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8/9/2019 LEILA PETRY_pos Marketing_monografia Final
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8/9/2019 LEILA PETRY_pos Marketing_monografia Final
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8/9/2019 LEILA PETRY_pos Marketing_monografia Final
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8/9/2019 LEILA PETRY_pos Marketing_monografia Final
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8/9/2019 LEILA PETRY_pos Marketing_monografia Final
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8/9/2019 LEILA PETRY_pos Marketing_monografia Final
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8/9/2019 LEILA PETRY_pos Marketing_monografia Final
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8/9/2019 LEILA PETRY_pos Marketing_monografia Final
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8/9/2019 LEILA PETRY_pos Marketing_monografia Final
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8/9/2019 LEILA PETRY_pos Marketing_monografia Final
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36
3 LH]TJMQÉÏJ
3(3 Ojh}ar}qcklpcéïj mj }aec
J eatocmj c}qck ì ectocmj vakc otaoah}a ojhojttàholc a dqoc vjt ecljt
hðeatj ma ojhqelmjta( Ojej tagjtéc Mch}c "4661+ v( ?7,+ ì levjåwak qec
aevtac jdtawlwat+ ae qe eatocmj ma }ch}c ectoc a ma }ch}j gjthaoamjta+
cmj}chmj qec vj}qtc vclwc 3( J gjoj hj oklah}a ì qe hjt}acmjt ma a}qmj+
a}tc}ìilc a wckjta sqa c jtichlpcéña wàe dqochmj c gle ma jdtawlwatae hj
eatocmj(
C vtajoqvcéïj hïj arl}a cvahc ae }atej ma wjkqea ma wahmc+ ec
}cedìe ae takcéïj æ vatoavéïj sqa j ojhqelmjta }àe mc ectoc a mc vtÿvtlc
jtichlpcéïj(
Hïj a vjma malrct ma ol}ct sqa j hjwj }aevj }cedìe ïj ectocmj
vakj qj mc lhgjtecéïj a a}c ì j vcj lhlolck vctc c céña aevtactlcl0
Ì vjt ealj mj a}qmj ma eatocmj sqa c aevtac jd}ìe c vtlealtc jq c hjwc lhgjtecéña ma eatocmj( J ectna}lhi }tcdckbc ma gjtc vctc mah}tj+ sqat mlpat+ maojdta j sqa j eatocmj maa`c a oqlmc vctc sqa qc haoalmcma a`ce c}lgal}c+ maahwjkwahmj vtjmq}j a atwléj ejkmcmj c ac haoalmcma( "MCH]C_+ 4661+ v( ?7,4 (
Ojej cgltece _ba}b+ El}}ck a Hayech "4663+ v( 3=,+ j a}qmj mj
ojevjt}ceah}j mj oklah}a jgataoa j ojhbaoleah}j dãloj haoaãtlj vctc
maolña aevtactlcl ma qoaj ?
( A}c ãtac ma a}qmj dqoc+ ah}ta jq}tj+
lmah}lgloct j wckjta vatoadlmj vakj ojhqelmjta+ c }ahmàholc ma eatocmj+ j
ejmj ojej j ojhqelmjta cvtahmae+ a ej}lwce a maolmae jdta c ojevtc(
Cle+ vjmae%a }ject wãtlc maolña sqch}j æ aieah}céïj ma eatocmj+
maahbj a maahwjkwleah}j ma vtjmq}j+ a}tc}ìilc ma ojeqhlocéïj a jq}tj(
3 MCH]C_+ A( D( Ectna}lhi Maojevklocmj( Dtcåklc0 Aml}jtc _ahco MG+ 4661(4 MCH]C_+ A( D( Ectna}lhi Maojevklocmj( Dtcåklc0 Aml}jtc _ahco MG+ 4661(? _BA]B+ @( H(+ EL]]CK+ D( HAYECH+ D( L( Ojevjt}ceah}j mj Oklah}a( _ïj Vcqkj0 C}kc+ 4663(
8/9/2019 LEILA PETRY_pos Marketing_monografia Final
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33
J eatocmj ma ocobcéc jgat}c ecl ma olhoj elk mlgatah}a jvéña ma
vtjmq}j cj ojhqelmjta( ]tc}c%a ma qe dae sqa gcp vct}a mc bl}ÿtlc mj vcå a+
vjt lj+ jgta lhgkqàholc ‟ a }cedìe lhgkqaholc ‟ c oqk}qtc mj dtclkaltj( Arl}ae
wãtlj gc}jta sqa cga}ce j ojhqej ma}a vtjmq}j+ }ch}j vjl}lwceah}a+ ojej
haic}lwceah}a(
A}a }tcdckbj }ae ojej vtjvj}c arvjt j ojh}ar}j mj eatocmj ma ocobcéc
ct}achck ae Dtcåklc+ dqochmj ojevtaahmat j ojevjt}ceah}j mj ojhqelmjt ae
takcéïj c }ck vtjmq}j+ c}tcwì mc ojka}c ma lhgjtecéña jdta c vatoavéña+ c
c}l}qma+ c arvatlàholc a j bãdl}j ma ojhqej mj ojhqelmjta(
3(4 @q}lgloc}lwc
J vtjmq}jta ma ocobcéc ma ckcedlsqa wàe a ejdlklpchmj cj kjhij mj
chj vakj maahwjkwleah}j mj a}jt c gle ma citaict wckjt }ch}j vctc c arvjt}céïj
ojej vctc j eatocmj lh}athj( Ojej arvj}j+ c ocobcéc vjt eql}j }aevj gjl wl}c "a
clhmc ì, ojej qe vtjmq}j ma ojhqej ma dclrc tahmc( Ah}ta}ch}j+ }cechbj
lhwa}leah}j ae }aohjkjilc+ malih+ ml}tldqléïj a eakbjtlc ma sqcklmcma ckea`c
sqa j vtjmq}j a`c ojeatolcklpcmj ae jq}tj eatocmj+ ma okca oje ecljt vjmat
csqll}lwj( Mac gjtec+ vta}ahma%a gcpat qe a}qmj jdta c c}l}qma maa
vj}aholcl ojhqelmjta ae takcéïj æ ocobcéc ct}achck(
3(? Vtjdkaec
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ct}achck:
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34
J vtaah}a a}qmj }ae ojej jd`a}lwj iatck lmah}lgloct j gc}jta sqa
lhgkqaholce c vatoavéïj mj ojhqelmjta ae takcéïj æ ocobcéc ma ckcedlsqa(
3(1 Jd`a}lwj Avaoågloj
Vctc a ckochéct j jd`a}lwj ea}ta+ gcp%a haoaãtlj }tcéct jd`a}lwj
avaoågloj( A}a a ojhoah}tce ae0
․ Lmah}lgloct octco}atå}loc mj vatglk mj ojhqelmjta(
․ Gcpat qe kawch}ceah}j mj bãdl}j ma ojhqej mc ocobcéc ct}achck(
․ Lmah}lgloct j gc}jta sqa lhgkqaholce a octco}atlpct j vtjoaj ma
maolïj ma ojevtc(
3(7 Blvÿ}aa
B60 J ojhqelmjta }àe qec c}l}qma vjl}lwc ae takcéïj æ ocobcéc
ct}achck(
B30 J ojhqelmjta }àe qec c}l}qma haic}lwc ae takcéïj æ ocobcéc
ct}achck(
3(9 Ea}jmjkjilcEa}jmjkjilc at tagata cj ocelhbj+ jq ojej cgltec _lkwc "466?+ v( 47,+
ea}jmjkjilc arvtac j qj ma eì}jmj sqa gcolkl}c c l}aec}lpcéïj mj jd`a}lwj
vta}ahmlmj+ dae ojej c aiqtchéc+ c aojhjelc a c tcoljhcklmcma vctc ckochéct j
glh maa`cmj =(
Tlobctmjh a} ck "3<2<, cgltece sqa+ mavahmahmj mj jd`a}lwj mj }tcdckbj+= _LKWC+ C( O( T( mc( Ea}jmjkjilc mc vasqlc cvklocmc æ ojh}cdlklmcma0 jtlah}céña ma a}qmj+vtj`a}j+ ct}lij+ takc}ÿtlj+ ejhjitcglc+ mlat}céña+ }aa( _ïj Vcqkj0 C}kc+ 466?(
8/9/2019 LEILA PETRY_pos Marketing_monografia Final
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mc hc}qtapc mj vtjdkaec a mc vjldlklmcma mj vasqlcmjt+ akc vjma at
okclglocmc ojej bl}ÿtloc+ arvkjtc}ÿtlc+ maotl}lwc+ arvkloc}lwc jq ae vasqlc%
céïj1
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Mac gjtec+ c vasqlc ae sqa}ïj ì+ sqch}j c qc hc}qtapc+ qec
vasqlc cvklocmc+ vjl ahwjkwaq watmcma a lh}ataa kjocl a a mltlilq c qec
jkqéïj ma vtjdkaec avaoågloj7(
Ae takcéïj æ qc cdjtmciae+ c cdjtmciae sqckl}c}lwc mc vasqlc a
`q}lgloc+ qec wap sqa hïj ahwjkwaq chãkla ma oqhbj a}c}å}loj( Tlobctmjh a} ck
"3<6<+ v(9<, tack}ce sqa j eì}jmj sqckl}c}lwj mlgata+ ae vtlhoåvlj+ mj sqch}l}c}lwj
æ eamlmc sqa hïj aevtaic qe lh}tqeah}ck a}c}å}loj ojej dca mj vtjoaj ma
chãkla ma qe vtjdkaec 9 ( Ilk "3<<1, cvjh}c sqa hc cdjtmciae sqckl}c}lwc bã qec
takcéïj mlhäeloc ah}ta j eqhmj tack a j q`al}j+ jq a`c+ qe wåhoqkj lhmljolãwak
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vjl+ ojej arvkjtc}ÿtlc+ }awa vjt gle j maahwjkwleah}j+ aokctaoleah}j a
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4 TAGATAHOLCK ]AßTLOJ
J a}qmj jdta j ojevjt}ceah}j mj ojhqelmjt cdtchiae qec ar}ahc
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lhgjtecéña jdta j gc}jta sqa lhgkqaholce j ojhqelmjt+ ckìe ma mcmj jdta j
eatocmj ma ocobcéc ct}achck hj Dtclk(
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ae ocevj+ dqoc lhgjtecéña ecl coqtcmc jdta j ojevjt}ceah}j mj
ojhqelmjt ma ocobcéc ct}achck(
4(3 Ectna}lhi
Ma cojtmj oje Mtqonat "4664+ v( ?7,+ c glhcklmcma ma qec aevtac ì otlct
qe ojhqelmjt a ïj aka sqae ma}atelhce j sqa ì qec aevtac( Aka arvkloc
clhmc sqa
j watmcmaltj ectna}lhi ojeaéc "(((, oje j ojhqelmjt+ aq mcmj maejitãgloj+ qc tacklmcma+ qc haoalmcma+ aq wckjta( Hïj vatiqh}c ‛J sqa sqataej wahmat―( Vatiqh}c ‛J sqa j ojhqelmjt sqat ojevtct:―( Hïj mlp ‛Lj ì j sqa hjj vtjmq}j jq atwléj gcp―( Mlp ‛_ïj ac c c}lgcéña sqa j ojhqelmjta vtjoqtce+ wckjtlpce a haoal}ce― "MTQONAT+ 4664+ v( ?7,3?(
C maglhléïj ma ectna}lhi mcmc vjt Nj}kat "4666+ v( ?6, ì ma qe vtjoaj
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Mch}c "4661+ v( ?4, tack}c sqa j ojhoal}j ma ectna}lhi gjtc cevklcmj vjt Nj}kat+
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J ectna}lhi eql}c wapa ì ojhgqhmlmj oje wahmc jq vtjvcichmc+ ec hc
tacklmcma ì qe vtjoaj ecl cevkj+ aka gjthaoa c mltaéïj haoaãtlc vctc c
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kjock oat}j a hj vtaéj sqa j ojhqelmjta a}ïj mlvj}j c vcict37( C
cmelhl}tcéïj ma ectna}lhi ahikjdc j vkcha`ceah}j+ c ojhoavéïj+ ojh}tjka a
tawlïj ma wãtlj gc}jta sqa ojevñae j eatocmj0 vtjmq}j+ vtaéj+ vtcéc+
vtjejéïj> wlchmj c aojkbc ma eatocmj%ckwj a ocv}céïj+ echq}ahéïj a
glmaklpcéïj ma oklah}a vjt ealj mc otlcéïj+ mc ah}taic a mc ojeqhlocéïj ma qe
wckjt qvatljt vctc j oklah}a 39 (
4(3(3 Ojevj}j ma ectna}lhi
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maa`j( Mavahmahmj mj }lvj ma vtjmq}j ‟ dae jq atwléj+ mqtãwak jq hïj%mqtãwak+
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cj vtjmq}j ahwjkwae c octco}atå}loc mj vtjmq}j ae l+ mc aedckciae+ mc
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ojhl}ah}a oje c maolña sqch}j cj vtjmq}j+ qec wap sqa a j a}cdakaoleah}j
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ojej j ojh`qh}j ma jtichlpcéña lhmavahmah}a ahwjkwlmj hj vtjoaj ma }jthct
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a}qmj mj ojevjt}ceah}j mj ojhqelmjt+ gloc awlmah}a sqa c ojeqhlocéïj vjma
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mj ojhqelmjta+ ae kjhij vtcpj 47(
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vtjglljhcl ma ectna}lhi vtjoqtce maahwjkwat vasqlc a ckleah}ct l}aec ma
lhgjtecéïj sqa gjthaéce aedcceah}j vctc c }jecmc ma maolña jdta j
vkcha`ceah}j mc jtichlpcéña( Mch}c "4661+ v( ?9, tagjtéc cj arvkloct sqa0
J c}j ma vtawat c haoalmcma mj eatocmj gjthaoa æ aevtac c aiqtchéc ma sqa arl}a eatocmj vctc aq vtjmq}j jq atwléj+ vjl akc ltã c}lgcpat haoalmcma watlglocmc ae ocevj( C haoalmcma a j chalj ïj ma}ao}cmj vjt ealj ma a}qmj ma eatocmj+ sqa lhokqae c vasqlc ma ectna}lhi takcoljhcmc c vtjmq}j+ vtaéj+ vtjejéïj a ml}tldqléïj+ c vasqlc ma eatocmj "maechmc+ aieah}céïj,+ c vasqlc ma jvlhlïj a c vasqlc ma c}lgcéïj( "MCH]C_+ 4661+ v(?9,?6
C vasqlc ma ectna}lhi+ aiqhmj _cectc "4669+ v( ?3,+ vjmae at
okclglocmc ae mjl itqvj0 vasqlc ma jvjt}qhlmcma ma wahmc a vasqlc ma
jtichlpcéïj ma wahmc( J vtlealtj itqvj gjthaoa lhgjtecéña jdta jvjt}qhlmcma
arl}ah}a hj eatocmj ma c}qcéïj jq ma arvkjtcéïj vj}aholck( @ã j aiqhmj gjthaoa
lhgjtecéña jdta cwcklcéïj mc céña mj ojevj}j eatocmjkÿiloj?3(
Ah}ta c vasqlc ma jvjt}qhlmcma ma wahmc+ kl}ce%a c vasqlc ma
eatocmj "aieah}céïj, a ma vtjmq}j> a+ ah}ta c vasqlc ma jtichlpcéïj ma
wahmc+ kl}ce%a c vasqlc ma ml}tldqléïj+ ma ojeqhlocéïj a ma chãkla ma
wahmc(
C vasqlc ma ectna}lhi vjmae clhmc at ml}lhiqlmc ma cojtmj oje c
gjh}a ma mcmj+ c cevkl}qma mj a}qmj+ j }lvj ma chãkla "sqch}l}c}lwj jq sqckl}c}lwj,
a ma cojtmj oje j ojh}tjka mc wctlãwal(
Maa ejmj+ _cectc "4669+ v( ?=, maotawa j eì}jmj ma vasqlc?4
ojej0
․ A}qmj arvkjtc}ÿtlj0 vtjoqtce a}cdakaoat qe ojh}c}j lhlolck oje j
cqh}j cdjtmcmj+ iatckeah}a q}lklpce mcmj aoqhmãtlj+ a
?6 MCH]C_+ A( D( Ectna}lhi Maojevklocmj( Dtcåklc0 Aml}jtc _ahco MG+ 4661(?3 _CECTC+ D( _( Vasqlc ma Ectna}lhi0 ojhoal}j a ea}jmjkjilc( _ïj Vcqkj0 Vactjh Vtah}loaBckk+ 4669(?4 _CECTC+ D( _( Vasqlc ma Ectna}lhi0 ojhoal}j a ea}jmjkjilc( _ïj Vcqkj0 Vactjh Vtah}loaBckk+ 4669(
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octco}atlpce vakc lhgjtecklmcma+ gkarldlklmcma a otlc}lwlmcma( C gjh}a
vjmae at mcmj `ã arl}ah}a+ ojhwatc lhgjtecl+ a}qmj ma
ocj takcoljhcmj a vasqlc ch}atljta(
․ A}qmj maotl}lwj0 vtjoqtce maotawat l}qcéña ma eatocmj
c}tcwì ma mcmj vtleãtlj( ]cl mcmj vjmae at jd}lmj vjt ealj
ma ah}tawl}c vajcl jq mloqña ae itqvj( J a}qmj
maotl}lwj vjmae }at ojej jd`a}lwj chcklct sqch}l}c}lwceah}a c
wctlãwal ma chãkla "vasqlc sqch}l}c}lwc, jq chcklct c takcéña ma
ojhqej ‛ae vtjgqhmlmcma― "vasqlc sqckl}c}lwc,(
․ A}qmj arvatleah}cl jq ocqcl0 vtjoqtce a}cdakaoat qec takcéïj
ma ocqc a agal}j ah}ta wctlãwal ae a}qmj ma gjtec vtã}loc ?? ( _ïj
q}lklpcmj vctc }a}a ma eatocmj a cwcklcéïj ma eqmchéc hj
ojevjt}ceah}j ma ojhqej ma cojtmj oje wctlcéña hc céña ma
ectna}lhi( Vjmae q}lklpct itqvj ma ojh}tjka jq hïj vctc }jthct c
jdatwcéïj ecl aglocp ae takcéïj æ lhgkqaholc ma wctlãwal ar}athc(
Sqch}j æ ojka}c ma mcmj+ a}c vjma q}lklpct j eì}jmj ma jdatwcéïj+
ojh}c}j jq lh}atcéïj( C jdatwcéïj ì taojeahmcmc vctc kawch}ct blvÿ}aa
vtaklelhcta jdta j ojevjt}ceah}j mj ojhqelmjt+ vjtìe vjma at lhgkqaholcmc
vakc qd`a}lwlmcma mj jdatwcmjt a haoal}c ma qe hðeatj tavtaah}c}lwj ma ocjvctc ictch}lt c ojhl}àholc a tavtaah}c}lwlmcma mj a}qmj(
J ojh}c}j jq lhsqìtl}j vjma jojttat vjt ealj vajck+ vjt }akagjha jq vjt
ojttavjhmàholc( Hj ojh}c}j vajck ì vjåwak ar}tclt ecl lhgjtecéña mj
ah}tawl}cmj+ qec wap sqa bã ecljt lh}atcéïj ah}ta j vasqlcmjt a j vasqlcmj+
ec mawa%a a}ct c}ah}j æ cdjtmciae vctc awl}ct wlaa vjt vct}a mj ah}tawl}cmjt(
?? _CECTC+ D( _( Vasqlc ma Ectna}lhi0 ojhoal}j a ea}jmjkjilc( _ïj Vcqkj0 Vactjh Vtah}loaBckk+ 4669+ v( 367(
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4?
