39（）

A．plenty
B．many
C．lot

The quality of goods.

The high prices.

The speed of deliveries.

认知方面

行为方面

情绪方面

意志方面

强迫

抑郁

恐怖

焦虑

Hs、Hy

Mf、Si

D.Pt

D.Pt

have an improved design.

include a new product.

contain extra information.

Send them a letter.

Check every order.

Contact other suppliers.

Throughout the buying process, various factors may’ influence a buyer’s purchase decision. An awareness of these factors and consumer preferences enables companies to appeal to the group most likely to respond to its products and services. Some of these factors include the following.

CULTURE. The culture and subcultures we belong to shape our values, attitudes, and beliefs, and they influence the way we respond to tike world around us. Understanding culture is therefore an increasingly important step in international business and in marketing in diverse countries such as the United States.

SOCIAL CLASS. In addition to being members of a particular culture, we also belong to a certain social class — upper, middle, lower, m’ somewhere in between. In general, members of various classes enjoy different activities, buy different goods, shop in different places, and react to different media.

REFERENCE GROUP. A reference group consists of people who have a good deal in common—family members, friends, co-workers, fellow students, teenagers, sports enthusiasts, music lovers, computer buffs. We are all members of many such reference groups, and we use the opinions of the appropriate group as a benchmark when we buy certain types of products or services. For example, shopping malls are today losing what has long been their most faithful audience — teens. That’s because Generation Xers (those born between 1965 and 1978) think that malls are for parents and that malls have too many rules. So some retailers like Urban Outfitters and Tower Records refuse to open stores in most malls.

SELF-IMAGE. The tendency to believe that "you are what you buy" is especially prevalent among young people. Marketers capitalize on our need to express our identity through our purchases by emphasizing the image value of products and services. That’s why professional athletes and musicians are frequently used as product endorsers—so that we incorporate part of their public image into our own self-image. After all, doesn’t everyone want to "be like Mike Jordan"

SITUATIONAL FACTORS. These factors include events or circumstances occurring in our lives that are more circumstantial in nature. For example, you have a coupon, you’re in a hurry, it’s Valentine’s Day, it’s your birthday, you’re in a bad mood, and so on. Situational factors influence our buying patterns.

They are often born with this disagreeable nature.

They focus on the inconveniences of things.

They often offend others.

They are not popular in social occasions.

The country’s demand for telephones, mobile phones, faxes and the Internet is growing at an increasingly fast rate. In fact, it is growing (29) quickly that our telephone numbering system needs re-organizing (30) some major changes will have to (31) made.

These changes, (32) , will make the system simpler and easier to use. It is (33) an important task that all the UK phone companies are working together to make (34) changes. The changes will (35) only make hundreds of millions of new numbers, but they will (36) bring order and flexibility to the system for years to come.

(37) main changes are due to happen (38) now and the year 2006, which will give you (39) of time to prepare. You will find details of the number changes on our website, (40) you can visit any time at www. numberchange, org, or call our free phone helpline on 800—820—7713.