Case-based reasoning as a technique for knowledge management in business process redesign.
中国大学MOOC商务英语-案例篇单元测试及考试答案

本次得分为:28.00/30.00, 本次测试的提交时间为:2020-02-27, 如果你认为本次测试成绩 不理想,你可以选择 再做一次 。 1 单选(2 分) If you're looking to boost customer satisfaction, one of the most promising places to start is____________. 得分/总分 A. financial goals B. customer management C. stakeholder interest D. customer service 2.00/2.00 正确答案:D 你选对了 2 单选(2 分) It is believed that increased satisfaction has a (an) ____impact on consumer spending, cash flow, and business performance. 得分/总分 A. negative B. positive 2.00/2.00 C. unknown D. neutral 正确答案:B 你选对了 3 单选(2 分) A study of 200 companies shows a clear correlation between higher levels of customer satisfaction and______. 得分/总分 A. stake risks B. stock options C. stock prices 2.00/2.00 D. share dividends 正确答案:C 你选对了
Unit 1 Quiz 返回 已经超过规定的测试次数或提交截止时间已过。你可以作为自我学习进行测验,但提交的结 果将无法获得学分。 1 单选(2 分) On the accomplishment of CSC assignment, employees hone their cultural and __________ literacy. 得分/总分 A. technological B. marketplace C. educational D. legal 正确答案:B 你没选择任何选项 2 单选(2 分) The CSC idea is to instill _____________ and leadership skills for less-structured, diverse business environment and cultures. 得分/总分 A. market competence B. global perspective C. partnership D. managerial confidence 正确答案:B 你没选择任何选项 3 单选(2 分) CSC represents not only cutting-edge career training, but also a major advance in the practice of ___________. 得分/总分 A. supply chain management B. economic development C. cost savings D. corporate social responsibility 正确答案:D 你没选择任何选项 4 单选(2 分) Corporate social responsibility is no longer viewed as __________________, but an investment
商务英语阅读(可打印修改)

Terminal Examination for Business English Reading of2015~2016(Ⅱ)The importance of Brand building in today’s global market 1.AbstractWith the guidance of Mr. Qian we have successfully finished the study of Business reading course. This course is set to improve students’ comprehensive ability, it has not only improved my English reading ability but also richen my business knowledge. In this term, Mr. Qian has led us learned four units of the text book. Among them, unit 8 ‘Brand and branding’ makes me interested most which is about the global market power of American brands and strategies behind their dominance. It is obvious that brand is important in today’s global market; therefore in this essay I will mainly talk about why brand building is important in today’s global market.2.SummaryWith the tides of globalization, numerous products flood into global market. Customers have multiple choices when they purchase goods as well as services. The market becomes more and more competitive and capricious. In such background brands are more important now than at any time in the past 100 years. In this essay, first I will demonstrate the features of today’s global market and then I will introduce the definition of a brand, at last, I will talk about the importance of building a brand in terms of customers, new markets, product cycle and the company value.3. Today’s global marketIn many ways, today’s business environment has changed qualitatively since the late 1980s. The end of the Cold War radically altered the very nature of the world’s politics and economics. In just a few short years, globalization has started a variety of trends with profound consequences: the opening of markets, true global competition, widespread deregulation of industry, and an abundance of accessible capital.At the same time, we have fully entered the Information Age; Starting breakthroughs in information technology have irreversibly altered the ability to conduct business unconstrained by the traditional limitations of time or space. Today, it’s almost impossible to imagine a world without intranets, e-mail, and portable computers. We are rapidly shifting from an economy based on manufacturing and commodities to one that places the greatest value on information, services, support, and distribution. That shift, in turn, places an unprecedented premium on “knowledge workers,” a new class of wealthy, educated, and mobile people who view themselves as free agents in a seller’s market.Another major trend has been the fragmentation of consumer and business markets. There’s a growing appreciation that superficially similar groups of customers may have very different preferences in terms of what they want to buy and how they want to buy it.4.The definition of a brandAccording to Wikipedia, a brand is a set of marketing and communication methods that help to distinguish a company from competitors and create a lasting impression in the minds of customers. The key components that form a brand’s toolbox include a brand’s identity, brand communication (such as by logos and trademarks), brand awareness, brand loyalty, and various branding (brand management) strategies. Brand equity is the measurable totality of a brand’s worth and is validated by assessing the effectiveness of these branding components. In a fleeting market where traditional linear models of business are being replaced by more radical interconnected models, brand equity is one marketing technique that remains firmly rooted in prosperity. To reach such an invaluable brand prestige requires a commitment to a particular way of doing business. A corporation who exhibits a strong brand culture is dedicated on producing intangible outputs such as customer satisfaction, reduced price sensitivity and customer loyalty. A brand is in essence a promise to its customers that they can expect long-term security, a competitive frame of reference and consistent delivery of functional as well asemotional benefits. When a customer is familiar with a brand or favors it incomparably to its competitors, this is when a corporation has reached a high level of brand equity.To sum up a brand is a set of marketing and communication methods that help to distinguish a company from competitors and create a lasting impression in the minds of customers. The key components that form a brand’s toolbox include a brand’s identity, brand communication (such as by logos and trademarks), brand awareness, brand loyalty, and various branding (brand management) strategies. A brand (or marque for car model) is a name, term, design, symbol or other feature that distinguishes one seller's product from those of others. Brands are used in business, marketing, and advertising.5. The importance of building a brand in todays’ global market5.1 winning customers’ loyaltyConsumers tend to favor and develop a high degree of loyalty to brands they know they can trust. This requires establishing and communicating a brand promise and building a customer experience that upholds the promise consistently at every stage of the purchase cycle.Trust comes with confidence in the underlies that define the brand: quality, responsiveness, experience, credibility and innovation. It’s not just personal experience that shapes the consumer’s trust and expectations that a brand will deliver. Strong brands create evangelists who are not shy about sharing their stories. Those types of peer endorsements are extremely powerful ways of virally building a brand’s trust factor.When people are familiar with brands, they are more inclined to favor them – provided there are positive associations inherent to that familiarity. The visual representations are important. The look and feel that distinguish the brand, from colors to logo to the name of the brand itself, need to be consistent and easily recognized. This creates a comfort and confidence in the product orservice that the brand represents. It can also help differentiate the brand from the increasing number of competitors in a crowded marketplace.5.2 winning new marketThe world has come online and there are many new markets and a growing middle class in places like India, China, Brazil, Russia, South Africa, Nigeria, Indonesia and in many more places. These consumers buy brands. They buy premium brands. The best branding today is based on a strong idea. The best brands have remarkable creativity in advertising to help them break through people’s wall of indifference to create brand heat and product lust. Case in point the recent turn around of Chrysler and it’s reliance on marketing and advertising. Or look at the reinvention of Levis. And a final example is this campaign by my own agency which has helped reenergize one of America’s great iconic brands Jim Beam.5.3 Outliving product cyclesBrands are psychology and science brought together as a promise mark as opposed to a trademark. Products have life cycles. Brands outlive products. Brands convey a uniform quality, credibility and experience.Nowadays if you want to create new brands at New York City advertising agency StrawberryFrog, you have fewer brand names to choose from. The Pharmaceutical Industry has patented everything under the sun for new medications. This makes existing brands, with their strong, well-known names and credibility more valuable. It also means creating a new vibrant brand is a challenge which requires a sophisticated strategy. It is not just about a product and a name, it’s about a lot more.The sophisticated strategy is a cultural movement strategy. I believe that building brands now requires a cultural movement strategy as opposed to simply a brand building strategy. A cultural movement strategy can accelerate your brand’s rise to dominance. Once you have cultural movement, you can do anything in a fragmenting media environment, maximizing the power ofsocial media and technology. The world has changed. We are now living in the age of uprisings and movements. Now building brands has become a lot less expensive and smart brands can take advantage of new tools and rocket up there globally, very fast.In the face of the current economic challenges, it’s worth noting that brands do better in tough times compared to unbranded products. Brands outlive product cycles. And in these challenging times, there are still great brands being built. Brand owners still recognise opportunity and their brands will thrive in the years ahead. Brands such as H&M of Sweden, or Tesla a great new car brand, as well as new names such as Tom’s Shoes, Honest Tea, and a rising brand from Florida called European Wax Center which Inc. Magazine named a company to watch.5.4 Adding the value of a companyBrands are valuable. Many companies put the value of their brand on their balance sheet.When Tata Motors of India bought Jaguar and Range Rover from Ford, what did they buy? Factories? Raw Materials? Employees? No Goldman Sachs and Morgan Stanley helped Ford sell the brands to Tata for $2.56 billion, and the brands were worth more than all other ingredients combined.Likewise, when Kraft bought Cadbury for $19.5 Billion what did they buy? The chocolate? The factories? The recipes? The candy makers? No they bought the brands.And when Four Seasons Hotels, Inc., a Canadian-based international luxury, five-star hotel management company, sold itself to Bill Gates and and Prince Al-Waleed bin Talal of Saudi Arabia for $3.8 billion what did they buy? Locations ? Restaurants? Staff ? Beach front property? No they bought the brand.The list goes on with many examples such as InBev acquiring Budweiser to add to their house of brands that includes Stella, Becks and Labatt. Or GeeleyMotors of China acquiring cult Swedish Auto brand Volvo. Or Mahindra of India buying Ssangyong, Korea’s third largest car company.Branding is fundamental. Branding is basic. Branding is essential. Building brands builds incredible value for companies and corporations.If you are still not convinced, let me give you another example. The dollar is a world brand. In essence it is simply a piece of paper. But branding has made it valuable. All the tools of marketing and brand building have been used to create its value. On the front you will find the owner of the brand: the Federal Reserve. There is a testimonial from the first President of the United States, George Washington. There is a simple user’s guide: “This note is legal tender for debts public and private.” And if you’re still not convinced, the owner has added the all important emotional message: “In God We Trust”. The dollar is a world brand. It confers a uniform value globally. But as I said it’s really just a piece of paper. Branding has made it worth something.6.ConclusionNo branding, no differentiation. No differentiation, no long-term profitability. People don’t have relationships with products, they are loyal to brands. In a movement strategy, brands have a purpose that people can get behind. Brands can inspire millions of people to join a community. Brands can rally people for or against something. Products are one dimensional in a social media enabled world; brands are Russian dolls, with many layers, tenents and beliefs that can create great followings of people who find them relevant. Brands can activate a passionate group of people to do something like changing the world. Products can’t really do that.In today’s world, branding is more important than ever. What a company need to do is to analyze the global market, clear your brand positioning and try to build a successful brand.Due to limit of time and the length of the article I cannot study and expound how to build a successfully, hopefully, I will finish the work in the following days.Name徐溧School No.030413136Subject Difficulty 10%Work Load 10%Structure 20%Contents 30%Language 20%Layout 10%Total。
知到网课数字时代的商务英语写作单元测试答案

