Cau | Text bank CEM Employment Asking for a raise Before you read What (evel oF aca the procedure for getting a salary increase in your ‘organisation or any other company you know about? Reading Read this article from the Financial Times and answer the The money move By Vanessa Drucker | | | | raise. But how do you ask for ai? Experts say there are several ways | to make the interchange less = stressful and more successful | The first sign her co-workers noticed was the empty candy | bowl, Lisa, an accountant at a construction company, was a | cheerful woman who had always kept a dish of goodies on her desk. | When ‘she started removing the pictures and the plants from her | office, ramours began to circulate 1s She did not explain her behaviour | to anyone. Then the candy dish disappeared. “She had been | promised a raise* fora long while? recounts Linda Talley, an sxecutive coach based in Houston. Removing things from her office | was a subtle way of letting her employers know she wouldn't wait any longer, but it worked. A few ssmonths later her salary was boosted by 85,000. There are many ‘ways to ask for a zaise, and Lisa's method is not for everyone. But exports say there are some basie y» ways to enhance your prospects for success. Adding value ‘The golden rule is to offer value, based on qualifications and raise Ame, rise BE 158 your years of hard work, your information on career-related experience, your personal ni websites and through professional and expenses, your mortgage, organisations your ailing grandmother and your 7; Brad Marks, CEO of an Great Dane's dog food bills. The executive search firm specialising ‘dumbest case you can possibly in the entertainment industry, present is one based on pity, recalls a cable TV company warns Howard Figler, a career division head who wanted a 30 | counselor and author of The so percent raise as a good example. Complete Job-search Handbook. When Mr Marks asked him to | In the private sector, your — makea case for the huge jump, the contribution probably falls within executive returned armed with certain categories. You may bea details of his contributions over} key person who attracts new os the years and the statistics to customers or one who is skilled show he was underpaid compared | at retaining the present to peers in the company and the relationships. You may be a industry. ‘However, some people | cost-cutter, who improves the just give a number at random,” company's bottom line. Less. 9» according to Mr Marks. | quantifiable, but no less. Taking the plunge important, your reputation might Now that you have done your | enhance that of your employer or homework, it is time to prepare you could be one of those sunny yourself mentally for the big day. | personalities who boosts the ss Few people enjoy the idea of morale of all around them, — confronting their boss and risking enhancing productivity. refusal (which is one reason 80 R&D many companies have built in a It stands for ‘research and structured system of regular documentation’, which is your :co reviews and promotions), but itis responsibility. You must pinpoint important to remain calm. Lastly, your worth in the marketplace even if your palms are sweating, hhefore entering into any salary don't forget to smile. negotiation. Although specific salaries are a taboo topic and rarely discussed among co- From the Financial Times | achievements, Forget about workers, you.can find comparative | | | | _ oferta tinid ons SEER ann nnnrnnrnnMnaAannrnMhnRnAnnRnRnaaRnannann”n9 2 > 2 > > > > > > 2 > a > a a a a , , , TEM Employment 4. Read through the whole article, Who are these people? a) Brad Marks b) Howard Figler ©) Linda Talley @) Lisa 2. Find expressions in the article that mean: a) colleagues. (2, 7 letters) 'b) American English for ‘sweets’, (5 letters) ©) information that you hear unofficially, that may or may not be true. (7 letters) 4) the things that someone does or says considered as a whole, (9 letters} €@) someone whose job isto ‘train’ and advise senior businesspeople about their careers. (9,5 letters) 4) increased. (7 letters) 3. Match the verbs 2-8 with the expressions a)-h) from the article, 4 offer a) your experience 2 forget ) your employers reputation 3. present © value 4 attract 4) present relationships 5 retain ©) new customers 6 improve A) morale 7 enhance 8) the company’s bottom line 8 boost h) dumb case ‘4, Now match the expressions in question 3 with their 2) Keep on good terms with current customers and suppliers b) use weak or stupid arguments ©) improve the way people feel 4) improve the opinions that people have about your company ©) obtain new clients £) add to profit because of your qualifications and experience 8) don’t talk about what you have done 1) contribute to the company’s profitability 5. Look atthe expressions in italics as they are used in the article, True or false? a) & D (line 62) here means ‘Research and Development 2) Ifyou pinpoint (line 65) something, you identify it ©) Itis generally acceptable to talk about a taboo topic Aine 69). 4) If you are armed with (line 83) information, you have it with you and use i to your advantage, €@) Your peers (ine 87) are the people above and below you in your organisation, [AER © Pe 21son esueatontimited 2005 Text bank 6 Choose the best alternatives to replace the expressions initalics, a) Taking the plunge (ine 93) 3) diving into @ pool i) falling in value Tid doing something after a hesitation b) .. prepare yourself mentally (line 94) ’) inyour mind ii) imyour body i) in your work iod af preparation or ©) Few people enjoy the idea of confionting their boss (ine 96) 3) talking to their boss in a roundabout way i) facing their boss directly to talk about a difficult subject ii) attacking their boss 6} .. Structured system of regular reviews (ine 100) appraisals 1) criticisms i) shows €) and promatians (line 100) 1) when employees keep the same job in an organisation 1) when employees move to another organisation lil) when employees get a more senior job in an organisation ‘even if your palms are sweating, don't forget to smile {line 102) 1) transpiring ii) expiring ill) perspiring 7, What is the key message of the article? Choose the best alternative. The best way to get a raise is to 4a) threaten to leave the company. b) make your boss fee! sorry for your financial situation. ©) prepare @ logical case showing how you contribute to your company’s profitability. Over to yous ‘What do you think of Lisa's way of getting a raise? Would it work in your organisation? Over to you 2 Is it better in an organisation to have an established system of pay scales and promotion, or is it better to deal on a case-by- case basis with people who ask fora raise? Over to you 3 Is it always easy to show haw someone is contributing to a company's bottom line? Why / why not? TL BLOText bank Text bank ENTER employment Spending the company’s money esl fda: Before you read What is voodoo? What does ‘voodoo’ mean when used in combinations like ‘voodoo economics’ Reading EO _ Voodoo expense down Bourbon Street, in Your Expense contest. And he bureaucracy and expense reports, DD“: Wolff was walking Freeworks.com’s Laughing at very strange rules relating to the famed ench Quarter Iiked the voodoo story better than 6; One contestant reported having af New Orleans, complaining oa ys any other entry inthe contest so submitted a report that included s coworker about 2 Wall street” Mr Wolft wil be named as the the price of donkeys hired to carry analyst who “always bashed us in official grand prize winner of the supplies up a mountain, a well [hs newsletter inspired by the Contest ater Us week fas beers and expensive dimers humerous voodoo shops around, “Ty the deadline for submitting yo Tho manager responsible for | Mr Wolff thought that a voodoo 4 entries, Freeworks.com had approving the expenses criticised vw doll would be just the thing to” received over 200 stories of himforan unexpected error made | calm the behaviour of the Wall employees who had tried - and filling out the form, related to the | Street analyst, His co-worker, who succeeded, in most eases -ta‘gain donkeys and not the beers: ‘He Sis cepreident atthe nadvantageorethiscompant ssl niays are NOT ogee StwareSmpany that they both according fe Tapen Bhat te.” eye tartan | sonted ion nor ony owed toe "eonpam's cofounder and vice. “"Whatemt ntestngiethat | idea’, but also prompted Mr Wolff president of marketing. Entries most people who cheat on their to nt the toodoo doll on the Snug 'be stint vi the oxpnse reports do est for ne rhcallsooun sup Faced yo "One contnane aubmitet an jevenal gai Tere unctsel "3 Hicegresertal approval, "expose rot ora ip to Inedond he beter bt fold the accounting department Chicago, where he tried to cook for unusual things that were hard paid up. some home-made food in his hotel to explain, 1 expect David Wolff to | This is ‘a wonderful blend of room while showering and s go far in management, Scott | uunusual spending and bad 5 accidentally burned the whole set Adams predicts. For now, Mr | ssintentions’ reckoned Scott of curtains in the room. His Wolff, an Oregon resident, will go | Adams, the creator of the company duly reimbursed him for to San Francisco to meet Dilbert’s ultimate anti-management hero, 2,788 paid for the damaged hotel creator as an entitlement that Dilbert, the cartoon strip room, as well as for the $0.75 can 9 came with his prize. This time the character. Mr Adams found out ¢ of camp fire fuel intended to cook trip will not be on expenses. From the Financit Times ARARKRHRARHRANHAAHAAARAHRKHKRANANAAUAARAHRA NASevuvvwvuvvvdvvedvvvvvsevuuvuvuUu UU Employment 4. Read through the whole article. In which order are these people mentioned forthe first time? a) Scott Adams ) Davia Wor 9. someone who submitted an expenses clalm for taking beer and food up a mountain 4) Tapan Bhat ©) a vice-president at David Wolf's company 1, someone who burnt the curtains of his hotel room in Chicago 2 Choose the best alternatives to replace the expressions in italics. a) .. Wall Stet analyst who ‘always bashed us in his, newsletter (line 6) D praised i) mentioned ) Inspired by the numerous voodoo shops ) Encouraged ii) Discouraged Ignored His co-worker. also prompted Mr Wolff to voodoo doll on the tip’s expense report (line 16) 9) discouraged Mr Wolff from putting i) suggested that Mir Wolff should put lif regretted that mr Wolff had put under ‘miscellaneous supplies". {ne 19) ') supplies that do not come under another heading ji) supplies that might not be approved ii) unnecessary supplies ©) Faced with vice-presidential approval, .. (line 20) 1) the disagreement of the vice-president ii) the uncertainty ofthe vice-president i) the agreement ofthe vice-president 1) the accounting department paid up. (line 22) 1) refused to refund the expenses ii) refunded the expenses Ti) delayed refunding the expenses (line 7) @ 3. Look at how the expressions in italics are used in the article. True or false? a) Ablend (line 23) isa kind of mix or combination of things, b) Accontest (ine 35) isa kind of competition. ©) A deadline (\ine 39} isthe earliest date that you can do something or finish something. @) tf you submit (line 48) something lke an expense claim fr an entry to a competition, you give it to someone to be checked o* approved. ©) If you are reimbursed line 57) for expenses, you do not get back the money you paid GREED © Pearson ecucation utes 2005 Text bank 4 What is the main point ofthe story about the expenses claim for donkeys in lines 65-76? a} Its incredible that the person submitting the claim thought that he would be reimbursed, ) Some organisations have very complicated rules about expenses. ©. Same people tke wasting thelr company’s money. 