Passage 1
It can be argued that much consumer dissatisfaction with marketing strategies arises from an inability to aim advertising at only the likely buyers of a given product.
There are three groups of consumers who are affected by the marketing process. First， there is the market segment-people who need the commodity in question. Second， there is the program target-people in the market segment with the “best fit” characteristics for a specific product. （Line9） Lots of people may need trousers， but only a few qualify as likely buyers of very expensive designer trousers. Finally， there is the program audience-all people who are actually exposed to the marketing program without regard to whether they need or want the product.
These three groups are rarely identical. An exception occurs occasionally in cases where customers for a particular industrial product may be few and easily identifiable. Such customers， all sharing a particular need， are likely to form a meaningful target， for example， all companies with a particular application of the product in question， such as high-speed fillers of bottles at breweries. In such circumstances， direct selling（marketing that reaches only the program target）is likely to be economically justified， and highly specialized trade media exist to expose members of the program target-and only members of the program target-to the marketing program.
Most consumer-goods markets are significantly different. Typically， there are many rather than few potential customers. Each represents a relatively small percentage of potential sales. Rarely do members of a particular market segment group themselves neatly into a meaningful program target. There are substantial differences among consumers with similar demographic characteristics. Even with all the past decade's advances in information technology， direct selling of consumer goods is rare， and mass marketing-a marketing approach that aims at a wide audience-remains the only economically feasible mode. Unfortunately， there are few media that allow the marketer to direct a marketing program exclusively to the program target. Inevitably， people get exposed to a great deal of marketing for products in which they have no interest and so they become annoyed.
1. The passage suggests which of the following about highly specialized trade media？
（A） They should be used only when direct selling is not economically feasible.
（B） They can be used to exclude from the program audience people who are not part of the program target.
（C） They are used only for very expensive products.
（D） They are rarely used in the implementation of marketing programs for industrial products.
（E） They are used only when direct selling has not reached the appropriate market segment.
2. According to the passage， most consumer-goods markets share which of the following characteristics？
I. Customers who differ significantly from each other
II. Large numbers of potential customers
III. Customers who each represent a small percentage of potential sales
（A） I only
（B） II only
（C） I and II only
（D） I， II， and III
3. The passage suggests which of the following about direct selling？
（A） It is used in the marketing of most industrial products.
（B） It is often used in cases where there is a large program target.
（C） It is not economically feasible for most marketing programs.
（D） It is used only for which there are many potential customers.
（E） It is less successful at directing a marketing program to the target audience than are other marketing approaches.
4. The author mentions “trousers”（lines 9 and 11）most likely in order to
（A） make a comparison between the program target and the program audience.
（B） emphasize the similarities between the market segment and the program target
（C） provide an example of the way three groups of consumers are affected by a marketing program
（D） clarify the distinction between the market segment and the program target
（E） introduce the concept of the program audience
5. Which of the following best exemplifies the situation described in the last two sentences of the passage？
（A） A product suitable for women age 21-30 is marketed at meetings attended only by potential customers.
（B） A company develops a new product and must develop an advertising campaign to create a market for it.
（C） An idea for a specialized product remains unexplored because media exposure of the product to its few potential customers would be too expensive.
（D） A new product is developed and marketers collect demographic data on potential consumers before developing a specific advertising campaign.
（E） A product suitable for men age 60 and over is advertised in a magazine read by adults of all ages.
6. The passage suggests that which of the following is true about the marketing of industrial products like those discussed in the third paragraph？
（A） The market segment and program target are identical.
（B） Mass marketing is the only feasible way of advertising such products.
（C） The marketing program cannot be directed specifically to the program target.
（D） More customers would be needed to justify the expense of direct selling.
（E） The program audience would necessarily be made up of potential customers， regardless of the marketing approach that was used.
7. The passage supports which of the following statements about demographic characteristics and marketing？
（A） Demographic research is of no use in determining how successful a product will be with a particular group of consumers.
（B） A program audience is usually composed of people with similar demographic characteristics.
（C）Psychological factors are more important than demographic factors in defining a market segment.
