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荷恩承顾托 翻译篇一
《《与顾章书》翻译》
《与顾章书》原文及翻译
原文
仆去月谢病⑴,还觅薜萝⑵。梅溪⑶之西,有石门山者,森壁争霞⑷,孤峰限⑸日;幽岫⑹含云,深溪蓄翠⑺;蝉吟鹤唳⑻,水响猿啼⑼,英英⑽相杂,绵绵成韵⑾。既素重幽居⑿,遂葺宇其上⒀。幸富菊花,偏饶竹实⒁。山谷所资,于斯已办⒂。仁智之乐⒃,岂徒语⒄哉!
本段译文
我上个月因病辞官,回到家乡寻找隐居的地方。梅溪的西面,有座石门山。阴森陡峭的崖壁与天上的云霞争高下,独立的山峰遮住了太阳;幽深的洞穴包含着云雾,深谷小溪积聚着翠绿的潭水;蝉鸣鹤叫,水声清响,猿猴啼叫,和谐动听的声音相互混杂,声调悠长有音韵之美。我既然向来推崇隐居,就在那山上筑了房子。幸好菊花、竹子多。山谷中隐居生活的必需品,这里都已具备。佳山秀水被仁人智士所喜爱,哪里是随便说说呀!
荷恩承顾托 翻译篇二
《王顾左右而言他语句翻译及答案》
王顾左右而言他
战国 孟子 节选自《孟子·梁惠王下》
1、孟子谓齐宣王曰:“王之臣,有托其妻子于其友而之楚游者,
孟子对齐宣王说:“假如大王有一位大臣,把妻子和儿女托付给他的朋友照顾,自己到楚国去游历。
2、比其反也,则冻馁其妻子,则如之何?”
等他回来的时候,他的妻子和儿女在受冻挨饿,那么对他怎么办?
3、王曰:“弃之。”
齐宣王说:“与他绝交。”
4、曰:“士师不能治士,则如之何?”
孟子说:“假如司法官不能管理他的下属,那么对他怎么办?”
5、王曰:“已之。”
齐宣王说:“罢免他。”
6、曰:“四境之内不治,则如之何?”
孟子说:“假如君王没有治理好国家,那么对他怎么办?”
7、王顾左右而言他。
齐宣王回过头来左右张望,把话题扯到别处去了。”
附:
“顾左右而言他”今日已是一个成语,比喻对方不正面回答问题,而故意扯些不相干的事,或与对方交流时,有意离题,说别的事情去了。
荷恩承顾托 翻译篇三
《自己写的老顾发的翻译翻译》
使用移动电话(mobile phone use)已经成为日常交流的重要的一部分。
技术进步可以减少农业对于动物的影响 (reduce the impact)。
政府可以采取行动去减少收入不均衡(income disparity)。
缺乏环境意识 (environmental awareness)导致能源的低效使用(inefficient use)
人们由于对职业的抱负 (career aspirations)而忽略了家庭生活。
工厂可能会排放污水 (dump sewage)到河里。
贫穷对于社会团结(social cohesion)构成威胁。
Mobile phones using has become a part of daily communication
The improvement of technology can reduce the impact on animals
Government can take actions to reduce income disparity
Lack of environment awareness can lead to inefficient use of energy.
People ignore family lives because of they have career aspirations
Industries may dump sewage into rivers
Poverty threaten to the social cohesion
荷恩承顾托 翻译篇四
《外文翻译顾客满意》
顾客满意策略与顾客满意营销
原文来源:《Marketing Customer Satisfaction》
译文正文:
自20世纪八十年代末以来,顾客满意战略已日益成为各国企业占有更多的顾客份额,获得竞争优势的整体经营手段。
一、顾客满意策略是现代企业获得顾客“货币选票”的法宝
随着时代的变迁,社会物质财富的极大充裕,顾客中的主体———消费者的需求也先后跨越了物质缺乏的时代、追求数量的时代、追求品质的时代,到了20世纪八十年代末进入了情感消费时代。在我国,随着经济的高速发展,我们也已迅速跨越了物质缺乏时代、追求数量的时代乃至追求品质的时代,到今天也逐步迈进情感消费时代。在情感消费时代,各企业的同类产品早已达到同时、同质、同能、同价,消费者追求的已不再是质量、功能和价格,而是舒适、便利、安全、安心、速度、跃动、环保、清洁、愉快、有趣等,消费者日益关注的是产品能否为自己的生活带来活力、充实、舒适、美感和精神文化品位,以及超越消费者期望值的售前、售中、售后服务和咨询。也就是说,今天人们所追求的是具有“心的满足感和充实感”的商品,是高附加值的商品和服务,追求价值观和意识多元化、个性化和无形的满足感的时代已经来临。
与消费者价值追求变化相适应的企业间的竞争,也由产品竞争、价格竞争、技术竞争、广告竞争、品牌竞争发展到现今的形象竞争、信誉竞争、文化竞争和服务竞争,即顾客满意竞争。这种竞争是企业在广角度、宽领域的时空范围内展开的高层次、体现综合实力的竞争。它包括组织创新力、技术创新力、管理创新力、产业预见力、产品研发力、员工向心力、服务顾客力、顾客亲和力、同行认同力、社会贡献力、公关传播沟通力、企业文化推动力、环境适应力等等。这些综合形象力和如何合成综合持久的竞争力,这就是CS策略所要解决的问题。CS时代,企业不再以“自己为中心”,而是以“顾客为中心”;“顾客为尊”、“顾客满意”不再是流于形式的口号,而是以实实在在的行动为基础的企业经营的一门新哲学。企业不再以质量达标,自己满意为经营理念,而是以顾客满意,赢得顾客高忠诚度为经营理念。企业经营策略的焦点不再以争取或保持市场占有率为主,而是以争取顾客满意为经营理念。因此,营销策略的重心不再放在竞争对手身上而是放在顾客身上,放在顾客现实的、潜在的需求上。当企业提供的产品和服务达到了顾客事先的期望值,顾客就基本满意;如果远远超越顾客的期望值,且远远高于其他同行,顾客才真正满意;如果企业能不断地或长久地令顾客满意,顾客就会忠诚。忠诚的顾客不仅会经常性地重复购买,还会购买企业其它相关的产品或服务;忠诚的顾客不仅会积极向别人推荐他所买的产品,而且对企业竞争者的促销活动具有免疫能力一个不满意的顾客会将不满意告诉16-20个人,而每一个被告知者会再传播给12-15个人。这样,一个不满意者会影响到二、三百人。在互联网普及的今天,其影响则更大。据美国汽车业的调查,一个满意者会引发8笔潜在的生意,其中至少有一笔会成交。而另一项调查表明,企业每增加5%的忠诚顾客,利润就会增长25%-95%。一个企业的80%的利润来自20%的忠诚顾客;而获取一个新顾客的成本是维持一个老顾客成本的6倍。所以,美国著名学者唐·佩珀斯指出:决定一个企业成功与否的关键不是市场份额,而是在于顾客份额。
于是,企业纷纷通过广泛细致的市场调研、与消费者直接接触、顾客信息反馈等方式来了解顾客在各方面的现实需求和潜在需求。依靠对企业满意忠诚的销售、服务人员,定期、定量地对顾客满意度进行综合测定,以便准确地把握企业经营中与“顾客满意”目标的差距及其重点领域,从而进一步改善企业的经营活动。依靠高亲和力的企业文化、高效率的人文管理和全员共同努力,不断地向顾客提
供高附加值的产品,高水准的亲情般的服务,以赢得顾客不断变化和提升的满意度,赢得更多的顾客份额。如海尔始终把顾客需求放在第一位,站在顾客的角度考虑产品开发、设计,提供个性化、人性化实用产品,从拉幕式彩电到最新推出的“换台不晃眼彩电”,从小小神童洗衣机到手搓式洗衣机,从小王子冰箱到“智慧眼”变频空调,从17个小时制出“迈克冷柜”到售后一条龙星级服务,无一不是为满足顾客需求而提供的令其满意的超值产品和服务。又如微软的每一种产品都集中了世界上最优秀的开发人员,推出比顾客想要的还要好的产品,同时形成全球化销售的规模经济,把价格降到最低。而这正是微软20年来成功的秘决。
综上所述,情感消费时代,决定生产经营何种产品和提供什么样服务的权力已不再属于企业,而是属于消费者,衡量企业效率以及存在价值的决定权转移到了顾客手中,企业应尽量迎合顾客,超值满足顾客,以尽可能地从顾客那里获得“货币选票”。而CS策略正是获取这种选票的制胜法宝。
二、顾客满意营销策略的主要步骤
第一,在企业文化层面上确立以顾客为中心,顾客利益至上,以顾客满意为目标的经营理念。
CS理论中的顾客指的是内部员工和外部顾客(包括经销商、批发商、代理商、最终消费者和原材料供应商、合作者等),顾客满意包括员工和外部顾客的满意,顾客忠诚亦然。企业成功的机制在于顾客满意与忠诚,员工是顾客满意和忠诚的关键人员。员工对企业的满意度和忠诚度是顾客对企业产品和服务满意度和忠诚度的基础,顾客满意度和忠诚度是员工行为的必然结果。没有员工的满意与忠诚,就不可能创造出令顾客满意的产品和提供超值服务,顾客自然就不满意不忠诚,离企业而去。当员工满意与忠诚时就会在与顾客接触中以极大的热情投入自己的智力资本,创造性地为顾客服务,并能及时发现顾客需求动向,及时提升产品和服务的附加值,紧紧抓住顾客的心,令其满意。联邦快递发现,当内部员工满意率提高到85%时,他们的顾客满意率高达95%,且企业的利润也就十分乐观。在这里员工的态度决定着一切。