知到网课数字时代的商务英语写作单元测试答案第一章单元测试1、Business communication has become more challenging than ever before, because of ( )A:the globalization of business and the increase in workforce diversityB:the pervasiveness of digital technologyC:the increasingly flattened management style and emphasis on team work答案: 【the globalization of business and the increase in workforce diversity;the pervasiveness of digital technology;the increasingly flattened management style and emphasis on team work】2、Which of the following represents a goal for business writers? ( )A:You should concentrate on your feelings in business messages.B:You should write business messages from your perspective.C:You should create messages that are lengthy to demonstrate your superior intellect and language skills.D:You should get your audience to believe and accept your ideas.答案: 【You should get your audience to believe and accept your ideas.】3、Which of the following describes the language feature of business writing? ( )A:long, complex sentencesB:frequent use of disciplinary terminologiesC:plain language and familiar wordsD:use of nominalizations答案: 【plain language and familiar words】4、When preparing a business message, you should make your writing audience oriented. Audience oriented means you should ( )A:present ideas clearly but concisely.B:attempt to get your audience to believe and accept your message.C:write to solve a problem or convey information.D:concentrate on looking at the problem from the receiver’s perspective.答案: 【concentrate on looking at the problem from the receiver’s perspective.】5、Business writing should be purposeful. In this context purposeful can best be defined as ( )A:solving problems and conveying information.B:presenting ideas clearly and concisely.C:getting your audience to believe and accept your message.D:concentrating on the receiver’s perspective instead of your own.答案: 【solving problems and conveying information.】6、Business writing should be economical. In this context economical can best be defined as ( )A:solving problems and conveying information.B:concentrating on the receiver’s perspective instead of your own.C:presenting ideas clearly and concisely.D:getting your audience to believe and accept your message.答案: 【presenting ideas clearly and concisely.】7、A business message should be long because quantity enhances quality. ( )A:TrueB:False答案: 【False】8、When you compose a business messages, you often need to cater for several levels of readership. ( )A:FalseB:True答案: 【True】9、One important purpose of writing a business message is to impress your reader and demonstrate your language competence by using big words and long complex sentences. ( )A:TrueB:False答案: 【False】10、Although business writing in English seems intimidating, templates or form letters can be an effective means to help with it. ( )A:FalseB:True答案: 【False】第二章单元测试1、What question should you ask to visualize your audience? ( )A:What position does the person hold in the organization?B:Do I need to include more background information?C:All answer choices are questions you should ask to visualize your audience.D:Should I expect a neutral, positive, or negative response to my message?答案: 【All answer choices are questions you should ask to visualize your audience.】2、Stephanie is preparing a market analysis for her business plan. For firsthand information she should ( )A:search manually in her local library.B:review scientific experiments conducted by experts.C:search the Internet for related Web sites.D:conduct interviews and surveys or organize a focus group.答案: 【conduct interviews and surveys or organize a focus group.】3、Anya is sending a persuasive memo to her staff asking them to participate in the new wellness program. Which of the following sources of information would be most appropriate to help Anya shape an effective persuasive message for her staff? ( )A:Research in company filesB:Library research roomsC:Tightly controlled scientific experimentationD:Questionnaires and surveys of employees答案: 【Questionnaires and surveys of employees】4、The direct strategy would be most appropriate when ( )A:delivering bad news.B:revealing sensitive news.C:presenting ideas requiring persuasion.D:expecting the audience to be pleased, mildly interested, or neutral.答案: 【expecting the audience to be pleased, mildly interested, or neutral.】5、Richard began his memo with background information and explanations before announcing a reduction in health insurance coverage. The strategy Richard used is called ( )A:indirect.B:passive voice.C:frontloading.D:direct.答案: 【indirect.】6、What is a sentence fragment? ( )A:A broken-off part of a complex sentenceB:The part of a sentence containing the verbC:Two independent clauses connected by a comma without a conjunctionD:Two independent clauses connected without punctuation or a conjunction答案: 【A broken-off part of a complex sentence】7、Which of the following contains no sentence faults? ( )A:Having good health insurance is important to employees we need to keep that in mind. B:Review the list of benefits, then let me know what you think.C:HealthNet’s coverage is extensive, and the rates are fair.D:Which is why we are considering new health insurance options.答案: 【HealthNet’s coverage is extensive, and the rates are fair.】8、Which statement is accurate? ( )A:Business messages must be clear, concise, and readable.B:Revision should always occur after you have completed writing.C:Revising and proofreading involve the same steps.D:Proofreading involves using only a spell checker.答案: 【Business messages must be clear, concise, and readable.】9、Which of the following best avoids flabby expressions? ( )A:The CEO is of the opinion that stock prices will increase next quarter.B:We do not expect any pay raises at this point in time.C:Although many employees have requested training, we can’t afford the extra expense.D:In very few cases do job applicants perform adequate research about a company.答案: 【Although many employees have requested training, we can’t afford the extra expense.】10、Which of the following best avoids a long lead-in? ( )A:Yes, we will send the information you requested.B:This is to advise you that we will send the information you requested.C:I am writing this letter to inform you that we will send the information you requested.D:You may be interested to learn that we will send the information you requested.答案: 【Yes, we will send the information you requested.】第三章单元测试1、Business writers who use words such as interrogate, remuneration, and terminate are using language many readers would consider ( )A:conversational.B:jargon.C:unfamiliar.D:slang.答案: 【unfamiliar.】2、Which of the following sentences best focuses on the audience? ( )A:You can help us by sending us your payment immediately.B:Register now to lock in your preferred travel dates.C:All sentences are focused on the audience rather than the sender.D:We are very pleased to have you as our newest customer.答案: 【Register now to lock in your preferred travel dates.】3、As employees use instant messaging to conduct more business, they should send messages that are informal, conversational, and ( )A:casual, including low-level language.B:professional.C:filled with slang and jargon.D:streamlined (e.g., using abbreviations such as ur for you are).答案: 【professional.】4、Which of the following is most acceptable for business writing? ( )A:It is imperative that we ascertain whether you qualify for benefits.B:Your remuneration will perpetuate for three weeks after your termination.C:Our company stipulates that you must submit your hours so that we can compensate you properly.D:Please check with your supervisor for information about salary increases.答案: 【Please check with your supervisor for information about salary increases.】5、Which of the following demonstrates effective business writing? ( )A:The office personnel will assist you with your forms.B:The female attorney graduated from Yale.C:All executives and their wives will attend the Reno conference.D:A salesman must meet monthly sales quotas.答案: 【The office personnel will assist you with your forms.】6、To emphasize an idea through mechanics, place it in ( )A:capital letters.B:Any of these techniques would emphasize the idea.C:boldface.D:a different font style.答案: 【Any of these techniques would emphasize the idea.】7、Which of the following statements regarding bulleted or numbered lists is accurate? ( )A:Lists confuse readers because they are visually distracting.B:Lists allow readers to review main ideas quickly.C:Lists decrease the readability level of a document.D:Lists decrease a reader’s comprehension of the main ideas.答案: 【Lists allow readers to review main ideas quickly.】8、Monica is writing her first safety-inspection report. To sound businesslike and professional, Monica should include expressions such as the affected party, the undersigned, and the writer. ( )A:TrueB:False答案: 【False】9、The following sentence effectively uses a stylistic device to de-emphasize the bad news: Although we don’t have any available positions at this time, we were pleased to receive your application and will keep it on file for six months. ( )A:FalseB:True答案: 【True】10、What question should you ask to visualize your audience? ( )A:Should I expect a neutral, positive, or negative response to my message?B:All answer choices are questions you should ask to visualize your audience.C:Do I need to include more background information?D:What position does the person hold in the organization?答案: 【All answer choices are questions you should ask to visualize your audience.】第四章单元测试1、End dates and specific actions in a routine request letter should be placed in the ( )A:closing.B:introduction.C:enclosure notation.D:body.答案: 【closing.】2、Which of the following would be the most effective closing statement in a routine action request letter? ( )A:I would appreciate receiving a copy of the contract for your proposed installation at your earliest possible convenience.B:Please send a contract for heating and ventilation work by April 1 to allow installation to begin by April 15.C:We hope you can get our work completed in a timely manner.D:Thanking you in advance for sending a copy of the contract for installation of a new HVAC system by April 1.答案: 【Please send a contract for heating and ventilation work by April 1 to allow installation to begin by April 15.】3、In concluding your direct reply letter, you should ( )A:sign off with a familiar expression such as “If I may be of further assistance, please don’thesitate to call me.”B:avoid repeating the information provided or referring to its use.C:provide specifics if further action is required.D:omit your name but include the company name in the signature block.答案: 【provide specifics if further action is required.】4、Kim is following the three-part plan to write a direct claim letter about a problem with her digital communication service bundle. What should she put in her opening? ( )A:A clear description of the desired actionB:An explanation of the nature of her problem with the digital communication service bundleC:A goodwill statement and end dateD:Details of the adjustment she desires答案: 【A clear description of the desired action】5、Which of the following is the most appropriate opening for an adjustment letter granting a claim? ( )A:We are very sorry to hear that your meal with us did not meet your expectations.B:Although we believe that the food we served last weekend was of the highest quality, we are willing to refund the cost of your dinner this time only.C:Thank you for your letter of November 16 describing your bad dining experience with us last weekenD.D:The enclosed check for $78, which covers the cost of your dinner, demonstrates our desire to satisfy our customers and earn their confidence.答案: 【The enclosed check for $78, which covers the cost of your dinner, demonstrates our desire to satisfy our customers and earn their confidence.】6、To encourage a positive response to your request for action, consider connecting your appreciation in the closing to a statement developing sender benefits. ( )A:FalseB:True答案: 【False】7、If you use e-mail to respond to an inquiry, check facts carefully because your e-mail, like any document written for your company, is considered a legally binding contract. ( )A:FalseB:True答案: 【True】8、Begin a direct claim letter with a description of your previous experiences as a faithful, happy customer. ( )A:TrueB:False答案: 【False】9、In the closing paragraph of an adjustment letter, it is inappropriate to mention another one of your company’s products or services. ( )A:TrueB:False答案: 【False】10、Which of the following sentences best focuses on the audience? ( )A:You can help us by sending us your payment immediately.B:We are very pleased to have you as our newest customer.C:All sentences are focused on the audience rather than the sender.D:Register now to lock in your preferred travel dates.答案: 【Register now to lock in your preferred travel dates.】第五章单元测试1、Tanya is planning a persuasive message. What should she do in her opening? ( )A:Show the value of her proposal.B:Explain the purpose of the request completely.C:Ask a stimulating question.D:Focus on the sender’s direct and indirect benefits.答案: 【Ask a stimulating question.】2、When using the indirect strategy in a persuasive message, you should place the reasons and explanations ( )A:before the main idea.B:in the closing of the message.C:in an attachment to the message.D:after the main idea.答案: 【before the main idea.】3、Which of these statements about persuasion is most accurate? ( )A:Persuasion is important if you anticipate resistance or if you must prepare before you can present your ideas effectively.B:Most persuasive requests should be written directly to show your confidence.C:Because effective persuasive appeals require creativity, you will not usually need to follow a specific writing plan in these messages.D:The ability to persuade will be important to success in business, but this ability is not important to personal success.答案: 【Persuasion is important if you anticipate resistance or if you must prepare before you can present your ideas effectively.】4、The best way to begin a persuasive request is to ( )A:explain your request logically and concisely.B:use a neutral but unrelated buffer that leads into the request.C:immediately prove the merit of your request.D:capture the reader’s attention and interest.答案: 【capture the reader’s attention and interest.】5、Professional marketers and salespeople follow the AIDA strategy in their sales letters because it is effective. What does AIDA represent? ( )A:Appeal, input, develop, and attuneB:Attraction, innovation, determination, and activityC:Attention, interest, desire, and actionD:Access, incite, determine, and activate答案: 【Attention, interest, desire, and action】6、In the body of your persuasive message, you will reduce resistance by ( )A:anticipating arguments and offering counterarguments.B:avoiding any potential reasons for resistance.C:focusing exclusively on reader benefits.D:shifting reader attention through praise and compliments.答案: 【anticipating arguments and offering counterarguments.】7、When writing persuasive claim or complaint letter, you should ( D)A:suggest that the receiver intentionally deceived you or intentionally created the problem.B:address the letter to a specific department such a customer-service department rather than to an individual to get more attention.C:use a strong tone with accusatory language to demonstrate your dissatisfaction.D:appeal to the receiver’s sense of responsibility and pride in the company’s good name.8、Roy needs to write a persuasive message to his boss. What would you tell Roy to place in his closing? (D )A:Overcome the boss’s resistance to granting your request.B:Describe your request in detail.C:Repeat all the logical reasons you have supporting your request.D:Motivate your boss to take action.9、Which of the following messages would most likely require the indirect strategy to persuade?