Unit 10
Almost all of us have heard about General Motors trying to ll their Nova model in Latin America and finding out that “no va” in Spanish literally means “it doesn’t go”. And of cour, there was the famous first try of Coca Cola in China,when the translation of the soft drink’s name read “bite the wax tadpole”.
1我们几乎都听说过这样一个销售案例：美国通用汽车公司试图在拉丁美洲销售他们的Nova车型，结果发现在西班牙语中，“no va”的字面意思是“它走不了”。当然，同样有名的还有另外一个案例：可口可乐第一次登陆中国市场时，这种软饮料的名字被译成“蛾蚌啃蜡”。客户服务
But cultural awareness in marketing is a lot more than careful translation. There are subtleties and nuances to every culture, and there are just plain tablls. Although most people wouldn’t be able to list the rules of their own culture, they certainly know when tho rules are violated. Our own culture tendd to be “invisible” to us, while differences we run into when abroad strike as strange, funny or extrotic. So how much more difficult it to discern the unwritten rules of another country?
2但是市场营销中的文化意识却远远不只是小心谨慎的翻译而已。每一种文化都有它的微妙和特别之处，同时还有一些直白的忌讳。虽然大多数人都无法详尽地罗列出他们自己文化中的条条框框，但他们却肯定知道什么时候人们违背了他们的文化传统。对我们来说，自己所属的文化往往是看不见的，但是，当
我们身处异地时，我们碰到的文化差异却令我们感到古怪、有趣或奇特。因此，要辨明另一国家不成文的规定到底有多么困难呢?
There is still no substitute for a visit to the target market. When in a foreign place, you’ll undoubtedly become aware of different aesthetica. What flavors, which colors, are ud to attract buyers there? Foods you find unpalatable and decorations you find garish have completely different effects on the natives. Your hosts might ask emingly rude questions such as "How old are you?" and "How much money do you make?" Meals, schedules, transportation, and personal conveniences can't be taken for granted. Prices for the simplest purchas are subject to negotiation. You haven't figured out all the small coins,and you don't understand anyone's name. And it just doesn't smell like home.
3看来，去目标市场进行调查仍然是不二之选了。.当你身处异国他乡时，你就肯定会留意到审美观的差异。在那里，到底哪些味道或颜色更容易吸引购买者?你觉得很难吃的东西或很艳俗的装饰品对当地人来说就完全是另一回事。主人可能会问客人一些看似不礼貌的间题，如“你多大啦?”或“你赚多少钱啊?”饮食、日程表、交通、个人便利等等都不能想当然。即便是购买最普通的物品，你也可以讨价还价。你没弄清楚所有的硬币，你也不懂任何人名字的含意。总之，一切都与在国内时不一样。
4 A visit is a golden opportunity to absorb the prent-day culture.Every detail that differs from your u小产权房买卖合同
sual pattern is a clue to the nationals. But also remember that learning the basics of comportment in another culture, though very important in
your relationships with clients and contacts, isn't sufficient for planning a full marketing campaign. The simplest cultural differences can strand the grandest plans.
4到目标市场走走也是吸收当今文化的黄金时机。任何与你平时生活模式有所不同的细节都能透露出当地居民的行为方式。但同样要记住的是，在培养和发展与客户或联系人的社会关系时，学会另一文化的规范行为举止虽然很重要，但这并不足以助你做一个全面的营销策划。最简单的文化差异也能搁浅最宏伟的计划。
5 In Japan, for example, a major houhold products company spent many millions of dollars on a marketing campaign in advance of introducing its laundry detergent. Nevertheless, when the detergent was made available, sales were miniscule. In fact, few shops stocked the soap. Non-tariff trade barriers? No, it was something much simpler. The typically US "large, economy-sized" boxes were far too big and bulky for the tiny Japane retail establishments. And Japane houwives don't usually have cars——they walk to the stores and carry their purchas home, to very small living spaces.