因此,企业必须将顾客满意的经营理念渗透于员工的头脑中,体现在管理中,对员工忠诚,以他们研发产品、制造产品、提供营销服务令顾客满意。如九头鸟”,员工得到的教育是一切以顾客为中心是企业经营的最高原则。顾客是恩人,是朋友,是老师,是顾客给了我们工作的机会,工作的价值,工作的乐趣和工作的意义。我们应该发自内心地真诚地感谢顾客,顾客的满意就是我们的工作目标,为顾客创造最有价值的产品和服务是我们的最高目标。在此原则指导下,宁愿让自己吃亏不能让顾客吃亏已成为“九头鸟”员工的行为准则。让顾客感到在“九头鸟”消费是一种享受,是一种物超所值的享受。顾客在付出成本后,对自己的消费有一个期望值,而消费者最后得到的消费在其心中也会有一个评价的标准来衡量,如果物超所值,他以后就会再来,如物有所值,他以后可能会再来;否则,消费者将不会再来。所以,“九头鸟”的目的就是为消费者提供物超所值的产品和服务。有如此经营理念及其指导下的令顾客满意营销,“九头鸟”红火于京城就不难理解了。
第二,让顾客参与产品设计与研发。
企业以顾客为中心,经过市场细分,广泛的调研了解目标公众的需求和价值,站在顾客的角度考虑产品开发、设计,提供个性化、人性化的高附加值的产品和服务,是正确的,但必须让用户一起参与产品设计。利用互联网和CAD技术与顾客建立有效的沟通和信息交流,及时掌握顾客的各种需求信息和顾客价值,鼓励各种信息来源渠道对顾客信息库进行及时的更新。经过分析、总结,了解顾客的本质需求,并使顾客本质需求信息成为企业各个部门的共享资源。以此设计产品,提供令顾客满意的服务。现在,许多公司采用一种名为:“产品配置器”的系统来帮助用户一起参与产品设计。即在计算机里存放了所有产品模块的最新信息,并随时更换,营销人员在销售现场通过因特网,根据用户需要或与用户一起配置出其所需要的能满足其价值的产品。上海通用公司生产的汽车令经营商和用户非常满意,就是因为让用户一起参与了产品的设计。而海尔无论是为四川农民生产的能洗地瓜的洗衣机,为上海用户生产的“小王子冰箱”,还是换台不晃眼的彩电,海尔的“智慧眼”变频空调,星级一条龙售后服务等,都是依据用户的需要,吸收了顾客参与产品设计的建议,而设计开发的令顾客满意的富有人性化的超值商品和服务,自然就赢得了更多顾客的芳心。
第三,提供令顾客满意的全程服务和个性服务。
全程服务是针对顾客的购物与消费每一环节所进行的细致而又深入的服务,心的服务。全程服务就是消费者从产生消费欲望那一刻起到商品使用价值耗尽为止的整个过程,对消费者的细心呵护,使消费者与自己的品牌紧密相连,让消费者享受文化、享受服务、感受理念、感到受益,心甘情愿地消费你的产品或服务,令消费者在每一个层面都感到完全满意,并能赢得客户的忠诚。销售阶段———保证顾客得到必须及时优质的服务,售前咨询培训参与,传递知识信息,创造购物需求,令顾客理性选择,帮助顾客购买自己实用称心的商品;售中支持提供方便,最大限度地发挥商品功能,让顾客体味到温情和价值;售后增值反馈回访服务,使顾客感受到温馨和真情。如一老太太买的海尔空调,回家途中被黑心司机拉跑了,海尔得知后,立即免费给老太太送去一台海尔新空调,并决定以后送货到位。内蒙一用户因家中失火,将刚买的海尔冰箱烧坏,海尔接电后从计算机服务网络中查到该用户详细住址,派专人专车用4天时间赶到为其修好冰箱。这种超值服务必然赢得顾客超期望值的满意。
在如今情感消费时代,人们追求“心的满足感和充实感”的商品,是高附加值极富个性化价值的商品,追求价值观和意识多元化、个性化和无形的满足感。因此,企业不再将注意力投入于全体消费者的一般需求差异上,应针对追求各异的个性消费者,量体裁衣,设计并开发企业的产品及服务项目,以适应当今个性化和多样化的消费趋势。面对越来越复杂的消费倾向,企业要驾驭顾客需求,进行个性化营销,关键在于建立顾客资料库与顾客信息反馈系统,进行客户关系管理,不断收集了解消费者的要求和偏好的变化,以及对企业新的期望,以便更好地为顾客提供个性化服务。
第四,培育顾客忠诚。
在餐饮业,满意顾客中品牌转换者的比例竟高达60%到80%。这说明满意的顾客并不一定能成为忠诚顾客。而一个企业80%的利润来自20%的忠诚顾客,营销顾客集Aracature Corp.的总裁Larry Light在Advertising Age杂志上说,从忠诚顾客身上得到的收益是非忠诚顾客的9倍。沃尔玛之所以能够持续增长成为500强的老大,根本原因在于它吸引客户忠诚的经营能力。
顾客忠诚是来自顾客感受到的、通过双向沟通所传递的价值和相互关系,是通过企业不懈地提供超值产品或服务而取得的。要使顾客忠诚,企业最高管理层必须有长期不懈的决心和资金支持,对企业的忠诚顾客进行界定,了解顾客的需求是怎样形成的,他们离去的原因是什么,买了谁的产品,为什么?认识并创建顾客忠诚的激励因素。培育忠诚顾客的营销方法有两种:
一是要妥善解决顾客的抱怨。只要妥善地处理顾客报怨,82%的顾客会再度购买商品。妥善处理顾客报怨,要求企业确立一套良好的人性化的“报怨管理”制度。第一,树立“顾客的报怨,是给企业最好的礼物,对改善企业的经营管理有好处”的观念;第二,企业必须确立有效的报怨处理政策和制度,并训练员工,正确对待顾客报怨,站在顾客的角度处理顾客报怨的问题;第三,处理顾客的部门要轮换,以便各业务单位都能及时了解顾客的满意度,并获得处理顾客报怨的经验;第四,建立所有顾客报怨资料库,以便及时处理并防止公关危机的发生。
二是建立忠诚顾客数据库。只有通过数据库进行跟踪调查分析,才能确切知道企业拥有的顾客份额会增加多少,达到某一份额需要多久。忠诚顾客数据库的核心是关联数据库,它由一系列记录营销项目不同侧面的子库组成。忠诚顾客数据库,可以为员工及时提供超值服务所需的资料;为收集所有与顾客有关的细节资料创造条件;强化同顾客的快捷联系;为开发新产品和提供新的服务创造条件;与顾客进行长期互动的双向沟通,以便为其提供潜在需求的、似曾想到又非想到的满足其期望价值的产品或服务。
Marketing Customer Satisfaction
Since the 20th century, since the late eighties, the customer satisfaction strategy is increasingly becoming business has more customers share the overall business competitive advantage means. First, customer satisfaction strategy is to get a modern enterprise customers, "money votes" magic weapon
With the changing times, the great abundance of material wealth of society, customers in the main --- consumer demand across the material has a lack of time, the number of times the pursuit, the pursuit of quality time to the eighties of the 20th century entered the era of the end consumer sentiment. In China, with rapid economic development, we have rapidly beyond the physical absence of the times, the pursuit of the number of times and even the pursuit of quality and age of emotions today gradually into the consumer era. Spending time in the emotion, the company's similar products have already reached the same time, homogeneous, with the energy, the same price, consumers are no longer pursue the quality, functionality and price, but the