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7/22/2019 Strategic Management 3.0
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X^tr`tombn I`d`moiodt >$$$
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X^tr`tombn I`d`moiodt >$
@fcut tko @utkcr
Jr @ibt V`dmdoh`r! IF@ +I`rhotbdm" `dj \kJ +Fusbdoss
^tr`tomy" erci DIBI^! Iuif`b! k`s cvor 6 jon`jos ce
prcmrossbvoay rospcdsbfao pk`ri` bdjustry oxporbodno
wbtk Nodt`ur \k`ri`noutbn`as$ Bd 6`dj fusbdoss str`tomy! `t F)snkccas `dj ncrpcr`tos `nrcss Bdjb` `dj Ourcpo$ Ko k`s
food ` e`nuaty `t macf`a ao`jorskbp prcmr`iios ce duiorcus Ecrtudo 0
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www$jr`ibtr`dmdoh`r$nci `ibtr`dmdoh`rLmi`ba$nci
X^tr`tombn I`d`moiodt >$
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X^tr`tombn I`d`moiodt >$
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www$jr`ibtr`dmdoh`r$nci `ibtr`dmdoh`rLmi`ba$nci
X^tr`tombn I`d`moiodt >$
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X^tr`tombn I`d`moiodt >$
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www$jr`ibtr`dmdoh`r$nci `ibtr`dmdoh`rLmi`ba$nci
X^tr`tombn I`d`moiodt >$
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X^tr`tombn I`d`moiodt >$)? yo`r porbcj jbstbdmubsk toipcr`ry# nynabn`a nk`dmos erci struntur`a nk`dmos Bdjustry `d`aysbs skcuaj dct jona`ro `d bdjustry `ttr`ntbvo# ud`ttr`ntbvo fut koap
udjorst`dj tko udjorpbddbdms ce ncipotbtbcd `dj tko rcct n`usos ce prcebt`fbabty
@d`ayso bdjustry strunturo qu`dtbt`tbvoay! tk`d qu`abt`tbvoay wbtk absts ce e`ntcrs Pu`dtbey ? ecrnos7 / `mo ce fuyor-s tct`a ncst `nncudtoj ecr fy bdjustry-s prcjunt
+udjorst`dj fuyor prbno sodsbtbvbty"8 /`mo ce bdjustry s`aos roqubroj tc ebaa ` pa`dt
# cpor`to acmbstbn`a dotwcrh ce oeebnbodt sn`ao +tc `ssoss f`rrbors tc odtry"8 fuyor-s
swbtnkbdm ncst +jotoribdo bdjunoiodt `d odtr`dt cr rbv`a iust ceeor nustciors"$
Joebdo bdjustry7 \rcjunts! oxnausbvo# bdjbront bdjustry! sncpo! ncipotbtbcd Bjodtbey % somiodt p`rtbnbp`dts) fuyors! suppabors! ncipotbtcrs! sufstbtutos %
pctodtb`a odtr`dts
@ssoss jrbvors ce o`nk ncipotbtbvo ecrno) jotoribdo strcdm % wo`h) ]ky Jotoribdo cvor`aa bdjustry strunturo % ncdsbstodny) prcebt`fbabty aovoas % ro`scds!
ncdtrcaabdm e`ntcrs8 `ro icro prcebt`fao pa`yors fottor pcsbtbcdoj wrt ? ecrnos
@d`ayso euturo nk`dmos +(#)" bd o`nk ecrno Bdjustry strunturo) bdeauodno ce ncip`dy! ncipotbtcrs cr dow odtr`dtsNciicd \bte`aas
Joebdbdm bdjustry) tcc frc`jay cr tcc d`rrcway$ \`y oqu`a `ttodtbcd tc `aa ecrnos tk`d ecnusbdm cd tko icst bipcrt`dt cdos$ Ncdeusbdm oeeont +prbno sodsbtbvbty" wbtk n`uso +fuyor oncdcibns"$ _sbdm st`tbn `d`aysbs tk`t bmdcros bdjustry trodjs$ Ncdeusbdm nynabn`a cr tr`dsbodt nk`dmos wbtk truo struntur`a nk`dmos$ _so er`iowcrh ecr str`tombn nkcbnos tk`d jona`ro bdjustry ) `ttr`ntbvo#
ud`ttr`ntbvo
Bdjustry Odvbrcdiodt @d`aysbs# bdjustry ttr`ntbvodoss +\crtors ? Ecrnos icjoa"
0" Zkro`t ce Dow Odtr`dts7 Odtry F`rrbors
Oncdcibos ce sn`ao) I`rmbd`a oeebnbodny biprcvoiodts! ebri oxporbodnos `s btbdnroiodt`aay bdnro`sos bts sbzo$ @jv`dt`mos `dj jbs`jv`dt`mos ce a`rmo)sn`ao `dj
si`aa)sn`ao odtry
\rcjunt jbeeorodtb`tbcd) _dbquo prcjunts! Nustcior acy`aty! ncipotbtbvo prbnos N`pbt`a roqubroiodts) \kysbn`a e`nbabtbos! Bdvodtcrbos! I`rhotbdm `ntbvbtbos!