5例如，在将其洗涤剂引入日本市场之前，一家大型的家用产品公司花了数百万美金进行了市场营销活动。尽管如此，当他们的洗涤剂在日本上市时，销量却客客无几。事实上，几乎没有商店储备这种肥皂。是非关税贸易壁垒的缘故吗?不是，真正的原因要简单得多。典型的美国式经济大包装对于空间狭小的日本零售店来说俨然是“庞然大物”。而且，日本的家庭主妇一般没有车，她们步行到商店，然后买了商品拎回家—个很小的处所。
6 Cultural factors influence consumer behavior. The factors include religion, superstation, family structure,cuisine,language and local history but estend to attitudes about such issues as government, work authority, age, environment, space and time, and male-female relationships. Finally, there is that difficult-to-define national n of humor which often doesn't translate from one culture to another. Beyond concrete demographics, the attitudes are not as easy to circumscribe and pin down; besides, attitudes, even culturally ingrained ones, do change.
6不同的文化因素—不仅包括宗教、迷信、家庭结构、饮食、语言和当地的历史，还延伸到对待事物的各种观念如政府、工作、权威、年龄、环境、时空和男女关系—都会影响人们的购买行为。最后，一种文化里的幽默感是很难界定的，而且这种幽默通常难以通过另一种文化领会或设释。除了具体的人口统计数据之外，很难清楚地界定或确定这些观念；而且，即使是带上文化烙印的根深蒂固的各种观念也确确实实在改变。
李宇春下个路口见
7 The target language is easily determined, but beware of generalities. The Spanish language in Spain is not the same as in Latin America.And we've all heard about the 10,000 spoken dialects in Chine, but also realize that the "old" characters` are still ud in Singapore, other nations and regions. The have largely been supplanted with "simplified" characters on China's mainland that are now, since
reunification, being spread to Hong Kong SAR. Most Chine under 40 years old on the mainland can't read the old-style writing.
7目标语很容易确定，但切忌笼统概括。在西班牙使用的西班牙语与在拉丁美洲使用的西班牙语并不完全一样。我们都听说过在汉语里大约有10,000种口语方言，而且我们也都意识到新加坡、其他一些国家和地区还在使用繁体汉字。但在中国大陆地区，繁体字已经基本上被简化字取代了。自从香港回归以来，这一趋势也扩展到了香港特别行政区。在大陆，大多数40岁以下的中国人已经不会读繁体字了。
8 Combine superstition and language for amplified effect.In China and Japan, the number four has the same pronunciation as the word that means "death". Conquently, a "4" in your company name or contact information might have a negative implication. The number eight, however, is considered l
ucky, and many products are named "88" or "888". Phone numbers with eights denote good fortune, and real estate with eights in the address is likely to ll more quickly—especially if the price ends in "888". The beliefs are so prevalent that hospitals in Hong Kong SAR were flooded with near-term pregnant mothers on August 8th, 1988 (8/8/88), demanding induced delivery or even Caesarian ctions so their babies would have lucky birthdays. And 1988 was also the auspicious "Year of the Dragon" in the traditional Chine calendar.
8如果你能够把迷信和语言结合起来，你就能增强效果。在中国和日本，数字4与“死”谐音。因此，公司名字或联系信息里的数字4会有一种负面的含义。然而，数字8却被看作是一个幸运数字，于是有很多的产品名称都叫88或888。有数字8的电话号码代表着好运。地址里含有数字8的房产很可能会卖得更快，特别是当价格的尾数是"888”的时候。这些数字迷信相当普遍，以致于在1988年8月8日(8/8/88)，香港的医院挤满了临产的孕妇，有的要求人工引产，有的甚至要求剖腹产。这样，他们的小孩就可以有幸运的生。.而且，1988年也是农历中大吉大利的龙年。
需要一半留下一半9 In the United States, we’re ud to competitive playing field in which we constantly compare ourlves, our companies, and our products. But in the EU and much of Asia, comparisons in advertising are not accepted or allowed. Declaring that one soft-drink tastes better than another or even that one automobile is more dependable than another could be met with distaste (or even legal
action). For an EU campaign, it might be okay to tout the merits of your products, but not okay to u comparative methods common to a US campaign. In some locations, citizens tend to be much more humble and lf-effacing than "shoot-from-the-hip" people in the United States. Many cultures will respond better to emphasis on company longevity and reputation.