comfort, convenience, safety, comfort, speed, jump action, environmental protection, clean, happy, fun, etc., consumers are increasingly concerned about the product whether for their own life energy, enrich, comfort, beauty and spiritual quality, and exceed consumer expectations in the pre-sale, sale, after-sales service and advice. In other words, people today are looking for is a "psychological satisfaction and a sense of fulfillment," the commodity, high value added goods and services, the pursuit of values and sense of diversity, individuality, and the intangible satisfaction of the time has come . And consumers adapt to changes in the value of the pursuit of competition between enterprises, but also from product competition, price competition, technological competition, advertising competition, brand image development of competition to the current competition, credit competition, cultural competition and service competition, competition that customer satisfaction . This competition is the enterprise wide angle, wide-field space-time within the context of high-level, reflect the overall strength of the competition. It includes organizational innovation, technological innovation, management innovation, industry foresight, R & D force, employee engagement, customer service ability, customer affinity, peer recognition ability, community contributions to force, public relations and dissemination of communication skills, corporate culture drive, environmental adaptation, and so forth. These integrated image of the force and the synthesis of integrated sustainable competitiveness, which is CS strategy to solve the problem. CS times, companies no longer "own the center," but to "customer-centric"; "customer", "customer satisfaction" is no longer a mere formality of the slogan, but real action to basis of a new business philosophy of. Enterprises no longer quality standards, their satisfaction with the management idea, but in customer satisfaction, gain customer loyalty for the business philosophy of high. The focus is no longer business strategy to gain or maintain market share, mainly, but as for customer satisfaction for the business philosophy. Therefore, the marketing strategy of competitors who focus not on but on clients, on the customers actual and potential needs. When the company provides products and services to the customer's prior expectations, customers will be basically satisfied; if far exceed customer expectations, and far higher than other colleagues, customers really satisfied; if companies can continuously or for a long time the customers satisfaction, customer loyalty will be. Loyal customers will not only regularly repeat purchase, but also other related businesses to purchase products or services; loyal customers will not only actively recommend to others to buy his products, and promotional activities of competitors on the enterprise has the immunity of a dissatisfied dissatisfied customers will tell 16-20 individuals, and each one was told who will then spread to 12-15 individuals. Thus, a dissatisfied person will affect two or three hundred people. Today in the popularity of the Internet, its impact is even greater. According to the U.S. auto industry survey, a satisfaction will unleash the
