TRƯỜNG ĐẠI HỌC QUẢNG BÌNH Bài giảng TIẾNG ANH CHUYÊN NGÀNH QUẢN TRỊ KINH DOANH BIÊN SOẠN TS Nguyễn Văn Chung Quảng Bình 2016 Contents Part1: Managerment Unit 1: Managerment 1.1 Introduction to Management and Organizations 1.3 Management Roles 1.4 Management Skills Unit 2: Managing across cultures 2.1 Basic term 2.2 Managing a global multinational company Unit 3: Work and motivation 11 3.1 Lead – in 11 3.2 Attitudes to work 12 3.3 “Satisfiers” and “motivators” 14 Unit 4: Recruitment 16 4.1 Reading: Filling a vacancy 16 4.2 Job applications 16 Unit 5: Company Structure 20 5.1 Wikinomics and the future of companies 20 5.2 Wikinimics principle 20 Part 2: Production 22 Unit 6: The difference sectors of the economy 22 6.1 Another cup of tea 23 6.2 Manufacturing and services 24 Unit 7: Production 26 7.1 Basic term 26 7.2 Capacity and inventory 27 Unit 8: Logistics 28 8.1 Pull and push strategies 29 8.2 Manufacturing supply chain workflow 30 Part 3: Marketing 32 Unit 9: Marketing 32 9.1 Basic terms 32 9.2 The product life cycle 34 9.3 “The Dell Theory of Conflict Prevention” 36 Unit 10: Advertising 38 10.1 Basic terms 38 10.2 Advertising functions 39 Unit 11: Products 41 11.1 Product and brand 41 Part 4: Economics 43 Unit 12: The business cycle 43 12.1 Basic terms 43 12.2 What causes the business cycle? 44 Unit 13: Efficiency and employment 47 13.1 Basic terms 47 13.2 Unemployment 48 Unit 14: Exchange rates 51 14.1 Exchange rate 51 14.2 A CURRENCY TRANSACTION TAX 52 Unit 15: International trade 54 15.1 Basic terms 54 15.2 For and against free trade 55 Part 5: Financial 57 Unit 16: Banking 57 16.1 Financial institutions 57 16.2 The subprime crisis and the credit crunch 59 Unit 17: Bonds 60 17.1 United States Department of Treasury Building, Washington, DC 60 17.2 Basic terms 62 Unit 18: Stocks and Shares 64 18.1 Stocks Basics: What Are Stocks? 64 18.2 How stocks and shares work 64 Unit 19: Accounting and financial statements 66 19.1 Basic accounting terms 66 19.2 Different types of accounting 67 Unit 20: Market structure and competition 69 20.1 Market structure 69 Part1: Managerment Unit 1: Managerment 1.1 Introduction to Management and Organizations The 21st century has brought with it a new workplace, one in which everyone must adapt to a rapidly hanging society with constantly shifting demands and opportunities The economy has become global and is driven by innovations and technology and organizations have to transform themselves to serve new customer expectations Today’s economy presents challenging opportunities as well as dramatic uncertainty The new economy has become knowledge based and is performance driven The themes in the present context area ‘respect’, participation, empowerment, teamwork and self management In the light of the above challenges a new kind of leader is needed to guide business through turbulence Managers in organizations this task A manager is someone who coordinates and oversees the work of other people so that organizational goals can be accomplished It is not about personal achievement but helping others their job Managers may also have additional work duties not related to coordinating the work of others Managers can be classified by their level in the organization, particularly in traditionally structured organizations— those shaped like a pyramid First-line managers (often called supervisors) are located on the lowest level of management Middle managers include all levels of management between the first-line level Top managers include managers at or near the top of the organization who are responsible for making organization-wide decisions and establishing plans and goals that affect the entire organization The changing nature of organizations and work often requires employees in formerly nonmanagerial jobs to perform managerial activities Non managerial jobs are those where one works directly on a job and had no one reporting to him Mary Parker Follet defines management as, “The art of getting things done through people” Management involves coordinating and overseeing the work activities of others so that their activities are completed efficiently and effectively 1.2 Management Functions According to the functions approach managers perform certain activities to efficiently and effectively coordinate the work of others They can be classified as Planning involves defining goals, establishing strategies for achieving those goals, and developing plans to integrate and coordinate activities Organizing involves arranging and structuring work to accomplish the organization’s goals Leading involves working with and through people to accomplish organizational goals Controlling involves monitoring, comparing, and correcting work performance Since these four management functions are integrated into the activities of managers throughout the workday, they should be viewed as an ongoing process and they need not the done in the above sequence 1.3 Management Roles In the late 1960s, Henry Mintzberg conducted a precise study of managers at work He concluded that managers perform 10 different roles, which are highly interrelated Management roles refer to specific categories of managerial behavior Overall there are ten specific roles performed by