5 Read the article. True or false, according to Scott Adams? a) Most people who cheat on their expense reports do it for the money. b) The contest organisers told him what to look for in the entries to the competition 6) In the end, David Wolff will not lose his job for what he di Over to you 1 Company employees are often told to treat the company’s ‘money asifit were their own. Is this always possible and realistic? Over to you 2 Where is the dividing line between work and private ‘expenses? Should your employer pay for your a) petrol when you drive to work? by home computer when you use it to do company work in the evening? ©) clothes winen you go on a business trip? Why / why not? PT ELce 161Text bank [ Text bank Trade Trade and textiles Before you read Which developing countries are well-known for producing. textiles and clothing? Reading Read this article from the Financial Times and answer the questions. By John Authers Few countries rely on their textiles industry more than Honduras. The original “Banana Republic’ itis one of the poorest 5 countries in the Americas, with an average per capita income of ‘about $800 (€660, £485) per year But in the last decade, imaginative government incentives have w» combined with clever exploitation, of trade concessions and the international quota system to create a large group of textile companies, ‘5 There are many industrial parks around San Pedro Sula, the economic capital. They were set up under the maguiladora model, first used in Mexico, whereby 2s foreign suppliers could import components duty-free, for subsequent untaxed reexport, Apart from cheap labour, Honduras offered a generous tax 25 package ~ no income tax, value added tax or duties to be paid It also offered a relatively stable political background, unlike its neighbours El ‘Salvador, je Guatemala and Nicaragua, which 162| all suffered from civil wars during the 1980s. It could also offer convenience. A good highway allows access in barely 30 ss minutes to Puerto Cortés, Central ‘America’s biggest port, which was developed to transport pineapples and bananas. From here, it is 22 hours to Miami. International labour rights groups complain there are Darriers to union recognition, to which Honduran officials reply that the sector's average wage of about $3,500 per year is more than four times the national average. The ‘value added’ by plants covered by the maquiladora scheme reached 6.5 percent of Honduran gross domestic product in 2008, ‘The sector employs 114,000 people, or 30 percent of the country’s total formal industrial employment. The problem is the ending later this year of the Multi Fibre Arrangement governing world quotas. Employment has stayed steady during the first ce three phases of the lifting of quotas. However, about 80 percent of Honduran garment production, Textile groups hope trade deal will guarantee future is simple products such as Tshirts, which are hardest 65 to protect against low-cost producers, while 20 percent of the industry's employment comes from Asian companies who first located there hecause of the re quotas, Honduras’ response is the Contral American Free Trade Agreement (Cafta), initialled by the US and five Central vs American countries this year. However, it faces what could be difficult progress through the US Congress, Further, the ‘maguiladora concept is changing, Nine companies, accounting for 20 percent of employment in the sector, now produce their own materials, rather than buying them in. For example, Eleatex, a Honduran-owned textile producer in San Pedro Sula, manufactures textiles and uses computer-aided design to cut the cloth — before sonding it to be stitched into o» shirts for brands such as Jockey, Ralph Lauren and Nautica, at @ factory five minutes aay. From the Finaelat Times ‘| Pearson Education nites 2005 EET RnHnnnh HRHHHRAHRARARARKRARARAHRHRARA~vw™rvevvuvvvvuvuvuuvuuvUuUIUT Trade : .gh the whole article and match the figures to the ~'=g5 chat they reer to. 5 8) the proportion of the output 2 of the Honduran textiles 3 $3,500 per year industry thatis‘simple" percent products 114,000 1b) the average income per Bo percent person in Honduras 7 20 percent ©) the amount that maquiladoras contribute to the Honduran economy in relation tothe total GDP d)_ the number of people working in textiles in Honduras ©) the proportion of people working in Honduran tentiles empioyed by Asian companies f) the average income per employee in the Honduran textile industry the time it takes fora boat to get from Honduras to Miami 2 Match 1-7 with a)-g) to make expressions ftom the arti 1 per capita a) model 2 trade ») capital 3 quota ©) income 4 industrial @) labour 5 economic e) parks 6 maquiladora concessions 7 cheap gs) system 3 Now mate meanings, a) when companies import parts and materials tax-free to make them Into products that are re-exported ) the average amount earned by each persan in a particular country 9) an area in or outside a city where there a lot of factories 4) the most important city in @ country for business and industry ©) when imports are limited to a particular level when one country has particular advantages in trading with others £8) when it does not cost much to pay employees the expressions in Exercise 2 to their Text bank | 4 Find expressions in the article that mean: a) steady and unlikely to change. (6 letters) ») a main oad. (7 letters) ©) the ease with witich you can get to @ place. (6 letters) 4) obstacles, (8 letters) €) when warkers are given the right to form organisations 10 ask for better pay and conditions. (5, 1 letters) 1) the difference between the price for which a produc sold and the cost of producing it. (6,5 letters) 5 Read the article. True or false? Give the expressions that support your answers. n the Honduran textile industry. a) there are about 114,00 workers ) the number of jobs has fallen because quotas are ending, in three stages, 9) companies make high value-added clothing 4) companies are notin 2 good position to compete with other low-cost producers €) companies are all Honduran-owned 6 Correct these statements about expressions used in the ante, a) IT you react ina particular way to a situation, this is your respond. ) Another word for“idea' is conception. ©) Ifa company makes materials it products them, @) A company that makes something Isa producter. ) Using computers to design something is computer: helped design ) When two pieces of cloth are joined together, they are stacked. Enc 7, What is the key message of he article? Choose the best alternative, Honduras is a) a stable country for textile manufacturing, and conditians there are not changing. ) a good place for textile manufacturing, but the industry is changing ©) at risk of becoming too expensive for textile manufacturing Over to you 1 Istherea textile industry in your country? Iso, where sit based? What types of clothes does it produce? Over to you 2 What other products do developing countries make that are sold in the devetoped world? Give some examples. bsText bank Text bank Tus Trade Questioning globalisation Before you read Globalisation is often defined a ‘the increasing tendency for the wold economy to workas one unit. Give some examples of how globalisation has affected your organisation and yout country in trade and in other areas, Reading Read this article from te Financia Times and answer the questions Level of cifcuty Globalisation needs no defence — it needs to be questioned by Richard Tomkins ‘The main point of the globalisation argument is. that trade liberalisation drives economic growth and economic growth raises living standards Its supporters say that on a wide range of measures - poverty, the age to which people live, health, education - more people have become richer at a faster pace in the past 60 years than ever before, However, globalisation’s opponents would claim that this success has had its negative sides: 1 that the increases in prosperity have favoured the rich far more than the poor, that trade liberalisation has encouraged the growth of bad working conditions ze and child labour, that lifting the 164] barriers to the free flow of international capital has increased financial instability, and so on. s Globalisation’s enthusiasts are so good at cataloguing slobalisation’s benefits while ignoring its costs. And Tam referring not just to the flight of » jobs from developed countries to Tess developed ones or the environmental damage caused by the developing world’s rapid industrialisation, but to 1s globalisation’s social and cultural effects After all, for those of us in the developed world, there is hardly a part of our lives that globalisation, 4 has not touched. On the plus sie, for example, it has greatly inereased consumer choice: Britons can now buy strawberries all year round from their local supermarket, drive a Czech-built Skoda, wear trainers made in Vietnam and spend their holidays in China. But while their power as consumers may have grown, their power as employees has probably diminished as globalisation has increased competition and work pressures, and heightened job insecurity ss What I would like to see therefore, is an attempt to weigh up the costs and benefits of globalisation to decide whether. fon balance, it is making the world s0 a better place or a worse one - not just economically, but across 2 range of issues. Economically, it could start by asking whether globalisation is a good thing because it offers the hope of lifting millions ont of poverty, or © Pearson Education Lin 1» Does global 5 whether itis a bad thing because, as is often claimed, it is widening the gap between rich and poor. It would also have to ask whether the drive to increase living standards through evergreater levels of industrialisation and | consumption was making unsustainable demands on the earth's resources. Personally, however, I would be more interested in reading its cost/beneit analysis of the socal | and cultural questions. Does globalisation, for example, | Increase our access to the arts, or are we suffering from a global pop culture easily sold everywhere? isation enable more people to experience the surprises and pleasures of cultural diversity or is it leading to the elimination of differences and the mixing of national and local cultures into a global, mainly American, stew? Are our lives mado more interesting and exciting by slobalisation’s destruction of old | traditions and communities or are we made more miserable by the loss of the cultural individuality that gives structure to our lives? From the Financial Times TTY amnrnrnnnrnnnnnnnamnnanRnnn RRR ARNAeu vvdvvuvvwdvvwvddsJuveueuveu vue ve uu vu v TMM Trade expressions that support your answers. against globalisation, slobalisation. Text bank 4. Read through the whole article, True or false? Give the 4, Look atthe article, Match the verbs 1-5 with the expressions a)-e) that they go with a) The frst paragraph talks about arguments for and 1 weigh up 2) millions out of poverty 2 lif ) living standards ) The second paragraph refers to some ofthe costs of 3 widen )) unsustainable demands 4 increase d) the cost ‘ome examples af the 5 make ©). the gap between rch and ©) The third paragraph give: benefits of globalisation in a developing country 4) The fourth paragraph is only concerned with the advantages of globalisation. €) In the fifth paragraph, the writer says he is mainly interested in the economic effects of globalisation 2 Match the nouns 1-7 with their meanings a)-g) trade liberalisation a) obstacles that stop 2 economic growth something from happening 3 poverty b) when trade is made easier 4 prosperity by reducing quotas, import 5. child labour taxes, ete. 6 barriers ©) when people are poor 7. instability when the economy gets ©) when people are rich when conditions change very fast n children work a 3 Choose the best alternatives to complete the statements about the expressions in italics. a) IF you catalogue the benefits of something, you (line 26) 1 list its advantages. |i list its disadvantages. il) write a book about its advantages ) IF you ignore the costs of something, you line 28) 1 think about its negative effect. if) think about its positive effects. Ti). don't think about its negative evfects 1 IFA touches 8, it (line go} 1 ignores it. i influences it li. has nothing to do with it. 4) If something diminishes, it (line 52) 1) gets smaller i) stays the same ii) gets bigger ©) HA heightens 8, it (ine 53) decreases it Ii) leaves it the same ii) increases it EEEIETETD © Pe 2rsonecation Limits 2005 poor 5 In ines 80-98, the writer asks three questions. Below are some possible answers. Put them in the same order as the questions to wich they relate 8) Globalisation isnot creating a ‘world culture’: France Is stil vey French, Spain very Spanish and so on, b) Some people like change, and don't mind that old ways of doing things are destroyed. ©) There Isa lot of pop culture, but a lot of serious culture too: look at the increasing number of serious books being sole, the number of people going to classical concerts and so on. 6 What is the key message of the article? Choose the best alternative, Glabalisation a) is definitely a good thing, ) may be a good thing, but we have to look at its disadvantages too, ©) is definitely a bad thing, STeroe Over to yous ‘Some countries claim that they have ‘cultural’ industees that reed special protection from autside competition, like France and its film industry. Do you agree with this sort of protection? Why / why not? Over to you 2 The writer of the article asks, ‘Are we suffering from a global pop culture easily sold everywhere?’ What do you think? 165Text bank Text bank duality Principles of quality Before you read “Quality i defined by the user, not the producer.Is this true {or your organisation, or one you know well? Oris it only the ‘organisation that can judge the quality of something? Reading Read this article from the Financial Times and answer the questions | Quality put into practice 166 8y Morgan Witzel sesh Jaran, along with W. ey times oing sadn Grostyy eon ofthe founders of the duality hianagement movement “While Deming and Crosby often spoke of Quality in more. pbiloxphieal tens, arging companies t adopt quality as vision, Juren or lansing’ and implementing uli systems Suan was born in Rostania in isha, but grew pin Tura Minnesota, “ie attended the Universty of Blinnesota, were he Ste eletical engineering and tras aso chess champion, He then Men in-work for Weston Hlette Combany” at. Hawthonne. near Chicago, where "he. developed any of is most important ideas On salty. After the second world war he jned the faculty of New Tork Unters and began farther Fevising and pulling bis dees This tod him towards series of Yeotures and consultancy projets in Japan during the 1950s and 3e 1960s, Juran defines quality as “managing the activities needed 10 achieve the quality objectives of an organisation’, He begins from two principles. First, managers have to realise that ‘they, not the workers, must shoulder most of the’ responsibility for the performance of their companies’. Second, they must understand the financial benefits that can be realised once quality is made a priority, He thus tums quality into a management issue first and foremost Juran insists that quality is defined by the user, not the producer: If the customer does not pereeive that a product has ielivered good quality, then the company has failed. An assessment of quality, therefore, means that management must Took outside the company as well This assessment of quality is seen the first step in implementing a quality system, (Daal of dfialy and requires the company 10 ee analyse customer perceptions, internal systems, whether there is a ‘quality culture’ in the ‘onganisation and, most important, the financial costs of delivering 6 poor-quality products. In | organising for quality, managers again must take the lead. Juran | suggests the idea of ‘quality councils’, teams of senior managers drawn from all departments who could lead the coordination of systems across | the company Quality is implemented in three vs stages. First, in. the. planning stage, quality targets are set and resouioos are alloated. tn he | control. stage, performance is evaluated and compared with goals, and the gap between the | two identified, Third, for each sap a quality improvement project is Set up to find ways of elosing the gap and then implementing the fs Solutions yom the Bivancial Times nna nent NT rh mn A a mM on :su UT UU UUeUeUuUuUuUeeUeeuesu dv UuUY CO Quality 4. Read through the whole article, Tue or false? Give the ‘expressions that support your answers. Juran 4) was one of two founders of the quality movement. ) was born in Romania but grew up in the US. ©) taught at Yale University. 4) worked on quality from four basic principles. ©) considered that quality was a management issue, £) thinks thatthe real judge of quality is the user not the producer. 8) thinks that quality should be applied in five steps. 2 Find verbs inthe article to complete these statements. If you a) believe in an idea and start to apply it, you ANG senate (9 letters) b) work on one area much more than on others, you ot. (1 letters) ©) goto a particular university, you it. letters) @) work on a particular idea, YOU nsanan it (7 letters) @) start work at an organisation, you it. letters) ) change the ideas you have about a particular issue, you them. (letters) @) make your ideas known, you it them. @ letters) 3 Choose the best alternatives to replace the expression in italics. a) *.. managing the activities needed to achieve the quality objectives of an organisation’. (line 33) 1 finish i) set ou Hip attain ) ..[managers}, not the workers, must shoulder most of the responsibilty for the performance of their companies. (ine 37) ’) take it) give it) do ©) [managers] must understand the financial benefits that can be realised .. (ine 43) i) payments. ii) drawbacks lid advantages 4) ...once quality is made a priority (line 42) }) one of the least important tasks of managers i)_the most important task of managers ii) one of many managerial tasks €@) He thus turns quality into a management issue first o foremost. (ine 44) ') last but not least il) above all i) among many other issues Text bank | ‘4 Complete the table with appropriate forms of words from the article, verb noun produce implementation requirement delivery coordinate allocation evaluation Identification impro 5 What are the two key messages of the article? Choose them from the list Juran thinks that quality 2) can be implemented by groups af warkers. ) can, in the end, only be judged by customers. ©) can be seen asa vision ar philosophy shared by the whole company. 4) should be implemented by managers ina coordinated way, STroe Over to you a Thinking about your organisation or one you know well, do you agree with Juran that quality is mainly @ management issue? Why / why not? Over to you 2 Have products improved in quality over the last 20 years, or not? Give some examples from your own experience as a consumer. (267ata tls Text bank Quality Quality studies Before you read What are some of the quality problems that can occur when ‘you buy anew car? Reading ead this article rom the Financial Tes and answer the auestions. Korean cars score in quality survey | | | | | By Jeremy Grant Hyundat performed better than industry averaye of 118 problems | | 2 Kila, tving with Honda of Japan. so per 100 vehicles for the second | | South Korean carmakers have for second place in the rankings year running, GM's Cadillac | | | | | | | | | | | Jong been the subject of jokes after Toyota. The Koreans now luxury brand and the Jaguar makers by five marque owned by Ford both But yesterday they won the problems per 100 vehicles and are narrowed the quality gap with endorsement of US car buyers 3» ahead of General Motors, Ford 5 Lexu when Hyundai jumped ahead of ~ and Chrysler, by six problems, that i Detroit. and some European while trailing the Japanese by segment carmakers ina quality survey: The six problems per 100 vehicles. Like last year, the study also. | JD Power & Associates “initial A decade ago, as Korean showed that carmakers across the se quality’ survey, which measures 35 manufacturers struggled with a so board are making better quality the number of problems reported “universally poor reputation for vehicles amid fierce competition by a customer in the rst 90 days vehicle quality, no-one would have and a drive by Detroit to make up | ‘of new vehicle ownership, showed predicted they could not only keep ground lost for years to Toyota that Hyundal and Kia Motors had pace, but actually pass domestic and Honda. Initial quality | ss on average reduced such problems ye carmakers and other foreign 6; problems dropped industry-wide by 57 percent over the last six ” mportsin termsof initial quality’ by 11 percent from last year years. The number of problems said Joe Ivers, Executive Director However, the Hummer, GM's reported on average for the two of qualityicustomer satisfaction massive sport utility vehicle carmakers dropped from 272 at JD Power, based in California. inspired by the US_ army's 20 problems per 100 vehicles in 1998 4; Toyota again dominated the 7 Humvee, came bottom of the list to 117 this vear according to the " survey, with the fewest problems of 87 vehicle brands tn terms of survey, which involved 51,000 reported. However, GM, Ford and the number of problems reported, ‘vehicle owners. Chrysler had more than the for the second year running. ‘about poor quality in the US. lead European ‘Toyota's Tuxury offering ¢ biggest seller in the | | | | From the Financial Times 168 |SUT UTUT UT UTUUUeeUeeVUIdUeUd Quality 1 Read through the whole article and match the figures with the things that they refer to, 257 percent a) the number of quality 2 272 problems per 100 Hyundai 307 and Kia cars this year 4 51.000 1b). the number of brands 5 and covered in the survey 6 x9 the number af vehicle 37 owners surveyed 4) the average number of ‘quality problems per x09 ©) the number of quality problems per 100 Hyunde and Kia cars six years ago 1) the position of Hyundai and Honda in the survey @) the fallin the number of quality problems wi Hyundai and Kia cars in the last six years 2 Are the statements about the expressions in italics true or false? a) "Korean cars won the endorsement (line s)af US car buyers’ means that US car buyers still don’t like Hyundai land Kia cars. ) ‘Hyundai jumped ahead (line 6) of Detroit and some European carmakers in a quality survey’ means that previously Hyundai had worse quality than US and European cars, and now they have better quality ©) The ‘initial quaity line 9) survey" relates to the quality of cars aver their whole lifetime, 4) The number of problems reported (line 1) by customers. is the number of problems that they told the people doing the survey about. €@) The number of problems cropped (line 9) means that there were fewer problems. The survey iavolved (ine 22) 53,000 vehicle owners ‘means that this number of people took part in the GREET © Peosoncscavon inte sons Text bank | 3. Find expressions in the cle to complete the table. Noun Verb form Verb base form Inarticle (infinitive) tle tying tie performance = rank lead strugele prediction 2 satisfy 44. Find expressions in the article to replace the expressions in, italics. a) Toyota were top in the survey. ) Some of the results were the same this year as last year. ©) Some carmakers had become closer in quality to Lexus. 4) Carmakers everywhere are improving quality @) There has been an effort by US carmakers to improve quality. US carmakers are trying to reduce quality differences in relation to Toyota and Honda, 8) The Hummer is based on the Humvee, fh) The Hummer had the worst quality of any vehicle in the survey. Over to yous Does the survey confim your opinions of diferent car makes? Why / why not? Over to you 2 Make a lst of brands for another product category (eg washing machines). Then rank them for perceived quality. 