potential of business 8 document, which will be at least a transaction. Another survey showed that every increase of 5% of enterprise customer loyalty, and profits will grow 25% -95%. 80% of a company 20% of the profits from loyal customers; while the cost of obtaining a new customer is to maintain a 6 times the cost of old customers. Therefore, the American scholar Tangpeiposi that: the decision whether or not the key to the success of an enterprise is not market share, but rather customer share. As a result, enterprises have been through an extensive and detailed market research, direct contact with consumers, customer feedback, etc. to understand the reality in all aspects of customer needs and potential needs. Rely on the loyalty business sales satisfaction, service personnel, regular, comprehensive quantitative determination of customer satisfaction in order to accurately grasp the business with "customer satisfaction" the gap between objectives and priority areas, to further improve the business activities . Rely on the corporate culture of high affinity, highly efficient management and full human to make joint efforts to provide customers with high value-added products, high levels of family-like service to win customers changing and upgrading satisfaction, win more share many customers.
Such as Haier always put customer needs first, stand in the customer point of view of product development, design, personalized, humanized useful products, from the pull-screen TVs to the latest release of "Taiwan does not blink of an eye for color TV", small hand rub a small child prodigy washing machine washing machines, small refrigerators Prince to "wisdom eye" inverter air conditioner, the system 17 hours from a "Mike freezer" to after-sale-stop star service to meet customer needs and both are provided to the satisfaction The value of products and services. Another example is Microsoft's products are focused on each of the world's most talented developers to introduce even better than the products customers want, while the formation of global sales of economy of scale, the lowest price. This is Microsoft's secret of success in 20 years. In summary, emotional consumer era, decided what kind of products and production management services to provide what the powers are not part of a business, it is consumers, measuring the value of enterprise efficiency and the existence of the decision shifts to the hands of customers, the enterprise should cater to the customer, value to satisfy customers in order to get as much as possible from the customer "money votes." The CS strategy is the magic weapon for winning such a vote.
Second, customer satisfaction, the main steps in marketing strategy
First, to establish the level of corporate culture customer-centric, customer interests first, and customer satisfaction as the goal of philosophy.
CS theory in the customer refers to internal staff and external customers (including distributors, wholesalers, agents, the final consumer and raw material suppliers, partners, etc.), customer satisfaction, including staff and external customer satisfaction, customer loyalty is also However. Mechanism for business success is customer satisfaction with loyalty, employee satisfaction and customer loyalty are key personnel. Employees of the company's satisfaction and loyalty are products and services for enterprise customers satisfaction and loyalty based on customer satisfaction and loyalty are the inevitable result of employee behavior. No employee satisfaction and loyalty, it is impossible to create satisfied customers to provide value products and services, the customer naturally dissatisfied and disloyal, away from the enterprise. When the employee satisfaction and loyalty with customers when the contact will be with great enthusiasm into their intellectual capital, creative customer service, and to timely detection of trends in customer demand, timely product and service value-added, firmly grasp live in the hearts of customers, to his satisfaction. FedEx found that when internal staff satisfaction rate to 85%, their customer satisfaction rate of 95%, and also very optimistic about corporate profits. Here determines the attitude of all employees.