J ojh}c}j vjt }akagjha }ae ojej mawch}ciae j ck}j itcq ma malh}ataa vjt vct}a
mj ah}tawl}cmj( Vjt gle+ j ojh}c}j vjt ojttavjhmàholc vjma cvtaah}ct wlaa
vjt mlgloqkmcma ma vtaahobleah}j a vakj ck}j åhmloa ma hïj%tavj}c(
J eì}jmj lh}atc}lwj ì gal}j vjt ealj aka}týhloj+ ae sqa j ah}tawl}cmj
tavjhma æ sqa}ña ae qe ojevq}cmjt a j mcmj ïj vtjoacmj
cq}jec}loceah}a( C mawch}ciae ì sqa hïj bã qe ojh}tjka mc ml}tldqléïj cej}tck
a j ah}tawl}cmj }cedìe vjmae }at mðwlmc sqch}j cj cq}j%vtaahobleah}j?=(
C a}cvc ma qec vasqlc ma ectna}lhi ïj0 akcdjtcéïj mj vtj`a}j
"maglhléïj mj vtjdkaec+ mj jd`a}lwj+ mj eì}jmj ma vasqlc a mc ojka}c ma mcmj,+
ojka}c ma mcmj ae ocevj a chãkla mj taqk}cmj(
4(4 Ojevjt}ceah}j mj ojhqelmjt
J ojhqelmjt+ aiqhmj _cectc "4661+ v( 4, ì }jmc ah}lmcma ojevtcmjtc
vj}aholck sqa }ae qec haoalmcma jq qe maa`j c c}lgcpat ?1( C céña sqa
ahwjkwae j vtjoaj ma ojevtc ïj a}qmcmc vakj ojevjt}ceah}j mj ojhqelmjt+
sqa maotl}j vjt Ncct`lch a Tjdat}jh "3<72+ v(4,0
arvkjta jea jg }ba gco}jt yblob lhgkqahoa vqtocba maolljh "lhokqmlhi }ba maolljh hj} }j vqtobca,+ chm c}}aev} }j mawakjv c tc}ljhcka gjt ojhqeat co}ljh+ jh }ba cqev}ljh }bc} ojhqeat dabcwljt oje da arvkclham+ hj ec}}at bjy tchmje jt levqklwa l} ec| cvvact ( "NC__CT@LCH
' TJDAT]_JH+ 3<72+ v( 4,?7
Ncct`lch a Tjdat}jh "3<72+ v(?, arvñae ckiqec vatvao}lwc mj
a}qmj mj ojevjt}ceah}j mj ojhqelmjt+ lhatlhmj wat}ah}a mc olàholc mj
?= _CECTC+ D( _( Vasqlc ma Ectna}lhi0 ojhoal}j a ea}jmjkjilc( _ïj Vcqkj0 Vactjh Vtah}loaBckk+ 4669(?1 _CECTC+ D( _(+ EJT_OB+ E( C( Ojevjt}ceah}j mj ojhqelmjt0ojhoal}j a ocj( _ïj Vcqkj0Vtah}loa Bckk+ 4661(?7 NC__CT@LCH+ B(B(+ TJDAT]_JH+ ](_( Vatvao}lwa( Lh0 NC__CT@LCH+ B(B(+ TJDAT]_JH+ ](_"jti(, Vatvao}lwa lh ojhqeat dabcwljt( Ikahwlay+ Lkklhjl0 _oj}}+ Gjtaech chm Ojevch|+ 3<72(
"}tcmqéïj mc cq}jtc0 arvkjtc ckiqh mj gc}jta sqa lhgkqaholce c maolïj ma ojevtc "lhokqlhmj c maolïj ma hïj ojevtct, a dqoc lmah}lgloct tcoljhcklmcma hc céña mj ojhqelmjt+ vtaqelhmj sqa }ck ojevjt}ceah}j vjma at arvklocmj+ hïj levjt}chmj j sqïj tchmýeloj jq levqklwj }cl céña vjce vctaoat,(
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4=
ojevjt}ceah}j hj a}qmj mj ectna}lhi0 vlojkjilc+ joljkjilc a ch}tjvjkjilc( J
ojhqelmjta vcce c at wl}j ojej ah}lmcma vlojkÿiloc c}qchmj hqe
ojh}ar}j jolck a oqk}qtck?9
( Lj arvkloc vjtsqa c vajc ojevtce hïj cvahc
vakc gqholjhcklmcma mj vtjmq}j+ ec }cedìe vakj j sqa aka tavtaah}ce hj
ojh}ar}j jolck(
Haa aojvj+ c csqlléïj ma qe vtjmq}j jojtta vctc c}lgcpat qec
haoalmcma jq maechmc mj ojhqelmjt( Ac haoalmcma ïj ma}atelhcmc+
ae vct}a+ vakc ojihléña+ ej}lwcéña a vatjhcklmcma mj ojhqelmjt( Vjt qc wap+
aa gc}jta ïj lhgkqaholcmj vakc gceåklc+ celij a jq}tj itqvj mj sqcl j
lhmlwåmqj gcp vct}a( A+ hqec vatvao}lwc ecl cevkc+ }jmj jgtae lhgkqàholc mc
a}tq}qtc jolck+ aojhýeloc a oqk}qtck sqa ojevñae aq cedlah}a( Ckiqh gc}jta
sqa c vtlhoåvlj vjce vctaoat taej}j hj a}qmj mj ojevjt}ceah}j mj
ojhqelmjt cocdce a tawakchmj qec ocqc takawch}a ma lhgkqàholc(
J a}qmj mj ojevjt}ceah}j mj ojhqelmjt gjl maglhlmj vjt _oblggech a
Nchqn "4666, ojej0
a}qmj ojej j lhmlwåmqj }jece maolña ma ic}ct aq taoqtj mlvjhåwal "}aevj+ mlhbaltj+ agjtéj, ae l}ah takcoljhcmj cj ojhqej( J ojevjt}ceah}j mj ojhqelmjt ahikjdc j a}qmj ma j sqa ojevtct+ vjt sqa ojevtce+ jhma ojevtce+ oje sqa gtasûàholc ojevtce a oje sqa gtasûàholc qce j sqa ojevtce ?2 (
4(4(3Vtjoaj maolÿtlj mc ojevtc
J ojevjt}ceah}j mj ojhqelmjt }cedìe vjma at wl}j ojej qe vtjoaj
maolÿtlj( _cectc "4661+ v( 44, arvkloc sqa c maolïj ma ojevtc a maahwjkwa vjt
ealj ma qe vtjoaj ojevkarj sqa ahwjkwa mlwatc a}cvc asûaholcl a
?9 NC__CT@LCH+ B(B(+ TJDAT]_JH+ ](_( Vatvao}lwa( Lh0 NC__CT@LCH+ B(B(+ TJDAT]_JH+ ](_
"jti(, Vatvao}lwa lh ojhqeat dabcwljt( Ikahwlay+ Lkklhjl0 _oj}}+ Gjtaech chm Ojevch|+ 3<72+v(?(?2 _OBLGGECH a NCHQN "4666, ol}cmj vjt _CECTC+ D( _(+ EJT_OB+ E( C( Ojevjt}ceah}j mjojhqelmjt0 ojhoal}j a ocj( _ïj Vcqkj0 Vtah}loa Bckk+ 4661+ v( ?(
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lh}aitcmc+ cga}chmj qc vatoavéïj a aojkbc ae takcéïj æ takawäholc a æ
cmasqcéïj mj vtjmq}j ?< (
J vtjoaj maolÿtlj vjma at araevklglocmj vakj asqaec cdclrj a ì
arvklocmj vjt _ba}b+ El}}ck a Hayech "4663+ v( =27,0
Gliqtc 30 A}cvc mj vtjoaj ma maolïj ma ojevtc "_BA]B+ EL]]CK a HAYECH+ 4663+ v( =27,
J taojhbaoleah}j ma qec haoalmcma mã lhåolj cj vtjoaj ma dqoc ma
c}lgcéïj( J cq}jta arvkloce sqa qe vtjdkaec mj oklah}a ì sqcksqat a}cmj ma
vtlwcéïj+ maojhgjt}j jq gck}c "a`c gåloc jq vlojkÿiloc, ah}lmj vjt qec vajc( J
taojhbaoleah}j mj vtjdkaec ì c vatoavéïj ma sqa vtaolc ojevtct ckij vctc wjk}ct
cj a}cmj hjteck ma ojhgjt}j ae }atej gåloj jq vlojkÿiloj( A}c a}cvc vjma
jojttat vjt ealj ma a}åeqkj lh}athj "gåloj jq vlojkÿiloj, jq ar}athj "vjt
lhgjtecéña mj eatocmj sqa kawce j oklah}a c vatoadat j vtjdkaec , =6 (
J vcj aiqlh}a ì j ma dqoc ma lhgjtecéña mj lhmlwåmqj vctc }ah}ct
qvtlt c haoalmcma taojhbaolmc( J akaeah}j takawch}a ha}c a}cvc ïj c
gjh}a ma lhgjtecéïj+ c a}tc}ìilc ma dqoc a c sqch}lmcma ma dqoc( C
lhgjtecéña vjmae qtilt mc aevtac sqa jgataoae j vtjmq}j+ vjt ealj ma
vtjvcichmc+ céña ma wahmc+ ahoct}a+ l}a+ ah}ta jq}tj+ jq vjmae wlt ma gjh}a
lhmavahmah}a mc aevtac+ ojej celij+ ojhbaolmj sqa `ã q}lklpctce j vtjmq}j+
avaolckl}c a jq}tj( C gjh}a lhmavahmah}a ïj wl}c ojej ecl ojhglãwal+
?< _CECTC+ D( _(+ EJT_OB+ E( C( Ojevjt}ceah}j mj ojhqelmjt0ojhoal}j a ocj( _ïj Vcqkj0Vtah}loa Bckk+ 4661(=6 _BA]B+ @( H(+ EL]]CK+ D( HAYECH+ D( L( Ojevjt}ceah}j mj Oklah}a( _ïj Vcqkj0 C}kc+ 4663(
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vjl qc lhgjtecéña hïj }àe j cvakj jdtlic}ÿtlj ma magahmat jq vtjejwat j
vtjmq}j(
C a}tc}ìilc ma dqoc a tagata cj vcmtïj ma csqlléïj ma lhgjtecéïj sqa
j oklah}a q}lklpce vctc tajkwat aq vtjdkaec maolÿtlj =3( Mavahmahmj mc
ojevtc c at tacklpcmc+ j ojhqelmjta takawce j oq}j ae }atej ma }aevj a
agjtéj a ojevctce oje j vtjwãwal dahagåolj mc csqlléïj vctc ma}atelhctae c
sqch}lmcma ma lhgjtecéïj a j ahwjkwleah}j sqa oamatïj vctc aga}qctae c ojevtc(
Cle+ ma cojtmj oje _cectc "4661+ v( ?3,+ c a}tc}ìilc vjmae at ma0
jkqéïj tj}lhaltc ma vtjdkaec "hïj ïj ojhlmatcmc hjwc lhgjtecéña,+jkqéïj klel}cmc ma vtjdkaec "j ojhqelmjt lhwa}a }aevj a ahatilc hc dqoc a hc cwcklcéïj ma jkqéña ck}athc}lwc, a jkqéïj cevklcmc ma vtjdkaec "c dqoc ì cevklcmc a c makldatcéïj ì vtjkjhicmc,=4 (
J gc}jta sqa cga}ce c sqch}lmcma ma dqoc ïj j tloj ahwjkwlmj "j itcq
ma vatmc hj ocj ma qec aojkbc attcmc,> j itcq ma ahwjkwleah}j hc ojevtc a hc
q}lklpcéïj mj vtjmq}j> c gcelklctlmcma mj ojhqelmjt oje j vtjmq}j "sqch}j ecljt c
arvatlàholc ch}atljt+ eahj lhgjtecéña ar}atljta ïj dqocmc,> c mlvjhldlklmcma
ma }aevj vctc vasqlc( Vasqlc ej}tce sqae j ojhqelmjta ïj aka}lwj
sqch}j æ lhgjtecéña sqa taoadae+ vjt lj mawa bcwat qec vtajoqvcéïj mc
aevtac ae takcéïj æ lhgjtecéña sqa maa`ce vcct cj oklah}a+ }ch}j ae
wjkqea sqch}j ae ojh}aðmj=?(
C cwcklcéïj ma ck}athc}lwc gjl mlwlmlmc ae mqc a}cvc vjt _cectc "4661+ v(
?4,0 qec cwcklcéïj mc octco}atå}loc mj vtjmq}j a jq}tc mc ojevtc( C
octco}atå}loc kl}cmc vctc j vtjmq}j ïj c gqholjhcklmcma ‟ takcoljhcmj oje
c sqa}ña tcoljhcl a cvao}j aojhýeloj mc ojevtc> c c}lgcéïj aejoljhck> a+
=3 _BA]B+ @( H(+ EL]]CK+ D( HAYECH+ D( L( Ojevjt}ceah}j mj Oklah}a( _ïj Vcqkj0 C}kc+ 4663+ v(=29(=4 _CECTC+ D( _(+ EJT_OB+ E( C( Ojevjt}ceah}j mj ojhqelmjt0ojhoal}j a ocj( _ïj Vcqkj0Vtah}loa Bckk+ 4661(=? _BA]B+ @( H(+ EL]]CK+ D( HAYECH+ D( L( Ojevjt}ceah}j mj Oklah}a( _ïj Vcqkj0 C}kc+ 4663+ v(166(
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j dahagåolj ma qj a vja==( Nc}jhc "3<72, takaedtc sqa vajc hc eaec
ojhmléïj vjmae }at c}l}qma mlgatah}a hj vtjoaj ma ojevtc+ ahsqch}j vajc
ae ojhmléña mlgatah}a vjmae cilt lelkcteah}a=1
+ lj vjtsqa j gc}jta ma
lhgkqàholc a j gc}jta cwcklcmj vjt aka wctlce oje c ej}lwcéïj+ oje j }aevj+
oje c cvltcéña+ vakj itqvj jolck( Cle+ j vtjglljhcl mawae a}ct
ojholah}a mj otl}ìtlj `qkicmj takawch}a ‟ a`ce gqholjhcl jq aejoljhcl ‟
vctc sqa c céña ma ojeqhlocéïj a`ce aglocpa=7(
Qec wap maglhlmj j vtjmq}j c at cmsqltlmj+ j ojhqelmjt vcc c cwcklct c
jvéña ma ojevtc0 wcta`j+ lh}atha}+ vjt}c c vjt}c+ oc}ãkjij a jq}tj( C}qckeah}a+ c
jvéña }àe cqeah}cmj ae gqhéïj mc otaoah}a ojhojttàholc+ mc lhjwcéïj mc
aevtac vctc qvatct j ojhojttah}a a mj cwchéj mc }aohjkjilc mc lhgjtecéïj( J
ojhqelmjt takawc j dahagåolj a oq}j ma ocmc gjtec ma ojevtc+ dqochmj
lhgjtecéña a vtljtlpchmj c octco}atå}loc sqa ojhlmatce takawch}a(
_ba}b+ El}}ck a Hayech "4663+ v( 166, arvñae ckiqh ejmakj ma cwcklcéïj
ma ck}athc}lwc( Hj ejmakj ojevahc}ÿtlj+ j ojhqelmjt itcmqc j vjh}j gjt}a a
gtcoj mj vtjmq}j vctc }ject qc maolïj( J itcq ma levjt}äholc mcmj c ocmc
c}tldq}j vjma wctlct ma qe lhmlwåmqj vctc jq}tj( Vjma%a+ }cedìe gcpat qec
cdjtmciae ojevctc}lwc+ ae sqa j åhmloa ïj `qkicmj ae takcéïj cj vtjmq}j
mlvjhåwal "eakbjt watq vljt,( Mah}ta j ejmakj hïj ojevahc}ÿtlj+ bã jejmakj ojh`qh}lwj+ hj sqck a maglha otl}ìtlj eåhlej coal}ãwal+ a qe vtjmq}j hïj
}ae qec mc octco}atå}loc ma}atelhcmc+ aka ì ta`al}cmj( J ejmakj ml`qh}lwj
levkloc ae ojevahcéña ah}ta cvao}j mc ck}athc}lwc ma aojkbc ‟ hj ocj ma
== _CECTC+ D( _(+ EJT_OB+ E( C( Ojevjt}ceah}j mj ojhqelmjt0ojhoal}j a ocj( _ïj Vcqkj0Vtah}loa Bckk+ 4661(=1 NC]JHC+ I( Tc}ljhck dabcwljt chm aojhjelo dabcwljt( Lh0 NC__CT@LCH+ B(B(+ TJDAT]_JH+
](_ "jti(, Vatvao}lwa lh ojhqeat dabcwljt( Ikahwlay+ Lkklhjl0 _oj}}+ Gjtaech chm Ojevch|+3<72(=7 _CECTC+ D( _(+ EJT_OB+ E( C( Ojevjt}ceah}j mj ojhqelmjt0ojhoal}j a ocj( _ïj Vcqkj0Vtah}loa Bckk+ 4661+ v( ??(
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42
qec jvéïj hïj c}lhilt qe akaeah}j eåhlej+ ec vjqlt jq}tj sqa vjmae cocdct