managers which are included in the following three categories Interpersonal roles include figurehead, leadership, and liaison activities Informational roles include monitoring, disseminating, and spokesperson activities Decisional roles include entrepreneur, disturbance handler, resource allocator, and negotiator Although the functions approach represents the most useful way to describe the manager’s job, Mintzberg’s roles give additional insight into managers’ work Some of the ten roles not fall clearly into one of the four functions, since all managers some work that is not purely managerial 1.4 Management Skills Managers need certain skills to perform the challenging duties and activities associated with being a manager Robert L Katz found through his research in the early 1970s that managers need three essential skills Technical skills are job-specific knowledge and techniques needed to proficiently perform specific tasks Human skills are the ability to work well with other people individually and in a group Conceptual skills are the ability to think and to conceptualize about abstract and complex situations Which candidates might be the most suitable for those positions above? Unit 2: Managing across cultures 2.1 Basic term Match the words in the box with definition below Collectivist: Tập thể Compromise: Sự thỏa hiệp Confrontation: Đối đầu Connections: Nối, liên kết Eye contact: Giao tiếp mắt Globalization: Toàn cầu hóa Improvise: Ứng biến Interrupt : Gián đoạn Intuition : Trực giác Logic Lose face: Mất mặt Status: Địa vị An invented word combining worldwide and regional concern Thought based on reason and judgment rather than feelings and emotions A face- to – face disagreement or argument Reducing demands or changing opinions in order to agree Understanding or knowing with consciously using reason People of influence or importance with whom you are associated To something when necessary without having already planned it Respect, prestige or importance given to someone Believing that the group is more important than the individual 10 To be humiliated or disrespect in public 11 To cut into someone else’s turn to speak 12 Looking directly at the people you are talking or listening to 2.2 Managing a global multinational company Managing a global multinational company would obviously be much simpler if it required only one set corporate objectives, goals, policies, practices, products and services But local differences - cultural habits, beliefs and principles specific to each country or market - often make this impossible The conflict between globalization and localization has be successful in foreign markets have to be aware of the local cultural characteristics that affect the way business is done Richard Lewis has classified different cultures according to three Poles representing different types of behavior Business people in linear - active cultures such as Britain, the USA and Germany are generally organized and rational, try to act logically rather than emotionally, plan in advance, and like to one thing at a time They believe in respecting rules, regulations and contracts, and so are what the Dutch theorist Fons Trompenaars call "universalists" - they think rules apply to everybody They are not afraid of confrontation but will compromise when necessary to achieve a deal They are essentially individualist Multi - active cultures in Southern Europe, Latin America and Africa more importance to feelings, emotions and intuition, and relationships and connections People like to many things sat the same time; they are flexible, good at changing plans and happy to improvise They believe in social or company hierarchy, and respect status They are essentially collectivists, and also what Trompenaars 'particularist' - they believe that personal relationship and friendships should take precedence over rules and regulations People in “reactive culture” in Asia prefer to listen to and establish the other’s position, and then react to it They try to avoid confrontation, and don't want to lose face or cause someone else to They rarely interrupt speakers and often avoid eye contact They try to formulate approaches which suit both parties Other countries have cultures which show combined characteristics of two of these poles, and can be represented along the sides of a triangle Comprehension: Why is it important for companies to be aware of local cultures? What are the differences between individualist and collectivists? Who is more likely to think: “I’ll let them speak first.” Who is more likely to say, about other people: “They can't be trusted because they will always help their friends or family” - universalist or particularists? Who is more likely to say: “Oh, you can't trust them; they wouldn't even help a friend?” Discussion: To what extent you agree that it is possible to sum up national characteristics in a few words? Is there usually some (or a lot of) truth in such stereotype? Or, on the contrary, you find such stereotyping dangerous? If your country is not show on the diagram, where you think it should be situated? If your country is shown, you agree? Would you say that you, personally, were individualist or collectivist? Particularist or Universalist? What about the majority of people in your country? 