（D） Consumers with similar demographic characteristics do not necessarily form a meaningful program target.
（E） Collecting demographic data is the first step that marketers take in designing a marketing program.
8. It can be inferred from the passage that which of the following is true for most consumer-goods markets？
（A） The program audience is smaller than the market segment.
（B） The program audience and the market segment are usually identical.
（C） The market segment and the program target are usually identical.
（D） The program target is larger than the market segment.
（E） The program target and the program audience are not usually identical.
Passage 2
本文在第7課第2小節(jié)講文章套路時作為例子講過。
第11課第3小節(jié)是從本文的第三段開始講的，請注意。
At the end of the nineteenth century， a rising interest
in Native American customs and an increasing desire to
understand Native American culture prompted ethnolo-
gists to begin recording the life stories of Native Amer-
（5） ican. Ethnologists had a distinct reason for wanting to
hear the stories： they were after linguistic or anthropo-
logical data that would supplement their own field
observations， and they believed that the personal
stories， even of a single individual， could increase their
（10） understanding of the cultures that they had been
observing from without. In addition many ethnologists
at the turn of the century believed that Native Amer-
ican manners and customs were rapidly disappearing，
and that it was important to preserve for posterity as
（15） much information as could be adequately recorded
before the cultures disappeared forever.
There were， however， arguments against this method
as a way of acquiring accurate and complete informa-
tion. Franz Boas， for example， described autobiogra-
（20） phies as being “of limited value， and useful chiefly for
the study of the perversion of truth by memory，“ while
Paul Radin contended that investigators rarely spent
enough time with the tribes they were observing， and
inevitably derived results too tinged by the investi-
（25） gator's own emotional tone to be reliable.
Even more importantly， as these life stories moved
from the traditional oral mode to recorded written
form， much was inevitably lost. Editors often decided
what elements were significant to the field research on a
（30） given tribe. Native Americans recognized that the
essence of their lives could not be communicated in
English and that events that they thought significant
were often deemed unimportant by their interviewers.
Indeed， the very act of telling their stories could force
（35） Native American narrators to distort their cultures， as
taboos had to be broken to speak the names of dead
relatives crucial to their family stories.
Despite all of this， autobiography remains a useful
tool for ethnological research： such personal reminis-
（40） cences and impressions， incomplete as they may be， are
likely to throw more light on the working of the mind
and emotions than any amount of speculation from an
ethnologist or ethnological theorist from another
culture.
1. Which of the following best describes the organization
of the passage？
（A） The historical backgrounds of two currently used
research methods are chronicled.
（B） The validity of the data collected by using two
different research methods is compared.
（C） The usefulness of a research method is questioned
and then a new method is proposed.
（D） The use of a research method is described and the
limitations of the results obtained are discussed.
（E） A research method is evaluated and the changes
necessary for its adaptation to other subject areas are
discussed.
2. Which of the following is most similar to the actions of
nineteenth-century ethnologists in their editing of the
life stories of Native Americans？
（A） A witness in a jury trial invokes the Fifth
Amendment in order to avoid relating personally
incriminating evidence.
（B） A stockbroker refuses to divulge the source of her
information on the possible future increase in a
stock's value.
（C） A sports announcer describes the action in a team
sport with which he is unfamiliar.
（D） A chef purposely excludes the special ingredient
from the recipe of his prizewinning dessert.
（E） A politician fails to mention in a campaign speech
the similarities in the positions held by her opponent
for political office and by herself.