369,Text bank | Text bank UES Ethics Industrial espionage Before you read ‘What can a company do to protect its industrial and commercial secrets? Reading Read this article from the Financial Times and answer the questions. [levelot ata | Japan goes after industrial Spies By Michiyo Nakamoto | ‘The advanced manufacturing plant in Kameyama, where Sharp manufactures liquid erystal 1982 in which employees of Hitachi were accused of stealing Intellectual property from TBM. yeHitachi admitted theft in the 170 criminal case and settled a civil suit, But increasingly, as new competitors emerge in industries they once dominated, Japanese companies are falling victim to industrial espionage that threatens to rob the country of a critical advantage over lower-cost rivals. Last week, the Japanese government detained Takashi Okamoto, a Japanese scientist charged in the US with stealing genetic material on Alzheimer’s disease nearly three years ago. The case. which is the first tim: the US Eeonomic Espionage Ac thas been used, has led to changes in Japanese domestic law as well In response to growing alarm in the business community, the Japanese government onacted legislation this month to make ita criminal offence to leak corporate trade secrets, "The flow of technology out of Japan is leading to a decline in competitiveness and in employment,’ says Yoshinori Komiya, director ofthe intellectual property policy office at the Ministry of Econ © Pearson Education Limited 2005 ERIE ‘Trade and Industry (Meti). “We believe that there is some fs technology that should be transferred, but what Is happening now is that technology that top management does not want transferred is getting passed 70 on, he says ‘The problem is a highly sensitive one for the Japanese government, but is attracting attention as Japan’s neighbours in y Asia gain skills as manufacturers of high technology goods, forcing even te best Japanese companies on to the defensive. Consequently, intellectual property has become se critical to Japanese companies in differentiating their products an keeping ahead of the competition. ‘We are taking many measures to prevent technology leakage, says Yukio Shotoku, executive vice-president of Matsushita, Rival Sony says: ‘We would certainly welcome a regulatory system to protect intellectual ye property in countries such as China and South Korea. rom the Financial Times HRANnNANAHRAHRANHRNAANRaANANMAMNAeuvuvsvvvsvvuuvuv iv uvUuy ev suvwseudrvvwduweud ESS Ethics 4. Read through the whole artile and fin: a) the countries that are mentioned. ) the companies that are mentioned. 2 Match the items to make expressions from the article 1 manufacturing a) company 2 rival ») plant 3 trade ©) property 4 Industrial @) offence 5 intellectual €) espionage 6 domestic 1) secrets 7 criminal 2) law 3 Now match the expressions in question 2 with thelr meanings. a) information that you do not want competitors to have b) when an organisation tres ta obtain trade secrets illegally ©) aciime 4) the law ofa particular country @) the ideas, techniques, etc. that are the property of a particular company 1) a competitor ® afactory 44, Look at the expressions in italles as they are used in the article, True or false? fa company a) 1s a defendant (line 25) in a case, it has been accused of ») acimits (ine 30) a crime, they say that they did it. ©) emerges (line 33) as a competitor in an industry it has been established in that industry for along, 4) dominates (line 34) an industry, its one of the bigge land most important companies init. ©) fal victims (line 35) to a crime, it commits the crime. 4) loses a critical advantage (line 38), it loses a benefit in this case intellectual property that it has in relation to competitors EER. © 2221500 cuction Lin Test bank | 5 Find appropriate fos of expressions inthe article that mean the same asthe vers in italics 1a) to arrest someone (6 letters) b) to pass laws (5 letters) ©) to give away secrets (y letters) d) to pass on technology (legally) (8 letters) e) to obtain skills (4 letters) f) to make your products different from competing products (1 letters) 8) to stop something from happening (7 letters) h) to defend something (7 letters) 6 What isthe key message ofthe article? Choose the best alternative a) Japan is increasingly worrled about its loss of competitiveness because of industrial espionage. ) Industrial espionage is impossible to prevent ~all you can dois try to limit i Japan is still often accused of industrial espionage today and the article gives examples ofthis, Over to you 1 What practical steps can companies take to prevent their trade secrets from being stolen? Pr RLom Over to you 2 Some say that by stealing technology developing countries ‘grow more quickly and participate on more equal terms in the world economy. Do you agree with this argument? Why / why not? waText bank Text bank ees Ethics Bribery and corruption Before you read oes bribery in business mean the same thing in every country? Why / why not? Reading Read this article from the Financial Times and answer the questions. By Jean Eaglesham Bribery by UK _ companies operating abroad is being reduced | by ‘education rather than prosecution’ after the government 5 said it would not strictly enforce aves introduced just two years ago. The World Bank has estimated the annual global cost of corruption at more than 1» $1500bn —(@189bn), although experts say it is hard to quantify But Jack Straw, the Foreign Secretary, told diplomats. last, ear, in internal advice which has only mow come to light, that business should be ‘sensitised’ to its responsibilities. He said the | government would ‘prefer to change behaviour by education 2 rather than prosecution’ Laws making it easter for British companies tobe prosecuted in the UK for aversoas | corruption came into force two | s years ago, alter the government came under pressure from the US, which has long had a ban on | coteatecoxrnton in the developing world. Only a month se before the new UK laws came into effect, Foreign Office staff were instructed to tell executives that ‘bribery is bad for business. The payment of bribes is unacceptable. But there has yet ta be a single prosecution under UK laws. Only four allegations have been referred to the National Criminal intelligence Service, and only ‘one is under active investigation, ‘The government's position appears in tune with companies’ claims that they need flexibility to operate in countries where small bribes are commony The CBI, the employers’ body said last night it was ‘important to have a sensitive approach, because business has to deal with the world as it is, not as it would like it tobe. Some executives complain that First World standards do not suit ss the realities of doing business in developing countries. They argue that strict enforcement will deter investment. Susan Hawley [Level of aay UK government backtracks over bribery ‘a consultant to The Corner House, oa think-tank, said: ‘Its shocking that the government does not avour prosecutions - the laws are not really going to be taken seriously by the business & community until there are some high-profile cases, The Foreign Office hv encouraged staff to report serious allegations, but in effect advised them to turn a blind eye to payments of small backhanders to speed up services such as customs clearance, ‘Whilst small payments are strictly illegal, we do not envisage circumstances in which there would be a prosecution, the memo sent by Mr Straw la year states, The Foreign Offic said its policy of educating British companies about corruption reflected the fact that it took the issue seriously. ‘It is absurd to suggest that we do not treat our work on enforcement... with the #5 utmost importance; an official said. From the Fin cat iesSevvdvdvvudvvuedvvsesvvvvvevsuvveuvdsd ud UNIT 11 Ethics ion apa 8) The UK introduced laws against corruption under the influence of the US, ) The UK Foreign Office will nat prosecute in cases of coruation involving small payments. ©) The cost of corruption to business worldwide is nearly £800 billion per year. 4) Some say that you can't apply the laws of advanced Industrial countries to developing countries, but others disagree. @) No one has been prosecuted under UK anti-corruption laws yet £) Jack Straw is British Foreign Secretary (Foreign Ministe) 2. Correct these statements about expressions from the article, (Not all the words in italics below are real ) Persecution is when the authorities accuse someone of a crime at a tril ) Ifthe authorities inforce laws, they organise trials for people wha break ther. ©) Ifyou esteem an amaunt, you calculate it 4) IFyou sensibilise someone ta their responsibilities, you make them more aware of what they are and how Important they are ©) The noun related to ‘corrupt’ is coxromption. 1, When you tell someone about what they should do, you give them advise. 8) The way that people behave is their behavement, 3 Choose the best alternative to complete these statements about the expressions in italics. a) Ifa aw or regulation comes into force or comes into effect, it (line 24) 1) Is obeyed by everyone, i). becames valid Ii) becomes out of date. ) Ifyou come under pressure from someone, they try to Uline 26) 1) influence you. Ii) talk to you i) communicate with you, ©) An allegation isan (ine 38) instruction i communication, ii) accusation @) Ian activity is under investigation by the authorities, it is being tine ai) examined ii) ignored, Ti) encouraged ©) If someone's thinking is in ture with someone else's, they generally (ine 43) 1) disagree with each other ii) agree with each other. ii) don't care about each other. ‘4 Match the verbs 1-5 to the ideas a}-e) that they go with in the aticle 1 deter a) services 2 favour )_ prosecutions 3 report ©) circumstances 4 speed up ©) allegations 5 envisage ©) Investment 5 Now match the verbs 1-5 in question 4 to their meanings. a) tell the authorities about something ) make something less attractive ©) make something happen more quickly and easily ) Imagine or foresee something ©) want or prefer something 6 What is the key message of the article? Choose the best alternative. a) Without doubt, the UK Foreign Office wants anyone breaking corruption laws to be prosecuted, however small the offence. ») There are signs that the UK Foreign Office will not want people to be prasecuted for minor offences against the ruption lan ©) The UK Foreign Office has said clearly thatthe only way of reducing corruption is by educating business people, and that it will not prosecute anyone. Over to you 1 Go back tothe answer you gave in ‘Before you read’. Have you changed your opinion after reading the article? Ifo, in what ways? If not, why not? Over to you 2 As developing countries get richer, wil bribery become less ‘common or will it always exist? Give reasons to support your bzText bank | Text bank [TEEN Leadership Teaching leadership 1 Before you read Do you think that leadership can be taught? Why / why not? If itcan, how? Reading Read this article from the Financial Times and answer the qui i 374, lestions. By Simon London While leadership can be learnt, it cannot be taught. Tt is a skill that, like swimming or flamenco gutta is developed through personal experience and coaching. Stanford University’s Graduate School of Business likes to think of itself as better than the rest, Harvard may be richer and Wharton bigger; but v nowhere takes management more seriously than Stanford How does this rigorous institution approach ‘leadership It is a fleld so confused that isthe experts rarely agree on definitions, let alone what should be studied or how success should bbe measured or testable theories developed. Bob Joss, Stanford 20 business school’s Dean, has been considering this question since taking the top job five years ago. Now, nearing the end of his first term in office, he has an answer: 25 Stanford will have a Leadership centre, dedicated to adding academic backbone to the subject. “The challenge for us is to bring to leadership that rigour we have in other areas,” he says. ‘I cant predict exactly how it will develop, but our aim has got to be to encourage more scholarship’ Plans are still in the early stages, but the alm is for an interdisciplinary research centre modelled on Stanford's existing Global management, Entreprenieurship and Social innovation centres, Im addition to the new centze, Stanford MBA students will from. this year have the opportunity to take part in workshops designed to improve their leadership skills. Bight executive ‘coaches have also been hired from the local business community to give one-on-one feedback on Stanford's students, Sixty students are going through the pilot programme this year receiving no academic credits for their trouble. eel craic @ | School seeks to lead the field in leadership ss With leadership there is a challenge: how to develop leadership skills in each of Stanford's bright, but not always self-aware MBA students. 60 'Selfawareness - knowing who you are and the effect that you ihave on other people ~is a big part of this, says Prof Charles ORely, who is championing this side of 5 the project. ‘You dont get that by sitting in a classroom. ‘The pilot workshops now in progress are an attempt to build a leadership development programme that is effective and can be fitted round the rest of the two-year MBA programme. ‘We are not going to be taking 900 students up Everest? says Prof 75 OReilly, ina reference to Michael Useem, the Wharton leadership professor with a taste for ‘mountaineering. From the Financial Times {© Pearson Education Limited 2005 name mh mh mn OO mr nn Nn nn nN NK NHN Hn nn anSuvvuvuvuvveueveuUuUuuseeUUuueIUY (EEN Leadership 4. Read through the whole article, Who are 2) Bob Joss: ) charles O'Rellly Michael Useem? 