Therefore, companies must be customer satisfaction of business philosophy permeates the minds of
荷恩承顾托 翻译篇五
《011105832顾维捷翻译修改》
译 文
我国是世界最大的化纤生产国,近年来,随着技术水平的不断提高,发展速度非常快,2003年我国化纤产量达到1181万吨,占世界产量的1/3,居世界首位。化纤工业的丰硕成果和广阔前景必将给化纤机械带来新的发展空间。大容量、高速度、自动化和设备的组合式模块化,已成为化纤设备的发展趋势,也是化纤设备生产强国竞相追逐的目标。
聚焦新成绩
我国化纤机械设备的生产迄今已有几十年的历史。随着国产技术水平的提高和引进先进的设备工艺,化纤工业近20年来得到了飞速的发展。经济全球化、企业生产专业化和信息网络技术的传播,必将促进中国化纤工业的发展,也给化纤机械带来了良好机遇。
我国化纤机械的研发是从自力更生入手,借鉴国外先进技术实现提高。改革开放以来,从单项技术引进扩大到成套设备技术引进,再通过消化吸收实现国产化,继而形成系列化,并开始走向东南亚和西非等地。目前,我国的化纤机械产品重头产业类别基本齐全,品种多
种多样,产品技术高中低档并存。年产20万吨的聚酯成套装置技术越来越成熟,相应配套的大型抽丝和后处理设备也日臻完善,日产100吨的涤纶短丝成套设备已广泛采用。
上海二纺机公司EJQ409型和邵阳纺机公司SLHV4324型涤纶短纤纺丝机、郑州纺机股份公司ZLHV909型和上海新四机的纺丝后处理设备、邯郸纺机公司HV809型打包机,以及日产200吨的成套设备等,其整套抽丝设备完全可以与进口聚酯装置或国产聚酯装置配套组成一条长产业链的生产线。邯郸纺机公司研发的K2/HD-340型粘胶长丝连续纺丝机和宏大研究院有限公司研发的NCSM1型粘胶长丝连续纺丝机,集传统纺丝、凝固、去酸水洗、烘干、上油和络筒于一体,使纺丝成形到成品卷装的整个工艺流程由原来长达90多个小时,缩短到连续纺丝成形、卷装只需几分钟的时间。这些新工艺、新技术和新设备在实际生产中都得到了用户的好评。一方面紧锣密鼓发展成套设备,国内这些纺机龙头企业一方面积极开发新型牵伸加捻机、弹力丝假捻机,成功研制出一批具有国内先进水平的高速卷绕装置、吹吸风装置以及计量泵、喷丝头(板)专件、基础件,为我国化纤工业的发展奠定了可靠的物质技术基础。
但也应当看到,国内外化纤机械设备的生产已经形成了多种形式的竞争格局,而我国化纤机械生产还存在许多不足。传统化纤工艺生产的装备多,特种化纤工艺装备少,每年还有大量的化纤机械依靠进口;
化纤机械设备的生产与化纤生产工艺结合得不够,与化纤产品的科研几乎脱节;组织技术匮乏,产品设计、制造工艺技术力量分散;国产化纤机械产品的可靠性、稳定性问题还比较突出。因此,要正视现状,解决问题,才能促进化纤机械发展。
展现新趋势
化纤工艺是随新技术发展变化的,化纤机械生产也必须“应运而变”。目前,传统的化纤品种由普通纤维转向特殊功能性纤维,细旦丝、超细旦丝、变形丝和变性丝是发展新趋势,化纤机械设备就要以化纤产品为中心确定发展方向,为下游产业链服务。因此大容量、连续化、高速度、自动化和机械产品设计的组合式模块化业已成为化纤机械的发展趋势。
大容量是先从化纤原料生产装置开始的。人造纤维的棉浆、木浆设备,合成纤维的聚酯装置都越来越大,产能越来越高,从过去的年产几万吨扩大到十几万吨,现在多数为年产几十万吨。与之配套的抽丝和后处理设备唯有加大容量才能匹配。涤纶短丝抽丝已由原来的日产50吨、100吨,提高到日产200吨、250吨。目前,国际上日产250吨的装备技术已经形成产业化生产,并继续改进提高。人造纤维短丝设备的单线生产能力也在逐步增大,年产量已达2万吨以上。
连续化是为适应化纤工艺生产特点而出现的,通过生产改进逐步发展。它既体现了效率和效益,又体现了二次或多次升温的减少而节约能源、减少消耗。随着技术水平的提高、工艺性能的变化,纺丝、牵伸和卷装的速度在不断提高。粘胶长丝纺丝速度超过了180米/分,涤纶短纤后处理装置丝束670万dTex,车速达到275米/分,涤纶长丝的高速卷绕速度达6000米/分以上。
自动化始终是机械产品发展的方向,也是化纤机械产品的必由之路。多数化纤机械产品是由联合机组成,且有机、电、声、光、仪的相互配合。联合机是这样,单机也如此。而机电一体化是实现自动控制的新技术。
组合式模块化是今后化纤机械发展的新特点。化纤纺丝机需要根据不同产量进行纺丝部位的组合,精炼、烘燥等配套设备也需根据产量来调整。许多产品具有共同的通用技术,因而考虑其通用化、系列化和标准化,特别是一些专件、部件的标准化,可以随着产品的工艺要求与产量的变化而灵活机动地组合。
进军新领域
化纤生产和化纤机械设备生产,都面临由产量的增加向新品种的开发方向发展,同时向民用舒适型纤维、产业用纤维和军用纤维方向
发展。
第一,为发展民用舒适型纤维生产提供技术装备。人造纤维由于具有天然纤维穿着舒适的特点而深受欢迎,合成纤维经过仿真处理也具有舒适性。天然纤维里还有许多纤维素纤维,如大豆、竹子、甘蔗渣、麦秆、玉米秆和棉秆皮等,都将进入纤维生产领域,机械设备必须与之相适应。无菌内衣、不沾污织物、立即变干的浴巾、不褶皱织物以及喷雾丝袜等新产品均已试验成功,有待于工业化生产。
第二,为发展产业用纤维生产提供技术设备。产业用纤维生产设备不但领域广阔,而且需用量大。如日本东丽公司和旭化成公司用化纤设备联合开发的逆透膜技术,来进行海水淡化;还有用聚合设备制成的粘合产品广泛用于产业,从小的贴胶到大量的粘合剂,等等。而这些产业已有成熟的技术,但要做到工业化生产,服务于社会,必须要机械设备相匹配。
第三,为发展军事工业用纤维生产提供技术装备。军事工业用纤维体现为两个方面,一种是传统的服饰品,有待增加新的品种,使其更具舒适、防晒、防寒及其他功能;另一种是用于军事工业装备使用的特种纤维,包括碳素纤维、芳纶纤维、超强度纳米管纤维和其他特种纤维。如质轻、耐高温而著称的碳素纤维,不论是采用粘胶工艺、腈纶工艺或者是沥青工艺,都需要相应设备形成生产能力进行工业化
韩国网上购物者满意度的决定因素
摘要
这篇文章的目的是确定可能导致韩国各地网上商场顾客满意的因素。假设客户的积极认知互联网购物的有用性,安全,技术能力,客户支持和商场接口积极影响客户满意度。这也是推测,满意的顾客成为忠实的客户。调查结果证实,客户满意度对顾客的忠诚度有显著影响,这表明,当顾客满意服务时会显示出很高的忠诚度。我们还发现,“网上客户有关安全风险的感知交易中,客户支持,网上购物和商场接口与客户满意度呈正相关。 概念模型