3. According to the passage， collecting life stories can be a
useful methodology because
（A） life stories provide deeper insights into a culture
than the hypothesizing of academics who are not
members of that culture
（B） life stories can be collected easily and they are not
subject to invalid interpretations
（C） ethnologists have a limited number of research
methods from which to choose
（D） life stories make it easy to distinguish between the
important and unimportant features of a culture
（E） the collection of life stories does not require a
culturally knowledgeable investigator
4. Information in the passage suggests that which of
the following may be a possible way to eliminate
bias in the editing of life stories？
（A） Basing all inferences made about the culture
on an ethnological theory
（B） Eliminating all of the emotion-laden information
reported by the informant
（C） Translating the informant's words into the
researcher's language
（D） Reducing the number of questions and carefully
specifying the content of the questions that the
investigator can ask the informant
（E） Reporting all of the information that the informant
provides regardless of the investigator's personal
opinion about its intrinsic value
5. The primary purpose of the passage as a whole is to
（A） question an explanation
（B） correct a misconception
（C） critique a methodology
（D） discredit an idea
（E） clarify an ambiguity
6. It can be inferred from the passage that a characteristic
of the ethnological research on Native Americans
conducted during the nineteenth century was the use
of which of the following？
（A） Investigators familiar with the culture under study
（B） A language other than the informant's for recording
life stories
（C） Life stories as the ethnologist's primary source of
information
（D） Complete transcriptions of informants' descriptions
of tribal beliefs
（E） Stringent guidelines for the preservation of cultural
data
7. The passage mentions which of the following as a factor
that can affect the accuracy of ethnologists'
transcriptions of life stories？
（A） The informant's social standing within the culture
（B） The inclusiveness of the theory that provided the
basis for the research
（C） The length of time the researchers spent in the
culture under study
（D） The number of life stories collected by the
researchers
（E） The verifiability of the information provided by the
research informants
8. It can be inferred from the passage that the author would
be most likely to agree with which of the following
statements about the usefulness of life stories as a source
of ethnographic information？
（A） They can be a source of information about how
people in a culture view the world.
（B） They are most useful as a source of linguistic
information.
（C） They require editing and interpretation before they
can be useful.
（D） They are most useful as a source of information
about ancestry.
（E） They provide incidental information rather than
significant insights into a way of life.
Passage 23： DCAEC BCA
Passage 3
本文是在第11課第4小節(jié)講的：
In contrast to traditional analyses of minority busi-
ness， the sociological analysis contends that minority
business ownership is a group-level phenomenon， in that
it is largely dependent upon social-group resources for
（5） its development. Specifically， this analysis indicates that
support networks play a critical role in starting and
maintaining minority business enterprises by providing
owners with a range of assistance， from the informal
encouragement of family members and friends to
（10） dependable sources of labor and clientele from the
owner's ethnic group. Such self-help networks， which
encourage and support ethnic minority entrepreneurs，
consist of “primary” institutions， those closest to the
individual in shaping his or her behavior and beliefs.
（15） They are characterized by the face-to-face association
and cooperation of persons united by ties of mutual
concern. They form an intermediate social level between
the individual and larger “secondary ” institutions based
on impersonal relationships. Primary institutions
（20） comprising the support network include kinship peer，
and neighborhood or community subgroups.
A major function of self-help networks is financial
support. Most scholars agree that minority business
owners have depended primarily on family funds and
（25） ethnic community resources for investment capital.
Personal savings have been accumulated， often through
frugal living habits that require sacrifices by the entire
family and are thus a product of long-term family finan-
cial behavior. Additional loans and gifts from relatives，
（30） forthcoming because of group obligation rather than
narrow investment calculation， have supplemented
personal savings. Individual entrepreneurs do not neces-
sarily rely on their kin because they cannot obtain finan-
cial backing from commercial resources. They may actu-
（35） ally avoid banks because they assume that commercial
institutions either cannot comprehend the special needs
of minority enterprise or charge unreasonably high
interest rates.
Within the larger ethnic community， rotating credit
（40） associations have been used to raise capital. These asso-
ciations are informal clubs of friends and other trusted
members of the ethnic group who make regular contri-
butions to a fund that is given to each contributor in
rotation. One author estimates that 40 percent of New
（45）York Chinatown firms established during 1900-1950
utilized such associations as their initial source of
capital. However， recent immigrants and third or fourth
generations of older groups now employ rotating credit
associations only occasionally to raise investment funds.