(D )A:Informing employees of an upcoming all-staff meetingB:Making a typical claimC:Asking an employer for agreed-upon benefits such as vacation timeD:Requesting favors and action from coworkers10、Select the situation that is least likely to require persuasion. ( D)A:A refund request for a software program that you opened but decided not to keepB:A request to your colleagues to donate money to the United Way each pay period through payroll deductionsC:An invitation to the CEO of Facebook to speak at your professional organization’s next meetingD:A request to have a defective printer replaced within the warranty period第六章单元测试1、Business writers must learn which bad-news messages should be presented with the directstrategy and which should be presented with the indirect strategy. ( B)A:FalseB:True2、If your receiver might overlook the bad news, it is appropriate to use the direct strategy. ( A)A:TrueB:False3、If your message may create a hostile reaction, you should use the indirect strategy. (B )A:FalseB:True4、Thank you so much for asking me to speak at the university’s graduation ceremony is an effective buffer in a refusal letter. ( B)A:TrueB:False5、The most important part of a bad-news message is the section that explains why a negative decision is necessary. ( B)A:FalseB:True6、Using the following statement in an explanation of the reasons for the bad news could help the receiver to accept the message: Although we would like to consider installing the heating systemyou have offered, we are seeking a more energy-efficient, environmentally friendly unit. (A )A:TrueB:False7、Placing the reasons before the bad news improves the chances that the reader will accept and understand the bad news. ( B)A:FalseB:True8、Company policy prevents us from exchanging your defective wireless router more than 30 days after you purchased it is an example of an effective explanation. ( B)A:TrueB:False9、To take the spotlight off the bad news, place it at the end of a paragraph. ( B)A:TrueB:False10、When you must refuse a request, you may sometimes offer an alternative, substitute, or compromise. (A )A:TrueB:False第七章单元测试1、Which of the following is most likely to be written as an informative report? (A )A:A summary of information presented at a recent conference for technical writers.B:A feasibility study addressing tuition reimbursement to all employeesC:A recommendation from the Information Technology Department that your company install a wireless networkD:A comparison of five handheld communication devices that your company might purchase2、When you organize a report indirectly, in which order should you present your ideas? ( D)A:The indirect pattern does not follow a set order of ideas.B:Conclusion, recommendations, description of the problem, and factsC:Description of the problem, facts, conclusions, and recommendationsD:Description of the problem, conclusions, facts, and recommendations3、Although citing sources in a formal report is essential, you do not need to cite sources in an informal report.( B)A:TrueB:False4、The first step in preparing a report is to sit down and begin writing immediately; this technique allows you to capture your best ideas quickly. (A )A:FalseB:True5、Which of the following statement is incorrect? ( A)A:To show you are knowledgeable in the field, you should prepare executive using as many jargons or technical terms as possible so as to impress your boss.B:Executive summary highlights the proposal or business plan and is written for manager executives, so it should be less technically oriented.C:Executive summary is the most important section of the business plan and is written for manager or executive.D:The length of executive summary is suggested to be no more than one-tenth of the business plans or not more than a couple of pages for lengthy business plans.6、What is the purpose of a letter or memo of transmittal? (C )A:To introduce the writer of the reportB:To designate the parts of the reportC:To present an overview of the reportD:To provide a list of sources used within the report7、Headings that show the outline of a report are called (C )A:descriptive headingsB:topic headings.C:functional headings.D:talking headings.8、Which of the following reports is an example of an analytical report? (B )A:A report summarizing the details of a recent seminar you attendedB:A report recommending an antiterrorism security system for mass transitC:A report showing state budget allocations for educationD:A report outlining the new company procedure for reporting workplace injuries9、Your company currently processes its payroll internally but is considering the use of an external accounting firm. You are in charge of determining whether your company should proceed with this plan. What kind of report would you most likely write? (D )A:Information reportB:Summary reportC:Progress reportD:Feasibility report10、Which of the following is not needed in a feasibility report? (A )A:Persuasive techniquesB:The background and problem necessitating the proposalC:Costs of implementing the proposalD:Problems that may result from implementation第八章单元测试1、Begin the job search by studying the job market and (D )A:specifying your target job, ideal supervisor, and perfect working conditions.B:searching Web sites for job openings.C:developing a short-range career plan to present at interviews.D:identifying your interests, goals, and qualifications.2、The best advice for college students who need to learn about careers and establish a professional network is to ( D)A:enroll in classes in many programs to sample every career path.B:purchase a good interview suit.C:write your own blog to attract potential employers.D:volunteer with a nonprofit organization.3、Which of the following is a traditional job-search technique? (B )A:Searching CareerBuilder and HotJobsB:Developing a networkC:Checking LinkedIn or FacebookD:Visiting a company Web site to search for job openings4、Because it quickly reveals a candidate’s education and experience record, most recruiters favor a(n) ( D)A:scannable résumé.B:chronological résumé.C:online résumé.D:functional résumé.5、In the Education section of your résumé, you should (A )A:include relevant seminars attended and workshops completed.B:specify your high school and college GPAs.C:list all college courses you have taken to give the employer a complete picture.D:list only colleges where you have completed a degree or certificate program.6、Experts argue about the best length for a résumé, but they agree that you shouldn’t waste space on unnecessary information. Which of the following should you omit on your résumé? ( D)A:Description of internship experiences as part of your college educationB:Skills and responsibilities learned at part-time jobs while in collegeC:Awards, honors, and certificatesD:Complete listing of all courses taken during schooling7、Generally, job seekers offer their e-portfolios on Web sites where potential employers can access the information round the clock, but e-portfolios are also ( B)A:shared via YouTube and Tweets.B:burned onto CDs and DVDs to be mailed to prospective employers.C:printed into hard-copy and arranged into three-ring binders.D:posted on the big job boards.8、Which of the following is the best tip for creating a successful cover letter? ( D)A:Keep the focus on your skills and traits through frequent use of “I”statements.B:Use different paper colors and paper types for your résuméand cover letter to create a strong visual impact.C:Use a creative letter style to surprise the reader and make a big impactD:Make activities and outcomes, not yourself, the subject of sentences to reduce overuse of “I.”9、The most successful job seekers launch smart, reactive campaigns. (B )A:TrueB:False10、It is unethical to present your grade point average (GPA) as a calculation based on the grades in your major courses only. ( A)A:FalseB:True第九章单元测试1、A personally written message will have much more impact on your reader than a ready-made card. (B )A:FalseB:True2、Writing letters of appreciation to customers who complain can be a smart business strategy. ( B)A:FalseB:True3、When responding to a letter of congratulations, minimize your achievements or suggest that the sender has exaggerated your good qualities to appear humble. ( B)A:FalseB:True4、Sympathy notes are probably more difficult to write than any other type of message. ( B) A:FalseB:True5、You should never send a goodwill messages via e-mail. (A )A:FalseB:True。
知识管理和风险管理的英语论文拙译

CHAPTER 1 INTRODUCTIONIn the past year, the world witnessed major turbulence in the global economy.Many companies restructured themselves, some merged with others, filed forbankruptcy, acquired another company, and some implemented drastic layoffs.This resulted in a decrease in the resources available to all departments and asubsequent increase in business risks. Additionally, the U.S. economy has shrunksharply since last autumn, with a real gross domestic product (GDP) havingdropped at an annual rate of more than 6 percent in the fourth quarter of 2008and the first quarter of 2009. One of the enormous costs of this economicdownturn is the loss of 6 million payroll jobs over the past 15 months (Bernanke,2009).在过去的一年里,世界目睹着全球经济的动荡。
许多公司进行改组,有的因面临倒闭而与其他公司和并成另一个公司,有的则进行大规模的裁员。
这导致了所有部门可利用资源的减少并增加了商业风险。
此外,从去年秋季开始,美国经济大幅度萎缩,国内生产总值以2008年第四季度和2009年第一季度的百分之六的速度下降。
大学思辨英语教程精读3 U2答案

Unit 2Sociological InvestigationUnit OverviewThe goal of this unit is to introduce the methods employed by sociologists in their study of social life. This is not a unit on statistics nor does it detail specific methods in sociological investigation. The primary aim is to illustrate how sociologists go beyond common sense understandings in trying to explain or understand social phenomena. It provides both an overview of the major research methods in sociological investigation and an example emphasizing the importance of scientific method.Text AIn this concise summary of research methods in sociological investigation, Dennis M. Rome introduces the concept of scientific method, its differences from commonsense methods (through authority, tradition, religion, mysticism and personal experience) of learning about “facts” or “truth”, as well as the major “scientific” methods in sociological investigation (experiment, survey, field research, and existing data analysis). The advantages and limits of each method are also discussed.Text BEarl Babbie’s article serves as an example to illustrate the importance of (scientific) social research, which reveals the true degree and spread of poverty in the United States over a period of time against stereotyped assumptions about poverty and its causes. Scientific investigation and its valid result provide the rationale for the government to continue or adjust its policies on social poverty. The essay demonstrates the importance of probing into the true causes of a social problem or phenomenon in a more scientific or objective way to avoid hasty generalization and ineffective solutions.The two texts both discuss the importance of scientific methods in sociological investigation; the former offers an overview on the four main methods while the latter provides a case study of the importance of scientific method in researching on social phenomenon (poverty and its causes in the United States).Teaching objectivesThis unit is designed to help students develop their reading skills, communicative competence, critical thinking, intercultural reflection and abilities in autonomous learning in the following aspects.Reading skills:Identify the structure of the textUse the subtitles to facilitate readingIdentify supporting detailsCommunicative competence:Illustrate your points with evidence such as an example or statisticsAdopt and argue for a perspective in a pro-con debatePresent a written/oral report professionallyCritical thinking:Analyze and improve a research designCritique opinions with pro and con examplesExamine an issue from different/contradicting perspectivesIntercultural competence:Discover cultural differences in university educationUnderstand different views on homosexualityExplore the poverty issue in different countriesTeaching strategiesText A is an overall introduction to the main research methods in sociological investigation, it also introduces the key concept of scientific methods, therefore it is the key text for students to familiarize with. The teacher can start with a short discussion on the differences between commonsense methods and scientific (sociological) methods in acquiring knowledge or truth before exploring the features (including advantages and limits) of each major research method in sociological investigation.Text B can serve as further exploration of research methods in sociology. The teacher can help advanced students design an investigation plan on a specific issue in society (e.g. people’s attitudes to homosexuality and the concept of “poverty” in different context) to cultivate their capability in social research.Further reading:Weber, Max. 1946. Science As Vocation. Gerth, H. H. and Mills, C. Wright, Editors and Translators. From Max Weber: Essays in Sociology. New York: Oxford University Press; pp.129-156Babbie, Earl, The Practice of Social Research, 10th edition, Wadsworth, Thomson Learning Inc.Hooley, Tristram John Marriott and Jane Wellens, What is Online Research? Usingthe Internet for Social Science Research (Bloomsbury Academic, 2012)Text APreparatory Work(1)Experiment: variable, hypothesis, stimulus, control groupSurvey Research: sampling, questionnaire, interview, close-ended questions, open-ended questions, code sheet, telephone surveyField Research: observation, participantAnalysis of Existing Data: content analysis, statistics(2)Hawthorne effect: The Hawthorne effect (also referred to as the observer effect) is a type of reactivity in which individuals modify or improve an aspect of their behavior in response to their awareness of being observed. The original research at the Hawthorne Works in Cicero, Illinois, on lighting changes and work structure changes such as working hours and break times were originally interpreted by Elton Mayo and others to mean that paying attention to overall worker needs would improve productivity. This interpretation was dubbed “the Hawthorne effect”.(3) (open)Teaching SuggestionYou can use the data banks of the two international organizations to check out the world or any particular country’s information in terms of GDP, population, territory area, human development index etc.The United Nations (/en/) : data page: /The World Bank (/) : /You can also use the website of the Statistical Bureau of China to check out any statistical information about China:/Critical ReadingI. Understanding the text1.Thesis: How Sociology Is Done (Research methods/techniques employed in sociology)Part Para(s). Main ideaI Introduction 1 Sociology as a science and its mainresearch methodsII How do you know what you know? 2-9Authority, tradition, religion, personalexperience, and mysticism V.S. scientificmethodsIII The experiment 10-14 It is a research technique in which theresearcher manipulates a stimulus to testtheories of cause and effect.IV Survey research 15-22 It is used and designed to study samplesin order to measure attitudes, beliefs,values, personality traits, and behavior ofparticipants.V Field research 23-29 It is mostly resembles our daily casualobservations of and participation in socialbehavior, as well as our attempt tounderstand such behavior.VI Analysis of existing data 30-36 It’s a method in which sociologistsanalyze data originally collected byothersVII Conclusion 37 Thesis repeated: Sociology is a sciencebecause it uses scientific researchmethods2.(1)“common sense”:Common sense is a basic ability to perceive, understand, andjudge things, which is shared by (“common to”) nearly all people and can reasonably be expected of nearly all people without any need for debate. However, many of the common sense beliefs are actually lacking in support from scientific evidences and therefore biased and prejudiced.