网上购物者可以很容易的将一个商场内的商品通过价格或质量进行排序,并且可以在不同的商场之间比较相同的产品。网上购物也可以节省时间和降低信息搜索成本。因此,客户可能有一种感知,他们可以用更少的时间和精力得到更好的网上交易。这个创新的系统特性已被定义为知觉有用性。若干实证研究发现,客户感知的实用性在采用影响满意度的创新技术后得以实现。因此,假设网上购物的知觉有用性与满意度成正相关(H1)。
网上客户首要关注的是涉及关于网上信用卡使用的明显的不安全感。虽然认证系统有明显进步,但是顾客担心在网上传输信用卡号码这些敏感的信息是不会被轻易的解决的。网上的隐私保护环境是另一个值得关注的问题。研究表明,网上客户担心通过这些网上业务会造成身份盗窃或冒用他们的私人信息。因此,据推测,网上购物的安全性对顾客满意度有积极地影响(H2)。
以往的研究表明,系统方面的技术,如网络速度,错误恢复能力和系统稳定性都是导致客户满意度的重要因素。例如,Kim和Lim(2001)发现,网络速度与网上购物者的满意度有关。Dellaert和卡恩(1999年)也报告说,当网络提供商没有进行很好的管理时网上冲浪速度慢会给评价网站内容带来负面影响。丹尼尔和Aladwani的文件表明,系统错误的迅速准确的恢复能力以及网络速度是影响网上银行用户满意度的重要因素(H3)。由于网上交易的非个人化性质客户查询产品和其他服务的迅速反应对客户满意度来说很重要。也有必要提供快捷交货,优质的售后服务和简便的退货程序。因此,许多网上购物商场为客户查询配备互动回答系统。这种互动性极大地提高了提交给客户信息的精度和数量,并将最终提高客户满意度。因此,假设认为顾客支持网上购物对顾客满意对有积极地影响(H4)。 网站的设计,决定网上商店的气氛包括图像的大小方面,布局,声音和图像,数据链接和提供内容的多样性。因此,成功的网上购物很大程度上取决于用户界面以及客户与网站的
互动。最近由罗森、Purinton(2004年)和Mummalaneni(2005)的研究发现,网站界面对客户重访和满意度作出了贡献,并最终表现为虚拟商店。因此,假设积极感知网上购物的用户界面,对用户满意度(H5)的具有积极作用。这能假设满意的顾客成为忠诚的客户(H6)。 实证结果
因子分析是利用方差最大旋法转研究主成分提取过程用于五个多项措施。一个因素合理的装载值应为0.5或更高为通过为准则,以审查该项目所有条件的可靠性。测量项目分为五个独立的变量,如在上一节中描述的研究模型。五个因素的内部一致性信度是通过Cronbach’s a检验的。所有因素的a值在被认为可接受的0.65至0.86不等,这表明变量正确加载这五个因素。在上一节中所述的六个假说与协方差构造分析测试中确认顾客的满意度对顾客的忠诚度有显著的积极影响, 这表明当服务满意时网上购物者表现出高的忠诚度。在可能会影响客户满意度的虚拟因素中,我们发现,网上客户交易的安全风险知觉(系数0.274,P<0.01),客户支持网上购物(系数0.121,P <0.01)网站接口(系数0.223,P <0.01)的客户满意度上呈现积极的影响。然而,客户的感知有用性和技术能力等因素对于形成顾客满意是微不足道的。结果表明,客户满意度对客户忠诚度有着显著的积极影响。因此,当网上购物者满意服务时往往表现出高度忠诚。这意味着,互联网是商场经理要考虑的很重要的因素可能会影响客户满意度。其中假设的因素可能会影响客户满意,我们发现,网上客户有关交易安全性的风险感知,客户支持网上购物和商场接口与客户满意度呈正相关。
为了控制消费者的感知风险,在线交易公司需要采取措施以确保客户隐私。许多网上购物商场供应商可能有发达的安全设备,但他们没有很好的的告知消费者这些功能。因此,每次消费者进行网上采购的时候灌输给他们网购的安全性是很重要的。这也是需要提供措施,以提高网上客户服务,如客户查询和个性化的服务时的交互式应答系统。这些服务将使网络公司迅速准确地响应客户的需求,并最终提高客户满意度。网站的设计是网上公司需要考虑的另一方面,因为它决定了卖场气氛。一个精心设计的网站,图像大小,布局,声音和图像,链接和舒适的搜索功能将为网上商场的成功做出积极的贡献。总体而言,在这篇文章中提出的模型表明,网上购物商城供应商应制定营销策略更好地解决感知风险以增加消费者的忠诚度,提供更好的顾客服务,并改进其界面网站。
Determinants of online shoppers’ satisfaction in Korea
Summary
The purpose of this article is to identify the factors that might lead to the customer satisfaction in the online shopping malls across Korea. It is hypothesized that customer’s positive perception of usefulness of internet shopping, security, technical competence, customer support and the interface of shopping mall positively affects the customer satisfaction.It is also hypothesized that satisfied customer becomes loyal customer.The survey results confirm that customer satisfaction has a significantly positive impact on the customer loyalty, which reveals that internet shoppers show high loyalty when they are satisfied with the service.We also find that online customers’ risk perception about the security of the transactions, customer support to the online shopping and interface of the shopping mall are positively related to the customer satisfaction.
