Behaviors

8.5 Lingual Codes in cross Cultural Marketing Communication

8.5.1 Relations of Language and Culture Reviewed

8.5.2 Semiotics in Marketing Communication

8.5.3 A Constructive Process of the Meaning of Signs

8.6 Strategies for Establishing Business Relations

8.6.1 Guideline for Avoiding cross Cultural Marketing Mistakes

8.6.2 Strategies for Initiating and Maintaining Relationship

8.6.3 Encoding Strategies for Establishing Business Relations

8.7 Persuasive Strategies and the Function of Sales Letters

8.7.1 The Managers' Overall Criteria for Effective Sales Letters

8.7.2 The Managers' Views on the Best Sales Letters

Appendix

8.8 Message Encoding Strategies for Marketing Plans

8.8.1 Defining Marketing Plan

8.8.2 Message Content of a Marketing Plan

8.8.3 Message Structure of a Marketing Plan

8.9 Review and Discussion

Reference

Chapter 9 Advertising Communication across Cultures

9.1 Communication Environment

9.1.1 Corporate and Business Strategies

9.1.2 Marketing Communication Strategies

9.1.3 Culture and Language Context

9.1.4 Legal Context

9.2 A Paradigm for cross Cultural Advertising Communication

9.2.1 Definition of cross Cultural Advertising Communication

9.2.2 Description of the Paradigm

9.3 A Model of cross Cultural Advertising Communication Strategies

9.3.1 Global Standardization Advertising Strategy

9.3.2 Transnational Adaptation Advertising Strategy

9.3.3 National Differentiation Advertising Strategy

9.3.4 Local Adaptation Advertising Strategy

9.4 The Message Creative Strategy for Advertising

9.4.1 Cultural Codes of Products in the Message

9.4.2 Targeting Cultural Codes in Consuming Behaviors

9.4.3 Integrating Cultural Codes in Appeals

9.5 Lingual Codes in cross Cultural Advertising Communication

9.5.1 Lingual Codes and Culture in Advertising

9.5.2 Meaning Transfer in Lingual Codes

9.5.3 Pragmatics Presupposition in Advertising

9.5.4 Lingual Structure Analysis of Adverting Slogans

9.5.5 A Mixed-Language Approach to Communicating Advertising Messages

9.5.6 Non-Verbal Communication in Advertising

9.6 Cross Cultural Advertising Communication Styles

9.6.1 Basic Advertising Forms

9.6.2 Comparative Advertising Communication Styles in Different Cultures

9.6.3 Different Advertising Communication Styles

9.7 Media Strategies for Advertising Communication

9.8 Message Encoding Strategies for an Advertising Plan

9.8.1 Message Encoding Strategies

9.8.2 Message Content, Format and Structure of an Advertising Plan

9.9 Review and Discussion

Reference

Chapter 10 Negotiation Communication across Cultures

10.1 Cross Cultural Negotiating Environment

10.1.1 Business and Corporate Strategies

10.1.2 Culture and Language Context

10.1.3 Legal Context

10.2 Cross Cultural Negotiating Process

10.2.1 Making Enquiries and Offers

10.2.2 Destructuralizing Culture and Language in Offers

10.2.3 Making Feedbacks: Count-Offers

10.2.4 Agreement: Acceptances

10.2.5 Signing an International Business Contract

10.3 Cultural Responsive Strategies for cross Cultural Negotiation

10.3.1 Basic Frameworks of Negotiating Strategies

10.3.2 Cultural Responsive Strategies for Negotiation

10.3.3 Information-Sharing Strategies for cross Cultural Negotiation

10.3.4 Power Strategies for cross Cultural Negotiation

10.4 Negotiating Styles

10.4.1 Japanese Negotiating Styles

10.4.2 Sino-US Negotiation Styles

10.4.3 Comparative Framework of Sino-US Negotiating Styles

10.4.4 Different Negotiating Styles: Russians and Arabians

10.5 Communication Strategies for Negotiation across Cultures

10.5.1 Communication Strategies for Negotiating with Chinese

10.5.2 Communication Strategies for Negotiating with the Americans

10.5.3 Communication Strategies for Negotiating with the Japanese

10.6 Language Strategies for Face-to-Face Negotiating

10.6.1 Language Strategies at Each Stage of Negotiation

10.6.2 The Part of Speech and Communication Strategies

10.6.3 Tactics and the Language Patterns

10.6.4 Main Verbs and Actions

10.6.5 Language Codes for Diplomatic Strategies

10.7 Negotiation Styles and Guideline in Five Countries

10.8 Message Encoding Strategies for Negotiation

10.8.1 Strategies for the Source Message: Offer

10.8.2 Strategies for Feedback Messages: Counter-Offers

10.8.3 Strategies for Agreement Messages: Acceptances

10.8.4 Message Format

10.9 Message Encoding Strategies for an International Business Contract

10.10 Review and Discussion

Appendix: Message Format and Content of an International Contract

Reference