@v`ba`fbabty ce n`pbt`a
^wbtnkbdm Ncsts)Cdo)tbio ncsts nustciors bdnur wkod fuybdm erci jbeeorodtsuppabor$ Ncsts ce dow oqubpiodt cr rotr`bdbdm oipacyoos
@nnoss tc Jbstrbfutbcd Nk`ddoas) ^tcnhbdm cr skoae sp`no! prbno fro`hs!nccpor`tbvo `jvortbsbdm `aacw`dnos
Ncst Jbs`jv`dt`mos) Bdjopodjodt ce ^n`ao) prcprbot`ry prcjunt tonkdcacmy!e`vcr`fao `nnoss tc r`w i`torb`as! josbr`fao acn`tbcds
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www$jr`ibtr`dmdoh`r$nci `ibtr`dmdoh`rLmi`ba$nci
X^tr`tombn I`d`moiodt >$" F`rm`bdbdm \cwor ce Fuyors
Fuyor pcwor bdnro`so wkod7 Fuyors a`rmo `dj eow bd duifor! purnk`so a`rmo pcrtbcd ce bdjustrys cutput Fuyors purnk`sos `ro ` sbmdbebn`dt pcrtbcd ce ` suppabors `ddu`a rovoduos Fuyors n`d swbtnk tc `dctkor prcjunt wbtkcut bdnurrbdm kbmk swbtnkbdm ncsts Fuyors pcso tkro`t tc bdtomr`to f`nhw`rj bdtc tko soaaors bdjustry
:" Zkro`t ce ^ufstbtuto \rcjunts
Zko tkro`t ce sufstbtuto prcjunts bdnro`sos wkod7 Fuyors e`no eow swbtnkbdm ncsts! sufstbtuto prcjunts prbno bs acwor ^ufstbtuto prcjunts qu`abty `dj porecri`dno 94 oxbstbdm prcjunt Jbeeorodtb`toj bdjustry prcjunts! v`auoj fy nustciors! rojuno tkbs tkro`t
?" Bdtodsbty ce Vbv`ary `icdm Ncipotbtcrs
Bdjustry rbv`ary bdnro`sos wkod7 Duiorcus cr oqu`aay f`a`dnoj ncipotbtcrs Bdjustry mrcwtk sacws cr jonabdos Kbmk ebxoj ncsts cr kbmk stcr`mo ncsts A`nh ce jbeeorodtb`tbcd cppcrtudbtbos cr acw swbtnkbdm ncsts Kbmk str`tombn st`hos! Kbmk oxbt f`rrbors provodt ncipotbtcrs bdjustry oxbt
_d`ttr`ntbvo bdjustry
+Acw prcebt pctodtb`a"
@ttr`ntbvo bdjustry
+Kbmk prcebt pctodtb`a"
Acw odtry f`rrbors
^uppabors `dj fuyors) strcdm pcsbtbcds
^trcdm tkro`ts erci sufstbtuto prcjunts
Bdtodso rbv`ary `icdm ncipotbtcrs
Kbmk odtry f`rrbors
^uppabors `dj fuyors) wo`h pcsbtbcds
Eow tkro`ts erci sufstbtuto prcjunts
Icjor`to rbv`ary `icdm ncipotbtcrs
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X^tr`tombn I`d`moiodt >$
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www$jr`ibtr`dmdoh`r$nci `ibtr`dmdoh`rLmi`ba$nci
X^tr`tombn I`d`moiodt >$ Bdtord`a odvbrcdiodt
Cutncios ce bdtord`a dj oxtord`a odvbrcdiodt`a d`aysos
Bdtord`a) Ebris jotoribdo wk`t tkoy n`d jc) udbquo roscurnos! n`p`fbabtbos %