Conceptual Model
Online shoppers can easily sort the merchandise by price or by quality within a shopping mall, and also compare prices of the same goods across the different shopping malls. Shopping online can also save time and reduce the information searching costs.Therefore, customers may have a perception that they can get better deals online with less time and effort.This feature of innovative system has been defined as perceived usefulness. Several empirical studies have found that it is the customers’ perceived usefulness realized after adopting innovation that affects the degree of satisfaction.Accordingly, it is hypothesized that perceived usefulness of online shopping is positively related to the satisfaction (H1).Online customers’ primary concern involves theapparent sense of insecurity regarding online credit card usage. Despite recent advancement of authentication system, customers’concern about transmitting such sensitive information as credit card number online would not be easily alleviated. Protection of privacy in the online environment is another concern. Studies show that online customers are concerned about the identity theft or fraudulent use of their private information by the online businesses. Thus,it is hypothesized that positive perception regarding the security of internet shopping gives a positive effect on the customer satisfaction (H2).Previous studies show that technical aspects of system such as the network speed, error-recovery ability and system stability are important factors which leads to
customer satisfaction. For example, Kim and Lim find that the network speed is related to the online shoppers’ satisfaction. Dellaert and Kahn also report that slow speed during the web surfing has a negative impact on the evaluation of website content when it is not well managed by the web provider. Daniel (1999) and Aladwani document that the swift and accurate recovery ability of system error as well as network speed is important factor for the user satisfaction in the internet banking. Here, it is hypothesized that technical competence of internet shopping mall gives a positive effect on the customer satisfaction (H3).Due to the impersonal nature of online transactions prompt responses to customers’ inquiries about the products and other services are important for the customer satisfaction. It is also necessary to provide speedy delivery, quality after-sale service and easy return process. Thus, many internet shopping malls equipped themselves with the interactive answering system for customer inquiries. This interactivity dramatically increases the accuracy and amount of information that can be presented to the customers,and would ultimately increase the customer satisfaction.Accordingly, it is hypothesized that perceived customer support of internet shopping gives a positive effect on the customer satisfaction (H4).It is the design of website that determines the store atmosphere of online stores in terms of image size,layout, sound and graphics, number of links and diversity of provided contents. Therefore, the success of internet shopping mall would depend, to a large extent, on user interface and customer interactions with the web sites. Recent studies by Rosen and Purinton and Mummalaneni find that the website interface has contributed to the customer revisit and satisfaction, and ultimately to the performance of virtual stores. Thus, it is hypothesized that positive perception of user interface of internet shopping mall gives a positive effect on the customer satisfaction (H5). It is also hypothesized that satisfied customer becomes loyal customer (H6).
Empirical Results
Factor analysis is utilized for the five multi-item measures by utilizing principal component extraction process with Varimax rotation. A suggested measure of factor loading of 0.5 or greater is adopted as a criterion to examine the item reliabilities of all measures. The measurement items are classified into the five independent variables as in the research model described in the previous section.The internal consistency reliability of the five factors is examined by the Cronbach’s
alphas. The alpha values of for all factors vary from 0.65 to 0.86, which are considered acceptable for this type of study. This reveals that the variables load properly on these five factors.The six hypotheses described in the previous section are tested with the covariance construct analysis, and the results are reported in Table 1.Fist, it confirms that customer satisfaction has a significantly positive impact on the customer loyalty(coefficient 0.833, p<0.01), which reveals that internet shoppers show high loyalty when they are satisfied with the service. Among the hypothesized factors that might affect the customer satisfaction, we find that online customers’ risk perception about the security of the transactions (coefficient 0.274, p<0.01), customer support to the online shopping (coefficient 0.121, p<0.01), and interface of web sites (coefficient 0.223,p<0.01) have rendered positive effects on the customer satisfaction. However, factors such as customers’ perceived usefulness and technical competence turn out to be insignificant to form customer satisfaction.The results suggest that customer satisfaction has a significantly positive impact on the customer loyalty. To control consumers’ perceived risk associated with the transactions online firms need to take steps to ensure customer privacy. Many online shopping malls providers may have well-developed security devices, but they have done a poor job of informing consumers about these features. Thus, it is important to educate consumers about the safety of transactions every time they perform online purchases. It is also necessary to provide measures to enhance online customer care such as interactive answering system for customer inquires and individualized services.These services would make online firms speedily and accurately respond to their customer needs, and ultimately increase customer satisfaction. A carefully designed web site in terms of image size,layout, sound and graphics, number of links and easiness of search function would positively contribute to the success of online shopping malls. Overall,the model presented in this article suggests that to increase consumer loyalty online shopping mall providers should develop marketing strategies to better address the perceived risk, to provide better customer care and to improve the interface of their web sites.