(2)Ordinary people often define their reality and what they know throughauthoritative opinions, traditional beliefs, personal experience, and mysticism (superstition). The major differences between this kind of “common sense” view knowledge and the results/facts identified through scientific methods are: the former are not based on logical reasoning and hard evidences and therefore tend to be subjective and biased while the latter are just opposite.(3)The three major components of the scientific method are theory,operationalization, and observation. Theory provides the foundation for concepts so that statements about the relationship among variables can be created.Operationalization allows for the measurement of the variables so that they may be empirically examined. And observation involves the actual collection of data to test the hypothesis.(4)Types of Social Phenomena Content1. Meanings and symbols Aspects of culture such as norms, worldviews, andlanguage2. Practice Various kinds of behavior such as voting behaviors ormorning rituals (for example, washing one’s face andreading the daily newspaper)3. Episodes A variety of events, including divorce, crime, illness,and how people may react during time of disasters,such as earthquakes, floods, or the banning of musictelevision video (MTV)4. Encounters Two or more people meeting and interacting inimmediate proximity with one another. A goodexample of this is people riding in an elevator5. Roles The positions people occupy and the behaviorassociated with those positions: occupations, familyroles, ethnic groups6. Relationships The kinds of behavior shown in pairs or sets of roles:mother-daughter relationships, friendships, and so on. 7. Groups Small groups, such as gangs, athletic teams, and workgroups. 8. OrganizationsFormal organizations, such as corporations or universities 9. Settlements Smaller-scale “societies” such as villages, ghettos,and neighborhoods (5)Method & brief descriptionAdvantages DisadvantagesThe experiment is aresearch technique in which the researcher manipulates a stimulus—the independent variable—to test theoriesof cause and effect Excellent devices for testing hypotheses about cause and effect (can be repeated and can be quick in identifying results)● Could expose subjects to the possibility of harm● Subjects often behavedifferently under scientific observation ● Laboratoryexperiments are oftenhighly artificialSurvey research is used and designed to study samples in order to measure attitudes, beliefs, values, personality traits, and behavior of participants. Can study samples, limited numbers of people representing an entire group of people who share similar characteristics Can be designed to measure attitudes, beliefs,values, personality traits, and behavior of participants It is not the best strategy for studying deviant or undesirable behaviors or for getting at ideas and feelings that cannot easilybe reduced toquestionnaire form.It is designed to studyindividuals rather thansocial contexts.Field research is mostly resembles our daily casual observations of and participation in socialbehavior, as well as our attempt to understand such behavior. May investigate various types of social phenomena Can reveal things that would not otherwise be apparentThe presence of an observing, thinking researcher on the scene ofthe action (acute observation) Cannot be repeated and applied to similar situationsThe researchers asparticipants rely on personal perception and judgement, thus might bebiasedMight suffer from theHawthorne effectAnalysis of existing data is a method in which sociologists analyze dataWide range of all kinds of data The accuracy of much existing data may beoriginally collected by others. It includes contentanalysis, the analysis of existing statistics, andhistorical-comparativeanalysis.Saving time Saving moneydifficult to assess. The potential for error and distortion means that “what you see may not be what you get.”II. Evaluation and exploration(1) An authority is a specialist in certain field of knowledge therefore an authority, specialized knowledge from an authority is closer to “truth”, but he is not a knowing-all figure, and he might also be biased in his attitude toward some issues.A tradition is a belief or behavior passed down within a group or society with symbolic meaning or special significance with origins in the past. They are followed by and considered right by certain group of people, but cannot applied to other groups who have their own tradition; and since they are formed and passed down from the past, they might not be applicable to the present world. Religions may contain symbolic stories, which are sometimes said by followers to be true, that have the side purpose of explaining the origin of life, the Universe, and other things. Traditionally, faith, in addition to reason, has been considered a source of religious beliefs. However, religious beliefs mostly lack in empirical or scientific proof. Personal experience is based on one’s real life and reality and therefore closer to “reality”, but it is based on an individual’s encounter and perspective on reality, and cannot totally represent the common experience shared by a group of people. Mysticism is popularly known as becoming one with God or the Absolute, but may refer to any kind of ecstasy or altered state of consciousness which is given a religious or spiritual meaning. It may also refer to the attainment of insight in ultimate or hidden truths, and to human transformation supported by various practices and experiences. But it is based on religion or superstition, even farther away from being objective and scientific.(2) Since sociologists base their research and conclusion on empirical study with scientific method, it is similar to the disciplines of natural science, but there are two factors that differentiate it from natural sciences. The object of study is human being who can be very complicated and change with time. Also the sociologists are also human beings who can be subjective or even biased in their study. In this sense, sociology is still not equal to natural science in objectivity.(3) The hypothesis of the Stanford prison experiment is that change of roles or environment causes change of human behavior (effect ). The independent variable is the two roles (prisoner and prison guard ) assigned to the 24 students who are all randomly selected (sampling ) from among the university students, and the dependent variable is their (change of) behavior.(4) First, experiments are often not possible because they would expose subjects to the possibility of harm. For example, what if a researcher wanted to know whether people who were abused as children are more likely to abuse their children? Second, the subjects often behave differently when they are under scientificobservation from the way they would in their normal environment. Third, laboratory experiments are often highly artificial. When researchers try to set up social situations in laboratories, they often must omit many of the factors that would influence the same behavior in a real-life situation, thus affecting the validity of the experiment result.(5)The merits of survey through the Internet are that it’s very quick (in terms of time)and efficient (in terms of cost), but the drawbacks are also obvious: not all citizens use the Internet (and therefore excluded from the sampling), and also not all netizens participate in the survey and therefore further affect the survey result. (6)The term often refers simply to the use of predictive analytics, user behavioranalytics, or certain other advanced data analytics methods that extract value from data, and seldom to a particular size of data set. Accuracy in big data may lead to more confident decision making, and better decisions can result in greater operational efficiency, cost reduction and reduced risk. Relational database management systems and desktop statistics and visualization packages often have difficulty handling big data. The work instead requires “massively parallel software running on tens, hundreds, or even thousands of servers”. Also, those who do not use the Internet are excluded from the analysis therefore affect the analysis and conclusion.(7)(This question is open for discussion and there’s no definite answer) The Internetcompanies are caught between the two sides: the government side who emphasize gathering monitoring information for public security or national security reason, and the netizens who defend their right of “privacy”. Laws should be made regarding the right and responsibility of each side.(8)(This question is open for discussion) How one feels about these statistical figuresmight be affected by the class, occupation, gender, region and age group (and other factors) an individual belongs to. And also, the official statistics might not be very accurate.(9)(This question is open for discussion) Obviously, mass media (newspapers, radio,TV, the Internet) are the major channel people get most of their information which is supposed to be true and real. But there are some factors that influence the so-called truth: ownership (private or public), editors’ stance, class background of the participants (in the Internet) can all influence the information we get from the mass media.Language EnhancementI. Words and phrases1.(1) C&D (2) A&C (3) C&E (4) B&C (5) B&D(6) D&F (7) B&D (8) C&E (9) A&C (10) C&E2.(1) in; as; of (2) beyond; in (3) by; to (4) into; in; of (5) to; on; of; for(6) of; for; on (7) In; between; with; of (8) to; of; upon (9) In; with (10) like; in; of 3.(1) from scratch (2) appealed to (3) applied (4) apply (5) relies on(6) suffering from (7) guard against (8) died off (9) ran out of (10) contribute to4.(1) provide…for (2) appeals for (3) applies…to (4) draw from (5) employed in (6) participate in (7) refers…to(8) received…from (9) passes…from (10) exposes…to II. Sentences and discourse1.(1) The scientific method bases knowledge on direct and systematic observation through logical systems.(2) Operationalization provides conditions to measure the variables which may be checked empirically.(3) Since religion is a system of beliefs and practices based on worshipping the holy, people easily tend to equate faith to facts or facts to faith.(4) The obvious advantage of using available data, be it government statistics or the result of other research studies – is the savings in time and money. Otherwise, you would need a lot of time and money spent on collecting the information from the very start.(5) The savings are tempting, but the potential error and distortion from the second-hand data mean that you might not get the “truth”.2.(1)Basing on his overall investigation of China’s current employment situation, thisspecialist refuted the view that the population profit has been used up.(2)Thanks to the application of valid and objective survey methods, sociologybecame an independent branch of social sciences in the 19th century, transcending philosophy and ordinary social theories.(3)The head of the Academy of Social Sciences asserted that the cut in researchfunding would have a great impact on its long-term stable development.(4)Due to its limited survey range and invalid unscientific sampling, the poll result ofthis organization has seriously distorted the reality.(5)The cause of the phenomenon that officials abuse their power is lack of check andbalance.(6)He suspects that his rival is bluffing in the negotiation.(7)In conducting social investigation, the researcher may easily use indication tomanipulate the respondents to get the desired answer.(8)Through the major internet media, this company has clarified its stance to stay anddevelop its business in China.(9)Faced with continual questions from the reporters at the press conference, thespokesman had to refer to the documents in his hand for answers.(10)I t is believed by some people that the lazy and irresponsible post 80s and 90sgeneration was largely associated with the fact that they were mostly the only kid in the family.3.内容分析法可以应用于任何形式的通信交流,是对社会物件的系统分析,其内容包括书籍、杂志、诗歌、报纸、歌曲、绘画、讲演、信函、法律以及与此有关的任何成分或收集物。
完整word版,Study on Case-Based Fixture Design(基于案例学习的夹具设计)

Study on Case-Based Fixture DesignSHI Qi, YANG Hai-chcng, U Yuan,Slate Key Laboratory of CAD/CAM, Northwestern PolytechnicalUniversity, Xi'an 710072, P. R. ChinaAbstract: Fixture is an important manufacturing activity. A fixture design system based on case-based reasoning (CBR) is proposed in this paper. A new method of case representation on the basis of fixture Junction is presented, where the case representation is constituted of workpiece knowledge, processing feature knowledge, and fixture feature knowledge. Running the prototype system shows that the knowledge representation method, using cases, is a better way to transform and explain the design knowledge.Key words: case-based reasoning, fixture design, knowledge representation, case retrieval1. IntroductionFixtures are work holding devices and are used in most of the manufacturing operations such as machining, assembly, inspection, etc. As part of manufacturing planning, fixture design can be a major contributor to the manufacturing, lead-time, and the cost of a product. Owing to the great variety of parts and manufacturing operations, the processes of fixture design become more complex and uncontrolled. Moreover, the design of a fixture relies heavily on the designers expertise and experience as well as the data from manufacturing, processing, technical, and parts . A computer-aided fixture design (CAFD) technique has been developed as part of CAD/CAM integration. Nowadays, CAFD plays an important role in flexible manufacturing systems (FMS) and computer-integrated manufacturing systems ( CIMS). The first thing that must be considered by employing a computer in fixture design is to establish a suitable design planning model. The presentation method of knowledge used in design and the designer's experience are essential to establish a successful fixture design system.Compared to classical rule-based reasoning and model-based reasoning, case-based reasoning (CBR) attempts to solve new problems by using previous cases from a case base and adapting the solution of a similar problem according to the parameters of the new situation. The major advantage of this approach over rule-based reasoning or model-based reasoning is that the knowledge used in design is too complex to be reduced to rules or models. The approach holds key benefits with respect to solving mechanical design problems. There are systems that have been documented as design systems in the CBR literature. One system called DEJAVU uses case-based reasoning to assist mechanical design. Another system called CADSYN is a hybrid case-based design model which is proposed to integrate specific domain knowledge. In this paper, cases are used to elaborate the domain knowledge and design experience. A method of case representation of fixture design based on fixture function is proposed. Section 2 describes the concept of case-based reasoning. Section 3 provides the case representation of fixture design and the structure of the case base. Section 4 presents