9在美国，我们习惯于在竞技场上角逐，比较自身、公司和产品。但是，在欧盟和大多数亚洲国家，广告里是不接受、也不允许有比较行为的。.如果宜称某种软饮料要比其他的软饮料口感更佳，或者某一种品牌的汽车比其他汽车更可靠，这可能会招人反感(甚至会被诉诸法律)。欧盟的宣传活动，吹捧自己产品的优点或许是可行的，但却不能采用产品比较的策略，尽管这种方法在美国是司空见惯的。.某些地方的市民
浪人情歌简谱往往会比那些鲁莽行事的美国人要谦卑低调得多。在很多文化里，公司都会比较注重长期发展和公司信誉。
10 If you are designing visual advertising, take into account local differences in non-verbal behavior such as gestures, eye contact, personal space, and male-female relationships. Years ago, a movie was relead in China that showed the first
on-screen kiss ever filmed in the PRC. When the couple's lips met, an audible gasp swept through th
e theater. Depending on a variety of factors, this higher shock value of a public kiss could work for or against your advertising.
10如果你正在策划视觉广告，那么你就有必要考虑非言语行为的地方差异，如手势、眼神交流、私人空间以及男女关系。数年前，有一部电影在中国上映，这部电影里出现了中国电影史上第一次接吻的镜头。当接吻镜头出现时，电影院里惊叹声一片。考虑到丰富的文化因素，公众之吻的较高冲击值可能会对你的广告产生截然相反的功效。兔子童谣
11 It can be a big mistake to assume a pan-Asian market or a "Latin American" or "European" buyer. Neighboring cultures elwhere don't necessarily share buying preferences any more than a US buyer does with a Mexican consumer. Furthermore, national borders don't always delineate buying behavior; regional patterns can be just as strong.
11妄加推断一个泛亚洲市场或一位拉丁美洲或欧洲客户都有可能会酿成大错。在邻国文化里，并不见得一定会有共同的购买喜好；同样，美国消费者和墨西哥消费者的购物偏好也不尽相同。而且，国界也不一定总能区分消费行为，因为地区特色也一样会很明显。
12 Each aspect of culture is like a stone thrown into a pool. Cuisine influences not just companies that trade in foodstuffs, but also appliances, cookware, storage ware, rve ware, packaging, as well
as franchi food and hospitality companies. And don't u the Jolly Green Giant in part of Asia where a green hat worn by a man signifies that he has an unfaithful wife.风疹的症状
12文化的方方面面都可能会如投石入水，泛起涟漪。饮食习惯不仅会影响食品公司，也会影响经营日用品、厨具、储藏器皿、餐具、包装公司，以及获得经营权的餐饮、服务店。在有些亚洲地区不要用“快乐的绿巨人”，因为在当地文化里，男人戴绿帽子就表示他妻子对他不忠。
13 It's definitely best to have someone with native knowledge of the target culture advi you. Small budget? Consult bi-national chambers of commerce for effective help. But before launching a marketing campaign, try a test market first, usually in a major city with demographics reprentative of the targeted country or region. Generally, city populations may be more sophisticated and have the most cosmopolitan attitudes; they also have the highest incomes and therefore are more able to purcha consumer and discretionary goods.
13要是能够聘请到一位了解当地文化的人充当目标市场文化顾问，那肯定再好不过了。预算不够，就去咨询跨境商会以获取有效的帮助。但是，在启动一项营销活
韩剧原来是美男啊动之前，可以先到市场上测试一下，这种测试通常在目标国家或地区具有代表性的大城市进行。一般来说，城市居民见多识广，他们的观念也兼容并包；同时，他们的收人往往是最高的，更具随意购买
消费品的能力。
14 In one such pretest, a US luggage manufacture found out that culture also affects thinking and perception. The company designed a new West Asian advertising campaign around the image of its luggage being carried on a magic flying carpet. A substantial part of the Arabic focus group thought they were eing advertising for Samsonite carpets.
14在类似这样的一次测试里，一家美国行李箱制造商发现文化同样会影响思维和感知。这家公司在中东地区策划了一则全新的广告—他们的行李箱乘坐在一块神奇的飞毯上。阿拉伯地区绝大多数的重点访谈人群则认为他们看到的是一则
“S'di11S0i111e”牌的地毯广告。