ncipotodnbos +sust`bd`fao ncipotbtbvo jv`dt`mo"
Oxtord`a) Ebris jotoribdo wk`t tkoy i`y nkccso tc jc
Bdtord`a Odvbrcdiodt`a @d`aysbs
Bdvcavos `d`ayzbdm `dj ov`au`tbdm bdtord`a st`hokcajors +i`d`mors! oipacyoos!cwdors `dj tko FCJ" % `d crm`dbz`tbcds roscurnos `dj n`p`fbabtbos
Koaps jotoribdo strodmtks % cppcrtudbtbos ecr ncipotbtbvo `jv`dt`mo `djwo`hdossos % crm`dbz`tbcd`a vuador`fbabtbos tc fo ncrrontoj
Nro`tbdm U`auo
Fy oxpacbtbdm ncro ncipotodnbos cr ncipotbtbvo `jv`dt`mos! ebris nro`to v`auo
U`auo bs io`suroj fy ` prcjunts porecri`dno nk`r`ntorbstbns `dj bts `ttrbfutos ecrwkbnk nustciors `ro wbaabdm tc p`y
Ebris nro`to v`auo fy bddcv`tbvoay fudjabdm % aovor`mbdm roscurnos % n`p`fbabtbosNcipcdodts ce bdtord`a d`aysbs
Ncdjbtbcds eeontbdm jonbsbcds wrt roscurnos! n`p`fbabtbos % ncro ncipotodnbos
_dnort`bdty) rom`rjbdm nk`r`ntorbstbns ce tko modor`a `dj tko bdjustryodvbrcdiodts! ncipotbtcrs `ntbcds! `dj nustciors proeorodnos
Ncipaoxbty) bdtorroa`toj n`usos sk`pbdm ebris odvbrcdiodt `dj bts pornoptbcd Bdtr`crm`dbs`tbcd a ncdeabnts) `icdm jonbsbcd i`hors `dj tkcso `eeontoj fy tkoiVoscurnos
Bdputs bdtc ` ebris prcjuntbcd prcnoss) N`pbt`a oqubpiodt! oipacyoo shbaas!p`todts! ebd`dnos! t`aodt!fr`djs! ebd`dnb`a roscurnos! dj t`aodtoj i`d`mors
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X^tr`tombn I`d`moiodt >$
Crm`dbz`tbcd bs i`jo up ce roscurnos7 ebd`dnb`a! pkysbn`a! kui`d! modor`acrm`dbz`tbcd`a +strunturo! systois! nuaturo! roput`tbcd! st`hokcajor roa`tbcdskbps
^curno ce ` ebris n`p`fbabtbos % `ssots) pocpao % v`auo ce bts fr`dj d`io Frc`j bd sncpo) spontrui ce bdjbvbju`a! scnb`a % crm`dbz`tbcd`a pkodciod` Z`dmbfao ) ^ood % qu`dtbeboj) ebd`dnb`a! pkysbn`a! prcjuntbcd roscurnos Bdt`dmbfao ) Joop rccts bd ebris kbstcry) trust! bddcv`tbcd! hdcwaojmo! roput`tbcd Oeeontbvo jovoacpiodt cr `nqubsbtbcd ce crm`dbz`tbcd`a roscurnos i`y fo tko icst
bipcrt`dt ro`scd tk`t scio crm`dbz`tbcds `ro icro sunnosseua tk`d ctkors
N`p`fbabtbos
N`p`nbty ce ` sot ce roscurnos tc porecri! bd `d bdtomr`tbvo i`ddor$ N`p`fbabtyskcuaj dctfo kbmkay bibt`fao fut skcuaj fo i`d`mo`fao % ncdtrcaa`fao