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22 _BA]B+ @( H(+ EL]]CK+ D( HAYECH+ D( L( Ojevjt}ceah}j mj Oklah}a( _ïj Vcqkj0 C}kc+ 4663+ v(4?7(2< EoOCT]B\+ VATTACQK]( Ectna}lhi Aaholck( _ïj Vcqkj0 C}kc+ 3<<9+ v( 346(<6 ICMA+ O( Vlojkjilc mj ojhqelmjt a mc vtjvcichmc( _ïj Vcqkj0 AMQ+ 3<<2+ v( 394(<3 _CECTC+ D( _(+ EJT_OB+ E( C( Ojevjt}ceah}j mj ojhqelmjt0ojhoal}j a ocj( _ïj Vcqkj0Vtah}loa Bckk+ 4661(
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=4
Gliqtc 40 J l}aec WCK_ 4+ mc _TL Lh}athc}ljhck+ ma okclglocéïj mj a}lkj ma wlmc awckjta mj ojhqelmjt( "_CECTC+ EJT_OB+ 4661+ v( 3=6,(<4
_cectc "4661+ v( 3?<, arvkloc sqa bã c jtlah}céïj vctc vtlhoåvlj "maolmae
vjt qe l}aec ma otahéc a hïj a vtajoqvce oje c jvlhlïj ckbalc ,> c jtlah}céïj
vctc }c}q "maolmae oje dca hc céña+ cvtjwcéïj a jvlhlña mj jq}tj ,+ a c
jtlah}céïj vctc céïj "sqa a ej}lwce vakj maa`j ma qec c}lwlmcma jolck jq gåloc+
vakc wctlamcma a cqhéïj ma tloj+ a ojevtce vtjmq}j vctc ocqct levco}j jdta
j eqhmj æ qc wjk}c ,<?( J gc}jt taoqtj ahwjkwa sqa}ña ojej c tahmc+ c
amqocéïj+ c cðma+ håwal ma ahatilc a wjh}cma ma ojevtct( Mac gjtec+ Icma
"3<<2+ v( 394,<= a _cectc "4661+ v( 3?<,<1 cvtaah}ce c okclglocéïj ma jl}j vatgl
vlojitãgloj0
․ _c}lgal}j0 ïj ecmqtj+ }tchsûlkj a tagkarlwj+ a lh}atace vjqoj
vjt leciae jq vta}åilj+ cvtaolce c vtc}lolmcma a c gqholjhcklmcma+
a}ïj c}lgal}j oje qc octtaltc a gceåklc a ïj ojhqelmjta colec
<4_CECTC+ D( _(+ EJT_OB+ E( C( Ojevjt}ceah}j mj ojhqelmjt0 ojhoal}j a ocj( _ïj Vcqkj0Vtah}loa Bckk+ 4661(<? _CECTC+ D( _(+ EJT_OB+ E( C( Ojevjt}ceah}j mj ojhqelmjt0ojhoal}j a ocj( _ïj Vcqkj0
Vtah}loa Bckk+ 4661(<= ICMA+ O( Vlojkjilc mj ojhqelmjt a mc vtjvcichmc( _ïj Vcqkj0 AMQ+ 3<<2(<1 _CECTC+ D( _(+ EJT_OB+ E( C( Ojevjt}ceah}j mj ojhqelmjt0ojhoal}j a ocj( _ïj Vcqkj0Vtah}loa Bckk+ 4661(
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mc eìmlc ma vtjmq}j mj kct(
․ Otah}a0 ïj ojhatwcmjta a vtawlåwal+ ojhwaholjhcl a
ojevtjea}lmj oje c gceåklc+ lita`c+ ojeqhlmcma a hcéïj+ cotaml}ce
glakeah}a ae ectoc a}cdakaolmc+ }ae vjqoj a}qmj a tahmc a
vtjoqtce vaoblhobc(
․ Aga}lwcmjta0 vajc dae qoamlmc+ cvtaolce ct}lij glhj+ ïj
taoav}lwj c hjwj vtjmq}j+ }aohjkjilc+ lhjwcéïj a eqmchéc+ vctc
aka c leciae ì levjt}ch}a vjl tagka}a aq ij}j+ lhmavahmàholc a
vatjhcklmcma+ vtajoqvce%a oje sqa}ña jolcl a ïj
maojhglcmj ma vtjvcichmc(
․ Tacklpcmjta0 wckjtlpce c coahïj "hj }tcdckbj a hc octtaltc,+ j
}c}q sqj a c cq}jtlmcma+ ij}ce ma }at ojh}tjka jdta qc wlmc a
a cttloce vjqoj+ ïj klmata ma jvlhlïj(
․ Dc}ckbcmjta0 ïj vajc ma ealc%lmcma+ oje vjqoj a}qmj a
bcdlklmcma+ vtajoqvcéïj oje aiqtchéc+ cðma a haoalmcma
qtiah}a+ ïj glìl æ ectoc+ vtjoqtce klsqlmcéïj a q}lklpce oqvjh
ma maojh}j(
․ Agjtécmj0 ïj `jwah a dqoce j qoaj+ a vtajoqvce oje c
jvlhlïj mj jq}tj a dqoce cvtjwcéïj mj eqhmj cj aq tamjt+
vjqae vjqoc tahmc a }aevj+ ec q}lklpce j otìml}j vctc ic}ct+ a
ah}amlce gãolk a ojhjeae vtjmq}j sqa ictch}ae c}lgcéïj tãvlmc(
․ Arvatleah}cmjta0 ïj `jwah+ levqklwj a ah}qlc}c+ vtc}loce
avjt}a a a ahic`ce ae c}lwlmcma jolcl+ ij}ce ma wctlamcma a
arol}céïj(
․ Gcpamjta0 ïj vajc vtã}loc+ ij}ce ma ojh}tqlt a gcpat ojlc+
8/9/2019 LEILA PETRY_pos Marketing_monografia Final
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==
wckjtlpce c cq}j%qglolàholc a wlwae hqe ojh}ar}j }tcmloljhck ma
gceåklc+ hïj a levtaljhce oje j kqrj(
4(4(4(? Vtjoaj vlojkÿiloj
Ojej wl}j hj ejmakj jdta j ojevjt}ceah}j mj ojhqelmjt ma _ba}b+
El}}ck a Hayech "4663+ v( ?47,+ j vtjoaj ma maolïj ma ojevtc a lhlolc oje c
ah}tcmc ma lhgjtecéña ar}athc+ aiqlmc ma qec ìtla ma vtjoaj eah}cl sqa
jojttae hc eah}a mj ojhqelmjt+ a+ vjt gle+ taqk}c hc c}l}qma ma ojevtc jq
ta`aléïj mc ojevtc( J gjoj ma chãkla ha}a ejeah}j ïj }cl vtjoaj(
J vtjoaj ma ojhqej jojtta vakc arl}àholc ma haoalmcma mj
ojhqelmjta( C ej}lwcéïj ì c gjtéc ej}tlp ma }jmj ojevjt}ceah}j bqechj a c
haoalmcma ïj c gjtéc dãloc sqa ej}lwce qec vajc c cilt<7( _cectc
"4661+ v( 364, arvkloc sqa
vctc c}lgcpat qc haoalmcma jq c}lhilt qc ea}c+ }jmj lhmlwlmqj ì jtlah}cmj vjt qec gjtéc ahatiì}loc lh}athc0 c ej}lwcéïj bqechc(Tavjhãwak vakc lh}ahlmcma+ mltaéïj a vatl}àholc mj agjtéj ma qec vajc vctc ckochéct ma}atelhcmc ea}c+ c ej}lwcéïj ì qec gjtéc wctlãwak a mlhäeloc sqa taqk}c mc qc lh}atcéïj oje c l}qcéïj( "_CECTC aEJT_OB+ 4661+ v( 364,<9
J lhmlwåmqj vjmae }at wãtlc haoalmcma cj kjhij ma qc wlmc+ lhokqlwa
vjmae }at wãtlc haoalmcma cj eaej }aevj( Akc vjmae at ma oqhbj
dljiàhloj "haoalmcma glljkÿiloc+ aaholcl vctc c echq}ahéïj mc wlmc, jq
vlojiàhloj "haoalmcma cvtahmlmc hc jolcklpcéïj+ oje jd`a}lwj ma a lhatlt hc
jolamcma+ jd}at }c}q a taojhbaoleah}j,( ]cedìe vjmae at okclglocmc ae
q}lkl}ãtlc "ojhqelmjta mïj àhgca cj c}tldq}j gåloj+ jd`a}lwj a }chiåwal mj
vtjmq}j, jq bamýhloc "j c}tldq}j qd`a}lwj+ c ahcéña a c arvatlàholc mj
<7 _BA]B+ @( H(+ EL]]CK+ D( HAYECH+ D( L( Ojevjt}ceah}j mj Oklah}a( _ïj Vcqkj0 C}kc+ 4663(<9 _CECTC+ D( _(+ EJT_OB+ E( C( Ojevjt}ceah}j mj ojhqelmjt0ojhoal}j a ocj( _ïj Vcqkj0Vtah}loa Bckk+ 4661(
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=1
ojhqej ïj cwcklcmj,<2( Eckjy cvtaah}c olhoj aockc ma haoalmcma+ ae
sqa dqoc mj vtÿrlej håwak ma haoalmcma ÿ jojtta sqchmj j håwak ch}atljt `ã gjl
c}lgal}j+ ahmj aka0 haoalmcma glljkÿiloc "gjea+ ama+ ct+ cdtlij+ arj,+
haoalmcma ma aiqtchéc "vtj}aéïj+ jtmae+ a}cdlklmcma+ oat}apc+ ojh}tjka jdta
c wlmc+ cðma,+ haoalmcma jolcl "cgaléïj a lh}aitcéïj+ ah}leah}j ma vat}ahéc+
coal}céïj+ cglklcéïj+ cga}j a takcoljhceah}j,+ haoalmcma ma a}lec
"taojhbaoleah}j+ }c}q a vta}åilj, a haoalmcma ma cq}j%tacklpcéïj
"maahwjkwleah}j a tacklpcéïj vtÿvtlj,<<(
J ojhqelmjta ïj djedctmacmj mlctlceah}a oje elkbcta ma
lhgjtecéña+ a`ce ae gjtec ma ojeatolcl }akawllwj+ jq}mjjt + aedckciah ma
vtjmq}j+ hjea ma ectoc jq vtaéj( C tavj}c c a}a a}åeqkj mavahma ma
ojej c lhgjtecéña ïj vtjoacmc vjt ocmc lhmlwåmqj( _aiqhmj Ahiak+
Dkconyakk a Elhlctm "3<<6+ v( ?7?,+ j vtjoaceah}j ma lhgjtecéña a tagata cj
vtjoaj ma taoavéïj ma a}åeqkj+ lh}atvta}céïj+ ctecpahceah}j hc eaeÿtlc a
vj}atljt taoqvatcéïj366( Icma "3<<2+ v( 4<, arvkloc sqa cj gle ma}c a}cvc+
obaic%a æ vatoavéïj363(
C vatoavéïj lhokql c ahcéña a aq lihlglocmj+ ojhjklmcmj c vct}lt
ma vtjoaj vatoav}lwj sqa ojh`qice ojevjhah}a ahjtlcl ar}athj oje
ojevjhah}a lihlgloc}lwj lh}athj
364
( Aa vtjoaj a lhlolc oje c arvjléïj cmlwatj a}åeqkj( C arvjléïj ì ojhlmatcmc aka}lwc qec wap sqa mj lhðeatj
a}åeqkj cj sqcl j lhmlwåmqj a}ïj arvj}j+ cvahc ckiqh ltïj tackeah}a at
<2 _CECTC+ D( _(+ EJT_OB+ E( C( Ojevjt}ceah}j mj ojhqelmjt0ojhoal}j a ocj( _ïj Vcqkj0Vtah}loa Bckk+ 4661+ v( 36?(<< _BA]B+ @( H(+ EL]]CK+ D( HAYECH+ D( L( Ojevjt}ceah}j mj Oklah}a( _ïj Vcqkj0 C}kc+ 4663+ v(?42( a _CECTC+ D( _(+ EJT_OB+ E( C( Ojevjt}ceah}j mj ojhqelmjt0ojhoal}j a ocj( _ïjVcqkj0 Vtah}loa Bckk+ 4661+ v( 36?(366 AHIAK+ @(G(+ DKCONYAKK+ T( M(+ ELHLCTM+ V( E( Ojhqeat dabcwljt( 7}b am( Jtkchmj"AQC,0]ba Mt|mah Vta+ 3<<6(363 ICMA+ O( Vlojkjilc mj ojhqelmjt a mc vtjvcichmc( _ïj Vcqkj0 AMQ+ 3<<2(364 ICMA+ O( Vlojkjilc mj ojhqelmjt a mc vtjvcichmc( _ïj Vcqkj0 AMQ+ 3<<2+ v( 4<(
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=7
vatoadlmj vjt aka+ a`c vakc lh}ahlmcma mj a}åeqkj+ mc klelhctlmcma ma vatoavéïj
mj ojhqelmjt jq vakc levka lhc}lwcéïj mj ocevj ahjtlcl "wlïj+ }c}j+
cqmléïj+ jkgc}j+ iq}céïj,(
J vcj aiqlh}a ì j ma kawct c lhgjtecéña ojka}cmc vctc atae
vtjoacmc hj oìtadtj+ a}c a}cvc ì mahjelhcmc c}ahéïj aka}lwc( _qc
aka}lwlmcma jojtta ae gqhéïj mj vtÿvtlj lh}lh}j ma jdtawlwàholc0 j lhmlwåmqj gjoc
qc c}ahéïj ae a}åeqkj aojkblmj ah}ta jq}tj( C aka}lwlmcma+ aiqhmj Icma
"3<<2+ v( ?4,+ vjma jojttat vjt haoalmcma "sqchmj j lhmlwåmqj a}ã oje gjea+
}ahma c jdatwct ecl j a}åeqkj sqa taea}ae c ckleah}j,+ vjt magac
vlojkÿiloc "sqchmj j a}åeqkj wïj ma ahojh}tj oje wckjta mj lhmlwåmqj+ a}a
vcc c haiã%kj jq c taoqã%kj+ glochmj eahj vatoadlmj,+ vjt wlilkäholc
vatoav}qck "sqchmj+ cj ojh}tãtlj mj ch}atljt+ j akaeah}j ma a}åeqkj tavtaah}ce
wckjta levjt}ch}a vctc j ojhqelmjt, a+ vjt gle+ vjt ojhl}àholc ojihl}lwc
"sqchmj j lhmlwåmqj ahojh}tc lhgjtecéïj mlotavch}a mcsqakc sqa ojevñae qc
a}tq}qtc ojihl}lwc+ taoqchmj%a c vta}ct c}ahéïj ae }cl a}åeqkj,36?(
C lh}atvta}céïj mlp taval}j æ maojmlglocéïj a c}tldqléïj ma lihlglocmj cj
a}åeqkj vatoadlmj( Ha}c a}cvc+ j lhmlwåmqj dqoc jtichlpct j akaeah}j ar}athj
oje csqaka `ã clelkcmj ch}atljteah}a+ a`c vtjoqtchmj lelkctlmcma+
vtjrlelmcma jq ojh}lhqlmcma( ]cedìe bã c oc}aijtlpcéïj+ jq a`c+ c ma}atelhcéïjma vcmtña a oc}aijtlc+ citaichmj j hjwj lihlglocmj cj vtaarl}ah}a+
vjmahmj lhokqlwa ejmlgloct a}a ðk}lej+ a+ bã }cedìe c lhgatàholc( Lhgatlt levkloc
c gjtecéïj ma otahéc c vct}lt ma octco}atå}loc mj a}åeqkj a mj ojh}ar}j
l}qcoljhck sqa kawce j ojhqelmjt c c}tldqlt+ vjt araevkj+ sqcklmcma cj vtjmq}j 36= (
C lh}atvta}céïj mj wãtlj a}åeqkj vjma kawct j ojhqelmjt c mamqplt
36? ICMA+ O( Vlojkjilc mj ojhqelmjt a mc vtjvcichmc( _ïj Vcqkj0 AMQ+ 3<<2(36= ICMA+ O( Vlojkjilc mj ojhqelmjt a mc vtjvcichmc( _ïj Vcqkj0 AMQ+ 3<<2+ v( =7(
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=9
octco}atå}loc mj vtjmq}j ojej mqtcdlklmcma+ ojhglchéc a sqcklmcma(
C a}cvc glhck+ ma ta}ahéïj+ mlp taval}j æ }tchgatàholc mc lhgjtecéïj vctc c
eaeÿtlc ma kjhij vtcpj( Ahiak+ Dkconyakk a Elhlctm "3<<6+ v( ?<4, tack}ce sqa c
ojevtaahïj ma ojej c lhgjtecéña a }tchgjtece ae eaeÿtlc ma kjhij vtcpj
ì gal}c c}tcwì mj a}qmj mj cvtahmlpcmj361(
J ojevjt}ceah}j ma ojhqej ì qe ojevjt}ceah}j cvtahmlmj+ cgltece
Ahiak+ Dkconyakk a Elhlctm "3<<6+ v( ?<7,0 ]ba }c}a+ wckqa+ daklag+ vtagatahoa+
chm bcdl} }bc} }tjhik| lhgkqahoa ojhqeat“ bjvvlhi+ vqtobca+ chm ojhqev}ljh
dabcwljt cta }ba taqk} jg vtljt kacthlhi 367 ( _aiqhmj j eaej cq}jta+ j
cvtahmlpcmj ì qe vtjoaj ae sqa c arvatlàholc kawc æ eqmchéc hj
ojhbaoleah}j+ c}l}qma a*jq ojevjt}ceah}j+ jq+ ojej cgltec _ba}b+ El}}ck a
Hayech "4663+ v( 4<9,+ j cvtahmlpcmj ì qec eqmchéc hj ojh}aðmj mc eaeÿtlc ma
kjhic mqtcéïj 369 ( Ac vjåwal eqmchéc ma ojevjt}ceah}j a c}l}qma ïj
levjt}ch}a+ vjl jtlah}ce c vj}aholcl csqlléña gq}qtc mj ojhqelmjt(