（50） Some groups， like Black Americans， found other means
of financial support for their entrepreneurial efforts.The
first Black-operated banks were created in the late nine-
teenth century as depositories for dues collected from
fraternal or lodge groups， which themselves had sprung
（55） from Black churches. Black banks made limited invest-
ments in other Black enterprises. Irish immigrants in
American cities organized many building and loan asso-
ciations to provide capital for home construction and
purchase. They， in turn， provided work for many Irish
（60） home-building contractor firms. Other ethnic and
minority groups followed similar practices in founding
ethnic-directed financial institutions.
1. Based on the information in the passage， it would be
LEAST likely for which of the following persons to be
part of a self-help network？
（A） The entrepreneur's childhood friend
（B） The entrepreneur's aunt
（C） The entrepreneur's religious leader
（D） The entrepreneur's neighbor
（E） The entrepreneur's banker
2. Which of the following illustrates the working of a self-
help support network， as such networks are described
in the passage？
（A） A public high school offers courses in book-keeping
and accounting as part of its open-enrollment adult
education program.
（B） The local government in a small city sets up a
program that helps teen-agers find summer jobs.
（C） A major commercial bank offers low-interest loans
to experienced individuals who hope to establish
their own businesses.
（D） A neighborhood-based fraternal organization
develops a program of on-the-job training for its
members and their friends.
（E） A community college offers country residents
training programs that can lead to certification in a
variety of technical trades.
3. Which of the following can be inferred from the passage
about rotating credit associations？
（A） They were developed exclusively by Chinese
immigrants.
（B） They accounted for a significant portion of the
investment capital used by Chinese immigrants in
New York in the early twentieth century.
（C） Third-generation members of an immigrant group
who started businesses in the 1920's would have
been unlikely to rely on them.
（D） They were frequently joint endeavors by members
of two or three different ethnic groups.
（E） Recent immigrants still frequently turn to rotating
credit associations instead of banks for investment
capital.
4. The passage best supports which of the following
statements？
（A） A minority entrepreneur who had no assistance
from family members would not be able to start a
business.
（B） Self-help networks have been effective in helping
entrepreneurs primarily in the last 50 years.
（C） Minority groups have developed a range of
alternatives to standard financing of business
ventures.
（D） The financial institutions founded by various ethnic
groups owe their success to their unique formal
organization.
（E） Successful minority-owned businesses succeed
primarily because of the personal strengths of their
founders.
5. Which of the following best describes the organization
of the second paragraph？
（A） An argument is delineated， followed by a
counterargument.
（B） An assertion is made and several examples are
provided to illustrate it.
（C） A situation is described and its historical
background is then outlined.
（D） An example of a phenomenon is given and is then
used as a basis for general conclusions.
（E） A group of parallel incidents is described and the
distinctions among the incidents are then clarified.
6. According to the passage， once a minority-owned
business is established， self-help networks contribute
which of the following to that business？
（A） Information regarding possible expansion of the
business into nearby communities
（B） Encouragement of a business climate that is nearly
free of direct competition
（C） Opportunities for the business owner to reinvest
profits in other minority-owned businesses
（D） Contact with people who are likely to be customers
of the new business
（E） Contact with minority entrepreneurs who are
members of other ethnic groups
7. It can be inferred from the passage that traditional
analyses of minority business would be LEAST likely
to do which of the following？
（A） Examine businesses primarily in their social
contexts
（B） Focus on current， rather than historical， examples
of business enterprises
（C） Stress common experiences of individual
entrepreneurs in starting businesses
（D） Focus on the maintenance of businesses， rather
than means of starting them
（E） Focus on the role of individual entrepreneurs in
starting a business
8. Which of the following can be inferred from the
passage about the Irish building and loan
associations mentioned in the last paragraph？
（A） They were started by third-or fourth-generation
immigrants.
（B） They originated as offshoots of church-related
groups.
（C） They frequently helped Irish entrepreneurs to
finance business not connected with construction.
（D） They contributed to the employment of many Irish
construction workers.
（E） They provided assistance for construction
businesses owned by members of other ethnic
groups.