2 Look atthe article. True o false, according to the writer? Find the expressions that support your answers. a) Leadership can be taught. ») Stanford is a more serious institution than other business schools. ) Leadership experts all have the same idea about what leadership is and how to teach it. 4) Bob Joss has been thinking about the idea of Leadership centre for some time. @) The centre wil bring rigour and seriousness to the subject. 3 Find appropriate forms of expressions in the article that a) the chance to do something, (1 letters) ) abilities. (6 letters) ©) hen someone tells you about your performance in a particular task. @ letters) @) experiment or tial. 9 letters) ) what universities award to students to show their progress through the system. (8, 7 letters) 4) knowing who you are and how others see you. (4, 9 letters) 4 Choose the best alternative to complete the statement a) A challenge is a task that is (line 28) easy 1) aificut ii) unimportant. ) Ifyou champion something, you try to (line 64) 1) Ignore it ID) discourage it. i) encourage I ©) Something that is effective (line 70) i) produces results, i) has no effect ii. wastes time, money ete 4) IFone activity can be fited round anather, the two things (line 73) ) work badly together il) work well together ii) ate not related to each other. ©) If you have a taste for samething, you (ine 77) DD distike it i) ike it i) avotd it TEETER © Pearson education tinites 2005 Text bank | 15 What s the key message ofthe article? Choose the best alternative. Stanford business school. a) has always thought that a Leadership centre would be a good idea. ) likes to test leadership by taking students mountaineering, Is trying to bring more rigour and seriousness to a study of leadership by opening the centre. Over to you a Think of a good leader you know. Describe what makes them a ‘good leader and give an example of their leadership skills. Over to you 2 Do you think its possible to bring the same rigour and seriousness to the study of leadership as to other business ‘School subjects, such as finance? Why / why not?Text bank Leadership Teaching leadership 2 Before you read Is it always easy to spot future leaders among junior managers? What are the signs of future leadership talent? Reading Read this article from the Financial Times and answer the By Herminia Ibarra Tough lessons on leadership | | | Grganisations “need better icadersi it they are to survive sant. prosper tn these. dieu oo that leaders are mae, tot bors Sore fer totire managers. BUG In o spite of the ensrsy devoted 10 Ieateship developments the return on_investinent rarely Comes. up. 10 the hopes "and expectations of partielpating « exeutives or company sponsors fs ever, the question Ws “Can Ieadership be eared?” | Sot of us ean agree on baie definitions. Simply state, leads | are people wh SpBablish new direction oF || galtorarour + Gain the support, cooperation anf commitment of those they [os feed to move in. that new ittecton [+ Motivate thom to. overeome Obstacles in the way of the | compeny’s goats Text bank 176 | ye Consider the experience of a manager called Anne. After a steady rise through the functional ranks in logistics and distribution, Anne found herself ss unable to handle a proposal for a radical reorganisation that came from outside her division. Accustomed to planning for annual improvements in her basic we business strategy, she failed to notice changing priorities in the wider market Although she had built @ loyal, high-performing team, she had «5 fow networks outside her group to help her anticipate the ne emancls. Worse, she was assessed by her boss as lacking the broader business picture. Frustrated Anne thought about leaving. Let us examine Anne’ situation more closely. No longer able simply to rely on her technical skills, Anne needed to acquire the ability to think creatively and consider a broader range of forces in finding a new strategy for the group. Asa leader, she Is expected to identify fonew trends and spot new © Pearson Ed of difficulty: @ opportunities in the business environment, She is also expected to recognise | new partners and find new we | inte tae now rather than what you know | of building and using networks | sardine level Anne had to change her | perspective on what was important and accordingly what she would spend her time doing, Letting go of old ways of thinking can be a terrifying proposition. The leadership transition, therefore, cam provoke deep &s selfquestioning: Who am 1? Who ao I want to become? What do 1 ike to do? Do I have what it takes to learn a different way of operating? Is it me? Is it worth i? From the Financial Times nmnnmnrmrnmrmrmrnnnmnanannanannnannananSee Oe ee Oe eee ee eS eee Se Leadership trained as leaders. desired results organisation Text bank, Read through the whole article True ar false? Find 8) Accustomed line 38) to planning for annual expressions in the article that support your answers Improvements in her basic business strategy, a) Well-managed companies think that people can be ) Customised ii) Habituated ) Investment in leadership training always bring the i) Used hy). she failed to (tine 40) notice changing priorities in the Leadership involves Four key skill areas. wider market 4) Anne had recently been recruited from outside her } did not i) lackea €) She was not aware of what was going on in the market. ii) missed ) Her boss thought that she had 2 good understanding of all issues. ) Anne thought that networking was a waste of time, fh) People who want to become real leaders should ask themselves seven questions. 2 Find appropriate forms of expressions in the article that a) to continue to exist. (7 letters) ) to do well and make money. (7 letters) taught. (letters) 4) what you want to get back when you put money into something. (6, 2, 10 letters) ©) what people think will happen. (22 letters) sentences or phrases that say what something means. (2 letters) 3 Choose the best alternative to replace the expression in Italics a) Establish (line 23) a new direction or goal fara group: ) Make i) Set it) Get ») Gain the support, cooperation and commitment (line 23) of those they need to move in that new directions 1) Involvement ii) hostility li) indifference ©) Motivate them to overcome obstacles (line 27) in the \way of the company’s goals; 1) objects il) barriers Ii) obsessions 4) After a steady rise (line 33) 1) series ofraises il) series of increases il) series of promotions @) .- through the functional ranks (line 33) In logistics and distribution ’) rings i) promotions iid levels 4) Anne found herself unable to handle a proposal for a radical reorganisation (line 36) 1) very big and important if) stight Ui partial Ee TIER © Pearson fsucation Limited 2005 4 True or false? Find expressions in the article to support your answers, Anne a) did not have the respect of her team, and they did not reach their targets ) did not know many people outside work ©) was good at seeing future requirements. 4) was considered by her boss as having @ good averall view of the company and its industry €) felt she could not go further in the company, 4) needee to think about more factors when considering, the wark of her team, 8) should have left the job of identifying new trends to others. Match the possible answers a)-e) tothe questions 1-5 from the article, 4. Who do lwant to become? a) Na, it isn't. There 2 What do ITike to do? much stress invo 3 Dot have what ittakes —b) No, I don't think it is me. toleam a ifferent way ¢)_| ke to take care of day. of operating? to-day issues. 4 Isit me? Ihave what it takes, but 5 Isitworth it? ‘prefer a quiet life ©) don't want to become anyone other than who | poem 6 What is the key message ofthe article? Choose the best alternative a) Leaders ) Leadership can be taught: companies can train up younger managers, but the managers have to ask themselves alot of questions. ©) Leadership cannot be taught: i's more a question of suitability for the job, hip can be taught: it’s enough to go on a few Over to you 1 What do you think of the three characteristics of leaders listed Inlines 22-29? Would you add others? Ifso, which ones? Over to you 2 Shauld emplayees be involved in choosing their leaders? If you agree, say what the benefits would be. Ifyou disagree, ssay why such an idea wouldn't work, 77aM Lg Text bank. COEF Innovation Encouraging innovation Before you read ‘Should innovation involve everyone in an organisation, of shoul be left to specialists? Reading Read this article from the Financial Times and answer the uestions.. By John Gapper Whon Yahoo, the Internet Sompeny. et up ts Research Lae J tastonth it handed control to Gary Fla Yahoos principal | sstloust He as the task of | | coming up with original ideas that might, just might, turn into new services. In one’ project, they programmed a computer to use } the Internet to answer questions on a CD-Rom edition of Who Wants to be a Millionaire? (It got '5 percent right). On the face of it, this doos ‘snot seem a targeted use of shareholders’ money. Yet there is a cold financial logic to what Yahoo has done, After all, it is | following in the path of Gooste, which has its own ‘technology playground’ called Google Labs, where it tries out new ideas. And it) was the inventiveness of Google's founders, Sergey Brin sand Larry Page, that left behind bigger technology companies, including Microsoft. "When logic demands flakiness | Indeed, innovation and iginality are highly valued by he stockmarket. When Pixar, the computer animation studio that made Toy Story and Finding Nemo, walked away from talks with Walt Disney on a_new ss distribution contract, its shares Disney's brand and its expertise in marketing and distribution were seen to matter less to the partnership as than Pixar's talents in computer graphics and entertaining story-telling. Drug companies are also rated heavily on their ‘pipelines’ of new «drags, which are being developed either in their own laboratories or at biotechnology companies with which they have partnerships. Sanofi-Synthélabo’s so takeover of Aventis was prompted by weakness in the latter's shares ue to doubts about its pipeline. ‘The drugs industry as a whole is searching for ways to improve its s5 rate of discovery. [Level oFitfcutty: Although they are often lumped | together, there is a distinction between research (or discovery, as it is called in pharmaceuticals | e companies) and development, A tot of big companies are good | at the Tater They obsere | competitors to see which things are worth copying, and use | market research t0 add. new features toexisting product lines, | Thos, consumer oot | companies are often skilled at Gevelopng now types chocolate | rebar ot household cleaner Meanwhile, Microsoft has made'ts — | | | | fortune from watching what others have done, and then coming up with its own version. 75 Bill Gates sald that Google had ‘kicked our butt’ in online search, but Microsoft is now working extremely hard to match, and Detter, Google. From the Finanlal Times : os a. avs vw wuvewewewewewewewewevvwevwevWwseovsevsevse#sgvuewsewseTwTwT © wo DEE Innovation 4. Read through the whole article and lst all the companies mentioned, 2 Use the verbs a)-f) to replace the expressions in italics in this extract of the article, a) having b) beat @) experiments with) gave ©) become 1) established When Yahoo, the internet company, set up*ts Research Labs last month, it handed = control to Gary Flake, Yahoo's principal sciemtist, He has the task of coming up with? original ideas that might, just might, turn into new services. Alter all iti following in the path of Googie, which has its onn ‘technology playground! called Google Labs, where ities out ® new ideas. And it was the inventiveness of Google's founders... that left behind © bigger technology companies, including Microsoft 3 Find nouns in the article that mean: 2) a place where shares are bought and sold. (11 letters) b) negotiations. (5 letters) ©) an arrangement to make a product available to buyers (a2, 8 letters) 4) knowledge and skill. 