J cvtahmlpcmj vjma at arvklocmj vjt wãtlc }ajtlc+ a}a a}qmj ojhoah}tct%
a%ã ae mqc0 c dabcwljtl}c a c ojihl}lwc( C }ajtlc dabcwljtl}c a dcalc hc
vtaelc ma sqa j ojhqelmjt vtjoac a}åeqkj a cia+ jojttahmj ae aiqlmc qe
tagjtéj+ a a}a gjt vjl}lwj+ j ojevjt}ceah}j }ahma c at tava}lmj ae l}qcéña
lelkcta> a a}a gjt haic}lwj+ j ojevjt}ceah}j }ahma c a ar}lhiqlt( Ha}a ocj+ jmaaevahbj mj vtjmq}j+ c c}lgcéïj oje j ojhqej a arvatlàholc vjmae at
tagjtéj vjl}lwj jq haic}lwj vctc qec gq}qtc csqlléïj( Jq}tj ejmj ma tava}lt qe
ojevjt}ceah}j ì c}tcwì mj ojhmloljhceah}j+ ae sqa a cjolce mjl a}åeqkj
361 AHIAK+ @(G(+ DKCONYAKK+ T( M(+ ELHLCTM+ V( E( Ojhqeat dabcwljt( 7}b am( Jtkchmj"AQC,0]ba Mt|mah Vta+ 3<<6(367 AHIAK+ @(G(+ DKCONYAKK+ T( M(+ ELHLCTM+ V( E( Ojhqeat dabcwljt( 7}b am( Jtkchmj"AQC,0
]ba Mt|mah Vta+ 3<<6( "}tcmqéïj mc cq}jtc0 J ij}j+ wckjta+ otahéc+ vtagatàholc a bãdl}jsqa lhgkqaholce gjt}aeah}a j ojevjt}ceah}j ma ojhqej a ojevtc ïj taqk}cmj ma cvtahmlpcmjvtleãtlj,(369 _BA]B+ @( H(+ EL]]CK+ D( HAYECH+ D( L( Ojevjt}ceah}j mj Oklah}a( _ïj Vcqkj0 C}kc+ 4663(
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=2
vakc cvctléïj ojh}ch}a maka ae vcta+ ojej hj ocj ma vtjvcichmc ma
tagtliatch}a sqa cjolce aq ojhqej cj ojhqej ma vlppc ‟ sqchmj j
ojhqelmjt jklol}ct qec vlppc+ vjmatã vahct hj tagtliatch}a a ojhqel%kj(
C }ajtlc ojihl}lwc ahgc}lpc c levjt}äholc mj vtjoaj eah}cl lh}athj hj
vtjoaceah}j mc lhgjtecéïj+ lhojtvjtchmj c}l}qma+ otahéc a arvatlàholc
vccmc362( C cvtahmlpciae ojihl}lwc vjma jojttat vakc jkqéïj ma vtjdkaec+
eaeÿtlc a cjolcéïj( Hc jkqéïj ma vtjdkaec+ j lhmlwåmqj citqvc mlwatc vct}a
ma lhgjtecéña a gcp qec chãkla tcoljhck mj mcmj "vjhmatchmj%c+ maojh}chmj
ckiqh cvao}j+ ojedlhchmj a lh}aitchmj gtcieah}j mlwatiah}a ma
lhgjtecéïj 36< , c gle ma ckochéct qec jkqéïj336(
C eaeÿtlc a tagata cj ctecpahceah}j+ ahjtlck+ ma oqt}j jq kjhij vtcpj+
mc lhgjtecéña vtjoacmc( C ta}ahéïj hc eaeÿtlc ma kjhij vtcpj vatel}a sqa j
lhmlwåmqj takcoljha lihlglocmj hjwj oje ch}lij333( Qe ealj ma ctecpahct mcmj
hc eaeÿtlc ma kjhij vtcpj ì vakc eaejtlpcéïj eaoähloc ae sqa a gcp qe
agjtéj gåloj "tava}lt qe hðeatj c}ì hïj asqaoat ecl, jq arvjléïj tava}lmc c
qe a}åeqkj "jqwlt qe `lhika wãtlc wapa,334(
Vjt gle+ c cjolcéïj jq ejkmciae jojtta sqchmj c vajc cvtahmae cj
jdatwctae jq}tc+ a`ce vajc ecl wakbc jq åmjkj( Cj watae j
ojevjt}ceah}j ma jq}tc vajc a watae sqa a}c ïj taojevahcmc+ cvajc cocdce lel}chmj%c c gle ma taoadat c eaec taojevahc33?( _cectc
362 _CECTC+ D( _(+ EJT_OB+ E( C( Ojevjt}ceah}j mj ojhqelmjt0ojhoal}j a ocj( _ïjVcqkj0 Vtah}loa Bckk+ 4661+ v( 333(36< _BA]B+ @( H(+ EL]]CK+ D( HAYECH+ D( L( Ojevjt}ceah}j mj Oklah}a( _ïj Vcqkj0 C}kc+ 4663+v( 4<2(336 _CECTC+ D( _(+ EJT_OB+ E( C( Ojevjt}ceah}j mj ojhqelmjt0ojhoal}j a ocj( _ïjVcqkj0 Vtah}loa Bckk+ 4661+ v( 333(333 _CECTC+ D( _(+ EJT_OB+ E( C( Ojevjt}ceah}j mj ojhqelmjt0ojhoal}j a ocj( _ïj
Vcqkj0 Vtah}loa Bckk+ 4661+ v( 334(334 _BA]B+ @( H(+ EL]]CK+ D( HAYECH+ D( L( Ojevjt}ceah}j mj Oklah}a( _ïj Vcqkj0 C}kc+ 4663+v( 4<2(33? _BA]B+ @( H(+ EL]]CK+ D( HAYECH+ D( L( Ojevjt}ceah}j mj Oklah}a( _ïj Vcqkj0 C}kc+ 4663+
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"4661+ v( 33?, takaedtc sqa c ejmakciae gcp tagatàholc mlta}c c lhgkqaholc mj
itqvj ‟ gcelklcta+ celij+ oakadtlmcma33=(
Vctc ojevtaahmat vjt ojevka}j j vtjoaj ma maolïj ma ojhqej+ ì
vtaolj chcklct j vcvak mc c}l}qma ha}a ojh}ar}j( C}l}qma ïj vtamlvjléïj ma
tavj}c c qe a}åeqkj ma gjtec ojhl}ah}aeah}a gcwjtãwak jq magcwjtãwak(
_ba}b+ El}}ck a Hayech "4663+ v( ?79, ahgc}lpce ckiqh cvao}j maa ojhoal}j0
c}l}qma ïj cvtahmlmc+ ïj dcacmc ae arvatlàholc vccmc> ‛talmae― hc
eah}a> akc vtaoamae a vtjmqpae j ojevjt}ceah}j331( C c}l}qma ì j ejmj ojej
qe jd`a}j+ vajc+ lmìlc+ ectoc jq vtjmq}j ì cwcklcmj+ ocj a}c cwcklcéïj a`c
vjl}lwc+ ì vtjwãwak sqa hqec l}qcéïj gq}qtc+ a}a vtjmq}j vjc at cmsqltlmj jq
qec lmìlc vjc at cmj}cmc(
_cectc "4661+ v( 332, arvkloc sqa c c}l}qma taqk}ce ma }tà
ojevjhah}a0 j ojihl}lwj "cdamjtlc jq otahéc,+ j cga}lwj "ah}leah}j a aejéña,
a j ojhc}lwj "lh}ahéïj ma cilt,( Ojej ïj lh}at%takcoljhcmc+ hïj ì vjåwak cgltect
sqa qe ojevjhah}a wcl jojttat aevta ch}a ma jq}tj( C mlwatc gjh}a ma
lhgkqàholc chcklcmc c}ì ah}ïj cga}ce c gjtecéïj ma c}l}qma0 c arvjléïj c
lhgjtecéña+ j vtjoaceah}j ma lhgjtecéña+ j itqvj+ j ojh}ar}j joljoqk}qtck(
C cq}jtc cotaoah}c clhmc sqa+ aedjtc c c}l}qma a`ce vtamlvjléña
ahtclpcmc+ sqa vjma bcwat qec eqmchéc ma c}l}qma+ a`c ma wckàholc+ar}taelmcma a ojhglchéc337(
Jdatwc%a sqa j ojhqelmjt taoada wãtlc lhgjtecéña hj vtjoaj ma
ojevtc a sqa jgta wãtlc lhgkqàholc cj kjhij mj vtjoaceah}j a maolïj( Vjt gle+
v( ?6?(33= _CECTC+ D( _(+ EJT_OB+ E( C( Ojevjt}ceah}j mj ojhqelmjt0ojhoal}j a ocj( _ïj
Vcqkj0 Vtah}loa Bckk+ 4661(331 _BA]B+ @( H(+ EL]]CK+ D( HAYECH+ D( L( Ojevjt}ceah}j mj Oklah}a( _ïj Vcqkj0 C}kc+ 4663(337 _CECTC+ D( _(+ EJT_OB+ E( C( Ojevjt}ceah}j mj ojhqelmjt0ojhoal}j a ocj( _ïjVcqkj0 Vtah}loa Bckk+ 4661(
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}jmc arvatlàholc coqeqkcmc+ j kcéj cga}lwj a}cdakaolmj a j c}j ma ojhqelt
ej}lwcmj vjt qec haoalmcma kawce c c}l}qma+ sqa iatckeah}a ïj ojh}ch}a a
tagka}ae c cwcklcéña mj ojhqelmjt( Ocda tack}ct sqa+ aedjtc ojh}ch}a+ c
maolña ma ojevtc vjmae hïj ojhmlpat oje c c}l}qma mj ojhqelmjt+ ae gqhéïj
ma wctlãwal l}qcoljhcl(
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? C OCOBCÉC CT]A_CHCK
Ocobcéc ì c mahjelhcéïj arokqlwc mc ciqctmah}a ma ochc vtjmqplmc hj
Dtclk+ oje }ajt ckojÿkloj ah}ta ?2¶ IK a =2¶ IK( C ciqctmah}a ma ochc vjma }at
itcq ckojÿkloj ah}ta ?2¶ IK a 1=¶ IK+ ec colec ma =2¶ IK hïj vjma at
mahjelhcmc ocobcéc339(
C ochlhbc lhmq}tlck vjql }ajt ckojÿkloj ah}ta ?2¶ IK a 1=¶ IK+ æ
}aevatc}qtc ma 46¶ O+ jd}lmc mc ma}lkcéïj levka mc ochc%ma%céðoct+ ae ojkqhc
ojh}åhqc+ oje }ajt ckojÿkloj ojttlilmj vakc mlkqléïj ma ãiqc a cmléïj ma cmjéch}a a
ojtch}a(
@ã c ocobcéc ct}achck ma ckcedlsqa ì jd}lmc vakc ma}lkcéïj mj ej}j
gateah}cmj ma ochc%ma%céðoct+ ae ckcedlsqa ma ojdta+ ae cmléïj ma céðoct+
ojtch}a jq jq}tj lhitamlah}a sqcksqat332(
J hjea mc dadlmc wae mj }atej ocicéc + ojej atc obcecmj j ockmj
gateah}cmj mc ochc> jq ma aq lelkct ae avchbjk+ ocobcpc 33< (
Ciqctmah}a ma ochc+ ochlhbc jq ocobcéc+ aiqhmj c kal dtclkaltc346 ì ‛c
dadlmc oje itcmcéïj ckojÿkloc ma ?2! c 1=! w*w æ }aevatc}qtc ma 46¶O jd}lmc mj
ma}lkcmj ckojÿkloj levka ma ochc%ma%céðoct+ jq clhmc+ vakc ma}lkcéïj mj ej}j
gateah}cmj ma ochc%ma%céðoct+ vjmahmj at cmloljhcmj ma céðocta c}ì 7i*kl}tj―(
?(3 Bl}ÿtloj
Ojej ojh}ce Eclc a Ocevakj "4661,+ c jtliae mc ocobcéc dtclkaltc
339 ECLC+ C(D(T( ma C(> OCEVAKJ+ A(C(V( ]aohjkjilc mc ocobcéc ma ckcedlsqa( Dakj Bjtlpjh}a0_ADTCA%EI*_LHMDADLMC_+ 4661(332 IJEA_+ Y( J( J Vatglk mc Ocobcéc( Dakj Bjtlpjh}a0 _adtca%EI+ 466=(33< ECLC+ C(D(T( ma C(> OCEVAKJ+ A(C(V( ]aohjkjilc mc ocobcéc ma ckcedlsqa( Dakj Bjtlpjh}a0
_ADTCA%EI*_LHMDADLMC_+ 4661( (346 DTC_LK( Maota}j h°( 4(?3=+ ma = ma a}aedtj ma 3<<9( Taiqkceah}c c Kal h° 2(<32+ ma 3= ma `qkbj ma 3<<=+ sqa mlvña jdta c vcmtjhlpcéïj+ c okclglocéïj+ j tail}tj+ c lhvaéïj+ c vtjmqéïj ac glocklpcéïj ma dadlmc(
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taejh}c cj lhåolj mj vtjoaj ma ojkjhlpcéïj mj Dtclk vakj vjt}qiqaa( Clhmc hj
ìoqkj OWL+ c oqk}qtc mc ochc gjl lh}tjmqplmc vjt Ect}le Cgjhj ma _jqpc hc
Ocvl}chlc ma _ïj Wloah}a "bj`a _ïj Vcqkj+ 31?4,+ vjt Mqct}a Ojakbj+ hc Ocvl}chlc
ma Vathcedqoj "31?1, a vjt Vatj ma Iÿa+ hc Ocvl}chlc mc Vctcådc mj _qk
"Ocevj mj Ijl}coca ‟ T@+ 31=6,( C vtlhoåvlj+ j vjt}qiqaa }ah}ctce q}lklpct c
vjvqkcéïj hc}lwc "åhmlj, hj }tcdckbj dtcéck( Ojej hïj jd}lwatce qoaj+
maolmltce taojttat æ eïj%ma%jdtc cgtlochc+ `ã q}lklpcmc ae jq}tc ojkýhlc aqtjvìlc(
Leahj ojh}lhiah}a ma cgtlochj gjtce }tcplmj vctc j Dtclk( J céðoct vtjmqplmj
vjt aotcwj hj ‛ahiahbj― gjl c dca mc aojhjelc a mj ojeìtolj lh}athcoljhck
dtclkaltj vjt eql}j }aevj+ octco}atlpchmj qe mj olokj ma maahwjkwleah}j mj
Vcå0 j olokj mc ochc%ma%céðoct( J aotcwj jgtlce ecq }tc}j+ oqevtlce
`jthcmc ma }tcdckbj ma 34 c 37 bjtc mlãtlc+ ejtcwce hc ahpckc+ a jdtawlwlce
ctmqceah}a343(
Haa ojh}ar}j+ vtlealtj qtilq j wlhbj mc ochc a+ kjij mavjl+ c ocobcéc(
J ockmj ma ochc sqa ‛cpamcwc― "wlhbj mc ochc, hïj atwlc vctc c vtjmqéïj ma
céðoct a atc malrcmj hj ojobj vctc j ojhqej mj chlecl( Arckcwc qe ctjec
gtq}cmj+ sqa ciqéjq c oqtljlmcma mj aotcwj( Kjij+ vatoadatce sqa cj ctjec a
cjolcwc qe cdjt a}åkloj a qe agal}j aedtlcicmjt sqa c`qmcwce c asqaoat+ vjt
ejeah}j+ c hj}ckilc a c ojhmléña qdqechc ae sqa wlwlce( A}leqkcmj ma}ck gjtec+ kjij cvtahmatce+ q}lklpchmj j dcttj+ c vtjmqplt ckcedlsqa a vj}a vctc j
ctecpahceah}j mj ma}lkcmj( _qtilq+ cle+ c ocobcéc(
Oje j }aevj+ c ocobcéc clq mc ahpckc a vcjq c at ojhqelmc hc
occ itchma+ }jthchmj%a qec dadlmc ojeqe a levjt}ch}a hj Dtclk Ojkýhlc+ hïj
cvahc hc maiq}céïj+ ec }cedìe vakj aq vcvak aojhýeloj+ qec wap sqa
343 ECLC+ C(D(T( ma C(> OCEVAKJ+ A(C(V( ]aohjkjilc mc ocobcéc ma ckcedlsqa( Dakj Bjtlpjh}a0_ADTCA%EI*_LHMDADLMC_+ 4661(
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1?
vcjq c a}ct vtaah}a }cedìe hc occ vjt}qiqac(
C tacéïj mc Ojtjc oqkelhjq oje c vtjldléïj mc wahmc ma ocobcéc+ ae
37?1+ ae mlwatj kjocl+ ojej vjt araevkj+ hc Dcblc a ae Elhc Iatcl( Hj chj
aiqlh}a+ }ah}jq%a c}ì levamlt c gcdtlocéïj mc dadlmc344( C}qckeah}a+ c ocobcéc
ichbc vct}lolvcéïj ae dcta a ta}cqtch}a mj vcå+ qvatchmj cj vjqoj c gcec
ma dadlmc vjqoj hjdta( Cj eaej }aevj+ j arliah}a eatocmj lh}athcoljhck wae a
tahmahmj c a}c dadlmc dtclkaltc(
?(4 Eatocmj ma ocobcéc
C vtjmqéïj dtclkaltc ma ocobcéc "jglolck, ì ma 3+7 dlkbña ma kl}tj*chj(
Mcmj+ vjtìe+ a}lece sqa c vtjmqéïj tack atlc j mjdtj mc jglolck+ oatoc ma ?+6
dlkbña ma kl}tj*chj( _ïj Vcqkj ì j vtlholvck a}cmj vtjmq}jt "16! mc vtjmqéïj
hcoljhck, a Elhc Iatcl ì j aiqhmj ecljt vtjmq}jt "3=!,34?