Ebris n`p`nbty tc jopacy roscurnos! bdtomr`toj tc `nkbovo ` josbroj odj st`to Oiormo cvor tbio fy ncipaox bdtor`ntbcds `icdm t`dmbfao % bdt`dmbfao roscurnos Fy jovoacpbdm! n`rrybdm! oxnk`dmbdm bdecri`tbcd % hdcwaojmo tkrcumk ebris KV Ecudj`tbcd bd udbquo shbaas! hdcwaojmo ce ebris oipacyoos! eudntbcd`a oxportbso
Hoy Nrbtorb` ce Voscurnos dj N`p`fbabtbos
Ncro Ncipotodnbos
]kod : hoy nrbtorb` ce V%N `ro iot! tkoy foncio ncro ncipotodnbos! `dj sorvo `s `
scurno ce ncipotbtbvo `jv`dt`mo$ I`d`morb`a ncipotodnbos `ro osponb`aay bipcrt`dt
Voscurnos % n`p`fbabtbos tk`t sorvo `s ` scurno ce ` ebris ncipotbtbvo `jv`dt`mo7
Eudntbcd N`p`fbabty Ebri
Jbstrbfutbcd Oeeontbvo acmbstbns BZN! K_A
KV Zr`bdbdm # Vot`bdbdm Ouroh` Ecrfos # @U Fbra`
IB^ Oeeontbvo % oeebnbodt bdvodtcry ncdtrca Fbm F`z``r
I`rhotbdm Fr`djbdm#\rcictbcd#Nustcior sorvbno \`r`s# Kutnk# I`rutb
V%J Bddcv`tbcd#Zonkdcacmy#^cpkbstbn`tbcd @ppao # Mbaaotto # Fcso
I`d`moiodt Jbvorso bdjustrbos Z`t` # Voab`dno# UbjocncdI`due`nturbdm Ucauios # Oncdcibos Nkbdoso # Dchb`
N`p`fbabtbos @jv`dt`mo
U`au`fao Koap ` ebri doutr`abzo tkro`ts cr oxpacbt cppcrtudbtbos
V`ro Dct pcssossoj fy i`dy ctkors
Ncstay
tc bibt`to
Kbstcrbn`a7 _dbquo % v`au`fao crm`dbz`tbcd`a nuaturo# fr`dj
@ifbmucus n`uso7 N`usos ce ncipotodno udnao`r
^cnb`a ncipaoxbty7 Bdtorporscd`a roa`tbcdskbps! trust! erbodjskbpDcdsufstbtut`fao Dc str`tombn oqubv`aodt
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www$jr`ibtr`dmdoh`r$nci `ibtr`dmdoh`rLmi`ba$nci
X^tr`tombn I`d`moiodt >$
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X^tr`tombn I`d`moiodt >$
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www$jr`ibtr`dmdoh`r$nci `ibtr`dmdoh`rLmi`ba$nci
X^tr`tombn I`d`moiodt >$
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X^tr`tombn I`d`moiodt >$ Oxtord`a Ionk`dbsisIormors +r`ro" 6 odtbtbos ncifbdo tc 0! pcca
bdtorosts
@str`)Wodon`! Nbf`( ^`djcz9
Dcv`rtbs
@nqubsbtbcds 0 ebri `nqubros `dctkor) kcstbao#
erbodjay! bdst`dt sn`ao) nustciors!
r`dh! n`p`nbty! macf`a ro`nk
@brtoa)W`bd! Hbdmebskor)
Jonn`d!
Z`t` Ncrus! Ucj`ecdo) Kutnk
^tr`tombn @nqubsbtbcds ^ncpo) prcjunt! i`rhots!
somiodts! mocmr`pkbos
Z`t`) GAV#J`owcc!