9 letters) €) when two or more companies work together. (1 letters) #) skills. (7 letters) 4 Look at these statements about expressions from the article. True or false? a) A pharmaceutical company’s pipeline (line 4a) is made of drugs it has already started to sel ») If an event is prompted (line 50} by another event, i s caused by it ©) If two organisations or activities are lumped (line 56) tagether, they are considered as one thing, 4) WV there is a distinction (line 57) between two things, they are the same. ©) If avriter mentions two facts, the fatter (line 62) a the first one that they mention, 1) A product feature (ine 66) is a characteristic of that product, 8) IFyou make a fortune (line 72), vou became rich, bh) To kick someone's butt (ine 76) means to help and support them. 1) Ifyou match (ine 78) someone's efforts, you do less well than them. on BILE, © Pearson Education tinted 2005 Text bank | 5 Whatis the key message of the article? Choose the best alternative. ) Companies’ innovation and product development are not considered important by the stockmarket. ) Research and development are extremely important, and companies in different industries have different ways of carrying out these activities. 2. One way to innovate is to copy the products of other companies. Over to you s What does your organisation, or one you know well, do to encourage innovation? Over to you 2 Is it easy to encourage innovation in large organisations? Why / why not? lz SeoText bank Text bank CEE Innovation Rewarding innovation Before you read Ifa researcher working for a company makes an important discovery, should some ofthe financial rewards go to the researcher or should they just be paid their normal salary? Explain your opinions, Reading Read this article from the Financial Times and answer the questions. ([eclefaieaty: @0@ | Japan must reward bright sparks By Michiyo Nakamoto | | ‘apanese industry shows Ji resistance to the idea | of rewarding merit. This was | hightighted last month when the Tokyo District Court ruled that | “Nichia, a mid-sized chemical company, should pay Shuji Nakamura, its former employee, ¥200n ($189m) for an invention he developed while at the company’ a way to manufacture blue | light-emitting diodes (LEDS), |The blue LED has revolutionised areas from the ssrecorded sound and film industries to traffic-signalling systems. Tt vastly increases the capacity of compact discs and DVDs and is likely to replace traditional light bulbs. Mr Nakamura’s invention transformed Nichia from an | obscure, rural chemicals maker ‘with annual sales of ¥20bn into a as global group with annual revenues of ¥180bn, The court’s decision, that Mr Nakamura’s contribution was worth 50 percent of the profits ye Nichia could make before its patents on blue LEDs expire in 2010, was widely condemned in ‘Japan, While the criticism focused on the sizo of the payments to Mr ss Nakamura, the ruling caused Geeper worries about Japan’s future. Business leaders warned that corporations, worried that they would face similar payments 4s to Successful researchers, would move their research and development operations offshore, ‘Some characterised it as a sign of the collapse of Japanese social «values, and some media commentators questioned the justice of rewarding an individual for his invention. According to old-style Japanese se corporate values, Mr Nakamura, nicknamed ‘the’ slave’ by his western friends for his low pay at Nichia, should have been pleased with his modest rewards, ss Yet, while his blue LED helped hew industries to start up, and was widely praised as one of the top inventions of the decade, no Japanese academic é institution offered him a job when he left Nichia, With US universities competing to hire him, it is not surprising that he ‘moved - with his bright ideas - to 4s the University of California. In Japanese schools, there are no winners on sports days. Apart from the relatively brief periods of innavation by companies such as ze Sony, Japan's high-technology industry has largely competed to offer similar products with little regard for their own specific skills Now these companies are s undergoing painful adjustment as they struggle to identify their individual strengths and make some money, Until Japan can offer both financial seand social recognition for individual achievement, it is unlikely to produce its own Microsofts or Dells ~ or for that matter, a better-performing Sony. From the Financial Times (© Pearson Education Limited 2005 SRRTTTY nnannaana a =BSeuudgayuyuvededsgevsseuvudueuvuedeuevueddBuevuvued ES} Innovation 4 Look through the whole article, Match each organisation 3-6 to a fact connected with it a) 4. the Tokyo District Court a) an example of an 2 Nichia innovative non-Japanese 3. the University of company California ) another example of an Sony Innavative non-Japanese 5 Microsoft company 6 Dell ©) with other Japanese companies, had a brief period of innovation in the past 4) recruited Shuji Nakamura ©) where Mr Nakamura made his invention 1) ruled that Mr Nakamura should receive more invention 2. Complete these statements with correct forms of expressions from the article. a) Han idea is distked, there is cnn tit b) Ifa company pays someone for good performance, it ©) Acompany that is neither very big nar very smallis ) Instead of saying an ‘exemployee’, you can say @ employee. €) Ifan invention completely changes an industry, it 1 something is not wellknown, itis 8) Another word for‘sales' is. 3. Choose the best italics. 4) .. Mr Nakamura’s contribution (ine 28) was warth i) work i) benefit it) payment 1) .. before its patents on blue LEDs expire line 33) in 9) star i) continue i) end ©). was widely condemned (ine 32 in Japan. 1 praised id ignored i) criticised 4) Business leaders warned that corporations. would move thelr research and development operations offshore (ine 42). 9 inland i) abroad i) to an island site lternatives to replace the expressions in EQTITIETER © Pe2rson education Limited 2005 Text bank ©) Some characterised (line 43) it asa sign ofthe collapse of Japanese social values, i) described 1D criticised Tid ignores £1 and some media commentators (line 45) questioned the justice of rewarding an individual fr his invention. 3) inventors 1) Journalists lid lawyers ‘4 Match 1-7 with a)-g) to make expressions from the article, 1 corporate 2) institution 2 modest b) achievement 3. academic 9) adjustment 4 hightechnology industry 5. painful ©) values 6 social 1) rewards 7 individual 2) recognition 5. Now match the expressions in question 4 to their a) an industry based on recent ideas and inventions ) the ideas that companies think are important ©) when someone is paid very little 4) a university or similar organisation ©) the level of success that one person reaches 1) a change that is very difficult to make 8) when someone is recognised and praised by society for what they have done pr enom 6 What isthe key message ofthe article? Choose the best alternative. Successful inventors in Japan a) ate not given individual and social recognition, and this, will have long-term negative effects on Japanese b) sometimes go to work at American universities, ©) will have to get used to the idea that their efforts will not be rewarded in the same way as they would be in the west Over to you 1 Ae inventor evarded wel in your country? Over to you 2 Is it possibe for companies to be innovative al the time? Why / why not? 381aCe ula | Text bank CE me Competition Price competition [Lect ofaifea Before you read When you buy products, do you Look forthe lowest price or do you have other criteria? Think of some examples of things you have bought recently. Reading Read this article from the Financial Times and answer the questions. Boost brands and profits with the right price By Tony Cram However. competitors can fight carries a belt loop, while Lakeland back. Jet Blue ~ launched in Willows’ Spring Water contains Pricing is the second of the four February 2000in New York does salacin, a naturally occurring | :PS'of the marketing mis. Much” not offer the lowest fares on the aspirin, which combats heart innovation and energy has been market, yet succeeds via abenefit- disease, If they offer genuine | focused on the other three Ps - ted. advertising message to value to consumers, such benefits s product, place or (distribution) consumers. It trades on such allow producers to sustain or raise and promotion. Yet marketers 35 features as its in-flight comforts, prices. | have neglected the innovative “24 channels of DirecTV and ss Misperceptions are particularly potential of pricing. For example, industry-leading punctuality, In common in product launches, | managers need to develop akeen July 2004 Jet Blue delivered its where managers often set the sense of the value of thelr sth consecutive quarter of profit price of new products too low. | |e epiacei ono those jo and a 141 percont operating Take a historical oxample. In Bf competion. Loweroriced. Stag, ve Aust 1969 the Bris Motor competitors can severely damage "Bottled water brands have " Corporation lost its nerve on the | | _ customers jernptions ot value aitaps" fred loepriced_ tv of the onal launch a the vsin an industry by encouraging gompelition “namely apaier= Mini, reduelag the planned | Customers to take lower pices qr "have. soon. vemarkable lst pice to st below te [500 | the prints eather than any growth in the past decade by >: level "the Towel of perelved product or service bene Sitorontiation anda foeus on peyehologtalnpartance Te car | Pithe'‘emergence of discount nefits Owtabel brands fiom Wes an instant sles succes and ze airlines is a prime example of this: supermarkets grew by 19 perc demand outstripped supply. | Southwest Airlines, the highly so in the UK market in 2009. Danone However, profitability was so low successful low-cost US airline, ” Waters launched Volvie Revive, as over the early years that it was increased its share of domestic mineral water based sports drink, hard for the company to invest in fight revenue from 3.2 percent in and grew by 29 percent in 2003, the car's subsequent development. 351900 to 12.9 percent in 2002. Other big brands focused on Ryanair and BasyJet have seen 5 different qualities, Evian’s Nomad. similar success in Europe. ~ pottle, aimed at outdoor types, ‘Brom the Financial Times _o Pearson Education Lines 2005 SIRPENITTTYVUUUTUUUOUUUeuuueuuUuUuTdad CLEVER Competition 4. Which three ofthese industries are mentioned in the article? a) bottled water ») construction ©) computers @) airlines @) banking #) cars 2 Look at the article. True or false? Find the expressfons that support your answers. 4) Alot of work has been done on product, place and promation, b) Marketers have thought hard about pricing for along, ©) Managers need to follow competing companies! prices. 4) Low-price competition in an industry is always a good thing ¢) Southwest isa traditional aitne £) Jet Blue competes on price, 2) Jet Blue offers only basic insight services. 13. Choose the best alternatives to replace the expressions in italis a) Bottled water brands have always faced (ine 43) low priced competition - namely tap water — Ignored if) experienced i) looked at b) .. yet have seen remarkable (line 4s) growth in the past decade ’) outstanding ID) average ii) tow ©) by differentiation ... ine 47) being marketed on price Ii) being marketed in cifferent ways ii) being marketed as soft crinks. 