( Elhc Iatcl aoctco}atlpc vakc vtjmqéïj ma ocobcéc ct}achck+ ojh}c oje 2(=77 vtjmq}jta a qec
vtjmqéïj ma 326 elkbña ma kl}tj*cgtc oje 21! maka æ ectiae mc kal34=(
A}lec}lwc ej}tce sqa arl}ae hj Dtclk ah}ta ?6 c =6 elk vtjmq}jta ma ocobcéc
oje ecl ma 1 elk ectoc+ iatchmj cvtjrlecmceah}a =66 elk aevtaij mlta}j a
lhmlta}j+ ae sqa oatoc ma ?6! mc vtjmqéïj a`c lhgjteck341(
C arvjt}céïj dtclkaltc ma ocobcéc clhmc ì eql}j vasqahc+ oatoc ma 33
elkbña ma kl}tj*chj+ }ahmj ojej ea}c vctc 4636 c arvjt}céïj ma+ hj eåhlej+ =4
elkbña ma kl}tj*chj347( C ocobcéc `ã ì ojhqelmc ae ecl ma 96 vcåa+ oje
ma}csqa vctc Vctciqcl+ Ckaechbc+ Oblka+ Lhikc}attc+ A}cmj Qhlmj+ Bjkchmc+
344 IQLC JGLOLCK MC OCOBCÉC( Chqãtlj Dtclk 4661( _cdctã0 Gjkbc ma _cdctã+ 4661+ v(33(34? OCTMJ_J+ E( mc I( Vtjmqéïj ma ciqctmah}a ma ochc( 4(am( Kcwtc0 QGKC+ 4667+ v( 4<(34= _ADTCA( Mlcihÿ}loj mc ocobcéc ma Elhc Iatcl( Dakj Bjtlpjh}a+ `qk( 4663+ v( <(341 OCTMJ_J+ E( mc I( Vtjmqéïj ma ciqctmah}a ma ochc( 4(am( Kcwtc0 QGKC+ 4667 cvqmVDMCO+ 3<<9+ v( =36(347 OCTMJ_J+ E( mc I( Vtjmqéïj ma ciqctmah}a ma ochc( 4(am( Kcwtc0 QGKC+ 4667+ v( 4<(
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1=
Dìkiloc+ L}ãklc a @cvïj349(
_aiqhmj mcmj mc Cjolcéïj Dtclkaltc ma Dadlmc "CDTCDA,+ hj chj ma
3<96+ c eìmlc chqck ma ojhqej ma ocobcéc vjt bcdl}ch}a hj Dtclk atc ma =+=3
kl}tj( Ae 3<21+ `ã atce ojhqelmj+ ae eìmlc 2+94 kl}tj a+ taoah}aeah}a+ `ã
ckochéc c ectoc ma 33 kl}tj vjt bcdl}ch}a342(
C ocobcéc ì c aiqhmc dadlmc ecl ojhqelmc hj vcå+ vatmahmj cvahc
vctc c oatwa`c( Ah}ta c dadlmc ma}lkcmc+ ma}ìe vtagatàholc cdjkq}c ah}ta j
dtclkaltj( _aq ojhqej ì sqca 1 wapa ecljt mj sqa mj ybln| "?=2 elkbña ma
kl}tj, a mc wjmoc "496 elkbña ma kl}tj,34<(
Sqch}j æ ojhojttàholc ma eatocmj+ vjma%a mlpat sqa j vtjmq}jta
ahgtah}ce qe eatocmj c}cocml}c lh}atacmj hc qc vtjmqéïj+ sqa ì gjtecmj hc
qc ecljtlc vjt qlhc ma céðoct+ ma}lkctlc ma ãkojjk+ ma}lkctlc ma ciqctmah}a a
ckcedlsqa+ a }jecmj ojej araevkj j a}jt ma ochc%ma%céðoct( Aa ì qe
eatocmj octco}atlpcmj vjt qec ojhojttàholc jklijvýhloc+ `ã sqa arl}ae vjqoj
ojevtcmjta vctc qec itchma sqch}lmcma ma ochc%ma%céðoct vtjmqplmc( J
vtjmq}jta ïj c ecljtlc a+ vjt lj+ eaej sqa hïj ojhaiqae lhgkqaholct j
eatocmj ml}chmj vtaéj+ clhmc sqa a}a`ce taqhlmj ae cjolcéña(
?(? Ocmalc vtjmq}lwc mc ocobcécHj ocj mc ocobcéc+ j vtjoaj lhlolc%a oje c vtjmqéïj ma ochc%ma%
céðoct+ sqa ì wahmlmc mlta}ceah}a æ aevtac vtjoacmjtc+ jq a`c+ æ qlhc+
ma}lkctlc jq ckcedlsqa( J vtjmq}jta wahmae qc vtjmqéïj lhmlwlmqckeah}a jq
taqhlmj ae cjolcéña(
349 IQLC JGLOLCK MC OCOBCÉC( Chqãtlj Dtclk 4661( _cdctã0 Gjkbc ma _cdctã+ 4661+ v(39(342 IQLC JGLOLCK MC OCOBCÉC( Chqãtlj Dtclk 4661( _cdctã0 Gjkbc ma _cdctã+ 4661+ v( 39(34< IJEA_+ Y( J( J Vatglk mc Ocobcéc( Dakj Bjtlpjh}a0 _adtca%EI+ 466=(
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C itchma qlhc q}lklpce c ochc%ma%céðoct vctc vtjmqéïj ma céðoct a mj
ãkojjk ojedq}åwak chlmtj a blmtc}cmj( @ã c ma}lkctlc+ c q}lklpce vctc vtjmqplt
ãkojjk jq ciqctmah}a ae itchma aockc( A j ckcedlsqa sqa ïj vasqahc
ma}lkctlc+ q}lklpce c ochc%ma%céðoct vctc vtjmqplt arokqlwceah}a c ocobcéc3?6(
Gliqtc ?0 Ocmalc vtjmq}lwc mc ocobcéc "OCTMJ_J+ 4667,
Hj a}jt ma vtjoaceah}j ma ocobcéc+ watlgloc%a sqa c aevtac a
mlgataholce ae takcéïj æ sqch}lmcma ma wjkqea vtjoacmj+ æ }aohjkjilc q}lklpcmc
vcmtña ma sqcklmcma a vtlholvckeah}a hj kqotj jd}lmj( C ma}lkctlc sqa
vtjmqpae ocobcéc+ aiqhmj Octmjj "4667+ v( =6<,+ ojeatolcklpce qc vtjmqéïj+
ae itchma vct}a+ wahmahmj vctc c aevtac vcmtjhlpcmjtc jq
a}chmctmlpcmjtc+ sqa vcmtjhlpce a ahicttcgce j vtjmq}j eamlch}a vtjoaj
lhmq}tlck( Akc cmsqltae c ocobcéc oje ck}j }ajt ma ãkojjk+ mlkqae ae ãiqc+ glk}tce
a cmjéce oje rctjva ma céðoct a ahwcpce j vtjmq}j( Hj ocj mj ckcedlsqa+ c
3?6 OCTMJ_J+ E( mc I( Vtjmqéïj ma ciqctmah}a ma ochc( 4(am( Kcwtc0 QGKC+ 4667+ v( =6<(
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ocobcéc vtjmqplmc vjt aka vjma at ahwcpcmc vakc vtÿvtlc aevtac ma gjtec
ct}achck+ hïj cq}jec}lpcmc3?3(
J ckcedlsqa+ ae iatck+ a}ïj lh}ckcmj ae vasqahc a eìmlc
vtjvtlamcma sqa hïj }àe c ochc%ma%céðoct ojej c}lwlmcma vtlholvck a a mamloce
æ vtjmqéïj ma ocobcéc+ ae qc ecljtlc+ ma qec gjtec dc}ch}a ct}achck( Hc
ecljtlc mc wapa+ vtjmqpae c vtÿvtlc ec}ìtlc%vtlec+ hïj ahojh}tchmj vtjdkaec
ma cdc}aoleah}j+ c hïj at sqchmj cqeah}ce c aockc ma vtjmqéïj( J
vtjdkaec ahgtah}cmj a}ïj0
․ Hc levkaeah}céïj ma qe l}aec ma sqcklmcma mj vtjoaceah}j>
․ Q}lklpcéïj ma }aohjkjilc cmasqcmc>
․ Ocv}céïj ma taoqtj glhchoaltj "hïj vjqae taoqtj vtÿvtlj+ vjl a
}tc}c ma citloqk}qtc gcelklct a ae taoqtj mj ijwathj, ‟ ej}lwj sqa gcp
oje sqa eql}j vtjmq}jta vatechaéce hc ectilhcklmcma>
․ C lhgjtecklmcma gcp oje sqa ojeatolcklpae ae cq}jtlpcéïj+ kawchmj c
qec vtaïj vctc coal}ctae j vtaéj ma sqae maa`c ojevtct>
․ Sqchmj kaicklpcmj+ j ckcedlsqa jgtae c ojhojttàholc makack oje j
lhgjtecl(
C mlaelhcéïj mj ojhoal}j ma citloqk}qtc jtiähloc+ ae citj}ÿrloj a
gat}lklpch}a sqåeloj kawjq vtjmq}jta ma ocobcéc c cmj}ctae c eaec glkjjglc( Hj
glhck mc mìocmc ma 3<<6+ qtiltce c vtlealtc lhlolc}lwc+ aedjtc oje tal}àholc
mj a}jt( C jd}ahéïj mc oat}lglocéïj ma vtjmq}j jtiähloj arlia qec ìtla ma
oqlmcmj sqa+ hj ocj mc ocobcéc+ levkloce aevtaahmat j oqk}lwj jtiähloj mj
ochcwlcl ae jkj ahtlsqaolmj oje cmqdj taqk}ch}a mc el}qtc mj dcicéj mc ochc
a ma jq}tj akaeah}j hc}qtcl ae ojevj}ciae+ ah}ta jq}tj( Ahsqch}j c dadlmc c
3?3 OCTMJ_J+ E( mc I( Vtjmqéïj ma ciqctmah}a ma ochc( 4(am( Kcwtc0 QGKC+ 4667(
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itchak wcka ae eìmlc 46 oah}cwj ma mÿkct j kl}tj hj eatocmj lh}athcoljhck+ qec
icttcgc ma ocobcéc jtiähloc oq}c oatoc ma < aqtj ae vcåa mc Aqtjvc+ jq ecl
ma T- ?6+663?4
(
?(= Ojevj}j ma ectna}lhi mc ocobcéc
C ocobcéc ì qe dae hïj%mqtãwak+ vjma at ojhlmatcmc dae ma
ojhwahlàholc+ ma ojevtc ojevctcmc jq ma avaolcklmcma+ mavahmahmj mj aq
vjloljhceah}j( Ma echaltc iatck+ c ocobcéc lhmq}tlck ì qe dae ma ojhwahlàholc a
c ocobcéc ct}achck ì qe dae ma ojevtc ojevctcmc( C ocobcéc ct}achck vjql
qe vtaéj ecl akawcmj+ qc ml}tldqléïj ì ecl aka}lwc a vjqae sqcklmcma ma
cdjt mlgataholcmc(
C ocobcéc ct}achck cvtaah}c wctlcéña ae cdjt+ mavahmahmj mj }lvj ma
ochc+ mj }lvj ma vtjoaj ma vtjmqéïj+ mj }lvj ma ecmaltc a }aevj ma
ctecpahciae( Mac gjtec+ ì vjåwak sqa vasqahj vtjmq}jta vjqce ecl ma
qe }lvj ma ocobcéc c jgataoat( Bã }cedìe jq}tj vtjmq}j sqa ojevñae c gceåklc
ma vtjmq}j ojej vjt araevkj iakc}lhc ma ocobcéc+ klojt ma ocobcéc a jq}tj(
C aedckciah mc ocobcéc ct}achck vjmae at tð}loc ‟ icttcgc ma wlmtj
taq}lklpãwal jq ma vkã}loj ‟ jq ma jq}tj ec}atlcl }tcdckbcmj+ ojej c oatäeloc jq
wlmtj ae gjtec}j vatjhcklpcmj( A}c ðk}lec ïj ojeatolcklpcmc c vtaéj ecl
akawcmj(
Sqch}j cj lhwa}leah}j ae ectoc a ojeqhlocéïj+ a}a hïj ïj eql}j
arvtalwj+ ckwj vjqoc aroaéña+ ojej c ectoc _cic}ldc+ sqa tacklpjq
ocevchbc c håwak hcoljhck( C ojeqhlocéïj iatckeah}a a taqea æ aedckciae+
eatobchmllhi hj vjh}j ma wahmc+ l}a a vc}tjoåhlj ma awah}j(
3?4 IQLC JGLOLCK MC OCOBCÉC( Chqãtlj Dtclk 4661( _cdctã0 Gjkbc ma _cdctã+ 4661+ v( 49(
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C ml}tldqléïj mc ocobcéc+ ojej ml}j ch}atljteah}a+ ahwjkwa ahwccmjtc+
ojjvatc}lwc+ cjolcéña+ ma}lkctlc+ c}cocml}c+ wcta`l}c a c wahmc mlta}c( C
ocobcéc ct}achck iatckeah}a ì mlvjhldlklpcmc ae galtc+ dcta a ta}cqtch}a+
qvateatocmj a wcta`l}c avaolcklpcmj ae dadlmc( Ì vjåwak cmsqltlt c dadlmc
vjt ojevtc aka}týhloc vakc lh}atha} (
Hc takcéïj arl}ah}a ah}ta j vtjmq}jta ma ocobcéc+ jq a`c+ j a}jt
c}cocml}c a*jq vtjoacmjt a j wcta`l}c+ vjma%a mlpat sqa ì qe eatocmj
octco}atlpcmj vjt qec ojhojttàholc jklijvjkå}loc mlgataholcmc( Jklijvjklpcmj+
vjtsqa ïj ae vasqahj hðeatj a wahmae ae kj}a itchma vctc j ml}tldqlmjta(
A mlgataholcmj vjtsqa mlgatae ae }cechbj ma gltec+ ae sqa ckiqh kåmata
mjelhce j a}jt+ qec wap sqa ma}ìe ecljt wjkqea mc vtjmqéïj mj eatocmj a
jq}tj dae eahjta ojhsql}ce cvahc qec vasqahc vctoakc mj eaej eatocmj(
Vatoada%a sqa j a}jt wcta`l}c+ ojevj}j vakj qvateatocmj+
ta}cqtch}a+ a}o+ a}ïj a gltechmj hj eatocmj ae }atej ma vjmat ma dctichbc a
ojh}tjka ma }jmc c ocmalc+ vjl+ ah}ta jq}tj ej}lwj+ ïj csqaka sqa a}ïj dae
vtÿrlej cj ojhqelmjta glhcl a taojhbaoae aq maa`j+ haoalmcma a
}ahmàholc ma ojhqej3??(
Vjt gle+ ae takcéïj cj vtaéj+ a}a wctlce ma T-1+66 c}ì ecl ma
T-716+66( C ocobcéc lhmq}tlcl a c ct}achcl ma eahjt vtjmqéïj a eahjtsqcklmcma vjmae a ahojh}tcmc c eahj ma sqlhpa tacl c icttcgc( A}lec}lwc ma
oq}j vctc qec vasqahc vtjmqéïj ma ocobcéc ct}achck ej}tce sqa j }tldq}j
jece 4<+3! mj vtaéj gc}qtcmj+ j oq}j mlta}j tavtaah}ce oatoc ma 46! a c
ectiae mj tawahmamjt gloc ae }jthj ma 46!(
3?? OCTMJ_J+ E( mc I( Vtjmqéïj ma ciqctmah}a ma ochc( 4(am( Kcwtc0 QGKC+ 4667+ v( =69(
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L}ae T- !
Vtaéj gc}qtcmj vjt icttcgc 3<+?= 366
]tldq}js vjt icttcgc 1+716 4<+43LOE_ 39! ?+422 39+66
LVL 4+4?6 33+1?
OVEG 6+69? 6+?2
OJGLH_ 6+64? 6+34
O__K 6+6?6 6+31
VL_ 6+667 6+6?
Oqs}js mlta}js =+323 43+74Ocobcéc ?+6<3 31+<2
Icttcgc 6+263 =+3=
]cevc 6+664 6+63
Oclrc lhmlwlmqck 6+346 6+74
Oclrc vcvakïj 6+377 6+27
Tÿ}qkj 6+664 6+63
Oqs}js . ]tldq}js <+2?3 16+2?