荷恩承顾托 翻译篇七
《01311239-顾鑫鑫成贤翻译模板》
东南大学成贤学院
毕业设计(论文)翻译材料
院(系) 专 业
翻 译 题 目
学 生 姓 名 顾鑫鑫 学号 01311239
指 导 教 师 赵霞
2015 年 3 月 24 日
高可靠性的冗余方法IPSec GW 作者 明子kuboniwa,俊彦田村,Youichi胡鲁塔,佑一郎和田,村上佐藤,tomoharu本野
NTT网络服务系统实验室,NTT公司,日本
摘要:在IPSec VPN的情况下,大规模的灾难可能导致通信失败。这种失败发生的原因之一是IPSec GW有故障。一般来说,它是更好的通过使用IPSec网关冗余方法来扩大恢复通信的面积。现有IPSec—GW冗余的方法减少了通信故障时间。在该方法中,IPSec GWS提前同步IPSec 中的信息,当一个活跃的GW GW失败后,备用的GW代替活跃的GW处理进程。然而,这种方法不能用于部署在不同的段的网络装置中。因此,在本文中,我们提出了一个IPSec GW 冗余的方法可以应用到IPSec GWS,部署在不同的段。现有的方法是搭建这种框架用于在活跃的IPSec GW和备用的IPSec GW之间同步IPSec的信息。它能够当活跃的GW失败时通信能够继续。然而,这方法不能完全防止通信失败。因此,我们提出了哪些信息应该是在什么时间同步的。该方案可以减少网络的处理负荷。
关键词:IPsec,分散部署,VRRP协议,IPsec的高可用性
一、引言
近年来,互联网安全协议(IPsec)[ 1 ] - [ 5 ]已经成为一种为实现虚拟专用网络(VPN)和固定移动融合(FMC)的方法而倍受关注,这是一个组合移动和无线/ WiMAX。VPN主要应用于企业,FMC主要采用大型IPSec VPN网关(GWS),有一种IPSec GWS成为高度可靠的需求。
一种提高可靠性的方法是集群设备。当主设备出现故障,两个或多个备份设备从主装置处接手处理进程。所有的设备在维修期间必须继续通信,并且当主设备出现故障时通信应在几秒钟内恢复。一般来说,它是更好的方法通过聚类来扩大该地区的通信恢复。因此,只要有对服务无影响,在分散的地方部署聚类装置,而不是同一个地方,这样来提供高可靠性。通过在分散的地方部署IPSec GWS,如果大规模灾难或断电时集中在一个地方,它仍可以通信。 为实现IPSec GWS聚类,不但要路径控制,而且IPSec信息必须同步。在IPSec中,IPSec客户端和IPSec GW建立IPSec隧道加密和数据解码包。在通信开始的时候,IPSec客户端和IPSec GW谈判加密的方法和生成加密密钥,这存储在各自的数据库中。此外,该控件的ID(IKE)数据包和序列号(ESP)的数据分组被存储在每个数据库因为数据包的顺序是要严格检查安全的。
因此,两种信息在IPSec中是有必要去通信的:当隧道建立时信息生成了,信息在每个数据包传输时更新。如果数据包被转发到备用的GW在没有IPSec交换路由信息,IPSec隧道需要重新建立。这意味着,通信故障会一直发生到重建完成。
VIRP [ 6 ] [ 7 ]已经提出了一种IPSec网关冗余方法。virp扩展了虚拟路由器冗余协议(VRRP)[ 8 ] [ 9 ],并提供主备机管理和路由冗余。一般来说,IPSec GWS部署在分散的属于一个网络不同的段的地方,但是VRRP由于它的特点无法应用于设备部署在不同的段。virp也不能适用于这种情况。
此外,IPsec的高可用性(IPsecHA)[10]被认作为一种IPsec-GW的冗余方法。IPsecHA是一个框架,用于在一个活跃的IPsec-GW和备用IPsec-GW之间同步IPsec信息。而,IPsecHA完全防止通信失败。
在本文中,我们提出了一个IPSec网关冗余方法,具有很高的可靠性,可应用于IPSec GWS
部署在分散的地方。图1显示了我们假设的网络配置。在正常情况下,IPSec GW # 0是一个活跃的GW,IPSec GW # 1备用GW。IPSec GW # 1在IPSec# 0分解后成为一个活跃的GW。IPSec的客户端经常和活跃的GW进行通信。
该方法有两个部分:(1)IPSec GWS的冗余方法,它部署在分散的地方,(2)同步IPSec信息的具体方法是通过ipsecha。我们的目标是使我们方法的开关时间和VRRP一样。
本文的其余部分如下。第二部分提出了现有的方法和存在的问题。第三部分细节化了所提出的方法。最后,结论和未来工作描述在第四部分。
图1 网络配置
二、现有的方法和问题
A.路由冗余
VRRP是一种部署在网络的一部分的设备的冗余方法。在VRRP中,冗余设备构成VRRP组;每个设备都有一个优先级水平和共享虚拟互联网协议地址和虚拟MAC地址。具有最高优先级的设备成为活跃的GW。它发出的数据包以及VRRP广告定期通过多播到其他设备。作为一个
结果,实现了主备机管理。此外,VRRP广告的源地址是一个虚拟的地址。L2开关通过连接器件来了解这个地址,相邻的路由器可以在任何时候通过发送数据包到虚拟地址来转发数据包到活跃的设备上。作为一个结果,路径切换实现了即使有源器件是改变的。
VRRP只可以适用于部署在同一设备的原因有两个部分:(1)VRRP提供活动/备用的管理和组播数据包不能到达不同的部分,(2)VRRP通过L2开关了解它的意义来提供路径切换。
图4 IKE数据的报文ID
图5 数字信息序列(ESP)
三、提出的方法
为解决上述问题的要求的该冗余的方法有以下四种:
<路由冗余>
1)实现主备机管理工作的我们部署在不同的段。
2)实现路径切换到IPSec GWS部署不同的段,当有网络故障或维护。 <同步IPSec信息>
3)为防止通信失败由于不完全报文ID的同步。
4)减少同步序列号的网络处理负荷。
A.路由冗余
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