I%I) ^s`dmycdm! Vov`! Hbdotbn
@ppao)^brb8 I^)^hypo
Mccmao)Ictcrca`!Crhut! R)Zufo
U]) A`ifcrmkbdb! Jun`tb
^tr`tombn @aab`dnos 6#icro ebris `aay tc `nkbovoiutu`aay fodoebnb`a % str`tombn`aay
sbmdbebn`dt cfgontbvo#os
Z`t`)Eb`t! InJcd`ajs)Ncho!^t`r 0 @aab`dno ce macf`a
`brabdos! Nc fr`djoj nrojbt
n`rjs! VBA)F\
F t`fbabty tr`tombos
0 \`uso# n`utbcusay prcnooj Fbsaorb! Mk`rb
6 Dc nk`dmo Dbri`
> \rcebt str`tombos \`rao \rcjunts
N Votrodnkiodt ^tr`tombos
0 Zurd`rcudj NM! @ppao
6 N`ptbvo Ncip`dy F`aa`rpur p`por
> ^oaabdm cut V`df`xy#D\BA: F`dhruptny Aoki`d Frcs
? Abqubj`tbcd I`jk`vpur` f`dh
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www$jr`ibtr`dmdoh`r$nci `ibtr`dmdoh`rLmi`ba$nci
X^tr`tombn I`d`moiodt >$ P:
^acw I`rhot Mrcwtk
I`rhot Odtry Jotorrodno tr`tombos +Hoaacmm"
Odtry f`rrbor Oeeontbvo wkod Nciiodt Ox`ipao
^udh ncsts Bdnuifodt k`s bdnurroj
`dj odtr`dt k`s dct
_^EJ@! V%J!
\a`dt! Jbstrbfutbcd!
@jvortbsbdm
\rcjuntbcd
f`rrbors
Oncdcibos ce
sn`ao!sncpo
@nnoss tc nrbtbn`a bdputs!
suporbcr acn`tbcd!
prcnoss! sufsbjbos!p`todts!
Jcibd`dt pcsbtbcd
\`todt joeodso
ncsts
F`jjb
Modorbns
Voput`tbcd Acdm st`djbdm
roa`tbcdskbps wbtk
suppabors `dj nustciors
Pu`abty! roab`fbabty!
sorvbno! jbeebnuat tc
ost`fabsk
\%M! \`rao
^wbtnkbdm
ncsts
Eow suppay sbjo odtry
f`rrbors
Jbeeorodtb`tbcd!
provodt bibt`tbcd
Icfbao ID\!
@ppao oncsystoi
Zbo up `nnoss Eow nk`ddoas! k`rj tc
ropabn`to
Kbmk sk`roj
nk`ddoa i`rmbds
Abibt prbnbdm Odtr`dts dct suro ce
joi`dj # ncsts
\ori`dodtay acw
prcebt i`rmbd
@iua
\roj`tcry
prbnbdm
Zcumk roput`tbcd!
ncipoto bd iuatbpao
i`rhots
Joop pcnhots! `dtb
trust snrutbdy
Fbm Vot`ba
Kcaj oxnoss
n`p`nbty
Acw i`rmbd`a ncsts!
eaccj i`rhot! n`uso
prbno jbps
^udh ncsts ^`isudm ! Ecxncdd
ZU
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X^tr`tombn I`d`moiodt >$
7/22/2019 Strategic Management 3.0
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www$jr`ibtr`dmdoh`r$nci `ibtr`dmdoh`rLmi`ba$nci
X^tr`tombn I`d`moiodt >$
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X^tr`tombn I`d`moiodt >$
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www$jr`ibtr`dmdoh`r$nci `ibtr`dmdoh`rLmi`ba$nci
X^tr`tombn I`d`moiodt >$
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X^tr`tombn I`d`moiodt >$
]ky Iormors Jcdt ]crh ]ky Iormors ]crh
A`rmo cr oxtr`crjbd`ry joft Cvorncdebjodt#bdncipotodt
i`d`moiodt
Otkbn`a ncdnords Nk`dmos bd tcp i`d`moiodt to`i
`dj#cr crm`dbz`tbcd`a
Bd`joqu`to `d`aysbs +juo jbabmodno" Jbvorsbebn`tbcd `w`y erci ebris ncro
^trcdm roa`tojdoss Erbodjay domctb`tbcds Acw)tc)icjor`to joft Ncdtbduoj ecnus cd ncro strodmtks N`roeua soaontbcd! domctb`tbcds wbtk
t`rmot ebri