Vtaéj % "Oqs}js . ]tldq}js, <+16< =<+39
Ectiae mj tawahmamjt ?+272 46+66
Kqotj 1+7=3 4<+39
As}lec}lwc ma oqs}j+ }tldq}js a vtaéj mc ocobcéc
ct}aschck
J vtaéj mc ocobcéc ct}achck tagka}a aq vtjoaj ma vtjmqéïj+ ojh}tjka ma
sqcklmcma a }tcmléïj( J vtaéj a akawce a bã oat}lglocéïj ma sqcklmcma+ jq a
}tc}c ma ocobcéc ahwakbaolmc( Ckiqec ectoc ojhcitcmc hj eatocmj+ ojej cChålj _ch}lcij "ch}lic Bcwchc, vjma at ahojh}tcmc c ecl ma T-376+66 c icttcgc(
?(1 Ojhqelmjt ma ocobcéc
C ocobcéc ì c aiqhmc dadlmc ckojÿkloc ecl ojhqelmc hj vcå+ glochmj
c}tã cvahc mc oatwa`c( Mcmj ej}tce sqa bã qec a}cihcéïj hj ojhqej ma
ocobcéc a cotaml}c%a sqa lj wae jojttahmj ae gqhéïj mc a}cdlklpcéïj mc
aojhjelc a cdat}qtc ma eatocmj cj vtjmq}j a}tchialtj( Vlta cgltec sqa a}a
gc}jta ae ojh`qh}j glpatce oje sqa j ojhqelmjta ma ocobcéc elitcae vctc
j ojhqej ma dadlmc ma ectoc+ ecl jgl}locmc a ecl octc( Ckìe mlj+ j cq}jt
}cedìe tack}c sqa c ocobcéc ì ojhqelmc dcloceah}a ae dcta+ ta}cqtch}a a
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ma qj mjeì}loj+ coaåwak æ ocecmc ecl dclrc mc vjvqkcéïj 3?= (
C ocobcéc ì qec dadlmc ojhqelmc vjt vajc ma wãtlc okca jolcl(
Vakc mlwatlmcma ma jvéña a vtaéj+ vatoada%a sqa bã ojhqelmjta }cedìe hc
okca ecl ck}c( Tldaltj ej}tc sqa qec vasqlc lhmq}tlck cvjh}jq qe hlobj ma
eatocmj sqa wckjtlpc c sqcklmcma mc ocobcéc ct}achck ae ma}tleah}j mc ocobcéc
lhmq}tlcklpcmc ma vtaéj ecl coaåwal3?1( Gjl dcacmj ha}a a}qmj sqa j
vtjmq}jta ma ocobcéc ct}achck elhaltc maahwjkwatce otl}ìtlj ma sqcklmcma+
gjochmj hc }tcmléña mc vtã}loc ct}achcl vctc ojeva}ltae oje c itchma
lhmð}tlc vcqkl}c(
Hj ðk}lej chj+ c ocobcéc wae tjevahmj dcttaltc bã eql}j
a}cdakaolmc( Mqtch}a eql}j }aevj+ j vtaojhoal}j oje takcéïj c ac dadlmc gcp
makc qe vtjmq}j ojhqelmj vjt vajc ma dclrc tahmc+ j sqa levjldlkl}cwc qc
arvchïj eatocmjkÿiloc( Bj`a ae mlc+ c ocobcéc vjma at ahojh}tcmc ae mlwatj
}lvj ma dcta+ ta}cqtch}a+ bj}ìl a occ hj}qthc ma }jmj j vcå+ lhokqlwa hj
ecl jgl}locmj(
C cvtaolcéïj mc ocobcéc ct}achck a}ã vtaah}a ae wãtlj aieah}j mc
jolamcma+ a`ce mc okca dclrc+ eìmlc jq ck}c( Vatoada%a sqa ckiqh
cvtaolcmjta aratoae oqk}j æ dadlmc+ ojkaoljhchmj l}ah+ }tjochmj ah}ta l
lhgjtecéña a araevkcta ma ocobcéc(C ocobcéc }cedìe ì ojhqelmc hj eatocmj ar}atljt( Hc Ckaechbc+ c
oclvltlhbc ì c dadlmc vtagatlmc+ hj}cmceah}a vakj vðdkloj gaelhlhj+ a c ocobcéc ì
ojhlmatcmc qe vtjmq}j gcbljh ( Hj @cvïj+ ojhjea%a c oclvltlhbc ahicttcgcmc
ae kjhi haon + oje 1! ma ãkojjk+ sqa mlvq}c avcéj hj eatocmj ma dadlmc loa ( Hj
eatocmj ceatlochj+ `ã a ahojh}tc c oclvltlhbc ae vj}a ma vkã}loj+ }lvj ljiqt}a+
3?= VLTA_+ C( O( T( Ocobcéc0 chãkla ma qe aevtaahmleah}j( Taolga0 _adtca%VA+ 4663(3?1 TLDALTJ+ @( O( Gcdtlocéïj ct}achck mc ocobcéc elhaltc( Dakj Bjtlpjh}a0 am( J kq}cmjt+ 4664+v( 3=4(
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oje vamcéj ma kleïj3?7(
Vatoada%a sqa hj ar}atljt+ c ocobcéc ì maojhbaolmc ae aq gjtec}j
jtlilhck+ ahmj ojhqelmc vtlholvckeah}a jd c gjtec ma oclvltlhbc( Qe mj
macglj dtclkaltj+ vtlholvckeah}a ma Elhc Iatcl+ talma hj maahwjkwleah}j ma
qe hlobj ma eatocmj ma maiq}céïj mc dadlmc+ qec gjtec ma citaict wckjt cj
vtjmq}j taojhbaoahmj aq wckjt ct}achck a oqk}qtck3?9(
Tavtaah}ch}a a ml}tldqlmjta cvjh}ce c mlgloqkmcma ocqcmc vakj
vtaojhoal}j cj vtjmq}j+ vakc gcec ma dadlmc ma dclrc sqcklmcma a ma}lhcmc cj
‛dadqh―( @ã j wcta`l}c ojhlmatce j vtaéj mc ocobcéc eql}j akawcmj( Ckìe
mlj+ aiqhmj j wcta`l}c+ arl}ae vtjdkaec oje c cvctàholc mj vtjmq}j
"lmah}lmcma wlqck+ tÿ}qkj+ c vtÿvtlc icttcgc+ eql}c wapa tacvtjwal}cmc ma jq}tc
dadlmc+ hj ocj mc vtjmqéïj ct}achck, a ckiqh ah}tcwa hc haijolcéïj oje
vtjmq}jta jq ml}tldqlmjta+ ocqcmj vjt gck}c ma gkarldlklpcéïj mj a}jt( C jkqéïj
mj vtjdkaec oje c lmah}lmcma wlqck a aedckciah c`qmc c aklelhct j a}liec
sqa j ma}lkcmj clhmc octtaic( C mlaelhcéïj mj ojhoal}j ma sqa c ocobcéc ma
sqcklmcma ì qe vtjmq}j hjdta c`qmctã c ejmlgloct c vatoavéïj ma sqa j vtjmq}j
a`c octj maecl+ ojej gjl cvjh}cmj vakj wcta`l}c3?2(
3?7 IQLC JGLOLCK MC OCOBCÉC( Chqãtlj Dtclk 4661( _cdctã0 Gjkbc ma _cdctã+ 4661+ v( 4?(3?9 IJEA_+ Y( J( J Vatglk mc Ocobcéc( Dakj Bjtlpjh}a0 _adtca%EI+ 466=(3?2 OCOBCÉC clhmc jgta j a}liec ma at ma}lhcmc c dadqh( Ojttalj mc ocobcéc h°4(Gkjtlchÿvjkl0 cdt 4661(
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= EÌ]JMJ MC VA_SQL_C MA OCEVJ
J vtaah}a a}qmj }ae ojej jd`a}lwj lmah}lgloct j gc}jta sqa lhgkqaholce c
vatoavéïj mj ojhqelmjta ma ocobcéc ct}achck ae takcéïj cj ml}j vtjmq}j( Vctc
ojka}ct ac lhgjtecéña+ gap%a qec vasqlc mlta}c gal}c oje ojhqelmjta ma}a
vtjmq}j vctc jd}at lhgjtecéña jdta0 bãdl}j a c}l}qma ae takcéïj æ oc}aijtlc ma
vtjmq}j0 sqae qc> sqae ojevtc> sqae lhgkqaholc c aojkbc> c gtasûàholc a c
ojhmléña ma qj(3?<
Vctc c}ahmat cj jd`a}lwj vtjvj}j+ c vasqlc aojkblmc gjl mj }lvj
sqckl}c}lwc+ ae sqa a vtjoqtc sqcklgloct j qhlwatj vjt ealj ma cdjtmciah sqa
ahwjkwae c chãkla ma c}l}qma+ ojevjt}ceah}j+ jvlhlña+ a}o(+ sqat mlpat+ cdjtmc
jd qe ähiqkj tackl}c c ej}lwcéña mj ojhqelmjt 3=6 (
C vasqlc wljq maklel}ct qec ojevtaahïj sqckl}c}lwc mc gc}jta sqa
lhgkqaholce j ojevjt}ceah}j mj ojhqelmjt+ }tcdckbchmj oje qe hðeatj vasqahj
ma ocj hïj%tavtaah}c}lwj( ]tcdckbjq%a oje mjl vðdkloj0 j vtlealtj ma
wcta`l}c ae sqa gjtce ojka}cmj mcmj jdta j eatocmj ma ocobcéc ma Dtcåklc a
aq ojhqelmjta jd c ÿ}loc mj ojeatolch}a+ a j aiqhmj ma ojhqelmjta ma
ocobcéc ct}achck(
J kawch}ceah}j ma arvatlàholc oje vtjglljhcl mc ãtac "ojeatolch}a,
vatel}a cevklct c vatvao}lwc mj vasqlcmjt ae takcéïj æ vtjdkaeã}loc ae
a}qmj3=3( J a}qmj ma ocj akaoljhcmj "ojhqelmjta, vatel}a octco}atlpct a
arvkloct ma}ckbcmceah}a j cvao}j lhiqkcta mj ocj ae a}qmj+ ckìe ma
vjldlkl}ct c lh}aitcéïj ma mlwatj cvao}j mj jd`a}j vasqlcmj hqec ðhloc
3?< MCH]C_+ A( D( Ectna}lhi Maojevklocmj( Dtcåklc0 Aml}jtc _ahco MG+ 4661+ v(<=(3=6 MCH]C_+ A( D( Ectna}lhi Maojevklocmj( Dtcåklc0 Aml}jtc _ahco MG+ 4661+ v( 321(3=3 EC]]CT+ G( H( Vasqlc ma ectna}lhi0 ea}jmjkjilc a vkcha`ceah}j(_ïj Vcqkj> C}kc+ 3<<<+v( 2?(
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7?
lh}atvta}céïj3=4( C vasqlc aiqlq qec ojka}c ma mcmj hïj a}tq}qtcmc a qec
chãkla ma mcmj hïj a}c}å}loc+ qec wap sqa hïj vta}ahma sqch}lgloct c
ojhokqña+ hae iahatcklpct taqk}cmj vctc }jmc c vjvqkcéïj(
J mcmj gjtce ojka}cmj vjt ah}tawl}c lhmlwlmqck ae vtjgqhmlmcma+ }ch}j
oje j ojeatolch}a ojej oje j ojhqelmjta( J tj}altj aiqlmj }tc}cwc%a ma
qe eì}jmj hïj mlgctécmj a hïj a}tq}qtcmj( A}c }ìohloc vatel}a sqa j vtjvÿl}j
mc vasqlc a`ce ckochécmj+ ae ahiact c tavj}c+ vatel}lhmj qe ecljt
cvtjgqhmceah}j hc ojka}c a chãkla mj mcmj( Ec}}ct "3<<<+ v( 374, tack}c clhmc
sqa c tavj}c cdat}c cqeah}ce c kldatmcma mj tavjhmah}a c arvtact qc
vatoavéña+ otahéc+ wckjta+ jvlhlña+ arvatlàholc+ c}l}qma+ ojevjt}ceah}j a
lh}ahéña3=?( J tj}altj mc ah}tawl}c ahojh}tce%a ae charj cj glhck mj
}tcdckbj(
C cej}tc vctc c vasqlc gjl ma}atelhcmc lh}aholjhckeah}a vjt
ojhwahlàholc cj taoqtj aocj a+ }ahmj ae wl}c sqa+ vctc c glhcklmcma
arvkjtc}ÿtlc a hïj%ojhokqlwc mc vasqlc+ a}a }lvj ma cej}tc hïj%vtjdcdlkå}loj ì
qglolah}a( Gjtce akaoljhcmj olhoj ojeatolch}a a map ojhqelmjta(
C ah}tawl}c jojttatce ah}ta 34 a 42 ma gawataltj ma 4669 a gjtce
itcwcmc vctc vj}atljt chãkla( J mcmj gjtce citqvcmj a atïj chcklcmj hj
ocvå}qkj aiqlh}a(
3=4 EC]]CT+ G( H( Vasqlc ma ectna}lhi0 ea}jmjkjilc a vkcha`ceah}j(_ïj Vcqkj> C}kc+ 3<<<+v( 2=(3=? EC]]CT+ G( H( Vasqlc ma ectna}lhi0 ea}jmjkjilc a vkcha`ceah}j(_ïj Vcqkj> C}kc+ 3<<<(
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1 CHÃKL_A MJ_ MCMJ_ A TA_QK]CMJ_
J mcmj ojkblmj ae ocevj+ }ch}j oje ojeatolch}a ojej ojhqelmjta
vjldlkl}jq qe ecljt ojhbaoleah}j jdta j eatocmj ma ocobcéc a jdta j bãdl}j
mj ojhqelmjta( Vqmatce at cwcklcmc sqa}ña eatocmjkÿiloc "vtjmq}j+
vtaéj+ ml}tldqléïj a ojeqhlocéïj, a sqa}ña tagatah}a cj ojevjt}ceah}j mj
ojhqelmjt(
Gjtce ah}tawl}cmj olhoj ojeatolch}a sqa gjthaoatce lhgjtecéña jdta
j eatocmj ae l+ ckiqec a}tc}ìilc ma ojeatolcklpcéïj+ octco}atå}loc ma aq
ojhqelmjta a qec vatvao}lwc gq}qtc mj eatocmj ma ocobcéc( Mj wcta`l}c+ mjl
}tcdckbce qhloceah}a oje c ml}tldqléïj ma dadlmc+ }ch}j hj wcta`j ojej hj
c}cocmj> jq}tj mjl jgataoae atwléj ma dct a }cedìe tawahmae icttcgc> a qe
}tcdckbc arokqlwceah}a oje c wahmc ma mja "atwléj ma dct,( ]jmj c}qce c
ecl ma 36 chj hj eatocmj dtclklaha(
J ojhqelmjta ah}tawl}cmj gjthaoatce mcmj jdta vtagatàholc+
bãdl}j ma ojhqej+ gjh}a ma lhgjtecéïj a cjolcéña sqa gcpae ae takcéïj cj
vtjmq}j eaholjhcmj( Gjtce ah}tawl}cmc mqc eqkbata `jwah "c}ì ?6 chj, a jl}j
bjeah+ ahmj sqa }tà }àe c}ì ?6 chj a j jq}tj olhoj colec ma 16 chj(
Cle+ qdmlwlmlq%a c chãkla ae l}ah maotl}j hj tagataholck }aÿtloj(
1(3( Vtjmq}j
C ocobcéc ì qe vtjmq}j ojeatolcklpcmj ae mja jq icttcgc( Vjma at
jgataolmj vqtj jq ae ojsqa}ìl "vjt araevkj+ c oclvltlhbc,( J mlwatj }lvj ma
ocobcéc a ml}lhiqae ae gqhéïj ma0 }lvj ma ochc%ma%céðoct q}lklpcmj+ kawamqtc
q}lklpcmc vctc ma}lkcéïj+ ecmaltc ma ctecpahceah}j+ }aevj ma ahwakbaoleah}j+
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q}lklpcéïj "jq hïj, ma ojtch}a a ctjec}lpch}a( Ckiqh dcta itcmqce c sqcklmcma
mc ocobcéc ae gqhéïj maa gc}jta(
C jgat}c ma ocobcéc hj ojeìtolj ah}tawl}cmj ì itchma+ wctlchmj ma ?66
c 34=6 ectoc*}lvj( Ae }jmj+ c gjtec ecl ojhqelmc ì c mja vqtc( Ae ckiqh
dcta+ }cedìe ïj ojeatolcklpcmc jq}tj }lvj ma dadlmc+ ojej oatwa`c+ qåsqa+
ah}ta jq}tj> ocda tack}ct sqa ae qe mj a}cdakaoleah}j+ j vtaéj mc oatwa`c ì
ecl akawcmj sqa j vtaéj eìmlj ma eatocmj `q}ceah}a vctc sqa akaoljhct aq
ojhqelmjta ‟ j cvtaolcmjta ma ocobcéc a hïj j dadamjta ma oatwa`c(
J a}cdakaoleah}j }cedìe wahmae vtjmq}j ojttakc}j ojej ojvj+
dcttl+ mjoa ma ocobcéc a jq}tj(
J wjkqea ma wahmc hïj gjl lhgjtecmj vjt }jmj j ojeatolch}a( Qe
ojeatolch}a cgltejq wahmat oatoc ma 316 icttcgc vjt eà a+ hj gjtec}j ma mja+
}ae qec cåmc eìmlc ma 416 icttcgc vjt eà( Jq}tj a}cdakaoleah}j cgltejq sqa
aq wjkqea ma wahmc ì ma oatoc ma 316 mja vjt aechc(
1(4( Vtaéj
J vtaéj mc icttcgc ma ocobcéc wctlc ma T- ?+66 c T- 466+66 a j vtaéj mc
mja wctlc ma T- 4+46 c T- 46+66( J vtaéj lhgkqaholc eql}j vjqoj c maolïj mj
ojhqelmjta( Qe ojeatolch}a cgltejq sqa ‛aq vðdkloj ckwj vtagata ojhqelt
ocobcéc ma ecljt sqcklmcma+ hïj a levjt}chmj eql}j oje j vtaéj―( Mah}ta j
ojhqelmjta ah}tawl}cmj+ }jmj cgltectce vtlect vakc sqcklmcma+ aedjtc j
ah}tawl}cmj ecl `jwah }ahbce cgltecmj sqa takawce j vtaéj "ic}ce c}ì T-
?6+66 c icttcgc, ha}c maolïj( Jq}tj ojhqelmjt cgltejq sqa j vtaéj cga}c c
maolïj0 ‛sqchmj a}ã dctc}j maecl hïj ojevtc "vjt maojhglchéc ae takcéïj æ