KEYS：
Passage 1： BECDE ADE
Passage 2： DCAEC BCA
Passage 3： EDBCB DAD
It can be argued that much consumer dissatisfaction with marketing strategies arises from an inability to aim advertising at only the likely buyers of a given product.
There are three groups of consumers who are affected by the marketing process. First， there is the market segment-people who need the commodity in question. Second， there is the program target-people in the market segment with the “best fit” characteristics for a specific product. （Line9） Lots of people may need trousers， but only a few qualify as likely buyers of very expensive designer trousers. Finally， there is the program audience-all people who are actually exposed to the marketing program without regard to whether they need or want the product.
These three groups are rarely identical. An exception occurs occasionally in cases where customers for a particular industrial product may be few and easily identifiable. Such customers， all sharing a particular need， are likely to form a meaningful target， for example， all companies with a particular application of the product in question， such as high-speed fillers of bottles at breweries. In such circumstances， direct selling（marketing that reaches only the program target）is likely to be economically justified， and highly specialized trade media exist to expose members of the program target-and only members of the program target-to the marketing program.
Most consumer-goods markets are significantly different. Typically， there are many rather than few potential customers. Each represents a relatively small percentage of potential sales. Rarely do members of a particular market segment group themselves neatly into a meaningful program target. There are substantial differences among consumers with similar demographic characteristics. Even with all the past decade's advances in information technology， direct selling of consumer goods is rare， and mass marketing-a marketing approach that aims at a wide audience-remains the only economically feasible mode. Unfortunately， there are few media that allow the marketer to direct a marketing program exclusively to the program target. Inevitably， people get exposed to a great deal of marketing for products in which they have no interest and so they become annoyed.
1. The passage suggests which of the following about highly specialized trade media？
（A） They should be used only when direct selling is not economically feasible.
（B） They can be used to exclude from the program audience people who are not part of the program target.
（C） They are used only for very expensive products.
（D） They are rarely used in the implementation of marketing programs for industrial products.
（E） They are used only when direct selling has not reached the appropriate market segment.
2. According to the passage， most consumer-goods markets share which of the following characteristics？
I. Customers who differ significantly from each other
II. Large numbers of potential customers
III. Customers who each represent a small percentage of potential sales
（A） I only
（B） II only
（C） I and II only
（D） I， II， and III
3. The passage suggests which of the following about direct selling？
（A） It is used in the marketing of most industrial products.
（B） It is often used in cases where there is a large program target.
（C） It is not economically feasible for most marketing programs.
（D） It is used only for which there are many potential customers.
（E） It is less successful at directing a marketing program to the target audience than are other marketing approaches.
4. The author mentions “trousers”（lines 9 and 11）most likely in order to
（A） make a comparison between the program target and the program audience.
（B） emphasize the similarities between the market segment and the program target
（C） provide an example of the way three groups of consumers are affected by a marketing program
（D） clarify the distinction between the market segment and the program target
（E） introduce the concept of the program audience
5. Which of the following best exemplifies the situation described in the last two sentences of the passage？
（A） A product suitable for women age 21-30 is marketed at meetings attended only by potential customers.
（B） A company develops a new product and must develop an advertising campaign to create a market for it.
（C） An idea for a specialized product remains unexplored because media exposure of the product to its few potential customers would be too expensive.
（D） A new product is developed and marketers collect demographic data on potential consumers before developing a specific advertising campaign.
（E） A product suitable for men age 60 and over is advertised in a magazine read by adults of all ages.
6. The passage suggests that which of the following is true about the marketing of industrial products like those discussed in the third paragraph？
（A） The market segment and program target are identical.
（B） Mass marketing is the only feasible way of advertising such products.
（C） The marketing program cannot be directed specifically to the program target.
（D） More customers would be needed to justify the expense of direct selling.
（E） The program audience would necessarily be made up of potential customers， regardless of the marketing approach that was used.
7. The passage supports which of the following statements about demographic characteristics and marketing？
（A） Demographic research is of no use in determining how successful a product will be with a particular group of consumers.
（B） A program audience is usually composed of people with similar demographic characteristics.
（C）Psychological factors are more important than demographic factors in defining a market segment.