the details of the architecture of the case-based fixture design system. The conclusions follow.2. Case-based reasoningCase-based reasoning relies on storing solutions as well as problems and adapting these solutions to solve the new similar problems. Design is an ill-structured problem. Design experience and heuristics play important roles in the design process. However, most experience is difficult to articulate as compiled and formulated, so in a rule-based system, knowledge acquisition would be an obstacle. A CBR system, in contrast, solves problems directly by using experience gained from solving similar problems in the past rather than by compiling and generalizing it. A case records not only the result but also how this resultwas obtained such as in what situation, according to what conditions, etc. Some engineers pioneered case-based reasoning as an alternative to the traditional rule-based and model-based reasoning techniques.A typical CBR process includes the steps as shown in Figure 1. First, the problem should be identified and described and this description information is then used to retrieve one or more similar cases from a case base. Case retrieval may be based on some algorithms to improve the accuracy. The result of case retrieval will be shown to the designer. The chosen case is adapted when needed to meet the requirements of the new problem. Finally, the solutions as well as the new problem are stored in the case base as a new case.Figure 1 A case-based design system3.Representation of design cases and case base organization3.1 The feature of fixture designIn a manufacturing system, fixture design involves three activities: set-up planning, fixture planning, and fixture configuration design as shown in Figure 2. The objective of set-up planning is to determine the operation sequence, the position and orientation of the workpiece in each set-up and the number of the set-ups. Fixture planning determines the locating and clamping points on the workpiece surfaces. The task of fixture configuration design is to make decisions of how to locate and how to clamp. The fixture components are also selected and placed into position to locate and hold the workpiece.Fixture designFigure 2 Fixture design processThe main purpose of set-up planning and fixture planning is to accomplish fixture configuration. Two kinds of information are needed during set-up and fixture plannings. One is workpiece information; the other is processing information. Both of these two kinds of information are derived from the original CAD model and the product process planning model. A case in a CBR fixture design system is combining workpiece structure information, processing information and fixture configuration information.3.2 Abstract case function featuresThe most important issue in case-based reasoning is the information description of design cases. Feature-based technology is used to depict the parts'shape, function and structure. Traditionally, it is the limitations of the geometrical model of the CAD system that it can only describe a part's geometricalinformation rather than the design experience. Feature-based technology can describe two kinds of knowledge; data relational knowledge such as shape, function, precision, material, and so on, and the knowledge of the relationship among data, such as design domain knowledge, designer's experience, and formulas. Cases are aggregates of a set of features.Two parts of knowledge must be kept in cases stored in a case base: description of design problem and design planning. Description of design problem consists of a set of case features from design problems. Design planning is features abstracted from solutions. In fixture design, the fixture model integrates three types of knowledge; fixture solution, workpiece information, and processing information. According to the method of problem reduction in artificial intelligence, a complex design problem can be separated into several less complex sub-problems, and the sub-problems can be separated into more simple sub-sub-problems, and the like. In this system, a design case is organized in a hierarchy that consists of three kinds of feature information; fixture features, workpiece features, and processing features, and in the system the fixture features can be decomposed to function features, behavior features, and structure features. Fixture behavior features show the relationship between fixture functions and structure. Fixture function feature can be further divided into locating features, clamping features, supporting features, and guiding features. The information on a fixture case model is shown in Table 1.The importance of case features is defined in the control knowledge base of the system. Case repre-sentation is done only by summarizing the design features, where the importance and the interrelation of the cases need not be considered. There are two advantages: (1) it simplifies case structure and case storage in the database, (2) a new reasoning strategy independent of case representation and case base organization can be established.3.3 Case representationThe method of case-based knowledge representation is usually not a new method but the higher-level abstract of the common knowledge representation, such as first order logic, production rule, frame, and semantic network. The implementation of case representation is based on those common knowledgerepresentation methods. In this paper, an object-oriented knowledge representation is used to describe fixture design cases. Essentially, the object-oriented knowledge representation is combined with a set of common knowledge representation methods in terms of object-oriented technology. The case knowledge can be divided into two parts: one is specific tuple of feature-value pair, and the other is design experience and rules. The representation of the case is similar to the conception of class in object-oriented technology. The feature-value pairs are the attributes in class, which contains the precondition and solution information. Design experience and rules are the methods of class. The contents of a case in object-oriented technology is illustrated as follows.Class <CASE_NAME){ [ (FEATURE_VALUE_PAIR_LIST> ]/ * list of case feature value pair * / Structure[ (STATIC_STRUCTURESJMPL) ]/ * static structures used to depict specific design functionMethods[ (CASE_FUNCT101VS_LIST) ]/ * list of case function */| ; where,<CASE_NAME>:: = < CASE_NAME BY DEFAULT) | (CASE_NAME BY USER)<FEATURE_VALUE_PAIR_LIST) :: = {( FEATURE _TYPE) (FEATURE_NAME)<FEATURE_VALUE>|f(STATIC_STRUCTURESJMPL> :: = | STRUCTURE ( STRUCTURE_NAME){ STRUCTURE_VARIABLES_LIST) | *{ CASE_FUNCTIONS_LIST) :: = {(FUNCTION_NAME) <FUNCT10N_C0NDITI0N)(FUNCTION_CONCLUSION) }The list of case functions contains the method list about the case design experience and design rules. Another problem that should be considered is the structure of the case base. A case base can be structured as a lined list or a frame with a hierarchical structure. We select the latter, which uses a relational database to store cases. The advantage of relational database management consists of three points-. (1) advanced ability to data management; (2) high performance in data retrieval and data maintenance; ( 3) direct operation relationship between relational calculus and logic calculus.4.Case-based fixture design systemBased on the case representation model mentioned above, a case-based fixture design system is built, and its architecture is shown in Figure 3. The system mainly consists of four components, a system control module, a case-based reasoner, fixture design memory, and a design evaluation module. A case-based reasoner is the core of the system, and it performs the case retrieval, case selection , and case transformation. Figure 4 is a screen for the working process. The system input consists of three kinds of information: workpiece general information, such as name, type, material, etc. workpiece processing information, such as machining information, precision and machine type; fixture features information, such as clamp requirement, contact type, power type, etc. The system modules contains the following: Control Module; used to monitor and manage data flow and message flow among other modules;Case Reasoning Module; can be separated into six sub-modules: weight production, judgment of functional similarity, judgment of structure similarity, case retrieval module, fixture case adaptation , and case storage;Case base; used for fixture case storage, establish case index, and perform case maintenance;Design evaluation: evaluate the result of reasoning and submit the solutions.5.ConclusionsThe CBR technology is closer to human thought. A fixture design system using this technology is de-scribed in this paper. A new method of case representation on the basis of fixture function is presented, where the case representation is-constituted of workpiece knowledge, processing feature knowledge , and fixture feature knowledge. Running the prototype system shows that the knowledge representation method using cases is a better way to transform and explain the design knowledge.References[1] hou.R. A. Srinivas and S. Sujit, Automatic design of machining fixtures • conceptual design. International Journal of Advanced Manufacturing Technology, No. 9 pp. 3 - 12, 1994[2] A. J. Trappey and C. R.U u, A literature survey of fixture design automation. International Journal of Advanced Manufacturing Technology, Vol. 5 , No. 3 , pp. 240 - 255, 1990[3] W. Ma, J. Li and Y. Rong, Development of automated fixture planning systems. International Journal of Advanced Manufacturing Technology, Vol. 15: 171-181, 1999[4] Theodore Bawlasz, Ibrahim Zeid, DEJAVU-. Case-based reasoning for mechanical design. AIEDAM, Vol.7, No.2, pp.111 -124, 1993[5] Mary Lou Maher, D. M. Zhang, CADSYN- A case-based design, process model. AIEDAM. Vol.7, No.2, pp.97 -110, 1993[6] Y. Rong and Y. Bai, Automated generation of modular fixture configuration design. Transactions ASME Journal of Manufacturing Science and Engineering, Vol. 119, pp.208 -219.[7] B. Kumar and B. Raphael, CADREM; A case-based system for conceptual structural design. Engineering with Computers, Vol. 13, pp. 153 ~ 164, 1997。
发展心智生产力的英语作文
发展心智生产力的英语作文Cultivating Cognitive Productivity: A Comprehensive Guide to Enhancing Mental Performance.Cognitive productivity, the ability to focus, think clearly, and perform complex mental tasks efficiently, is a cornerstone of success in both personal and professional domains. In an increasingly demanding and competitive world, maximizing cognitive output has become more crucial than ever before. This comprehensive guide will del delve into the science of cognitive productivity, providing practical strategies and techniques to enhance mental performance and unlock your full intellectual potential.Understanding Cognitive Productivity.Cognitive productivity is a multifaceted concept encompassing various aspects of mental functioning:Attention: The ability to focus on relevantinformation and filter out distractions.Memory: The capacity to store and retrieve information efficiently.Processing Speed: The rate at which the brain processes and analyzes data.Working Memory: The temporary storage and manipulation of information for complex tasks.Problem Solving: The ability to devise and execute strategies for overcoming challenges.Executive Functioning: The higher-order cognitive processes involved in planning, decision-making, and self-control.Factors Influencing Cognitive Productivity.Numerous factors can affect cognitive productivity, including:Genetics: Some individuals may have a predisposition for higher cognitive ability.Lifestyle: Diet, sleep, exercise, and stress levels can significantly impact brain function.Environment: Noise, distractions, and lighting conditions can influence focus and concentration.Age: Cognitive abilities generally decline with age, but certain strategies can mitigate this decline.Strategies to Enhance Cognitive Productivity.By implementing the following strategies, individuals can cultivate cognitive productivity and improve overall mental performance:1. Optimize Nutrition:Consume a balanced diet rich in fruits, vegetables,whole grains, and lean protein.Limit processed foods, sugary drinks, and unhealthy fats, which can impair brain function.Consider supplementing with omega-3 fatty acids, B vitamins, and other nutrients essential for cognitive health.2. Prioritize Sleep:Aim for 7-9 hours of quality sleep each night.Establish a regular sleep schedule and create a conducive sleep environment.Avoid caffeine and alcohol before bed, as they can interfere with restful sleep.3. Engage in Regular Exercise:Engage in at least moderate-intensity aerobic exercisefor 30 minutes most days of the week.Exercise increases blood flow to the brain, delivering oxygen and nutrients.Physical activity also promotes the release of endorphins, which have mood-boosting effects.4. Manage Stress:Identify stress triggers and develop healthy coping mechanisms.Engage in stress-reducing activities such as mindfulness meditation, yoga, or spending time in nature.Consider seeking professional help if stress becomes overwhelming.5. Enhance Focus:Practice mindfulness and attention exercises toimprove focus and concentration.Use techniques such as the Pomodoro Technique to break down tasks and minimize distractions.Create a dedicated workspace that is free from clutter and interruptions.6. Improve Memory:Regularly engage in memory games and exercises, such as puzzles or learning new languages.Use mnemonic devices and imagery techniques to enhance recall.Create mental maps and visualizations to organize and retrieve information effectively.7. Develop Problem-Solving Skills:Break down problems into smaller steps and approachthem systematically.Consider different perspectives and generate multiple solutions.Seek feedback and collaboration from others to broaden your thinking.8. Enhance Executive Functioning:Practice planning, scheduling, and task management skills.Develop decision-making frameworks and rely on evidence-based reasoning.Cultivate self-control and the ability to regulate impulses.9. Engage in Lifelong Learning:Continuously challenge your mind by pursuing newknowledge and experiences.Read, explore new subjects, and participate in activities that stimulate intellectual growth.Embracing lifelong learning keeps the brain active and prevents cognitive decline.10. Optimize Environment:Create a work environment that minimizes distractions and facilitates concentration.Use noise-canceling headphones, declutter your workspace, and adjust lighting to suit your needs.Consider using productivity apps and tools to enhance focus and organization.Conclusion.Cognitive productivity is essential for achievingoptimal performance in various aspects of life. By implementing the strategies outlined in this guide, individuals can cultivate mental acuity, enhance cognitive abilities, and unlock their full intellectual potential. Remember that consistency and perseverance are key. By making these strategies a habit, you can significantly improve your cognitive output and thrive in an increasingly demanding and intellectually stimulating world.。