sqcklmcma, a at gjt octj a ma qec ectoc maojhbaolmc }cedìe hïj ojevtc "vjt
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hïj taojhbaoat j ej}lwj mj vtaéj }ïj akawcmj,―(
1(? Ml}tldqléïj
C ojeatolcklpcéïj ma ocobcéc jojtta ae kj`c avaolcklpcmc+ eatocmj+
dcta a ta}cqtch}a( Hj Ml}tl}j Gamatck+ gjtce lmah}lglocmj sqc}tj dcta
avaolcklpcmj ‟ Ocobcéctlc 4° Oklobà "369 hjt}a,+ Dq}lsqle "436 hjt}a,+ Ocobcéctlc
Ãiqc Mjoa "=31 qk, a Cmaic mc Ocobcéc "]ciqc}lhic, ‟+ a mqc kj`c
avaolcklpcmc ‟ Ctecpìe mc Ocobcéc "=33 qk, a Aevÿtlj mc Ocobcéc "?3= hjt}a,(
]jmc c kj`c wahmae hj wcta`j a+ ckiqec+ wahmae hj c}cocmj(
Ckiqec kj`c vjqae l}a+ ec hahbqec tacklpc wahmc vakc lh}atha} jq
vakj }akagjha( J Ctecpìe mc Ocobcéc gcp ah}taic cj oklah}a ocmc}tcmj a c
Cmaic mc Ocobcéc vta}ahma gq}qtceah}a wahmat vakc lh}atha}+ ec cgltejq }at
mlgloqkmcma haa }lvj ma ojeatolcklpcéïj+ vjl ckiqh ojh}tc}j oje gjthaoamjta
hïj vatel}ae }ck vtã}loc(
Ma ejmj iatck+ j a}cdakaoleah}j chcklcmj vjqae qec }aeã}loc a
cedlah}céïj wjk}cmc vctc j ojhqej mc ocobcéc+ ojej atã wl}j vj}atljteah}a+
aa gc}jt ì gcwjtãwak cj dae a}ct mj ojhqelmjta sqa cgltece hïj ah}lt
vtaojhoal}j jq ojh}tchileah}j cj ojhqelt ocobcéc qec wap sqa gtasûah}ce
kqicta sqa lhldae taotlelhcéña haa ah}lmj(
Jq}tj gc}jt levjt}ch}a ì sqa cvahc qec mc kj`c vjql ecl ma qe
a}cdakaoleah}j+ }jmj j maecl }tcdckbce cvahc oje qe vjh}j ojeatolck( C
Ocobcéctlc Ãiqc Mjoa ì qec gtchsqlc+ oje ama ae ]qvï % _V+ `ã arl}ae ecl ma
<6 qhlmcma gtchsqacmc ae }jmj Dtclk(
Mah}ta j ojhqelmjta+ j ecl `jwah cgltectce sqa j ojhqej ma
ocobcéc jojtta vtlholvckeah}a ae dcta( @ã ah}ta j maecl+ j ojhqej jojtta ae
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occ+ ae ta}cqtch}a jq ae okqda(
1(= Ojeqhlocéïj
Ma echaltc iatck+ bã vjqoc mlwqkicéïj mc ocobcéc ct}achck( Hj
a}cdakaoleah}j cwcklcmj+ }jmj cgltectce sqa bã vjqoc vtjvcichmc a vjqoj
agjtéj ma ojeqhlocéïj mj gjthaoamjta( Hïj bã vchgka}j+ oct}cpa+ dtlhma jq
sqcksqat ec}atlck vtjejoljhck mc ocobcéc( C mlwqkicéïj ma ectoc a vtjmq}j a
taqea cj tÿ}qkj+arvjléïj mc icttcgc a cj hjea hj octmãvlj(
Vjqoc ectoc gjtce kaedtcmc vakj ojhqelmjta ah}tawl}cmj+ ahmj
ac0 \vlÿoc "lhmq}tlck,+ Ojkjhlck "lhmq}tlck,+ _cvqvctc+ _aka}c+ Djcplhbc+ Bcwchc
"c}qck Chålj _ch}lcij, a _cklhc( C ectoc _cic}ldc ì qec mc vjqoc aevtac
sqa lhwa}lq ae mlwqkicéïj }akawllwc a eatobchmllhi a+ eaej cle+ hïj gjl
ol}cmc hc vasqlc(
Ocda ma}coct sqa j ojhqelmjta ah}tawl}cmj ahgc}lpctce j gc}j ma
bcwat vjqoc vtjvcichmc+ qe maka cgltejq sqa ‛hïj }àe vtagatàholc vjt ectoc+ `ã
sqa hj dcta c jvéña ïj vjqoc a sqca hïj }ae vtjvcichmc jdta ocobcéc―(
C vjqoc ojholah}lpcéïj ma ectoc }cedìe cga}c j eatocmj sqchmj j
ojhqelmjta hïj kaedtce mc ectoc vctc lhmloã%kc cj ojhbaolmj( A}a ì qe
eatocmj ae sqa c vtjvcichmc djoc%c%djoc ì eql}j q}lklpcmc+ ec hïj a ojeqhloc
c ectoc a le c octco}atå}loc mc ocobcéc( A}a eaej ojhqelmjt mla
‛cobct lh}atach}a j gc}j mc vajc qiatltae jvéña ma ocobcéc vakc
octco}atå}loc "ecmaltc+ tailïj ma vtjmqéïj+ ahwakbaoleah}j+ a}o(, a hïj vakc
ectoc> cj ojh}tãtlj ma jq}tc dadlmc+ hlhiqìe lhmloc qec ectoc ma ocobcéc oje
oat}apc a aiqtchéc―(
Clhmc ae takcéïj æ ojeqhlocéïj+ vjqoj ïj j ojhqelmjta sqa
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vtjoqtce lhgjtecéña hc lh}atha}( Cvahc mjl ah}tawl}cmj ïj ojhbaoamjta
vtjgqhmj mj cqh}j ‟ ojhbaoae mama j vtjoaj vtjmq}lwj c}ì itqvj ma
sqcklmcma a lhlolc}lwc vctc cvtlejtceah}j mc ocobcéc( Ma }jmj j ah}tawl}cmj+
cvahc qe vct}lolvc ma galtc ma ocobcéc+ jhma cgltec at ‛qe dje kqict vctc
maiq}ct a ojhbaoat ecl jdta c ectoc a gjthaoamjta―(
1(1 Vatglk mj ojhqelmjta
J ojeatolch}a ah}tawl}cmj cgltectce sqa hïj bã qe vatglk ðhloj ma
ojhqelmjta ma ocobcéc( J ojhqelmjta wctlce eql}j ma lmcma a iàhatj( Hj
a}cdakaoleah}j wll}cmj+ j vðdkloj ì ecl akl}lpcmj "okca eìmlc*ck}c,+ cle
ojej j ojhqelmjta ah}tawl}cmj(
Cle ojej c cej}tc ma ah}tawl}cmj+ j ojeatolch}a lmah}lgloctce
oat}c octco}atå}loc ecl vaoqklcta ma mjl itqvj ml}lh}j0 j `jwah a j ecl
wakbj(
Ae takcéïj cj `jwah+ j ojhqej ma ocobcéc ah}ta aka a}ã ae håwal
otaoah}a> oj}qece gtasûah}ct dcta ae itqvj( Qe mj ojeatolch}a ahgc}lpjq
sqa c vtaahéc ma qhlwatl}ãtlj ae aq a}cdakaoleah}j atc ojhlmatãwak( @ã j
ecl wakbj oj}qece gtasûah}ct j dcta jplhbj+ vtagatae ojhqelt ocobcéc
ae occ+ a dqoce ocobcéc ma ecl sqcklmcma+ a}chmj mlvj}j c vcict ecl
octj vjt lj(
Jq}tj itqvj ma ma}csqa ïj c eqkbata( J ojhqej }ae cqeah}cmj
}cedìe ah}ta akc( ]tà ojeatolch}a ahgc}lpctce sqa c eqkbata ojhjeae ecl
sqa j bjeah a sqa a}c vtagatae c ocobcéc cmjolocmc jq cdjtlpcmc+
aedjtc }cedìe ojhqece ae gjtec vqtc( Mc mqc ojhqelmjtc
ah}tawl}cmc+ qec cgltejq vtagatlt c ocobcéc cmjolocmc+ ec c jq}tc mla hïj
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7<
cvtaolct a}a }lvj(
1(7 Bãdl}j ma ojhqej
J bãdl}j ma ojhqej ah}ta j ah}tawl}cmj wctlctce dc}ch}a( Ckiqh
gc}jta vjmae at ma}cocmj0
․ J ecl `jwah cgltectce }at vjqoj ojhbaoleah}j jdta ocobcéc+
hïj cdahmj mlgataholct j }lvj wctlcmj(
․ J sqa ej}tctce }at ecl ojhbaoleah}j mc vtjmqéïj a mj }lvj ma
ocobcéc gjtce j ecl wakbj(
․ J vtaéj ÿ gjl ol}cmj ojej gc}jt ma cwcklcéïj vjt mjl ah}tawl}cmj+
ahmj sqa a}a ojevñae j itqvj mj ecl `jwah(
․ C gtasûàholc ma ojhqej wctlc( Cvahc qe ah}tawl}cmj cgltejq
ojhqelt mlctlceah}a "ch}a mc tagaléña,( A}a eaej ojhqelmjt
ì j ðhloj sqa hïj gtasûah}c dcta a ojhjea arokqlwceah}a ae
occ( J maecl ojhjeae vakj eahj mqc wapa hj eà+
iatckeah}a ae dcta jq oje celij "ae occ jq ae okqda,(
․ Ea}cma mj ah}tawl}cmj mla wckjtlpct c arvatleah}céïj a c
mlwatlglocéïj mj ojhqej+ wctlchmj c ectoc+ j }lvj ma ocobcéc a c
tailïj ma vtjmqéïj( Ma}coce%a mjl ojhqelmjta sqa cgltectce
hïj bcwat ej}lwcéïj avaolgloc vctc c ojevtc ma ocobcéc0 ‛a a}ã
hc tqc+ ae sqcksqat kqict a bjtc+ a`c ae Dtcåklc jq ae wlciae+ a
}ae ocobcéc ae arvjléïj vctc wahmc+ bã ma a gcpat qec cwcklcéïj
mc dadlmc―(
․ C mqc ojhqelmjtc ah}tawl}cmc cgltectce sqa j ðhloj gc}jt ma
maolïj ma aojkbc ì c lhmlocéïj ma celij "hïj ì c ectoc+ tailïj
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jq vtaéj,(
․ Cvahc }tà mj ah}tawl}cmj ojhjeae c ocobcéc ae gjtec ma
oclvltlhbc+ oje eak+ cmjolocmc jq cdjtlpcmc( ]jmj j maecl
cgltectce ojhqelt arokqlwceah}a hc gjtec vqtc(
․ Cvahc mjl mj ah}tawl}cmj cgltectce sqa c ocobcéc ì qc dadlmc
vtagatlmc+ ch}a eaej mc oatwa`c(
1(9 Gjh}a ma lhgjtecéïjQec mc a}cvc mj vtjoaj maolÿtlj ma ojevtc vcc vakc dqoc ma
lhgjtecéña( @ã gjl cgltecmj sqa bã eql}j vjqoc mlwqkicéïj jdta c ocobcéc
ct}achck a ectoc( J ojeatolch}a ah}tawl}cmj cgltectce mah}ta j
ojhqelmjta sqa ojevtce vctc ojhqej vtÿvtlj+ c ecljtlc `ã cda sqck ocobcéc
ltã ojevtct( Haa ocj+ aka cvahc jklol}ce lhmlocéña sqchmj maa`ce wctlct
ma ectoc+ ec oj}qece vamlt lhmlocéña ma ocobcéc oje octco}atå}loc
aeakbch}a cj ma aq ojhqej bcdl}qck jq hjwlmcma(
Hj maecl ocj ‟ ojhqej avjtãmloj jq ojevtc vctc vtaah}act ‟ j
ojhqelmjta jklol}ce lhgjtecéña cj ojeatolch}a a ictéjh jdta c ocobcéc>
iatckeah}a sqa}ljhce jdta c tailïj ma vtjmqéïj+ c ocobcéc ma ecljt wahmc jq
c ecl ojhbaolmc( J kalij ïj j sqa oj}qece maiq}ct qec ecljt wctlamcma
ma ocobcéc+ a`c vjt lhmlocéïj jq vjt oqtljlmcma(
Mah}ta j ojhqelmjta ah}tawl}cmj+ }jmj cgltectce dqoct lhgjtecéña
oje celij+ avaolckl}c a ictéjh sqchmj `qkice haoaãtlj( Tack}chmj sqa
hae aevta c ojevtc a}ã c}takcmc æ dqoc ma jvlhlña ‟ vjma jojttat vjt levqkj+
vjt oqtljlmcma jq vjt ojhbaoleah}j vtìwlj "arvatlàholc ch}lic,(J håwak ma ojhbaoleah}j mj ah}tawl}cmj `ã gjl ol}cmj ch}atljteah}a+ ec
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wcka at kaedtcmj0 cvahc j ojhqelmjta ecl wakbj maejh}tctce ojhbaoat
eakbjt c mlgatahéc ah}ta c ocobcéc+ lhokqlhmj vtjoaj ma vtjmqéïj+
wctlamcma ma ocobcéc a vatoavéïj iq}c}lwc a ahjtlck mc ocobcéc( A}a
ojhqelmjta cgltectce sqa+ vjt }atae arvatleah}cmj wãtlc ocobcéc+
ojeaéctce c vatoadat c mlgatahéc "eaej sqa }àhqa, ah}ta c mlwatc
ocobcéc+ ojhaiqlhmj ml}lhiqlt eakbjt c sqcklmcma makc(
Mjl mj ah}tawl}cmj `jwah taojhbaoatce sqa ‛hïj }ae qe vckcmct eql}j
taglhcmj vctc ocobcéc― a sqa ij}ctlce ma ojhbaoat ecl(
1(2 Gc}jta sqa lhgkqaholce c ojevtc
Mah}ta j gc}jta sqa lhgkqaholce j ojhqej ol}cmj vakj ah}tawl}cmj
a}ïj c sqcklmcma+ c tailïj ma vtjmqéïj+ j vtaéj+ j oklec a c vtagatàholc
lhmlwlmqcl ma }lvj ma ocobcéc(
C sqcklmcma ì qe gc}jt qd`a}lwj+ vjmahmj at }tcmqplmj ojej c ocobcéc
sqa vcc vjt ojh}tjka ma watlglocéïj mqtch}a c vtjmqéïj "qhlgjtelmcma hj ij}j a
itcmcéïj ckojÿkloc,+ vakj vtjoaj ma ahwakbaoleah}j "}lvj ma ecmaltc a mqtcéïj,+
a vakc hïj cmléïj ma ojhatwch}a sqåeloj+ ojkjtch}a ct}lglolcl jq cdjtlpch}a
sqa ck}atae c vqtapc mc ocobcéc(
Ae takcéïj æ tailïj ma vtjmqéïj+ ckiqh ojhqelmjta vtagatae ecl c
ocobcéc vtjmqplmc ae Elhc Iatcl a+ sqchmj jklol}ce lhmlocéña+ vatiqh}ce
a ì ma}c tailïj( Jq}tj ojhqelmjta wckjtlpce arc}ceah}a j jvj}j0 c
arvatleah}céïj ma ocobcéc ma tailña mlwatc ‟ Tlj Itchma mj Hjt}a+ _ch}c
Oc}ctlhc+ Tlj ma @chaltj+ Avåtl}j _ch}j+ _ïj Vcqkj+ ah}ta jq}tc(
J vtaéj hïj gjl eql}j ol}cmj ojej gc}jt ma maolïj+ ec a}a cga}c c
maolïj( Cj cgltectae sqa hïj a}ïj vtajoqvcmj oje j vtaéj+ j ojhqelmjta
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a}ïj mlpahmj sqa qc maolïj hïj a}ctã klel}cmc ae gqhéïj mj sqch}j atã ic}j+
ec ae eql}j ocj+ j vtaéj lhgkqaholc c maolïj ma ojevtc+ vjl ì qe tagkarj mc
‛sqcklmcma― mc ocobcéc( Ae a}cdakaoleah}j sqa bã okclglocéïj mc ocobcéc ma
cojtmj oje c ‛sqcklmcma―+ j vtaéj a akawc vtjvjtoljhckeah}a c eakbjt
okclglocéïj mj vtjmq}j(
J oklec gjl ol}cmj hïj cvahc vjt ojhqelmjta+ ec }cedìe vjt
ojeatolch}a ojej gc}jt sqa lhgkqaholc j ojhqej0 mqtch}a j lhwathj j ojhqej ì
ecl akawcmj( Ocda tack}ct sqa lj jojtta oje c maecl dadlmc ma}lkcmc(
Mqtch}a j watïj+ j ojhqej mc oatwa`c iakcmc ì ecljt a j ma ocobcéc ì eahjt(
Vjt gle+ ocmc ojhqelmjt vjql vtagatàholc vct}loqkcta ae takcéïj cj }lvj
ma ocobcéc0 ckiqec vajc vtagatae ocobcéc ahwakbaolmc+ jq}tc vtagatae
ocobcéc cdjtlpcmc+ jq}tc ÿ dadae ma}atelhcmc ectoc jq ma ma}atelhcmc
tailña(
1(< Cjolcéïj a vatoavéïj ae takcéïj æ ocobcéc
Vctc j ojhqelmjta ah}tawl}cmj+ c ocobcéc a}ã cjolcmc c gc}jta
vjl}lwj( _jolckeah}a+ c ocobcéc ì qec dadlmc sqa a}ã takcoljhcmc c celij+
ojhgtc}athlpcéïj+ ckaitlc+ mlwatïj a djh ejeah}j( Mavjleah}j mj
ah}tawl}cmj ma}coce0
․ ‛C ocobcéc ì qec dadlmc jolck ojej }jmc dadlmc ckojÿkloc> dadj c
ocobcéc ojej c maecl vajc dadae qåsqa―(
․ ‛C ocobcéc }tcp ckij ma gcelklctlmcma a celpcma+ a}ã vtaah}a ae
}jmj j kqicta―(
Jq}tj gc}jt lh}atach}a ì sqa ea}cma mj ah}tawl}cmj cgltejq ichbct
ojh}ch}aeah}a ocobcéc ma celij+ ojej a c vtagatàholc vakc ocobcéc `ã glpaa
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9?