（D） Consumers with similar demographic characteristics do not necessarily form a meaningful program target.
（E） Collecting demographic data is the first step that marketers take in designing a marketing program.
8. It can be inferred from the passage that which of the following is true for most consumer-goods markets？
（A） The program audience is smaller than the market segment.
（B） The program audience and the market segment are usually identical.
（C） The market segment and the program target are usually identical.
（D） The program target is larger than the market segment.
（E） The program target and the program audience are not usually identical.
Passage 2
本文在第7課第2小節(jié)講文章套路時作為例子講過。
第11課第3小節(jié)是從本文的第三段開始講的，請注意。
At the end of the nineteenth century， a rising interest
in Native American customs and an increasing desire to
understand Native American culture prompted ethnolo-
gists to begin recording the life stories of Native Amer-
（5） ican. Ethnologists had a distinct reason for wanting to
hear the stories： they were after linguistic or anthropo-
logical data that would supplement their own field
observations， and they believed that the personal
stories， even of a single individual， could increase their
（10） understanding of the cultures that they had been
observing from without. In addition many ethnologists
at the turn of the century believed that Native Amer-
ican manners and customs were rapidly disappearing，
and that it was important to preserve for posterity as
（15） much information as could be adequately recorded
before the cultures disappeared forever.
There were， however， arguments against this method
as a way of acquiring accurate and complete informa-
tion. Franz Boas， for example， described autobiogra-
（20） phies as being “of limited value， and useful chiefly for
the study of the perversion of truth by memory，“ while
Paul Radin contended that investigators rarely spent
enough time with the tribes they were observing， and
inevitably derived results too tinged by the investi-
（25） gator's own emotional tone to be reliable.
Even more importantly， as these life stories moved
from the traditional oral mode to recorded written
form， much was inevitably lost. Editors often decided
what elements were significant to the field research on a
（30） given tribe. Native Americans recognized that the
essence of their lives could not be communicated in
English and that events that they thought significant
were often deemed unimportant by their interviewers.
Indeed， the very act of telling their stories could force
（35） Native American narrators to distort their cultures， as
taboos had to be broken to speak the names of dead
relatives crucial to their family stories.
Despite all of this， autobiography remains a useful
tool for ethnological research： such personal reminis-
（40） cences and impressions， incomplete as they may be， are
likely to throw more light on the working of the mind
and emotions than any amount of speculation from an
ethnologist or ethnological theorist from another
culture.
1. Which of the following best describes the organization
of the passage？
（A） The historical backgrounds of two currently used
research methods are chronicled.
（B） The validity of the data collected by using two
different research methods is compared.
（C） The usefulness of a research method is questioned
and then a new method is proposed.
（D） The use of a research method is described and the
limitations of the results obtained are discussed.
（E） A research method is evaluated and the changes
necessary for its adaptation to other subject areas are
discussed.
2. Which of the following is most similar to the actions of
nineteenth-century ethnologists in their editing of the
life stories of Native Americans？
（A） A witness in a jury trial invokes the Fifth
Amendment in order to avoid relating personally
incriminating evidence.
（B） A stockbroker refuses to divulge the source of her
information on the possible future increase in a
stock's value.
（C） A sports announcer describes the action in a team
sport with which he is unfamiliar.
（D） A chef purposely excludes the special ingredient
from the recipe of his prizewinning dessert.
（E） A politician fails to mention in a campaign speech
the similarities in the positions held by her opponent
for political office and by herself.