体验营销:洞察消费者的消费心理外文文献翻译
文献出处:Adeosun L P K, Ganiyu R A. Experiential Marketing: An Insight into the Mind of the Consumer[J]. Asian Journal of Business and Management Sciences, 2012, 2(7): 21-26.原文Experiential Marketing: An Insight into the Mind of the ConsumerLadipo Patrick Kunle Adeosun,Rahim Ajao Ganiyu ABSTRACTExperiential Marketing is the process of engaging customers with in-depth experiences of the product or a brand. It can also be termed as a live marketing engagement where there is a face to face interaction between the consumer and a product or a brand. Its purpose is to appeal to the emotional senses of the customers and to influence their choice decision. This paper aims at investigating consumer's response to retail experiential marketing. As a descriptive and explanatory study, it establishes a connection between consumer lifestyle and behavior in modern retailing and how it affects customer satisfaction. The paper suggests various characteristics and specifications that a retail outlet should have in order to appear most appealing to the consumer and create an experimental touch in the entire retailing process. Keywords:Shopping experience, customer, experiential marketing, customer satisfaction, emotional attachment.1 INTRODUCTIONIn recent years, there has been increased interest in building and enhancing customer experience among researchers and practitioners. Companies are shifting their attention and efforts from premium prices or superior quality to memorable experiences. Also, the value created by memorable or unique customer experiences and emotions exert significant impact on organizational performance in terms of customer satisfaction, retention and loyalty. Experiential marketing is the new approach which views marketing as an experience and treats consumption like a total experiment, by taking cognizance of the rational and emotional aspects ofconsumption using eclectic methods.We are in the era of …experience economy‟ and the main concern and preoccupation of proactive organization is how to create total experience and unique value system for customers, which necessitate the need to understand the life of customer from perspective of their shopping experience. Experiences is inherent in the mind of everyone, and may result into physical, emotional, and cognitive activities which invariably may generate strong feelings that the customer might take away. Experience tends to come from the interaction of personal minds and events, and thus no two experiences may be the same in any occasion (Schmitt, 1999).Schmitt (2003) distinguishes between five types of experience that marketers can create for customers to include; sensory experience (sense), affective experience (feel), creative cognitive experience (think), physical experience, behaviors and lifestyles (act), and social-identity experience, all relating to a reference group or culture (relate). The author posits that the ultimate goal of experiential marketing is to create holistic experience that seek to integrate all these individual types of experiences into total customer experience.According to Pine and Gilmore (1999), economic development is generating a new and dynamic era of experiences, which challenge the traditional sales approach focusing on product sales and service offering. And in order to enhance consumers' emotional connections to the brand and provide a point of differentiation in a competitive oligopoly, retailers have turned their attention to creating memorable retail experiences, which try to appeal to consumers at both physical as well as psychological levels.The emergence and spread of shopping malls, supermarkets and hypermarkets in both developed and developing countries, heightened competition for consumers‟ spendable or discretionary incomes. There are therefore more choices available for consumers than ever before. In such a situation retailers seeks to develop business strategies that focus on creating and maintaining customers, by offering customers a differentiated shopping experience.The term "Experiential Marketing" refers to actual customer experience with theproduct/service that drive sales and increase brand image and awareness. When done right, it's the most powerful technique to win brand loyalty. Olorunniwo et al., (2006) concluded that customer experience is related to behavioral intentions and connecting the audience with the authentic nature of the brand is one of the prime goal of experiential marketing. This is achieved through participation in personally relevant, credible and memorable encounters.Shopping has been considered a search process where shoppers would like to ensure that they make the right decisions. In addition, they also intend to derive emotional satisfaction (Tauber, 1972). It has been found that a high level of brand awareness may not translate into sales. Proactive organization should consider every visit of the shopper as a distinct encounter and a moment of truth. Unless the interaction is satisfactory, the next visit may not guaranteed. Therefore, if the store does not provide a compelling reason for a repeat patronage, the amount of purchase per visit may likely decline (Zeithaml, 1998).The growing significance of experiential marketing has resulted into diverse and fascinating study on the concept (e.g. Csikzentmihalyi, 1997; Schmitt 1999; Pine and Gilmore 1999; Holbrook, 2000; Arnould et al., 2002; Caru and Cova, 2003 to mention a few). However, the dynamics of consumer behavior have necessitated the need for more papers. With few exceptions, the existing experiential retail literature has focused mainly on the isolated testing of static design elements (i.e. atmospherics, ambient conditions, and services cape architecture) of retail stores (Turley and Milliman, 2000). McCole (2004) in particular recognizes this dearth of academic research in the areas of experiential and event marketing as an indication of the division between academia and business and calls for marketing theory in these areas to be more closely aligned with practice.Similarly, Gupta, (2003) identified a lack of systemic body of knowledge and conceptual framework on which to base scientific inquiry as a key tenet of experiential marketing. The current study seeks to address some of these gaps in the literature. In consequence this paper aims to gauge consumers' responses to experiential marketing in modern retail outlets and analyze the effect of experientialmarketing on consumer behavior.2. CONCEPTUAL BACKGROUNDExperience as defined within the realm of management is a personal occurrence with emotional significance created by an interaction with product or brand related stimuli (Holbrook and Hirschman, 1982). For this to become experiential marketing the result must be “something extremely significant and unforgettable for the consumer immersed in the experience” (Car u and Cova, 2003, p. 273). According to Schmitt (1999) experiential marketing is how to get customers to sense, feel, think, act, and relate with the company and brands. Customer satisfaction is a key outcome of experiential marketing and is defined as the “customer fulfillment response” which is an evaluation as well as an emotion-based response to a service. It is an indication of the customer‟s belief on the probability or possibility of a service leading to a positive feeling. And positive affect is positively and negatively related to satisfaction.Experiential marketing involves the marketing of a product or service through experience and in the process the customer becomes emotionally involved and connected with the object of the experience (Marthurs, 1971). A well designed experience engages the attention and emotion of the consumer, and becomes memorable and allows for a free interpretation, as it is non-partisan (Hoch, 2002). In contrast to traditional marketing which focuses on gaining customer satisfaction, experiential marketing creates emotional attachment for the consumers (McCole, 2004). The sensory or emotional element of a total experience has a greater impact on shaping consumer preferences than the product or service attributes Zaltman (2003). The benefits of a positive experience include the value it provides the consumer (Babin et al., 1994; Holbrook, 1999) and the potential for building customer loyalty.Experiential retail strategies facilitate the creation of emotional attachments, which help customers obtain a higher degree of possessive control over in-store activities (Schmitt, 2003). These strategies allow consumers to become immersed within the holistic experience design, which often creates a flow of experiences. Affective reaction based on an interaction with an object can be described as a person‟s subjective perception or judgment about whether such interaction willchange his or her core affect or his or her emotion toward the object. Cognitive reaction toward interacting with the object involves cognitive reasoning or appraisal, and is a consumer assessment of the purchase implications for his/her well being. Cognitive and affective reactions towards an object can be quite different, for example: one might appraise taking garlic as good and useful for one‟s health, nevertheless, one can at the same time consider it unpleasant due to its smell and taste.Experiential events can turn out to create both consumer and consumption experiences and can by far more effective in attaining communication goals. Caru and Cova (2003) conceptualization of experience, and Csikzentmihalyi (1997) experience typology and 7 …I‟s of Wood and Masterman (2007) may serve as a useful framework for evaluating the effectiveness of an event by developing measures that relates to the level of challenges, newness, surprise, and matching it with the audience‟s prior experience and skill level. However, the usefulness of measuring these attributes of the event depends upon the assumption and belief that an event that is strong in those attributes will effectively create a memorable and potentially behavior changing experience.The strategic experiential marketing framework consists of five strategic experiential models which create different forms of experience for customers. The five bases of the strategic experiential modules are: (1) Sensory experience: the sensory experience of customers towards experiential media includes visual, auditory, olfactory and tactile response results. (2) Emotional experience: the inner emotion and sense of customers raised by experience media. (3) Thinking experience: customers' thoughts on the surprise and enlightenment provoked by experience media. (4) Action experience: is the avenue through which experience media, linked customers so that they can acquire social identity and sense of belonging. (5) Related experience for customers: is actualizes through the experience of media production links, and to social recognition.3 METHODOLOGY AND METHODSThis study, being descriptive and explanatory, utilized secondary sources of information. Secondary information is a good source of data collection anddocumentation that cannot be under-estimated as it provides necessary background and much needed context which makes re-use a more worthwhile and systemic endeavour (Bishop, 2007).4. DISCUSSION AND CONCLUSIONSThe retailing business is constantly changing and experiencing huge trends due to changing consumer tastes, consumption patterns and buying behaviors. As a result of the changing con sumer shopping ecosystem, retailers‟ ability to sell its merchandise, depends largely on the strength of its marketing mix elements and ability to create a rewarding and fulfilling experiences for customers.Traditional marketing strategies focusing on price or quality are no longer a source of differentiation and competitive advantage. Researchers advocate that one of the main routes to successful differentiation and competitive advantage is a much stronger focus on the customer (Peppers and Rogers, 2004). Shopping involves a sequence of '‟see–touch–feel–select'‟ and the degree to which a shopper follows the whole or part of this process varies with brand, product category, and other elements of the marketing mix.Experiential marketing evolved as the dominant marketing tool of the future (McNickel, 2004). Companies have moved away from traditional “features and benefits” marketing, towards creating experiences for their customers (Williams, 2006). Experiential marketing has evolved as a response to a perceived transition from a service economy to one personified by the experiences, for instance, Williams (2006, p.484) argues that “modern economies are seen as making a transition from the marketing of services to the marketing of experiences, all tourism and hospitality offers acts of …theatre‟ that stage these experiences”.From now on leading edge companies, whether they sell to consumers or businesses, will achieve sustainable competitive advantage by staging experiences which include personal relevance, novelty, surprise, learning and engagement (Schmitt, 1999; Poulsson and Kale (2000). Undoubtedly, consumers now desire experiences and, in order to fully capitalize on this, business must deliberately orchestrate and engage in offering memorable experiences that create value andultimately achieve customer loyalty.译文体验营销: 洞察消费者的消费心理帕特里克;拉希姆摘要体验营销是通过提供深入的对产品或品牌体验过程来吸引客户。
-理论【2011管理科学】基于跨案例扎根分析的商业模式结构模型研究
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4 个构件以因果关系形成闭环; 原 源 4 个构件组成, [25 ] 将目标顾客、 价值内容、 网络形态等 8 个商业模 式基本要素纳入价值主张、 价值网络、 价值维护和价 值实现 4 个单 元, 并 以 顾 客 价 值、 伙 伴 价 值、 企业价
值 3 个 界 面 联 系 各 单 元, 构 建“3 - 4 - 8 ”商 业 模 式 体 系。模型的层次化和关 系 化 将 商 业 模 式 结 构 中 散 乱 的构件联结 为 一 个 有 机 的 整 体, 使商业模式的价值 , 形成过程变 得 清 晰 能 够 指 导 企 业 在 设 计 和 创 新 商 业模式时关 联 地 看 待 各 构 件 的 运 行 方 式, 但目前的 商业模式结构模型还 存 在 几 个 主 要 问 题。① 构 件 间 [26 ] [27 ] 关 系 模 糊 甚 至 相 互 矛 盾 。 Kujala 等 和 Halme 等 将企业战略 和 竞 争 优 势 作 为 商 业 模 式 核 心 构 件, 但 Magretta[14] 和 Shafer 等[4] 却 认 为 , 商业模式是企业战 略选择的具 体 实 现, 不 对 竞 争 优 势 负 责。② 仅 关 注 价值形成构 件 而 忽 视 约 束 构 件 对 价 值 形 成 的 影 响。 商业模式应 用 会 受 到 技 术、 经济和认知等内部因素 约 法 律、 政治和文化等外部因素的制 以及产业 结 构、 [28 - 29 ] , 也会因为与现有能力和战略方向冲突而被
收 稿 日 期 : 2010 - 10 - 31 修 返 日 期 : 2011 - 04 - 23
基 金 项 目 : 国 家 自 然 科 学 基 金 ( 70972040 ) ; 教 育 部 人 文 社 会 科 学 规 划 基 金 ( 09YJA630062 ) 作 者 简 介 : 郑 称 德 ( 1972 - ) , 男, 江西余干人, 毕业于南京理工大学, 获博士学位, 现为南京大学商学院教授, 研究方向: mail: cdzheng@ nju. edu. cn 商业模式、 电 子 商 务 和 产 品 创 新 等 。 E-
人力资源管理专业英
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180 Minimum wage 181 Morale 182 Mobility 183 Motivation to learn 184 Needs assessment 185 Night shift 186 Nonprofit organization 187 Occupation 188 On-the-job training, OJT 189 Open culture 190 Opportunity to perform 191 Organization desgin and development 192 Organizational analysis 193 Organizational capability 194 Organization chart 195 Organization code 196 Orientation 197 Outlay 198 Outplacement counseling 199 Output 200 Outsourcing 201 Overpay 202 Panel interview 203 Pay claim 204 Pay grade 205 Pay structure
工作交接 高绩效工作系统 计时工资制 人力资本 人力资源信息系统 人力资源管理 人力资源计划 收入,收益 间接成本 个人主义/集体主义 通货膨胀 投入 保险 知识资产 内部分析 内部成长战略 内部劳动力 互联网 实习计划 面试 产业化 信息技术 投资 工作分析 工作分类法 工作描述