10 C Free trade guarantees the largest possible foreign markets for producers and exporters D The WTO defends Trade Related intellectual Property rights (TRIPs) granting pharmaceutical compares patents copyrights and trademarks which deny poor countries access to lifesaving medicines and generic drugs E Free trade guarantees consumers the lowest possible prices F Lowering trade barriers also breaks down other barriers between peoples and nations G The price of exported goods does not reflect the environmental cost of transporting them H Instead of promoting internationally recognized labour and environmental standards, free trade make it easier for production to go where the labour is cheapest and environmental cost are low I Free trade, comparative advantage and specialization always lead to economic growth and development J The WTO classifier most environmental labour, health and safety protection laws as illegal banners to trade, it has ruled against the US clean Air Ast and parts of the US Endangered Species Act K Free trade ensures secure supplies and a greater choice of components and raw materials for producers, and of products and services for consumers L The WTO has ruled that governments cannot take into account noncommercial values such as human rights opposing child labour, etc M WTO policies allow rich countries to dump heavily subsidized industrially produced food in poor countries, which damages local production 56 Part 5: Financial Unit 16: Banking 16.1 Financial institutions        Commercial banks: Ngân hàng thương mại Hedge funds: Quỹ đầu tư Investment banks: Ngân hàng đầu tư Islamic banks: Ngân hàng hồi giáo Non-bank financial: Tổ chức trung gian tài Private banks: Ngân hàng tư nhân Stockbrokers: Môi giới chứng khoán In the USA, where many banks went bankrupt following the Wall Street Crash in 1929, a law was passed in 1934 (the Glass-Steagall Act) that separated commercial banks and investment banks or stockbroking firms For the rest of the 20th century, there were regulations in the US, Britain and Japan that prevented commercial banks from doing investment banking business In other countries, Including Germany and Switzerland, large banks did all kinds of financial business But starting in the 1980s, many rules were ended by financial deregulation, and GlassSteagall was repealed in1999 Large banks became international conglomerates offering a complete range of financial services that were previously provided by banks, (5) ……… and insurance companies (6)……………, in Islamic countries and major financial centers, offer interest-free banking They not pay interest to depositors or charge interest to borrowers, but invest in companies and share the profits (or losses) with their depositors Some car manufacturers, food retailers and department stores now offer products like personal loans, credit cards and insurance Technically these are not banks but (7)………… Insert the names of the following types of financial institutions in the spaces in the text Commercial banks Investment banks Private banks Hedge funds Stockbrokers 57 Islamic banks Non-bank financial Find the words or expressions in the text which mean the following: a Money placed in a bank b A sum of money borrowed from a bank c The money invested in a business d Certificates representing part-ownership of a company e Certificates of debt issued by governments or companies to raise money f When one company combines with another one g When one company offers to buy or acquire another one h Buying and selling stocks or share nor clients i All the investments owned by an individual or organization j The profits made on investments k Unable to pay debts or continue to business l The ending or relaxing of legal restrictions m A group of companies, operating in different fields, which have joined together n The price paid for borrowing money, paid to the lenders Match up the verbs in the left-hand box with the nouns in the right-hand box to make common verb-noun combinations found in the text above Charge Do Give Issue Make Offer Pass Pay Provide 10 Raise 11 Receive 12 Share a b c d e f g h i j k l Advice Bonds Business Capital Deposit Laws Loans Profits Interest Services Stocks or Shares 58 16.2 The subprime crisis and the credit crunch Deregulation in the 1980s was one of the factors that led to the subprime crisis Read about the crisis and then put the sentences below in the right order When American house prices began to fall in 2007, many ‘subprime’ borrowers, defines as those with poor credit ratings and consequently a high rick of default, stopped paying their mortgages, as their debt was greater than value of their house Unfortunately, the institutions which had issued the mortgage-backed securities (MBS) and collateralized debt obligations (COD) which had been bought by many financial institutions including investment banks, hedge funds, insurance companies, pension funds, mutual funds, and so on This process is called securitization: financial assets like mortgages which produce a cash flow are pooled (grouped together) and converted into securities that are then sold to investors MESs and CDOS give their buyers the right to receive the