3. According to the passage， collecting life stories can be a
useful methodology because
（A） life stories provide deeper insights into a culture
than the hypothesizing of academics who are not
members of that culture
（B） life stories can be collected easily and they are not
subject to invalid interpretations
（C） ethnologists have a limited number of research
methods from which to choose
（D） life stories make it easy to distinguish between the
important and unimportant features of a culture
（E） the collection of life stories does not require a
culturally knowledgeable investigator
4. Information in the passage suggests that which of
the following may be a possible way to eliminate
bias in the editing of life stories？
（A） Basing all inferences made about the culture
on an ethnological theory
（B） Eliminating all of the emotion-laden information
reported by the informant
（C） Translating the informant's words into the
researcher's language
（D） Reducing the number of questions and carefully
specifying the content of the questions that the
investigator can ask the informant
（E） Reporting all of the information that the informant
provides regardless of the investigator's personal
opinion about its intrinsic value
5. The primary purpose of the passage as a whole is to
（A） question an explanation
（B） correct a misconception
（C） critique a methodology
（D） discredit an idea
（E） clarify an ambiguity
6. It can be inferred from the passage that a characteristic
of the ethnological research on Native Americans
conducted during the nineteenth century was the use
of which of the following？
（A） Investigators familiar with the culture under study
（B） A language other than the informant's for recording
life stories
（C） Life stories as the ethnologist's primary source of
information
（D） Complete transcriptions of informants' descriptions
of tribal beliefs
（E） Stringent guidelines for the preservation of cultural
data
7. The passage mentions which of the following as a factor
that can affect the accuracy of ethnologists'
transcriptions of life stories？
（A） The informant's social standing within the culture
（B） The inclusiveness of the theory that provided the
basis for the research
（C） The length of time the researchers spent in the
culture under study
（D） The number of life stories collected by the
researchers
（E） The verifiability of the information provided by the
research informants
8. It can be inferred from the passage that the author would
be most likely to agree with which of the following
statements about the usefulness of life stories as a source
of ethnographic information？
（A） They can be a source of information about how
people in a culture view the world.
（B） They are most useful as a source of linguistic
information.
（C） They require editing and interpretation before they
can be useful.
（D） They are most useful as a source of information
about ancestry.
（E） They provide incidental information rather than
significant insights into a way of life.
Passage 23： DCAEC BCA
Passage 3
本文是在第11課第4小節(jié)講的：
In contrast to traditional analyses of minority busi-
ness， the sociological analysis contends that minority
business ownership is a group-level phenomenon， in that
it is largely dependent upon social-group resources for
（5） its development. Specifically， this analysis indicates that
support networks play a critical role in starting and
maintaining minority business enterprises by providing
owners with a range of assistance， from the informal
encouragement of family members and friends to
（10） dependable sources of labor and clientele from the
owner's ethnic group. Such self-help networks， which
encourage and support ethnic minority entrepreneurs，
consist of “primary” institutions， those closest to the
individual in shaping his or her behavior and beliefs.
（15） They are characterized by the face-to-face association
and cooperation of persons united by ties of mutual
concern. They form an intermediate social level between
the individual and larger “secondary ” institutions based
on impersonal relationships. Primary institutions
（20） comprising the support network include kinship peer，
and neighborhood or community subgroups.
A major function of self-help networks is financial
support. Most scholars agree that minority business
owners have depended primarily on family funds and
（25） ethnic community resources for investment capital.
Personal savings have been accumulated， often through
frugal living habits that require sacrifices by the entire
family and are thus a product of long-term family finan-
cial behavior. Additional loans and gifts from relatives，
（30） forthcoming because of group obligation rather than
narrow investment calculation， have supplemented
personal savings. Individual entrepreneurs do not neces-
sarily rely on their kin because they cannot obtain finan-
cial backing from commercial resources. They may actu-
（35） ally avoid banks because they assume that commercial
institutions either cannot comprehend the special needs
of minority enterprise or charge unreasonably high
interest rates.
Within the larger ethnic community， rotating credit
（40） associations have been used to raise capital. These asso-
ciations are informal clubs of friends and other trusted
members of the ethnic group who make regular contri-
butions to a fund that is given to each contributor in
rotation. One author estimates that 40 percent of New
（45）York Chinatown firms established during 1900-1950
utilized such associations as their initial source of
capital. However， recent immigrants and third or fourth
generations of older groups now employ rotating credit
associations only occasionally to raise investment funds.