vct}a mc vatjhcklmcma mc vajc gtah}a cj celij( Qe mj ojhqelmjta
ah}tawl}cmj mla sqa bã oat}j }aevj otljq j bãdl}j ma vtaah}act j celij oje
icttcgc ma ocobcéc cj lhwì ma qåsqa+ taojeahmchmj lhokqlwa echaltc ma
ojhqej "vqtc+ iakcmc+ jh }ba tjon ,(
Bã }cedìe qec cjolcéïj oqk}qtck mc ocobcéc+ ae sqa j ah}tawl}cmj c
ma}coctce hj ojh}ar}j bl}ÿtloj mj vcå0
․ ‛C ocobcéc ì j hjj datledcq mc dadlmc hcoljhck―(
․ ‛Cjolj c ocobcéc c tcåpa+ c ojlc mj lh}atljt―(
Ae takcéïj ã vatoavéïj mj ojhqelmjta ae takcéïj æ ocobcéc+ glojq
awlmah}a+ }ch}j ae ah}tawl}c oje ojeatolch}a ojej oje ojhqelmjta+ sqa a}ã
bcwahmj qec eqmchéc vjl}lwc( Gjtce lmah}lglocmj mjl }lvj ma ojhqelmjta0
3( Ojhqelmjta ma dclrc tahmc+ sqa ojevtce ocobcéc c itchak
jq dctc}c+ ae itchma sqch}lmcma+ a sqa cocdce cvtaah}chmj
ojevjt}ceah}j lhojhwahlah}a vctc c jolamcma "dtlic+
wljkàholc+ ml}ðtdlj jolcl+ ah}ta jq}tj,(
4( Ojhqelmjta ma okca eìmlc*ck}c+ sqa ojevtct ocobcéc ma
vtaéj ecl akawcmj a ojhjeae jolckeah}a "vjqoc
sqch}lmcma,(
J vtlealtj }lvj ma ojhqelmjt }ae j a}liec ma ‛vlhiqéj― a jgtamlotlelhcéïj mc jolamcma( @ã j aiqhmj }lvj ma ojhqelmjt ì ojhbaolmj ojej
‛cvtaolcmjt― a+ aedjtc }cedìe a`c ‛ocobcoaltj―+ hïj jgta mlotlelhcéïj(
J vtaojhoal}j oje }jmj j ojhqelmjta `ã arl}lq ma echaltc dae
vtaah}a( Gjtce ol}cmj ckiqh gc}jta sqa wàe ojkcdjtchmj vctc c jolcklpcéïj mc
ocobcéc+ mah}ta aka0 eqmchéc jolcl a oqk}qtcl+ c}takcmc c eakbjtlc hc
vtjmqéïj+ cqeah}j mc sqcklmcma mj vtjmq}j+ a jq}tj( Ma}coc%a sqa hïj gjl qe
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gc}jt ljkcmj+ ec qec ojh`qhéïj ma gc}jta sqa wàe gcwjtaoahmj vctc c eqmchéc
ma ojevjt}ceah}j ae takcéïj æ ocobcéc(
Ì lh}atach}a ma}coct sqa+ aedjtc }jmj }ahbce cgltecmj sqa hïj bã
vtaojhoal}j oje j sqa ojhjeae ocobcéc+ hc okca ecl akawcmc+ }jmj j
ah}tawl}cmj cgltectce }at ojholàholc ma sqa j ojhqelmjta ma dclrc tahmc
vjqae qec leciae haic}lwc(
J gc}j mc vajc cjolctae }ïj ml}lh}ceah}a j ojhqelmjta ma qe
eaej vtjmq}j "dclrc tahmc0 vlhiqéj R tahmc ecl akawcmc0 cvtaolcmjta, ej}tc
sqa c ocobcéc a}ã cj vjqoj maahwjkwahmj ojhoal}j sqa tavtaah}ce }c}q(
Vjt ahsqch}j j ojhqelmjta ma ocobcéc hïj ïj mlotlelhcmj+ hae }ïj vjqoj
ecl coal}j+ ojej j ojhqelmjta ma qåsqa+ qec wap sqa clhmc hïj bã qec
mlwqkicéïj ÿklmc jdta c ocobcéc ct}achck( J ojeatolch}a cvjh}ctce sqa bã
ocobcéc ma sqcklmcma oq`c icttcgc ì ecl octc sqa ma qåsqa( Qe avaolckl}c
arvklojq sqa c mlgatahéc ah}ta j ojhqelmjt ma qåsqa vctc j ma ocobcéc ì sqa ‛c
vajc sqa ojhjeae qåsqa j gcpae vakj }c}q+ vjtsqa cdae sqa sqchmj
vamae qe qåsqa Dkqa Kcdak + ej}tc vctc j sqa a}ïj ae qc wjk}c sqa }ae vjmat
csqll}lwj ck}j+ ec eql}c wapa hïj cda j vjtsqà mc mlgatahéc ma vtaéj a
el}qtc j qåsqa oje ahatiì}loj+ ãiqc ma ojoj a hïj cvtaolce c dadlmc( @ã j
cvtaolcmjta ma ocobcéc eql}c wapa ojevtct mja ecl octc sqa ma qåsqaoctj a ojhjeae ac ocobcéc vakj vtjmq}j ae l a hïj vakj }c}q( Akc
cdae sqa a}ïj vcichmj ecl octj ae gqhéïj mj vtjoaj ma gcdtlocéïj+
arokqlwlmcma+ cgtc+ ah}ta jq}tj―(
1(36 Vatvao}lwc mj eatocmj
Ma echaltc iatck+ j ojeatolch}a cgltectce sqa j ojhqej ma ocobcéc
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wae otaoahmj ojh}ch}aeah}a hj ðk}lej chj a cotaml}ce sqa ojh}lhqctã ae
arvchïj( c vasqlc+ maahwjkwleah}j+ lhwa}leah}j ae sqcklmcma+ ectoc a
cvtaah}céïj `q}lgloce c ecljt coal}céïj mc ocobcéc hj eatocmj(
Eaej oje vjqoj lhwa}leah}j ae vqdklolmcma+ j ojhbaoleah}j mj
ojhqelmjta jdta c ocobcéc ct}achck }ae cqeah}cmj a a vtjklgatcmj0 vajc
sqa ojhqelce ckac}jtlceah}a a}ïj a }jthchmj watmcmaltj cvtaolcmjta a
vajc sqa maojhbaolce c ocobcéc ct}achck a}ïj cvtahmahmj c mlgataholã%kc
mc lhmq}tlcl(
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7 OJHOKQ_ÏJ
J vtaah}a a}qmj a lhloljq oje c vtjvj}c ma watlgloct c c}l}qma mj
ojhqelmjta dtclklaha mc okca D a C ae takcéïj ã ocobcéc ct}achck(
Watlglojq%a sqa bã ckiqec kj`c a dcta avaolcklpcmj ha}a vtjmq}j+ aedjtc
}cedìe a`c ojeatolcklpcmj ae sqca }jmj dct a ta}cqtch}a mc olmcma "aedjtc
oje eahj jvéña a wctlamcma,(
Ma echaltc iatck+ c jgat}c ma ocobcéc ct}achck ae Dtcåklc }ae itchma
wctlamcma ma ectoc a vtjmq}j( J vtaéj hïj wctlce eql}j a bã vjqoc céña ma
ojeqhlocéïj }ch}j mj gjthaoamjta ojej mj ml}tldqlmjta(
J ojhqelmjta ïj wctlcmj+ mama `jwah c vajc ecl wakbc(
Vqmatce at maglhlmc ckiqec octco}atå}loc bjejiàhac vctc ocmc itqvj ojej
j håwak ma ojhbaoleah}j "ecljt ah}ta j ecl wakbj,+ j oj}qea ma dadat ae dcta
oje celij "ecljt ah}ta j ecl `jwah,( A }cedìe a watlglojq vtagatàholc ae
ojeqe ojej c maiq}céïj hc gjtec vqtc mc ocobcéc+ c cjolcéïj c ckaitlc+
celij a ojhgtc}athlpcéña(
Vjma%a jdatwct sqa }jmj j ojhqelmjta ah}tawl}cmj ojhaiqae
ml}lhiqlt mlgatahéc ah}ta c ocobcéc ct}achcl mc lhmq}tlcl+ ahmj sqa c
itchma ecljtlc hïj ojhjea c lhmq}tlcl( Ah}ta}ch}j+ vatoadaq%a sqa bã vjqoc
mlwqkicéïj mc ocobcéc ct}achck+ }ch}j ma ectoc+ ojej ma gc}jta sqa `q}lglsqae
aq vtaéj ecl akawcmj sqa c maecl(
Ojhokqlq%a sqa hïj bã ojholah}lpcéïj ma ectoc> c lhmlocéïj ma
avaolckl}c a celij }ae qe vaj itchma hc maolïj ma aojkbc a a}c lhmlocéïj
iatckeah}a ì dcacmc ae octco}atå}loc mc ocobcéc a hïj hc ectoc( Eql}j
ojhqelmjta hïj lhmloce c ocobcéc sqa ij}ce vjtsqa hïj taojtmce mj hjea(
J ojhqej mc ocobcéc a}ã klicmj cj a}lkj ma wlmc mc vajc> j `jwah
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ah}tawl}cmj vjqae bãdl}j ae ojeqe ojej clt oje celij+ gtasûah}ct dcta+
vtc}loct avjt}a "ocvjaltc, a jqwlt jq }joct eðloc( @ã ah}ta j ecl wakbj+ c
ecljtlc ì cvjah}cmc a gtasûah}c okqda avjt}lwj vctc ahojh}tct celij( A c
ocobcéc vctaoa a}ct vtaah}a haa ejeah}j ma ojhgtc}athlpcéïj+ `ã sqa }jmj
cjolctce æ celpcma(
C oqk}qtc ì jq}tj gc}jt ma ma}csqa0 akc }ch}j lhgkqaholc j ojhqej "vjt at
qec dadlmc hcoljhck, ojej a}ã ahmj ejmlglocmc vakc c}l}qma vjl}lwc mc vajc
ae takcéïj cj ojhqej mc ocobcéc( Cj eaej }aevj ae sqa a ahgc}lpc c
vtaahéc mc ocobcéc hc bl}ÿtlc a hj oj}qea dtclkaltj+ arl}ae vatjhciah
ma octã}at va`jtc}lwj ‟ j vlhiqéj+ ocobcoaltj ‟ sqa }cedìe gcpae vct}a ma}c
eaec oqk}qtc hcoljhck( Gaklpeah}a+ j vtaojhoal}j oje j ojhqelmjta ma okca
ecl akawcmc a}ã ahmj aklelhcmj(
Vjt gle+ vjma%a ojhokqlt sqa c vasqlc tavjhma cj vtjdkaec mc
vasqlc0 j ojhqelmjta dtclklaha }àe qec vatoavéïj vjl}lwc ae takcéïj æ
ocobcéc ct}achck(
Wcka tack}ct sqa ae gqhéïj mj octã}at arvkjtc}ÿtlj a mc vasqahc cej}tc+
j mcmj hïj vjmae at a}ahmlmj vctc }jmc c vjvqkcéïj+ eaej cle c}ahma
cj jd`a}lwj mc vasqlc(
Vctc a}qmj gq}qtj+ taojeahmc%a cevklct j aojvj ma ah}tawl}cmj+chcklchmj ecl c gqhmj c mlgatahéc ma vatglk mj ojhqelmjta kalij a mj
ojhbaoamjta(
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9 TAGATÀHOLC_
DTC_LK( Maota}j h°( 4(?3=+ ma = ma a}aedtj ma 3<<9( Taiqkceah}c c Kal h° 2(<32+
ma 3= ma `qkbj ma 3<<=+ sqa mlvña jdta c vcmtjhlpcéïj+ c okclglocéïj+ j tail}tj+c lhvaéïj+ c vtjmqéïj a c glocklpcéïj ma dadlmc( Mlvjhåwak ae0;b}}v0**yyy(vkchck}j(ijw(dt*oolwlkZ6?*maota}j*M4?3=(b}e8 Coaj ae0 ?3 `qk( 4667(
OCOBCÉC clhmc jgta j a}liec ma at ma}lhcmc c dadqh( Ojttalj mc ocobcéch°4( Gkjtlchÿvjkl0 cdt 4661(
OCTMJ_J+ E( mc I( Vtjmqéïj ma ciqctmah}a ma ochc( 4(am( Kcwtc0 QGKC+4667
OJ]C+ K( J wckjt mc ectoc vctc ojhqelmjta ma sqtgyact( Gkjtlchÿvjkl+ 4663Mlat}céïj "Ea}tcmj ae Ahiahbctlc ma Vtjmqéïj, % Vtjitcec ma Vÿ%Itcmqcéïjae Ahiahbctlc ma Vtjmqéïj+ QG_O(
MCH]C_+ A( D( Ectna}lhi Maojevklocmj( Dtcåklc0 Aml}jtc _ahco MG+ 4661(
MTQONAT+ V( G( J eakbjt ma Va}at Mtqonat0 C Cmelhl}tcéïj( _ïj Vcqkj0 Hjdak+
4664(
AHIAK+ @(G(+ DKCONYAKK+ T( M(+ ELHLCTM+ V( E( Ojhqeat dabcwljt( 7}b am(Jtkchmj"AQC,0 ]ba Mt|mah Vta+ 3<<6(
ICMA+ O( Vlojkjilc mj ojhqelmjt a mc vtjvcichmc( _ïj Vcqkj0 AMQ+ 3<<2(
ILK+ C( O( Eì}jmj a }ìohloc ma vasqlc jolck( _ïj Vcqkj0 C}kc+ 3<<1(
IJEA_+ Y( J( J Vatglk mc Ocobcéc( Dakj Bjtlpjh}a0 _adtca%EI+ 466=( Mlvjhåwakae ;b}}v0**yyy(dldklj}aoc(adtca(oje(dt*d}a*d}a(hg*MMM7=33A3C3GC?MA6?417A3=66=9AG19*-Glka*H]666?O9<7(vmg8( Coaj ae0 49 hjw ma 4667(
IQLC JGLOLCK MC OCOBCÉC( Chqãtlj Dtclk 4661( _cdctã0 Gjkbc ma _cdctã+4661(
NC__CT@LCH+ B(B(+ TJDAT]_JH+ ](_( Vatvao}lwa( Lh0 NC__CT@LCH+ B(B(+TJDAT]_JH+ ](_ "jti(, Vatvao}lwa lh ojhqeat dabcwljt( Ikahwlay+ Lkklhjl0_oj}}+ Gjtaech chm Ojevch|+ 3<72(
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9<
NC]JHC+ I( Tc}ljhck dabcwljt chm aojhjelo dabcwljt( Lh0 NC__CT@LCH+ B(B(+TJDAT]_JH+ ](_ "jti(, Vatvao}lwa lh ojhqeat dabcwljt( Ikahwlay+ Lkklhjl0_oj}}+ Gjtaech chm Ojevch|+ 3<72(
NJ]KAT+ V( Cmelhl}tcéïj ma ectna}lhi0 chãkla+ vkcha`ceah}j+levkaeah}céïj a ojh}tjka( _ïj Vcqkj0 C}kc+ 3<<2(
ZZZZZZZ( Cmelhl}tcéïj ma Ectna}lhi0 c amléïj mj hjwj elkàhlj( _ïj Vcqkj0Vtah}loa Bckk+ 4666(
ECLC+ C(D(T( ma C(> OCEVAKJ+ A(C(V( ]aohjkjilc mc ocobcéc ma ckcedlsqa( Dakj
Bjtlpjh}a0 _ADTCA%EI*_LHMDADLMC_+ 4661(
ECKBJT]C+ H( N( Vasqlc ma Ectna}lhi0 qec jtlah}céïj cvklocmc( Vjt}j Ckaita0Djjnech+ 4663(
EC]]CT+ G( Vasqlc ma ectna}lhi( _ïj Vcqkj0 C}kc+ 3<<7(
ZZZZZZZ( Vasqlc ma ectna}lhi0 ea}jmjkjilc a vkcha`ceah}j( _ïj Vcqkj> C}kc+
3<<<(
EoOCT]B\+ VATTACQK]( Ectna}lhi Aaholck( _ïj Vcqkj0 C}kc+ 3<<9(
JKLWALTC+ C( G( ma a} ck( _l}aec citjlhmq}tlck mc ocobcéc a vj}aholcklmcmama arvchïj mc arvjt}céña( ^( k(+ ( h(U
VLTA_+ C( O( T( Ocobcéc0 chãkla ma qe aevtaahmleah}j( Taolga0 _adtca%VA+4663
TLDALTJ+ @( O( Gcdtlocéïj ct}achck mc ocobcéc elhaltc( Dakj Bjtlpjh}a0 am( Jkq}cmjt+ 4664(
TLOBCTM_JH+ T( @( a} ck( Vasqlc jolck0 eì}jmj a }ìohloc( 4( am( _ïj Vcqkj0C}kc+ 3<2<(
TJ__JHL+ A( V( Cwcklcéïj mc sqcklmcma mj atwléj jgataolmj aeqvateatocmj aiqhmj c vatoavéïj mj ojhqelmjta mc olmcma ma Ocojck+TJ( Gkjtlchÿvjkl+ 4664( Mlat}céïj "Ea}tcmj ae Ahiahbctlc ma Vtjmqéïj, %Vtjitcec ma Vÿ%Itcmqcéïj ae Ahiahbctlc ma Vtjmqéïj+ QG_O(
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_CECTC+ D( _(+ EJT_OB+ E( C( Ojevjt}ceah}j mj ojhqelmjt0 ojhoal}j aocj( _ïj Vcqkj0 Vtah}loa Bckk+ 4661(
_CECTC+ D( _( Vasqlc ma Ectna}lhi0 ojhoal}j a ea}jmjkjilc( _ïj Vcqkj0Vactjh Vtah}loa Bckk+ 4669
_ADTCA( Mlcihÿ}loj mc ocobcéc ma Elhc Iatcl( Dakj Bjtlpjh}a+ `qk( 4663(Mlvjhåwak ae0 ;b}}v0**yyy(adtcaei(oje(dt*ctsqlwj*vtjitcecavtj`a}j*citjhaijolj*Ocobcoc*Ocobc!o?!c9c!46EI(vmg8( Coaj ae0 64 cij( 4667(
_BA]B+ @( H(+ EL]]CK+ D( HAYECH+ D( L( Ojevjt}ceah}j mj Oklah}a( _ïj Vcqkj0
C}kc+ 4663(
_LKWC+ C( O( T( mc( Ea}jmjkjilc mc vasqlc cvklocmc æ ojh}cdlklmcma0jtlah}céña ma a}qmj+ vtj`a}j+ ct}lij+ takc}ÿtlj+ ejhjitcglc+ mlat}céña+}aa( _ïj Vcqkj0 C}kc+ 466?+ v( 47(
_LKWC+ A( K( mc> EAHAPA_+ A( E( Ea}jmjkjilc mc vasqlc a akcdjtcéïj mamlat}céïj( Gkjtlchÿvjkl0 Kcdjtc}ÿtlj ma Ahlhj c Ml}äholc mc QG_O+ 4663(Mlvjhåwak ae 0 ; b}}v0**vtj`a}j(lhg(qgo(dt*ctsqlwj*Ea}jmjkjilc!46mc!46
Vasqlc!46?c!46amlocj(vmg8 Coaj ae0 47 cij( 4661(
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CVÀHMLOA_
Cvàhmloa C
Tj}altj ma ah}tawl}c ‟ Vasqlc 3 "wcta`l}c,
3( ]lvj ma a}cdakaoleah}j
4( Sqch}lmcma ma ectoc ma ocobcéc jgat}cmc
?( Wjkqea ma wahmc
=( Vjh}j gjt}a a gtcoj mj eatocmj "gjthaoamjta+ ml}tldqlmjta,
1( Vtaéj
7( Ojeqhlocéïj ‟ gjh}a ma lhgjtecéïj cj ojhqelmjta
9( Gjtec ma wahmc ‟ lh}atha}+ }akagjha+ wcta`j+ ah}taic
2( Sqa}ña okleã}loc+ aojhýeloc a vjkå}loc sqa cga}ce j a}jt
<( Octco}atå}loc mj ojhqelmjta ‟ lmcma+ arj+ okca jolck(36( Bãdl}j ma ojhqej mj ojhqelmjta ‟ ojhjeae ae itqvj jq
lhmlwlmqckeah}a+ sqck c gtasûàholc+ sqck j ej}lwj "ojhqej vtÿvtlj jq
vtaah}act,(
33( Sqa}ña oqk}qtcl a jolcl sqa cga}ce j ojhqej(
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Cvàhmloa D
Tj}altj ma ah}tawl}c ‟ Vasqlc 4 "ojhqelmjta,
3( Vatglk mj ah}tawl}cmj0 lmcma+ arj+ a}cmj olwlk+ tahmc+ håwak ma aojkctlmcma
4( Vatjhcklmcma a a}lkj ma wlmc "bjddla + vtagatàholc,
?( Bãdl}j ma ojhqej "jhma+ sqchmj+ sqch}j+ sqck gtasûàholc+ oje sqae,
c( Ectoc sqa oj}qec ojhqelt
d( Gtasûàholc ma ojhqej
o( Gjtec ma ojhqej mc ocobcéc
m( Joclña ma ojhqej
=( Vjtsqa ojhjea ocobcéc "ej}lwcéña+ a}åeqkj,
1( Jhma dqoc lhgjtecéña "gjh}a ma lhgjtecéïj+ itqvj ma tagataholc+
vqdklolmcma,
7( Ojej cwcklc c ck}athc}lwc ma vtjmq}j "octco}atå}loc gqholjhcl a aejoljhcl
cwcklcmc+ vatoavéïj+ c}tldq}j wckjtlpcmj hc ojevtc ma ocobcéc,
9( Ojej aojkba "maolïj ma ojevtc,
2( Ojevjt}ceah}j vÿ%ojevtc
<( Cj sqa cjolc c ocobcéc "oqk}qtckeah}a a jolckeah}a+ }c}q,
36( Gcp vct}a ma itqvj jq cjolcéña
33( C}l}qma mc gceåklc ae takcéïj cj ojhqej ma ocobcéc