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154 Job design 155 Job enlargement 156 Job enrichment 157 Job evaluation 158 Job commitment 159 Job ranking system 160 Job rotation 161 Job satisfaction 162 Job specification 163 Joint venture company 164 Key performance indicator,KPI 165 Labor relations process 166 Leaderless group discussion 167 Learning organization 168 Line manager 169 Maintenance of membership 170 Management by objectives, MBO 171 Management forecasts 172 Management process 173 Manager appraisal 174 Managing diversity 175 Manpower 176 Material incentive 177 Mediation 178 Mentor 179 Merit guide商谈 行为模拟 行为改变计划 基准 福利 奖金 企业规划 事业部 业务整合 候选人 职业锚 职业咨询 职业曲线 职业管理系统 职业发展 集权化 教练 认知能力 认知性结果 劳资谈判过程 承诺,义务 沟通技巧 比较比率 报酬要素
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Case-Based Reasoning as a Technique for Knowledge Management in Business Process RedesignSelma Limam Mansar and Farhi MarirLondon Metropolitan University, UKs.limam@f.marir@Hajo A. ReijersEindhoven University of Technology, The NetherlandsH.A.Reijers@tm.tue.nlAbstract: Business Process Redesign (BPR) helps rethinking a process in order to enhance its performance. Practitioners have been developing methodologies to support BPR implementation. However, most methodologies lack actual guidance on deriving a process design threatening the success of BPR. In this paper, we suggest the use of a case-based reasoning technique (CBR) to support solving new problems by adapting previously successful solutions to similar problems to support redesigning new business processes by adapting previously successful redesign to similar business process. An implementation framework for BPR and the CBR’s cyclical process are used as a knowledge management technical support to serve for the effective reuses of redesign methods as a knowledge creation and sharing mechanism.Keywords: Business process redesign, Case-based management, Workflow, Best practices, Knowledge management.1. IntroductionBusiness Process Redesign (BPR) addresses the reengineering of one specific process within the firm. It distinguishes itself from Business Process Reengineering where the focus is rather on developing a “business architecture”, which later requires in depth re-thinking and re-assessment of the firm’s mission and of the processes required in order to fulfil it, (Edward and Peppard 1994). So BPR helps rethinking a process in order to enhance its performance. Academics and Business practitioners have been developing methodologies to support the application of BPR principles (for an overview: see Kettinger et al. 1997). However, most methodologies generally lack actual guidance on deriving a process design threatening the success of BPR. Indeed a survey has proved that 85% of projects fail or experience problems (Crowe et al. 2002).In this paper, we suggest the use of a case-based reasoning (CBR) technique. CBR solves new problems by adapting previously successful solutions to similar problems (Marir and Watson 1994). It is a cyclical process comprising the four Res:Retrieving the most similar case,Reusing the case to attempt to solve the problem,Revising the proposed solution if necessary, andRetaining the new solution as a part of a new case (Aamodt and Plaza 1994).In the context of BPR, CBR can be applied to assist the decision-making process. On the other hand, the case-based reasoning technique can serve for the effective reuses of redesign methods in an attempt to improve the level of success of BPR implementation. Using the proposed framework and a CBR tool will help supporting knowledge transfer strategies in business process reengineering consultancy firms. As (Wiig et al. 1997) explain it, organisations may pursue five different knowledge management (KM) strategies: KM as business strategy, Intellectual asset management strategy, personal knowledge asset responsibility strategy, knowledge creation strategy and knowledge transfer strategy. The latter is defined as a focus on knowledge systematic approaches to transfer knowledge to points of action where it will be used to perform work. It also includes knowledge sharing and adopting best practices (Wiig et al. 1997). This present work provides the consultancy firms or any organisation that needs to redesign its processes with a tool that supports such knowledge creation, sharing and transfer mechanisms. Indeed, building up cases within the CBR tool helps to organise, restructure and memorize the knowledge acquired after redesigning a process. The memorisation process is a good technical support for sharing the knowledge and adopting the best practices in business process redesign as our framework (see section 5) describes it.In this paper we investigate how CBR can be applied to BPR as a support for knowledge transfer. The paper is structured as follows:Section 2 first introduces Business Process Redesign and the context of this study.Section 3 introduces case-based reasoning and its cyclical process. This part also includesElectronic Journal on Knowledge Management, Volume 1 Issue 2 (2003) 113-124114a brief definition of case representation,indexing, storage, retrieval algorithm and adaptation.Section 4 is a state of the art of CBR or knowledge-based systems applied to business process redesign.Section 5, focuses on the construction of a case for BPR implementation. It describes the development procedure for a CBR project with a focus on the knowledge acquisition and representation. In that perspective, the framework for BPR that we have developed will be described and, briefly, the thirty best practices included in this framework. On their basis we will develop a domain-dependant case hierarchy.Section 6 explains how CBR can be used as a tool for knowledge management in Business Process redesign.Finally, in section 7, conclusions and future research orientations are provided.2. Business Process Redesign andcontext of the studyThe purpose of this research is to develop a technique that would allow practitioners (consultants and senior managers in enterprises) to access previous redesign projects and, possibly, reapply some of the best findings. CBR should support BPR implementation in the following perspective: the starting point is the acknowledgment of a need to redesign a business process (or an organisation). Knowing the current processaddressed (reducing costs, improving the quality, etc.), a consultant might wish to know whether similar processes with similar problems (weak performance) have been already redesigned. He might wish to find out which rules (best practices) have been applied to solve that problem and the technical and organisational solutions adopted in that previous case. Another situation might be that the consultant has already an idea about some rules he wished to apply but he is not sure about the impact of applying them, or he wants ideas about possible adopted solutions. CBR can help in finding a similar business process, with a similar problem and similar rules applied.In the sequel we describe what is CBR and how it helps in the context of Business Process Redesign.3. Case Based reasoningCBR is a computer technique, which combines the knowledge-based support philosophy with a simulation of human reasoning when past experience is used, i.e. mentally searching for similar situations happened in the past and reusing the experience gained in those situations (Leake 1996). The concept of case-based reasoning is founded on the idea of using explicit, documented experiences to solve new problems. The decision-maker uses previous explicit experiences, called cases , to help him solve a present problem. He retrieves the appropriate cases from a larger set of cases. The similarities between a present problem and the retrieved case are the basis for the latter’s selection (Gonzalez and Dankel 1993).Figure 1:Adapted from Choy et al. 2003.Figure 1 shows the process involved in CBR represented by a schematic cycle. In CBR, the knowledge cases are structured and stored in a case base, which the user queries when trying to solve a problem. Actually, a new problem is matched against historical cases in the case base using heuristically casedindexed retrieval methods with one or more similar cases being retrieved (in fact the system evaluates the similarity between each case in the case base and the problem. The most similar case(s) are presented to the user as possible scenarios for the problem at hand). A solution suggested by the matching cases isSelma Limam Mansar, Hajo A. Reijers, & Farhi Marir 115then reused and tested for success (Namely,the user decides if the solution retrieved is applicable to the problem). At this stage, if the best-retrieved case is the best match, then the system has achieved its goal and finishes. However, it is more usual that the retrieved case matches the problem case only to a certain degree. In this situation, the closest retrieved case may be revised using some pre-defined adaptation formulae or rules. Many of the most successful CBR systems however do not perform adaptation. They either simply reuse the solution suggested by the best matching case or they leave adaptation to people. When the user finds a solution (automatically or manually), and its validity has been determined, it is retained with the problem as a new case in the case base for future reuse ((Choy et al. 2003), (Haque et al. 2000)).From a technical point of view, there are many arguments supporting using CBR against other knowledge-based methodologies (Luger 2002). Researchers have claimed that CBR provides the potential for developing knowledge-based systems (KBS) more easily than with rule- or model-based approaches. They argue that the concrete examples provided by cases are easier for users to understand and apply in various problem-solving contexts than complex chains of reasoning generated by rules or models and that record-like representations of cases usedin some CBR systems allow for straightforward storage in relational databases and entry and update by end users. As a result it combines the efficiency of data management and retrieval of database systems with the intelligence and the power of inference engineof KBS. Another benefit is that the presence of the validation and update steps provides a framework for learning from experience, thus incorporating knowledge acquisition as part of the day-to-day use of a CBR application (Allen 1994). However CBR may not be as effectiveas rule- or model-based approaches for applications where theory, not experience, is the primary guide to problem solving, and where solutions are unique to a specific problem instance and not easily reusable (Allen 1994).4. CBR applied to BPRImplementation4.1 State of the artIn the sequel, examples of CBR systems applied to business process reengineering or redesign are described and discussed. (Allen 1994) reports two examples of commercial CBR applications to business process reengineering (and not redesign). The use of case retrieval in both examples can be viewed as a special instance of the applicationof case retrieval to the automation of business processes:SMART is a CBR customer services application developed by CompaqComputer in 1992. The system analysesincoming Compaq’s customers problemsand retrieves the most similar cases fromits case base and present them to thecustomer service analyst, who then usesthem to resolve the problem.Prism telex classification system is a CBR system developed by Cognitive Systems,Inc in 1990. The system is used in severalbanks to route incoming international telexcommunications to appropriate recipients. (Min et al. 1996) have developed a commercial CBR Intelligent Bank reengineering System (IBRS) that is used by Battelle Company. The system is based on three stages. A generation stage that identifies BPR alternatives based on user requirements and strategic goals, an evaluation stage that applies the workflow analysis and functional economic analysis to compare BPR alternatives and finally a choice stage where the user selects the combinationof BPR alternatives based on the generated evaluation statistics.On the business process reengineering perspective, (O’Leary and Selfridge 2000) describe a Knowledge-Based System Approach to reengineering. The system was built to test the notion that best practices reengineering process knowledge could be captured as a knowledge-based system for analysis and reuse. Though this application isnot a CBR system, it exploits the notion of “Best Practices” in business process reengineering. The system targets procurement reengineering and applies the seven principles of reengineering listed by (Hammer 1990).Similarly, in (Nissen 2001) a knowledge-based, process-redesign system called KOPeR-lite. This is not a CBR system. However, it provides automated redesign support through measurement-driven inference system. The system targets similar generic processes as described in (Limam et al. 2003) and summarised in section Domain knowledge acquisition for BPR implementation). The fundamental difference with our BPR/CBR approach is that we target to exploit previousElectronic Journal on Knowledge Management, Volume 1 Issue 2 (2003) 113-124116consultants’ knowledge using CBR. The underlying hypothesis being that reasoning is reminding (problem solving utilises past experiences (Madhusudan and Zhao 2003)). CBR has also been employed successfully to other similar activities such as:Workflow design: (Kim et al. 2002) using a clean-sheet approach, (Madhusudan andZhao 2003) using previous redesignedprocesses,Concurrent product development (Haque et al. 2000),And business automation (Cheung et al.2003).4.2 BPR-CBR approachThe state of the art shows clearly that the above CBR systems were targeting reengineering business processes, either with the purpose of automating tasks (as an application of BPR principles), or with the purpose of retrieving similar cases that can be adapted to design a new business process. However in all systems, the emphasis was on specific types of business processes or specific types of business activities. The systems cannot thus be reused to support the redesign of any type of business process.The aim of this paper is to study the relevanceof developing a BPR/CBR system which role would be to support organisations in redesigning their processes. The present workis targeting consultants in the field. CBR can be used to collect, store and reuse the knowledge and best practices from previous redesign efforts. Its application to BPR should improve the decision-making abilities of workers. Indeed, BPR relies on designers’ experiences. Best practices in the field are often used and combined to redesign similar processes. In this context, our main interest in CBR relies in that it allows a system to avoid past errors and exploit past successes. This isa key issue in Business Process Redesign where practice has proved that successes are few and failures quite common (Crowe et al. 2002). Another argument in favour of using CBR for BPR implementation is that, traditionally, redesign has been the area of consultants and “experts” in the field. Thus, redesign is often the result of