4) Evian's Nomad bottle, aimed (ine 56) at outdoor types, carries a belt oop. 9) objected i) goaled lid targeted ©) «while Lakeland Willows Spring Water contains salacin, 2 naturally occurring aspirin which combats {ine 60) heart disease D helps ii) goes against ii) Nights £) If they offer genuine value to consumers, such benefits allow producers to sustain (line 63) or raise prices. D keep ii) same EEEEETEETIED © Pearson esucation umes 2605 Text bank | 4 Correct these statements about expressions from the article a) sisperceptions is @ word related to the verb ‘receive’ b) Common means ‘infrequent. ©) Historical is an adjective related to the word ‘hysteria’ 4) The infinitive ofthe verb related to launch has another form. @) Perceived is related to the noun ‘reception’ 4) Instant means ‘in the distant future 8) If demand outstrips supply, itis lower than the supply. bh) Subsequent means ‘earlier 5. Whatis the key message ofthe article? Choose the best a) Pricing a key element in the marketing mix, and one that has been studied intensively for a long time. ») Price continues to be the factor by which most products are judged, ©) Instead of competing on price, products can compete on perceived benefits Over to yous ‘Think about your organisation or one you know well. Does it mainly compete on price or on product or service benefits? Over to you 2 Can you think of important price levels for particular products. For example, in cats, does €30,000 represent a dividing tine between ‘ordinary’ cars and luxury ones? 283aoa Ug Text bank UMETH Competition Competitive forces Before you read What isthe biggest competitive threat to your organisation, or fone you know well? Reading Read this article from the Financial Times and answer the questions The master strategist By Morgan Witzel Jehael Porter came Minors ining es competitiveness to business and sgovernments. In the 1980s, however, he wrote several popular and respected books on business strategy, introducing basic tools of strategic thinking such as the ‘five w forces’ model and the value chain. It is for this work on strategy that he is likely to be remembered, and his ideas have had a wide impact. In 1999, Fortune called him the single most important strategist ‘working today, and possibly of all time. Prof Porter views strategy from the standpoint of economics, and . his ideas on how strategy should be Implemented are based on an understanding of competition and other economie forces, Strategy is not devised in isolation: a s company’s options will always be limited by what is going on around it His famous ‘five forces’ model shows the constraining seimpact that competition and environment have on strategy. ‘The five forces identified by Prof Porter are a) the threat of new entrants y and the appearance of new competitors ») the degree ‘of rivalry among existing competitors in the market; ioc) the bargaining power of buyers; @ the Dargaining power of suppliers; e)the threat of substitute «5 products or services that could shrink the market ‘The strength of each of these forces varies from industry to industry, but taken together se they determine long-term profitability: They help to shape the prices companies can charge, the costs they must pay for resources and the level of ss Investment that will be needed tocompete, From the external environment, he turns to the company itself. Companies make products and a deliver them to consumers, but they can also add value to the basic product in a variety of ways and through different functions. Value can be added directly, for 6s example by giving a product new technology features, or indirectly, through measures that allow the company to become more efficient, Prot Porter argues that every product follows a critical path through the ‘company, from its inception to its delivery as a finished article. At every stage along this path there are opportunities to add value. This path he calls the ‘value chain’ The value chain is crucial, he says, Decause it demonstrates that the company is more than just the sum of its parts and activities: all activities are connected. and hat is done at one stage affects work at other stages. The ss company needs to examine its value chain and decide where it can add value most effectively to meet competitive pressures in the industry. yo These concepts can be applied to entire sectors and national economies as well as individual companies, and Prof Porter went on to develop his theories wo of national competitiveness in great detail rom the Francia Times mnn nm Onn OnmManannn anna nannma a a aSeuvsvvvedvdwvdvveuvuuewvwdvuevvuudsduTse id CECE Competition 1 Read through the whole article. Tue or false? Find expressions in the article that support your answers, a) Michael Porter started working on strategy in the 19908. ») Porter became famaus as a consultant in the 1990s. ©) Porter's model describes six competitive forces. 4) The forces operate differently in each industry. €) With the value chain, companies can only become more ‘competitive in one way. {The value chain is very important for a company in analysing the competition 8) Porter’ theories can be applied to economies, and he has looked at the economic competitiveness of countries. {2 Find expressions in the article to complete these statements, 2) Apart from ‘competition’, there is another noun related to’compete's itis (a5 letters) ») IV ideas are admired and considered to be serious, they are Gletters) 9. The main ideas used to analyse a particular situation are the of analysis. (, 5 letters) 4) If something has a lot of consequences, ithas a G4, 6lett ©) Someone who work: (0 letters) 1) Ifyou think ofa strategy, you put itinto practice, you \n and thinks about strategy isa i and when you it letters) 3 Relate each of these examples to the five compet forces a)-e) In lines 34-46. 1 There are alot of makers of washing machines, and buyers can easily go to another supplies for a cheaper madel. Prices are falling all the time. 2 There are permanent price wars between the three main supermarket chains in a country and competition is. described as ‘ferocious’ 3 Makers of typewriters the appearance of PCs. 4, Theres only one supplier to this industry, anc companies init complain that the supplier can charge what it wants to 5 Acompany that until now only produced film starts re driven out of business by 44, Look at lines 69-77. Put these parts ofthe value chain for a new product into the order in which they accu. 2) The marketing department appoints an advertising agency six months before the product is launched. The agency finds a siogan that becomes an everyday The R & D department finds a new chemical product for ‘a washiing povider that washes clothes whiter than existing products ©) Ten months before the launch, the production department produce the washing powder with costs that are 30 percent ess than competitors’ costs. MOET © Person Esction ines 2005 ») Text bank 4) The marketing department sees the potential ofthe new product and gives it priority over ather products so that itenters production first. ‘) The month before the launch, the sales team persuades supermarkets all over the country to give the new product a lot of shelf space when its launched. 5 Choose the best alternatives to replace the expressions in italics. a) The value chain is crucial (line 78), he SayS, x } unimporta i)_quite Important ii) extremely important b) ...because it demonstrates (ine 79) D shows i) signals ©) «= that the company is more than just the sum (ine 81) ofits parts and activities: total i) whole Ui overall @) «all activities are connected (line 82), and what is done at one stage affects work at other stages. i) attached i) interrelated il) chained ©) The company needs to examine (line 8s) its value chain and decide where it can add value most effectively D analyse iD inspect Ti) took ater ) .. to meet (line 88} com industry reach i) resist and overcome i) rendezvous with 8) These concepts can be applied to entire sectors (ine 91) and national economies as well as individual companies, areas i) districts ii industries tive pressures in the 6 What isthe key message of the article? Choase the best alternative. The artile looks mainly at Porter's a) consulting work for governments on national ) teaching in the s990s. ©) work on the five competitive forces and the value chain. Over to you 1 Analyse yout company, or one you know well, in terms of Porters five competitive forces. Over to you 2 Does competition always improvethe performanceof [185 companies? Why / why not? =Text bank | Text bank Gee eee ank answer key Unit a Business-to-business branding adabec aad 38 aa se 6 3 1b 2a 3f ge sd 6c % a)false b)tue ctrue d)true e)false f) true g)false fH) true 5 a)foreign b)request c)unique d)extend e) Arena A appeal bh) pays off 6b 8) executed strategy Brands and passion 4. a) Krispy Kreme, Poiléne, Tide, Harley-Davidson, Cheerios, Frita Lay, Stax, Practer & Gamble, Pringles b) doughnuts, bread, soap powder, motorcycles, breakfast cereal, potato crisps (chips in Amie) 6) Kevin Roberts, Chief Executive of Saatchi & Saatchi Worldwide, the advertising agency: inventor ofthe idea of lovernarks" Seth Godin, a marketing consultant Ben McConnell, co-author of Creating Customer Evangelists: How Loyal Customers Become a Volunteer Sales Force 2 a) true ») false 9 false 4) wwe ©) false 3a) exclusivity ) obstacles ©) conflicts 4) craze €) emotional involvement 1) overcapacity 4 aii bi Oi Ail Bi Ail 5a Unit 2 Hotel hotspots afabe 2. a) gains momentum ) gr ©) hotspot @) get online 86] ©) predicted 1) deployment 8) capability 1) adoption 3 a) false ) false © twe 4) false 4 ait bi Om a) 5 The importance of eye-to-eye contact 4 a) true 6) false 0 false ¢) tue ©) false 2 ali bil Oil Ail ei 3 a) frenetic b) frequent 9 routinely 4) rational «) illogical f) exhausted 4 aii Di Oi i ei Hii 5 1e 2a 3d 4b sc 6 16 2¢ 34 4a 5b AD units Morale in service organisations AD oo dd 2 a) perceptions b) satisfaction ¢) productivity @) polices and practices) morale 3 a)irue b)false e)false d)false e)true f) false g)true h)iue i)false j)true 4 a) beyond your control b) mood © irascible @) saps ) physical labour f) emotional labour 8) extiustion h) bear the brunt 5D Organisational learning 4. a) The Fifth Discipline ) Society for Organizational Learning (Sol) ©) BP, Shell, Hewlett-Packard and intel opearson Eduction United 2005 IUETERTETIEY anonmnrmrmmmenrnmenmnnmrmennmrmnnmnmremnmmnmmnmnmnmn nmSuvgeuvuvweeveueevueeueeeeeeeuese ss 4) Sloan School of Management at the Massachusetts Institute of Technology ©) Professor: Edgar Schein, senior lecturer: Peter Senge ) Chris Argyris 2 a)true b)false true d)false etrue Atue s)false 3and4 1b human systems—e 2 organisational development -¢ 3 defensive routines ~a ‘4 corporate life -f 5.8 unspoken assumptions ~b 6¢ established processes -d 7 individual behaviour ~ ¢ 5 a) undeniable b) humane ©) true believer 8) intriguing ©) goals 1D) environmentally unfriendly 1) supply chain hy Darwinian 6c Unit 4 Implementing change 210 2¢ 3b 4a 5d 2 a) resignation b) redundancies ©) workioad ) consultation €) incentives 4) job specification 3.1 I Oi MF Bi Ni 4 a)false byte Qtue d) false e) alse tue 5 a)4opercent b) 76 percent «64 6a ent changing economy 2 a) Nanchang, Shanghai, Fuzhou, Guangzhou ») Jiangxi, Hunan, Anhui, Guangdong, 9 Greencool, Midea, TCL, Teco Group 2. a) False. Inland cities such as Nanchang ) True... have been largely off the mop for foreign and domestic investors. ©) True. Nanchang’s fortunes are changing. @) False. The construction of several motorways and railways in the past few years has made the city less remote. ©) Tre. [lt] has attracted manufacturing industries inland from the coast f) True. “.. Weare at a hub between the Pear River Delta ‘and the Yangtze River Delta.” 3and4 2¢ main attraction 2 average wage —h 3 concentrated manufacturing capacity ~d 42 southern province - a 5h thinnest profit margins ~g EMEMENTTER © Pearson ecucstion Limited 2005 Text bank 6 first arrivals ~F 7 domestic manufacturers ~ b Be cansumer electronics ~¢ 5 aii BVI Oil Ai eili i gill B eo Unit 5 Company results: cars 4 a) 3.7%, 5.5% b) €1.5: billion, 29% ©) €20,76 billion, 29% A) €64.05, 5.3% ¢) €.28billion 21e 2d 3g 4b 5a 6c 7h 3a) explosive b) strong 9 drawn to @) distinctive @) buoyant ) gloom 8) stable 4 a) €282 million ) 44%, €939 milion ©) 20%, €124 million 5 aii bi Oil di eit Company results: pay TV 4 a) false b) false 9 tue @) tue @) te 1) tue Dk by false 21b 23 3d 4e sf 6c 3a) runs out of steam ) set outa target ©) Infrastructure @) dividena @) penetration #) take-up ) scratched the surface Unit 6 Advertising to Hispanics Aone i 2 aii i Oil Ai Qi Hi Hil 3 a) true ») false tue ® true @) false 1) false 9) tue 1g 2f 3d 4a 5b 6e 7¢ re 2g ad 4c Sf 6a 7b 6 187Text bank Text bank, Should advertising to children be banned? 2 a) Sveriges Kosumentraad ) Emelie Lothgren ©) Viacom's Nickelodeon and Time Warner's Cartoon Network 4) 1V3 and Kanal 5 2 a) False, SK is stepping up its fight. ) False. Skis a coalition of tra influentia True, SK wants Sweden's ban extended to the entire European Union. 4) False, Europe's food and toy industries have long fought against the ban, €@) True. $X'5 actions will delight consumer groups. 