payments on the underlying mortgages, and banks bought them because they believed that house prices would continue to rise, and households would continue to make their mortgages payments But when many subprime borrowers stopped paying, the value of subprime related securities fell dramatically Many banks in the USA, Britain and elsewhere lost billions of dollars on their MBSs (now often referred to as ‘toxic debt’) These losses destroyed much of the capital of the word banking system, leading to credit crisis or a ‘credit crunch’: a massive reduction in the amount of credit available for banks to lend to other banks, businesses and households Read about the crisis and then put the sentences below in the right order ……… American house prices fell and many borrowers stopped repaying ……… Lenders granted mortgages to ‘subprime’ borrowers ……… some went bankrupt, and other had to be rescued by governments ……… The mortgages lenders sold mortgage-backed securities to financial institution ……… The value of MBSs fell to almost zero and many banks lost billions of dollars ……… There was a credit crisis as there was little capital left for lending and borrowing 59 Unit 17: Bonds - Finance : Tài trợ - Mutual funds : Quỹ phúc lợi - Pension funds : Quỹ hưu trí - Interest : Lãi suất - Insolvent : Phá sản - Deduct : Khấu trừ - Dividends : Cổ tức - Shareholders : Cổ đông - Treasury notes : Trái phiếu kho bạc - Investors : Nhà đầu tư - Equity financing : Vốn chủ sở hữu - Investment bank : Ngân hàng đầu tư 17.1 United States Department of Treasury Building, Washington, DC Companies finance most of their activities by way of internally generated cash flows If they need to raise more money to expand their operations, they can either issue new shares- selling them to their existing owners or on the stock market (equity finance) - or borrow money (debt finance), usually by issuing bonds Companies generally use an investment bank to issue their bonds, and to find buyer, which are often institutional investors like insurance companies, mutual funds and pension funds Paragraph 2: Bondholders get back their original investment (or 'principal') on a fixed maturity date, and receive interest payments (the 'coupon') at regular intervals (six -monthly or annually) until then Most bonds have fixed interest rates Paragraph 3: For investors, bonds are generally safer than stocks or shares, because if an insolvent or bankrupt company sells its assets, bondholders are among the creditors who might get some of their money back On the other hand, in the medium or long term, shares generally pay a higher return than bonds For companies, the advantage of debt financing over equity financing is that bond interest is tax deductible: companies deduct their interest payments from their profits before 60 paying tax, while dividends paid to shareholders come from already- taxed profits But debt increases a company's financial risk: bond interest has to be paid, even in a year without any profits to deduct it from, and the principal has to be repaid when the debt matures, whereas companies are not obliged to pay dividends or repay share capital Paragraph 4: If tax revenue is insufficient, government also issue bonds to raise money, and these are considered to be a risk- free investment In the US there are Treasury notes (with a maturity of two to ten years) and Treasury bonds (with a maturity of ten to 30 years), while in Britain government bonds are known as gilt - edged stock or just gilts Paragraph 5: Bonds are saleable instrument that can be traded on the secondary bond market Banks and brokerage companies act as market markers, quoting bid and offer prices for bonds with a very small spread or difference between them The price of bonds varies inversely with interest rates If interest rates rise, so that new borrowers have to pay a higher rate, existing bonds lose value If interest rate falls, existing bonds paying a higher interest rate than the market rate increase in value Consequently the yield of a bond - how much income it gives - depends on its purchase price as well as its coupon Are the following statements true or false? Companies regularly finance their activities by issuing bonds Bond - issuing companies use investment banks to find investors Bonds are repaid at 100% when they mature, unless the borrower is insolvent Bondholders get their money back if a company goes bankrupt Bond coupons are generally lower than share dividends For profitable companies, there are tax advantages to issuing stocks or shares rather than bonds Government systematically finances public spending by issuing bonds A bond paying 5% interest would lose in value if interest rates fell to 4% 61 17.2 Basic terms Profits: Lợi nhuận Shareholders: Cổ đông Mutual funds: Quỹ phúc lợi Pension funds: Quỹ hưu trí Debt finance: Vốn vay Six-monthly or annually: Sáu tháng hàng năm Bond interest: Lãi suất trái phiếu Creditors: Chủ nợ Insolvent: Phá sản Interest payments: Trả lãi Banks and brokerage companies: Ngân hàng công ty môi giới Purchase price: Giá mua Selling price: Giá bán Interest: Lãi suất Find words in the text that mean the following: The money a company receives minus the money it spends during a certain period Part