（50） Some groups， like Black Americans， found other means
of financial support for their entrepreneurial efforts.The
first Black-operated banks were created in the late nine-
teenth century as depositories for dues collected from
fraternal or lodge groups， which themselves had sprung
（55） from Black churches. Black banks made limited invest-
ments in other Black enterprises. Irish immigrants in
American cities organized many building and loan asso-
ciations to provide capital for home construction and
purchase. They， in turn， provided work for many Irish
（60） home-building contractor firms. Other ethnic and
minority groups followed similar practices in founding
ethnic-directed financial institutions.
1. Based on the information in the passage， it would be
LEAST likely for which of the following persons to be
part of a self-help network？
（A） The entrepreneur's childhood friend
（B） The entrepreneur's aunt
（C） The entrepreneur's religious leader
（D） The entrepreneur's neighbor
（E） The entrepreneur's banker
2. Which of the following illustrates the working of a self-
help support network， as such networks are described
in the passage？
（A） A public high school offers courses in book-keeping
and accounting as part of its open-enrollment adult
education program.
（B） The local government in a small city sets up a
program that helps teen-agers find summer jobs.
（C） A major commercial bank offers low-interest loans
to experienced individuals who hope to establish
their own businesses.
（D） A neighborhood-based fraternal organization
develops a program of on-the-job training for its
members and their friends.
（E） A community college offers country residents
training programs that can lead to certification in a
variety of technical trades.
3. Which of the following can be inferred from the passage
about rotating credit associations？
（A） They were developed exclusively by Chinese
immigrants.
（B） They accounted for a significant portion of the
investment capital used by Chinese immigrants in
New York in the early twentieth century.
（C） Third-generation members of an immigrant group
who started businesses in the 1920's would have
been unlikely to rely on them.
（D） They were frequently joint endeavors by members
of two or three different ethnic groups.
（E） Recent immigrants still frequently turn to rotating
credit associations instead of banks for investment
capital.
4. The passage best supports which of the following
statements？
（A） A minority entrepreneur who had no assistance
from family members would not be able to start a
business.
（B） Self-help networks have been effective in helping
entrepreneurs primarily in the last 50 years.
（C） Minority groups have developed a range of
alternatives to standard financing of business
ventures.
（D） The financial institutions founded by various ethnic
groups owe their success to their unique formal
organization.
（E） Successful minority-owned businesses succeed
primarily because of the personal strengths of their
founders.
5. Which of the following best describes the organization
of the second paragraph？
（A） An argument is delineated， followed by a
counterargument.
（B） An assertion is made and several examples are
provided to illustrate it.
（C） A situation is described and its historical
background is then outlined.
（D） An example of a phenomenon is given and is then
used as a basis for general conclusions.
（E） A group of parallel incidents is described and the
distinctions among the incidents are then clarified.
6. According to the passage， once a minority-owned
business is established， self-help networks contribute
which of the following to that business？
（A） Information regarding possible expansion of the
business into nearby communities
（B） Encouragement of a business climate that is nearly
free of direct competition
（C） Opportunities for the business owner to reinvest
profits in other minority-owned businesses
（D） Contact with people who are likely to be customers
of the new business
（E） Contact with minority entrepreneurs who are
members of other ethnic groups
7. It can be inferred from the passage that traditional
analyses of minority business would be LEAST likely
to do which of the following？
（A） Examine businesses primarily in their social
contexts
（B） Focus on current， rather than historical， examples
of business enterprises
（C） Stress common experiences of individual
entrepreneurs in starting businesses
（D） Focus on the maintenance of businesses， rather
than means of starting them
（E） Focus on the role of individual entrepreneurs in
starting a business
8. Which of the following can be inferred from the
passage about the Irish building and loan
associations mentioned in the last paragraph？
（A） They were started by third-or fourth-generation
immigrants.
（B） They originated as offshoots of church-related
groups.
（C） They frequently helped Irish entrepreneurs to
finance business not connected with construction.
（D） They contributed to the employment of many Irish
construction workers.
（E） They provided assistance for construction
businesses owned by members of other ethnic
groups.
KEYS：
Passage 1： BECDE ADE
Passage 2： DCAEC BCA
Passage 3： EDBCB DAD