3 aii Dili Oi Ail Oi Hi gi 4 a) media b) commercials 9) slots 4) aim @) campaign 1) earlyrisers verb noun commercialise commercialisation apply application penetrate penetration broadcast broadcast advertise advertising, advertisement) 6b Unit 7 Cultures and outsourcing Before you read 2 a) India, Asia, Malaysia, eastern Europe, Poland, Hungary, the Czech Republic, China, Latvia, reland, the Netherlands ) US, UK, Russia, Germany 2 a) headway ») provide ©) skilled gain ©) deals with #) operate 8) learning curve 3 aii Hi Oi Oi Mi NF gi Mw DI 4 a) significant poo ) research institutes ©) graduates @) location ©) experts outsourcing 5 1b 2f 3g 4e 52 6c 7d 6. US and European business cultures 4 Mentioned: a, by df Not mentioned: ¢, e, h 388 oun adjective experience experienced ration rational culture cultural ratty rare seniority senior legitimacy legitimate 3 a) rae b) experienced ©) senior 4) Cutturl ©) legitimate £) National 4 a) True, children are expected to go home for lunch b) False. that’s pretty tough to accommodate as well as work. False. in the US, you have more day care and more ‘opportunities for women to balance working with raving « fori False. she is a corporate insider, having spent 13 years with the publisher. ©) False, The company reported sales of €3.4bn (S9.2bn) last year 4) True. ‘7m able to do things in Europe from a restructuring perspective that would be much more dificult the chairman was a European.” 5 a) heavy going ) geographies ©) positions 4) board member ©) approach 1) communication style ®) goal 6 a) Instead of saying ‘quite direct’ or very direct’, you can say ‘pretty direct. b) The adjective relating to ‘optimists ‘optimistic’ ©) Aword meaning ‘lever and skilful is ‘subtle’ 4) IF you listen very carefully to you listen to the nuance of what is being sad, ©) In companies, the ttle ‘chaieman’ can be used for men 4) Instead of saying ‘reach a goal’, you can say ‘meet 3 goal’ 6 'at someone is saying, Unit 8 Asking for a raise 4 a) Head of an executive recruitment firm ) Career caunselor and author ©) An executive coach 4) An accountant who wanted a raise 2 a) co-workers b) candy 9) rumours @) behaviour @) executive coach ) boosted © Pearson Education LitesS®uUvseUuueudsVUeUUUUUVUUUUUuUUY 3and 4 offer value—f 2 forget your experience - g 3h present a dumb case ~b 4e altract new customers —e 5 retain present relationships —a {6 improve the company's bottom line ~h 7b enhance your employer’ reputation ~d 8F boost morale ~c 5 a)false b)true c)false d)true e) false 6 aii Bi OH Oi OM Hi re Spending the company’s money rbeadte 2 aii Bi Oi Ai Oi HT 3 adiue Btue false dine @ false a> 5 a)false b)false true Unit 9 Trade and textiles zand3 7 1b 2g 3f 4c sd 6a 7e 46 per capita income —b 2f trade concessions —F 3 quota system —e ‘4¢ Industral park 5b economic cnit 6a maquiladora model~a 74 cheap labour~g a) stable b) highway ©) access 4) bartiers €@) union recognition ) value added a) True, The sector emplays 114,000 people. ) False. Employment has stayed steady during the first three phases of the iting of quotas. ©) False. .. about 80 percent of Honduran gament production is simple products such as T-shirts. 4) True. Products such as T-shirts] are hardest to protect against low-cast producers. ©) False... 20 percent of the industry's employment comes from Asian companies, a) If you react in a particular way to 2 situation, this is your response. ) Another word for idea’ is concept. ©) Ifa company makes materials, it produces them. 4) A company that makes something is a @) Using computers to design something is computeraided design. 1) When two pieces of stitched. th are joined together, they are b Text bank Questioning globalisation a) Tue, For: Its supporters say that on a wide range of measures... more people have become richer ata faster pace in the past 60 years than ever before. Against However, globalisation’s opponents would claim that this success has had its negative sides ») True, The costs mentioned are not just... the flight of jobs from developed countries to less developed ones (or the environmental damage caused by the develop! world’s rapid industriaisation, but. glabalistion’s and cultural effects. ©) False. The paragraph refers to benefits of globalisation inthe developing world, especially Britain... for those of us in the developed world, there is hardly @ part of cour lves that globalisation has not touched. On the plus side, for example, it has greatly increased consumer choice: Britons can now buy strawberries all year round. False. The paragraph refers to the need to look at costs and benefits. There should be an attempt fo weigh up the costs and benefits of globalisation to decide whether, on balance, itis making the world a better place or a worse one ~ not just economically, but across a range of issues. @) False, Personally. would be more interested in reading its cost/beneft analysis ofthe soctal and cultural questions, ab 2d 3c 4e 5g 6a 7h ai bili Qi i ei d 2a 3e 4b 5¢ cab b ¢ Unit 10 Principles of quality 3 a) False. Joseph Juran, along with W. Edwards Deming and Philip Crosby, is one ofthe founders ofthe quality b) True. 1s born in Romania in 1904, but grew up in rural Minnesota ©) False. After the second world war he joined the faculty of New York University and begaa further revising and publicising his ideas. @) False, He begins from two principles ©) Tue, .. managers have to realise that ‘they, not the workers, must shoulder most ofthe responsibilty for the performance of their companies True, juran insists that quality is defined by the user, nat the producer. 8) False. Quailty is implemented in three stages. a) adopt, implement ) concentrate ©) attend @) develop ©) join 1) revise 8) publicise aii Bi Oil Dit iiText bank Text bank 4 verb noun produce producer perceive perception assess assessment implement implementation require requirement deliver ery coordinate coordination allocate allocation evaluate evaluation identify identification improve improvement 5 banda Quality studies 11g 20 3a 4c sf 6d 7b 2 a) false 6) true 0 alse #) tue @) tue ) tue 3 Noun Verb form Verb base form inarticle (infinitive) tie tying tie performance performed perform rankings, rank lead lead lead struggle struggled strugale prediction wouldhave predicted predict satisfaction = — satisfy 4 a) dominated ») for the second year running had narrowed the gap with 4) acioss the board @) ative ) tomake up ground lost 8) inspired by bh) came bottom ofthe list Unit a1 Industrial espionage 4a) Japan, US, China, South Korea ) Sharp, Hitachi, I8M, Matsushita, Sony zand3 1b manufacturing plant - @ 2a rival company -f 3f trade secrets—a 44€ industrial espionage ~b 5 intellectual property -€ 6 domestic law—d 74 criminal offence -c 4 ate b)tue Afalse die e)false A tue 5 a)detain b)enact leak d) transfer @) gain A differentiate) prevent h) protect, 6a 390 Bribery and corruption tcfaedd 2a) Prosecution b) enforce ©) estimate @) sensitise ) corruption f) advice 8) behaviour 3 ai Hi Om di @ 4 deter investment 2 favour prosecutions 3. report allegations 4 speed up services 5 envisage circumstances b ze 3a 4c sd Unit 12 Teaching leadership + 4a) Dean (Director of Stanford busines school 'b) A professor who supports the idea of developing leadership sills amang students ©) Aprofessor of leadership at Wharton 2a) False, Wale leadership can be learn, cannot be taught. b) True... nowhere takes management more seriously than Stanford ' ©) False. ... experts rarely agree on definitions, let alone what shouldbe stdieg. 4) True. (He) has been considering this question since taking the top job five years ago ue Stanford will have a Leadership centre, dedicated backbone tothe subject. ( ° fo adding acader 3 9) opportunity ») skits ©) feedback ( 4) pilot programme ©) acedemic credits £ seltawareness ( 4a Hii di OK at 5c Teaching leadership 2 4 a) True, Wellled companies know that leaders are made, ( not born, and invest inthe development of their future mnagers. 3) False. the retum on investment rly comes up othe ¢ hopes and expectations of participating executives or company sponsors, ©) False. Most of us can agree on basic definitions [of ( leadership and three fallow @) False. After steady rise through the functional ranks in logistics and distribution, Anne ( ©) True. ..she failed to notice changing priorities in the wider market 1) False, ..she was assessed by her boss as lacking the ( broader business picture. Crews edvatontne 5 TI ¢wvvvvvevvHvsuvuvUvuUvUuUUUuUUTUUuEUUUY 8) True... for Anne, working through networks was political activity. and she had always rejected (this as}, ‘time-wasting on politics’. h) False. Who am !2Who do I want to became? What do | like to 40? Do | have what it takes to learn a different way of operating? sit me?s it worth it? six questions 2 a) sunvive ) prosper ©) made 4) return on Investment ©) expectations 1) definitions 3 aii Di Oi Ai Qi Hi git mi 4 a) False... she had bull a loyal, high-performing team. ) Tiue.... she had few networks outside her group. False, [She didn’t have the networks] to help her anticipate the new demands. d) False. .. she was assessed by her boss as lacking the broader business picture. ©) True, Frustrated, Anne thought about leaving f) True, Anne needed to acquire the ability to think creatively and consider a broader aray of forces in finding a new strateay forthe group. 8) False, Asa leader, she is expected to identify new Text bank j Unit 14 Price competition sagt 2. a) Tive,... Much innovation and eneray hos been focused on the other three Ps - product, place (or distribution) ‘and promotion. ) False... marketers have neglected the innovative potential of pricing. ©) Te... menagers need to develop a keen sense of the value of their products relative to those of competitors. 4) False, Lowerspriced competitors can severely damage customers’ perceptions of value @) False, Southwest Airlines, the... low-cost US airline. £) False Jet Blue... does not offer the lowest fares on the market. ) False, I trades an such features as its in-f 24 channels of DirecTV. ai bi Ot Ait eit Hi 2) Misperceptions is @ word related to the verb ‘perceive b) Common means ‘frequent’ ©) Historical is an adjective related to the word ‘history 4) The infinitive ofthe verb related to launch is the same word. comforts, trends €) Perceived is elated to the noun ‘perception’ 5 1e 2¢ 3d 4b 5a it ‘immediate’. p an f) tnstant means ‘immediate’ _ 8) !f demand outstrips supply, it is higher than the supply. g ; 1) Subsequent means at?’ Es Unit 43 5 = Hy ES Encouraging innovation 4. Yahoo, Google, Microsoft, Pixar, Walt Disney, Sano ‘Synthélabo and Aventis (now one company), Microsoft aif 2e 32 4c 5d 6b 3 a) stockmarket b)taks ¢) distibution contract 4) expertise e) partnership f) talents 4 a)false bytue otrue d)false e)false A true s)true hy false i false 5b Rewarding innovation taf 2e 3d 4c 5a 6b 2 a) resistance ») rewards ©) mid-sized @) former ©) revolutionises ) obscure 8) revenues 3 adi dil Om Ai ei NH ands ie corporate values ~b 2f modest rewards ~c (ors 63) 3.a academic institution ~ d 7 4 bigh-technology industry 5. painful adjustment ~f 6 social recogeition ~g 7 individual achievement -e 6a 3 4 5 EXETER © Pearson Education vinites 2005 6 Compet 4a) False, In the 19805 e forces he wrote several popular and respected books on business strategy. ) True. Michae! Porter became famous in the 19908 05 a consultant on competitiveness to business and governments, ©) False. His famous five forces’ model shows the con straining impact that competition and environment have (on strategy 4) True. The strength of each ofthese forces varies from industry to industry. ©) False, Volue can be added directly, for exemple by giving 4 product new technology features, or indirectly, through measures that allow the compony to become ‘more efficient. True. The compony needs to examine its value chain and decide where it can add value most effectively to meet competitive pressures in the industry True. These concepts can be applied to entire sectors ‘and national economies as well as individual companies ‘and Professor Porter went on to develop his theories of national competitiveness in great detail a) competitiveness ) respected ©) basic tools 4) wide impact @) strategist 4) devise, implement 1c ab 3e 4d $a bdcae aii bi Oi Ai ei Hi git : vw