ownership of a company in the form of stocks or shares Funds operated by investment companies that invest people's money in various assets Funds that invest money that will be paid to people after they retire from work The amount of capital making up a bond or other loan The length of time for which a bond is issued (until it is repaid) The amount of interest that a bond pays Unable to pay debt People or institutions to whom money is owed 10 Payments by companies to their shareholders 11 Businesses that buy and sell securities 12 The price at which a buyer is prepared to buy a security at a particular time 13 The price at which a seller is prepared to sell a security at a particular time 14 The rate of income an investor receives from a security Vocabulary Borrow money: Vay vốn Deduct interest: Trích lãi suất Finance interest: Lãi suất tài Issue shares: Phát hành cổ phiếu 62 Issue bonds: Phát hành trái phiếu Pay a return: Trả lại Pay tax: Phải nộp thuế Pay dividends: Trả cổ tức Raise money: Quyên tiền Repay principal: Trả gốc Receive interest payments: Nhận tiền lãi Repay shares: Trả cổ phiếu Sell assets: Bán tài sản What other verb-noun combinations can you make with these words? Receive in advance: Nhận trước Receive money: Nhận tiền Issue dividends: Cổ tức phát hành Pay money: Trả tiền Issue bonds: Phát hành trái phiếu Issue money: Phát hành tiền Sell bonds: Bán trái phiếu Raise interest rates: Tăng lãi suất Read the three extracts from newspaper articles on the next page, and answer these questions What are the three classes of bonds mentioned? What according to the journalist and the experts quoted, is happening that makes each type of bond a good investment opportunity? Why is the government buying back billions of pounds worth of bonds? What kinds of companies issue high- yield bonds? What is the risk involved with buying high-yield bonds, and how can it be reduced? 63 Unit 18: Stocks and Shares 18.1 Stocks Basics: What Are Stocks? The Definition of a Stock: Plain and simple, stock is a share in the ownership of a company Stock represents a claim on the company's assets and earnings As you acquire more stock, your ownership stake in the company becomes greater Whether you say shares, equity, or stock, it all means the same thing Stock market What's the difference between shares and stocks? In today's financial markets, the distinction between stocks and shares has been somewhat blurred Generally, these words are used interchangeably to refer to the pieces of paper that denote ownership in a particular company, called stock certificates However, the difference between the two words comes from the context in which they are used For example, "stock" is a general term used to describe the ownership certificates of any company, in general, and "shares" refers to a the ownership certificates of a particular company So, if investors say they own stocks, they are generally referring to their overall ownership in one or more companies Technically, if someone says that they own shares - the question then becomes - shares in what company? Bottom line, stocks and shares are the same thing The minor distinction between stocks and shares is usually overlooked, and it has more to with syntax than financial or legal accuracy 18.2 How stocks and shares work Investments in UK stocks and shares can fit some strategies and goals Here’s how they work: 64 When you buy a share, you gain part ownership of that company  Holding shares gives you the right to vote on certain issues facing the business The day-to-day conduct of the company’s business is carried on by a board of directors, which is voted in by the shareholders  Any return you get from shares comes from share price growth or from dividends – payments out of the company’s profits Returns from either profits or dividends aren’t guaranteed and you could get back less than you initially invested You might get no dividends and the share price can fall  There are two main kinds of share types – ordinary and preference Most shares are ordinary shares Preference shares may give holders priority when it comes to payment of a level of dividends and on liquidation of the company, however they don’t usually carry voting rights  Preference shareholders usually receive fixed, regular dividend payments However because the dividend is fixed, there is less potential for the share price to grow over the long term Remember dividends aren’t guaranteed and share prices can fall as well as rise  By holding shares from companies in different industries and regions, you can create a diversified portfolio and aim to spread your risk, which might help you achieve smoother returns 65 Unit 19: Accounting and financial statements 19.1 Basic accounting terms Choose basic words with the definitions below Match the terms with the definitions in the box below Match up the name of the combinations and nouns below Make common word combinations with the verbs and nouns below Look at the balance sheet opposite and answer the question VOCABULARY            Asset: Income: Transaction: Debt: Expenditure: Liabilities: Account: Budget: Financial statement: Revenue: Debit: Which basic accounting words are defined below? All the money received from business