Passage 1（第二套）音频、真题、答案、听力原文、答案解析、参考译文
【音频】
【真题】
Questions 16 to 18 are based on the passage you have just heard.
16.
A) A display of a variety of products increases consumers’interest.
B) Too many choices decrease one’s desire to buy.
C) Fewer choices lead to lower customer satisfaction.
D) Customers given more choices are more likely to get confused.
17.
A) What kind of display results in more sales.
B) What kind of display creates more interest.
C) What kind of display attracts a greater crowd of customers.
D) What kind of display leads to greater customer satisfaction.
18.
A) There are situations where customers buy nothing.
B) There are tricks to increase customer satisfaction.
C) There are ways to predict customer preferences.
D) There are rules that motivate customers to buy.
【答案】
16. B) Too many choices decrease one’s desire to buy.
17. A) What kind of display results in more sales.
18. D) There are rules that motivate customers to buy.
【听力原文】
We assume that if we offer our customers more choices, then they’ll be more likely to buy our products. [16] But here’s the paradox of choice: if a person is presented with too many choices, they are actually less likely to buy. [17] In 2012, psychologists published a study about jams. On a regular day at a local food market, people would find a display table with 24 different kinds of jams. Then on another day, at that same food market, people were given only 6 different types of jam choices. Guess which display table led to more sales?
The study found that while the bigger display table created more interest, people were almost 10 times less likely to purchase a jar of jam than in the case of the smaller display. Customer satisfaction takes a hit as well. In the study, the bigger display of jams leads to lower customer satisfaction than the smaller display. In an extensive study published in 2015, researchers analyzed a total of 99 choice studies and specifically looked at those cases in which reducing choices helped to boost sales. [18] They found four rules that motivate consumers to buy: when people want to make a quick and easy choice, when the product is complex, when it’s difficult to compare alternatives, and when consumers don’t have clear preferences. So as you can see, when it comes to choices, less is more.
【答案解析】
16. What do we learn from the passage about the paradox of choice?
关于“选择悖论”，我们从文章中了解到什么？
答案：B) Too many choices decrease one’s desire to buy.
选择太多会降低人们的购买欲望。
解析：
文章开头部分明确提到：“But here’s the paradox of choice: if a person is presented with too many choices, they are actually less likely to buy.”（但“选择悖论”表明：当人们面对过多的选择时，他们购买的可能性反而更低。）选项B与这表述一致，为正确答案。
听力技巧小点拨：要注意but之后的信息
干扰项分析：
A) A display of a variety of products increases consumers’interest.
展示各种各样的产品会增加消费者的兴趣。
虽然文章中提到“the bigger display table created more interest”（大展示台吸引了更多关注），但这并非“选择悖论”涉及的方面。
C) Fewer choices lead to lower customer satisfaction.
选择更少会导致顾客满意度降低。
文章提到“In the study, the bigger display of jams leads to lower customer satisfaction than the smaller display”，表明更少的果酱种类展示带来的顾客满意度更高，此选项与原文相悖。
D) Customers given more choices are more likely to get confused.
被给予更多选择的顾客更有可能感到困惑。
文章中未提及顾客是否会困惑，属于无中生有。
17. What did the psychologists want to find out in their 2012 study about jams?
在2012年关于果酱的研究中，心理学家想要探究什么？
答案：A) What kind of display results in more sales.
什么样的展示会带来更多的销售额。
解析：
文章中提到，“In 2012, psychologists published a study about jams. On a regular day at a local food market, people would find a display table with 24 different kinds of jams. Then on another day, at that same food market, people were given only 6 different types of jam choices. Guess which display table led to more sales?”可见，目的就是探究哪种展示方式能带来更多销量。因此选项A与原文信息一致，为正确答案。
干扰项分析：
B) What kind of display creates more interest.
什么样的展示会引起更多兴趣。
该研究主要探究的是销量，而非兴趣。
C) What kind of display attracts a greater crowd of customers.
什么样的展示会吸引更大的顾客群体。
研究关注的是购买行为，而非吸引顾客数量。
D) What kind of display leads to greater customer satisfaction.
什么样的展示会带来更高的顾客满意度。
顾客满意度是研究中发现的结果，而非研究目的。
18. What is the finding of an extensive study published in 2015?
2015年发表的大规模研究有什么发现？
答案：D) There are rules that motivate customers to buy.
存在激励顾客购买的规则。
解析：
文章最后提到：“They found four rules that motivate consumers to buy: when people want to make a quick and easy choice, when the product is complex, when it’s difficult to compare alternatives, and when consumers don’t have clear preferences.”（他们发现了四条促使消费者购买的规则……）因此选项D为正确答案。
干扰项分析：
A) There are situations where customers buy nothing.
存在顾客什么都不买的情况。
文中未提及顾客什么都不买的情况，属于无中生有。
B) There are tricks to increase customer satisfaction.
存在提高顾客满意度的技巧。
该研究发现的是促使消费者购买的规则，而非提高顾客满意度的技巧。
C) There are ways to predict customer preferences.
存在预测顾客偏好的方法。
文中未提及预测顾客偏好，属于无中生有。
【参考译文】
我们原本认为，如果给顾客提供更多选择，他们就会更愿意购买我们的产品。但“选择悖论”表明：当人们面对过多的选择时，他们购买的可能性反而更低。2012年，心理学家发表了一项关于果酱的研究。在当地食品市场的一个普通日子里，人们会看到一个展示台，上面有24种不同的果酱。然后在另一天，在同一个食品市场，人们只被给予6种不同的果酱选择。猜猜哪种展示台带来了更多销量？
研究发现，虽然大展示台吸引了更多关注，但人们购买一罐果酱的可能性比小展示台的情况低了将近10倍。顾客满意度也受到了影响。在研究中，大展示台的果酱比小展示台带来的顾客满意度更低。在2015年发表的一项大规模研究中，研究人员分析了总共99项选择研究，专门研究了那些减少选择有助于提升销量的案例。他们发现了四条促使消费者购买的规则：当人们想要做出快速简单的选择时，当产品复杂时，当难以比较替代品时，以及当消费者没有明确偏好时。所以正如你所见，说到选择，少即是多。