the application of so-called “best practices” rather than on the use of analytical methods (theoretical models and heuristics) to derive improved or redesigned processes (Reijers et al. 2003). Some authors are working on the developmentof such analytical tools. However none of them is currently capable of dealing with every particular aspect of a redesigned business process. In fact much of the redesign still rely on past experiences and on the application of the aforementioned best practices. In this context, CBR can be viewed as a good compromise between a completely empirical study and redesign of business processes anda pure analytical method. CBR can support the redesign process by finding similar cases: experts or consultants can then compare and learn which best practices to apply and also, hopefully avoid past mistakes.5. Case construction for BPRimplementationTo undertake a CBR project it is important to set up a clear development procedure. The steps for developing a BPR-CBR system are usually as follows and are represented in Figure 2. In this paper we focus on steps one and two only.1. Step 1: Domain Knowledge acquisition: inthis step, every effort is made in order tounderstand the problem domain and thesymptoms. Information about the diagnostic of the problem and thesolutions adopted are also collected inthis step. For BPR implementation, thismeans (a) conceptually defining abusiness process that needs to beredesigned, (b) identifying the goals andtargets behind the redesign effort, (c)defining the rules to apply to redesign theprocess and (d) the technical ororganisational solutions adopted as aresult of the redesign. To undertake thisstep we have based our research onstudying previous methodologies andframeworks used in the literature for BPR.The results of this section aresummarised in sections 5.1.1, 5.1.2 and5.1.3. A complete study should alsoinclude interviews with experts andconsultants and a collection of some initialcases.2. Step 2: Case representation: in this step,the software to be used for knowledgerepresentation should be selected. Thenext step is to describe the case. Theresults of this section are summarised insection 5.2.3. Step 3: System implementation: thisdescribes the final system including thedatabase of cases and the indexing andretrieval process within the chosensoftware. This is a future researchdevelopment.Selma Limam Mansar, Hajo A. Reijers, & Farhi Marir 1174. Step 4: Verification and validation: in thisstep, some informal verification andvalidation should be conducted (Chan etal. 2000). Verification aims at“demonstrating the consistency, completeness and correctness of thesoftware” (Adrion et al. 1982), that is, itaims at “building the system right”(O’Leary 1993). Hence, the questionposed in verification is: “do the casescorrectly represent the experience andknowledge we obtained?” Validation is the“determination of the correctness of thefinal program or software produced from adevelopment project with respect to theuser needs and requirements” (O’Leary1993). This implies showing the system topractitioners not involved in thedevelopment of the system and seewhether they are satisfied of the tool ornot.Figure 2: Case-Based system development procedure (Adapted from Chan et al. 2000).5.1 Domain knowledge acquisition forBPR implementationOur approach to Business process redesign relies on the prior definition of an implementation framework. Its role is to provide guidelines towards which important elements should be redesigned. Within each defined element, consultants and practitioners have been applying a set of best practices for redesign purposes. We have reviewed on a previous paper (Limam and Reijers 2002) these best practices and classified them according to our BPR framework. The framework and the related best practices serveas a guidance to which rules should be considered when implementing BPR. 5.1.1 The BPR frameworkThe idea behind a framework is to help practitioners by identifying the topics that should be considered and how these topics are related (Alter 1999). In this perspective, the framework should identify clearly all views one should consider whenever applying a BPR implementation project.For BPR, we suggest to use the framework described in Figure 3. It is derived as a synthesis of the WCA (Work-Centred-Analysis) framework (Alter 1999), the MOBILE workflow model (Jablonski and Bussler 1996), the CIMOSA enterprise modelling views (Beriot and Vernadat 2001) and the process description classes of (Seidmann and Sundarajan 1997).In this framework, six elements are linked as shown in Figure 3.EXTERNAL ENVIRONMENTFigure 3: Framework for BPR implementation.5.1.2 BPR Best practicesKnowledge acquisition for BPR implementation is based on the framework described in The BPR framework) and on a set of BPR best practices. Over the last twenty years, best practices have been collected and applied in various areas, such as business planning, healthcare, manufacturing, and the software development process (e.g. (Martin 1978); (Butler 1996); (Golovin 1997)). In this section we describe such best practices, which can actually support the redesigned of a business process in facing the technical BPR challenge: the implementation of an improved process design.Improving a process is a matter of improving any of the components of the framework weElectronic Journal on Knowledge Management, Volume 1 Issue 2 (2003) 113-124118adopted in the BPR framework section. Thus we classify the best practices in a way that respects the framework we have adopted.Table1 summarises the identified best practices within the implementation framework). We identify best practices that are oriented towards:Customers, which focus on improving contacts with customers.Business process operation, which focus on how to implement the businessprocess,Business process behaviour,which focus on when the business process isexecuted, Organization,which considers both the structure of the organization (mostly theallocation of resources) and the resourcesinvolved (types and number).Information, which describes best practices related to the information thebusiness process uses, creates, may useor may create.Technology, which describes best practices related to the technology thebusiness process uses or may use.External environment,which try to improve upon the collaboration andcommunication with the third parties.Table 1: BPR best practices classified according to our BPR implementation frameworkFramework elements Best practice nameFrameworkelementsBest practice nameCustomers Control relocationContact reductionIntegrationOrganisation:structureOrder assignmentFlexible assignmentCentralisationSplit responsibilitiesCustomer teamsNumerical involvementCase managerProducts NONE. Organisation:PopulationExtra resourcesSpecialist-generalistEmpowerControl additionOperation view Order typesTask eliminationOrder-based workTriageTask compositionInformation BufferingBehavioural view ResequencingParallelismKnock-outExceptionTechnologyTask automationIntegral Business ProcessTechnologyExternal environment Trusted party Outsourcing InterfacingExamples:Example 1: illustrates how the Task composition best practice can be appliedto a conference registration process toimprove the operation view. In the initialprocess, the conference is organised in away that attendees are invited to register,to pay the fees and to book for anaccommodation as separate steps. Thetask composition rule can be applied bysending a single email where the attendees are invited to proceed with thethree tasks at the same time. Thisimproves the quality of the registrationprocess.Example 2: illustrates how the Control addition best practice can be applied tomortgages applications processes to improve the Organisation view. The rulepromotes adding controls before sendingmaterials for customers. Mortgages forbuying homes involve constituting a filewith numerous documents and papers.Checking the list of requirements againstapplicants’ specifications before sendingthem can save the organisation the hassleof numerous correspondences.5.1.3 BPR goals and targetsFor the construction of a case we still need to define the "problem". Yes a practitioner might wish to retrieve cases of similar business processes and similar best practices but he also would like to do it in order to achieve aSelma Limam Mansar, Hajo A. Reijers, & Farhi Marir 119target. Different goals might lead to completely different redesign options. (Brand and Van der Kolk 1995) demonstrate this issue using their "devil's quadrangle". The authors distinguish four main dimensions in the effects of redesign measures: time, cost, quality, and flexibility. Ideally, a redesign of a business process decreases the time required to handle an order, it decreases the required cost of executing the business process, it improves the quality of the service delivered, and it improves the ability of the business process to react to variation. The attractive property of their model is that, in general, improving upon one dimension may have a weakening effect on another. In order to reflect this difficult reconciliation between the targets and goals of the BPR implementation, it is important to include it as part of a case's characteristics. Goals and targets can be classified as simply "reducing cost or time", "improving flexibility or quality", or a broader range of goals and targets can be used depending on the type of processes that are being redesigned. The classification by (Guimaraes and Bond 1996) offers a wider range of goals and targets that can be used as an initial vocabulary for the CBR cases. Error! Reference source not found. shows some of these targets and goals.Table 2: Possible goals and targets for BPR implementation (adapted from (Guimaraes and Bond 1996)).Possible targets and goalsIncrease own competitiveness by improving the qualityIncrease own competitiveness by reducing costsIncrease own competitiveness by shortening product developmentFocus on end results and objectivesSet aggressive business process goalsUse Information and TechnologyOperate across organisational unitsReduce production times…The impact of the initial target and goal on a redesign can be illustrated by revisiting both examples provided in the previous section:Example 1: we have applied the “task composition” rule to a conference registration process. The target here isclearly to “reduce the production times”.However if the target was to “improve thequality” then it is very unlikely that this rulewould have been applied as it results inless flexibility to participants to decide,later on, on accommodation for example.Example 2: We have applied the “Control addition” rule to a mortgage applicationprocess. The target here was clearly to“reduce the costs”. It is unlikely that thisrule would have been applied if the targetwere “focus on end results and objectives”. In the latter case, the focuswould have rather been on redesigningthe product in itself (mortgage) rather thanon the process.This first step, knowledge acquisition, is now complete. According to Figure 2, the next step is to define the knowledge representation. 5.2 Case representation for BPRimplementationIn this section we describe the case base, i.e. how the storage scheme needs to be structured in a systematic fashion. We adopt, for case-base description, the formalism used in (Kim et al. 2002) and (Suh et al. 1998). Our case base is organised in the form of a hierarchical case tree from the top layer (business area) to the bottom layer (Applied rules); see Figure 4. It has a structure of is-a hierarchy, called a domain-dependent case hierarchy. If a new BPR Solution is created, it is saved in the relevant location according to the hierarchical path from the business layer to the BPR Solution layer. The upper three floors (business area, sub-business area, processes) represent more abstract generic features of the cases, while the three lower layers (BPR solution, goals and targets and applied rules) represent more specific features to the current BPR case.Electronic Journal on Knowledge Management, Volume 1 Issue 2 (2003) 113-124120Advertising BPRInventory managementManufacturing Banking, Finance Mining, Oil….….Cars Aeronautics Textile….….Business areaSub-Business areaGoals and targetsApplied rulesReduce cost Improve quality Use IT ….ParallelismSplit responsibilitiesTask automation….ProcessesAdvertising InvoicingInventory management ….………BPR SolutionSolution Invoicing BPR solutionBPR Solution ….…Figure 4: A domain-dependent case hierarchy.Our case base can be represented by the use of the notations for class diagrams of UML. A BPR solution has relationships with the initial goals and targets and the applied rules; i.e. a BPR solution consists of a set of goals and targets for which some rules have been applied. The shaded parts (processes, goals and targets and Applied rules) should have indexes for case retrieval. They may have similar terms, which will constitute the principle indexes for retrieving similar cases from the case base. Further details are available in (Limam et al. 2003).For both examples described in sections 5.1.2 and 5.1.3, the cases are indexed as follows: Example 1: <Business area> “Education”,<Sub-Business area> “Research”, <Processes> “Conference registration process”, <BPR Solution> “Conference registration process BPR Solution”, <Goals and targets> “Reduce the Production Times”, <Applied rules> “Task composition”.Example 2: <Business area> “Banking,Finance”, <Sub-Business area> “Financial products”, <Processes> “Mortgage”, <BPR Solution> “Mortgage BPR Solution”, <Goals and targets> “Reduce the Costs”, <Applied rules> “Control addition”.6. CBR as a technique forknowledge management in Business Process redesignIn the sequel we explain how the CBR/BPR tool can be used to enhance knowledgetransfer strategies in Business process Redesign.The CBR/BPR tool plays the role of a knowledge-handling tool. The information (which best practices are used for business processes) is first collected from practitioners and then stored in the case database and organised logically (see section 5.2). Basically, Our implementation framework and the set of best practices are the basis for cases classification for CBR. They can be used in two ways:A practitioner wishes to apply a given setof best practices to a specific process and would like to retrieve cases where similar best practices were applied. In this situation the best practices are used to characterise a case,A practitioner doesn't know which rule toapply. He would like to retrieve cases where similar business processes have been redesigned. In this case the rules are an intrinsic part of the solution used in the historical case to solve a similar problem.The information is then made accessible to practitioners to be used. The knowledge can be shared through the CBR/BPR tool by entering new cases to the case-base system or informally by people sharing the knowledge, talking and socialising with one another or exchanging information in digital or analogue form. The CBR/BPR tool thus supports the stages of knowledge management as described in figure 3.。