activities during a given period? A assets B income C transactions All the money that a business spends on goods or services during a given period A Debts B Expenditure C Liabilities A financial operating plan showing expected income and expenditure A Account B budget C financial statement Anything owned a business – cash, building, machines, equipment, etc A Asset B Income C Revenue All the money that a company will have to pay to some one else in the future, including debts, taxes and interest payments A Debits B Expenditure C Liabilities 66 An entry in an account, recording a payment made A Credit B Debt C Debit An entry in an account, recording a payment received A Credit B Debit C Income Adjective describing something without a material existence, which you can’t touch A Current B Intangible C Tangible Adjective describing a liability which has been incurred but not yet invoiced to the company A Accrued B Deferred C Receivable 10 Delayed or postponed until a later time A Deferred B Payable C Retained 19.2 Different types of accounting How well you know the different types of accounting and the different branches of the accounting (or accountancy) profession? Match the terms with the definitions in the box below A B C D E F G Accounting: Auditing: Bookkeeping: Cost accounting: “Creative accounting”: Managerial or management: accounting Tax accounting: Calculating all the expenses involved in producing something, including materials, labour, and all other expenses Calculating show much an individual or a company will have to pay to the coal and national governments (and trying to reduce this to an minimum) Inspecting and reporting on accounts and financial records Preparing financial statements showing income and expenditure, assets and liabilities Providing information that will allow a business to make decisions, plan future operations and develop business strategies Using all available accounting procedures and tricks to disguise the true financial position of a company 67 Writing down the details of transactions (debits and credits) Which lines on the balance sheet the definitions below it refer to? (Two have been done as example) Which two figures have to be the same (to balance) by definition? How much money had the company already paid in advance for goods and services, on the date of the 2008 balance sheet? At the 2008 balance sheet date, which is greater, the amount of capital the shareholders have paid into the company, or the amount of profit that has not been spent? At the 2008 balance sheet date which total higher the money Google currently owes, or the money that it is owed 68 Unit 20: Market structure and competition 20.1 Market structure Vocabulary         Differentiated Market challenger Market followers Market leader Market segmentation Market share Niche Unique selling proposition (or USP) In most markets there is a definite (1) : the firm with the largest (2) This is often the first company to have entered the field, or at least the first to succeed in it In many markets, there is often also a distinct (3) , with the second-largest market share In the car hire business, the challenger actually advertised this fact for many years: Avis used the slogan “We’re number two We try harder.” And got close to the leader Hertz The second-largest company in an industry can either attempt to attack the leader, or to increase its market share by attacking various (4) Most of the smaller companies in any industry present no threat to attack the leader Many of them concentrate on (5) : selling profitable(6) Products that are in some way (7) from the products of larger companies, and which have growth potential A smaller competitor which does not differentiate its product does not have a (8) there is no reason for anyone to buy it This is especially true in recessions; retailers and customers all prefer to buy from big, well- known suppliers Vocabulary 2: Address or tackle: Attorney: Cluster: Disrupt: Dominate: Entrepreneur: Headhunter: Landlord: 69 Patent: Vulnerable: a group of similar things (e.g companies) situated close together a person or organization that owns a building or an area of land and rents it to other people a person who starts their own business, especially when this involves taking risks a recruiter of important personnel for companies an alternative American tern for a lawyer likely to be attacked the official legal right to make or sell an invention for a particular number of years to have control over something, or to be the most important person or thing to prevent something from continuing as expected 10 to try to deal with a problem 70 ... Production Unit 6: The difference sectors of the economy Metallurgical (luyện kim ) Business (kinh doanh buôn bán Mechanical (cơ khí) Coal mining (khai thác than đá) READING Vocabulary Comprehension... wikinomics principle? 20  Cybercrime  Business Secrets Vocabulary a b c d e f Autonomous: Tự trị / chủ động To delegate: Giao phó / uỷ nhiệm Function: Chức năng/ chức vụ/ trách nhiệm Hierarchy... Universalist? What about the majority of people in your country? 10 Unit 3: Work and motivation Experience (kinh nghiệm) Work motiva So on… tion Money (tiền) Part-time ( bán thời gian) Human needs (Nhu cầu