Question

【題目】請認(rèn)真閱讀下列短文，并根據(jù)所讀內(nèi)容在文章后表格中的空格里填入一個最恰當(dāng)?shù)膯卧~。

注意：請將答案寫在答題卡上相應(yīng)題號的橫在線。每個空格只填1個單詞。

Today and every day we are the targets of salespeople, marketers, advertisers, fundraisers and politicians trying to persuade us to buy something, do something or think a certain way. Over the years, they’ve learned a lot about which features to build into a communication to increase its success. But, by concentrating on the message itself, they’ve missed a crucial component of the process. Research done in the last 15 years shows that the best persuasion is achieved through good presuasion: the practice of arranging for people to agree with a message before they know what’s in it.

Presuasion works by focusing people’s preliminary(開始的) attention on a selected concept—let’s say softness—which encourages them to overvalue related opportunities that immediately follow. In one study, visitors to an online sofa store were sent to a site that illustrated either soft clouds or small coins in the background of its landing page. Those who saw the soft clouds were more likely to prefer soft, comfortable sofas for purchase, whereas those who saw the small amounts of money preferred inexpensive models.

A following study showed the primitiveness of the presuasive mechanism. Subjects became three times more likely to help a researcher who “accidentally” dropped some items if, immediately before, they’d been exposed to images of figures standing together in a friendly pose. If this tripling of helpfulness doesn’t seem remarkable enough, consider that the subjects were 18 months old — hardly able to reason or review or reflect.

Long before scientists started studying the process, a few notable communicators had an intuitive understanding of it.

In February 2015, the financial investor Warren Buffett had a problem. It was 50 years since he had taken control of Berkshire Hathaway Inc., guiding it to amazing levels of value, along with his brilliant partner Charlie Munger. Many investors were worried that, because Buffett and Munger were getting older, these levels couldn’t be maintained in the future, perhaps making it time to sell Berkshire stock.

To respond to these concerns, Buffett wrote a letter to shareholders in which he described various reasons for confidence in Berkshire’s continuing profitability. But, before the description of strengths, he declared with characteristic sincerity that what he was about to state was ‘what I would say to my family today if they asked me about Berkshire’s future.” The result was a flood of favorable reaction to the letter as well as a per-share increase for the year of nearly five times that of the S&P.

With considerable success, practitioners of social influence have always placed persuasive prods(刺激)—small gifts, emotional draw, last-chance opportunities—inside their appeals. Perhaps because of that success, they’ve mostly missed an accompanying truth. For maximum impact, it’s not only what you do; it’s also what you do just before you do what you do.

Passage outline	Supporting details
A 【1】 in communication	People often fail to realize that the secret to 【2】 people over doesn’t lie in the message itself, but in the key moment before it is delivered.
Meaning of pre-suasion	It’s a practice where people are made to 【3】 to a message before it is conveyed.
Studies about pre-suasion	●When it comes to buying sofas, customers’ 【4】 is related to the background he saw before. ●Having received some 【5】 to friendly pictures, subjects are ore likely to do others a 【6】.
A typical 【7】	●Despite Berkshire’s success, investors intended to sell the stock, 【8】 continuing profitability. ●In the letter 【9】 to the concerns, Buffett got what he would say to his family across to investors, for which he got all credit.
Conclusion	Practitioners should keep in mind that pre-suasion can enhance the power of 【10】.

Answer 1

【答案】

【1】phenomenon

【2】winning

【3】subscribe/consent

【4】preference

【5】exposure

【6】favor/favour

【7】example/case

【8】doubting

【9】responding

【10】influence/impact

【解析】

這是一篇議論文。人們每天都面臨被說服買某物，做某事等等，經(jīng)過長達(dá)15年的研究發(fā)現(xiàn)最好的說服是擁有先發(fā)影響力，即在人們還未了解這個東西之間就已經(jīng)對它表示贊同。

【1】主題詞概括，這里是在溝通界的一種現(xiàn)象。故填phenomenon。

【2】win sb over與第一段原文的persuade同義替換，句中to是介詞，后用動名詞。故填winning。

【3】根據(jù)It’s a practice where people are made to ___3___ to a message before it is conveyed.(這是一個慣例，人們在一個信息被傳達(dá)前就被說服同意它)，句中用subscribe/ consent to (同意)與第一段倒數(shù)第二行的agree with 同義替換。故填subscribe/consent。

【4】根據(jù)When it comes to buying sofas, customers’___4___ is related to the background he saw before.

(當(dāng)談到買沙發(fā)，消費(fèi)者的偏好與他之前看到的背景有密切聯(lián)系)，句中customers’后接名詞，故此處是詞性轉(zhuǎn)換，第二段最后的prefer轉(zhuǎn)換為preference。故填preference。

【5】根據(jù)Having received some ___5___ to friendly pictures, subjects are ore likely to do others a ___6___.(已經(jīng)看到了一些友好的圖片，這些東西就更有可能幫到忙)，句中some之后接名詞，所以此處是原文第2段最后一行的expose詞性轉(zhuǎn)換。故填exposure。

【6】根據(jù)Having received some ___5___ to friendly pictures, subjects are ore likely to do others a ___6___.(已經(jīng)看到了一些友好的圖片，這些東西就更有可能幫到忙)，do sb a favor 與第三段第二行的help 同義替換。故填favor/favour。

【7】根據(jù)第五段的內(nèi)容可知，本段是在舉例說明第四自然段的說法，所以是a typical example。故填example/case。

【8】根據(jù)文中Many investors were worried that, because Buffett and Munger were getting older, these levels couldn’t be maintained in the future可知，股民們對巴菲特股票的盈利性表示懷疑。故填doubting。

【9】倒數(shù)第二段respond to與responding to屬于詞性轉(zhuǎn)換。故填responding。

【10】enhance與原文的maximum，influence與原文的impact同義替換，impact 應(yīng)該也可以。故填influence/impact。