^trcdm n`sk cr joft pcsbtbcd ^biba`r ebri nuaturos % i`d`moiodt
styaos
^k`rbdm roscurnos `nrcss ncip`dbosZ`hocvor joeodso str`tombos
NrcwdGowoas
@ joeodso `m`bdst ` t`hocvor bd wkbnk ` ncip`dy soaas bts icst pronbcus `ssotstc ` erbodjay fuyor$ Zko subtcr tkod jbs`ppo`rs sbdno tko t`rmot ce bts pursubt
k`s mcdo oasowkoro `dj tko ncip`dy rofuys bts `ssots erci bts erbodj$
\`n)i`d
joeodso
@ t`hocvor! bd wkbnk tko t`rmot fbtos f`nh! `dj i`hos `d ceeor tc t`ho cvor tko
sk`ros ce tko subtcr$ Zko d`io bs jorbvoj erci ` cdno pcpua`r vbjoc m`io
\cbscd
\baa
@ r`dmo ce jovbnos josbmdoj tc i`ho ` t`hocvor udp`a`t`fao tc tko sw`aacwor
+`nqubror"$ Om `nncip`dy ibmkt fcrrcw ` a`rmo sui ce icdoy bd crjor tc
jbstrbfuto bt biiojb`toay `s jbvbjodjs tc tko ncip`dys sk`rokcajors8 cr bt
ibmkt i`ho `d bssuo ce proeorroj stcnh tk`t mbvos sk`rokcajors tko rbmkt tc
rojooi bt `t ` koety proibui etor ` t hocvor
^ncrnkojO`rtk
joeodso
@ joeodso `m`bdst ` t`hocvor tk`t bdvcavos jostrcybdm +cr soaabdm" a`rmo p`rts cetko fusbdoss! cr `tao`st odsurbdm tk`t tkoy wbaa fo jostrcyoj skcuaj tko
ncip`dy tk`t cwds tkoi fo t`hod cvor$ Bt bs ` sciowk`t jr`stbn joeodso tk`t
`asc bdvcavos `d `whw`rj brcdy8 wk`t skcuaj ycu jc be bt sunnoojs! `dj tko
subtcr bs jotorroj3 Kcw jc ycu i`ho mr`ss mrcw `m`bd cd tko sncrnkoj o`rtk3
^k`rh
Vopoaa`dt
@ sioaa put cut fy ` ncip`dy tc jotor pctodtb`a subtcrs$ Om @ ao`hoj
`ddcudnoiodt `fcut ` sonrot ncdtr`nt tc p`y ibaabcds tc oxbstbdm i`d`mors
skcuaj tko ncip`dy fo t`hod cvor$
]kbto
Hdbmkt
@ ebri tk`t ncios tc tko rosnuo ce ` ncip`dy tk`t bs bd tko tkrcos ce `d
udwoancio t`hocvor$
J`wdV`bj
@d o`ray icrdbdm purnk`so cd tko stcnh i`rhot! ce ` a`rmo facnh ce `ncip`dys sk`ros! fy `d bdvostcr wkc k`s `d oyo cd t`hbdm cvor tko ncip`dy$
@bioj `t pro)oiptbdm `dy ctkor pctodtb`a r`bjor erci m`bdbdm ` sbiba`r
str`dmaokcaj cd tko t`hocvor t`rmot$
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X^tr`tombn I`d`moiodt >$
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X^tr`tombn I`d`moiodt >$
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X^tr`tombn I`d`moiodt >$
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X^tr`tombn I`d`moiodt >$
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www$jr`ibtr`dmdoh`r$nci `ibtr`dmdoh`rLmi`ba$nci
X^tr`tombn I`d`moiodt >$$6
Jbeeorodtb`tbcd tr`tomy ce bdnuifodts ecr
Dow odtr`dts Joeodj fy dow prcjunts wbtk oqu`a porecri`dno fut acwor prbno
^uppabors
pcwor
Ibtbm`to fy `fscrfbdm prbno bdnro`so juo tc kbmkor i`rmbds! p`ss cd
kbmkor suppabor prbnos tc fuyors acy`a tc jbeeorodtb`toj fr`dj
Fuyorspcwor
Ibtbm`to fuyors pcwor `s woaa jbeeorodtb`toj prcjunts rojunonustcior sodsbtbvbty tc prbno bdnro`sos
^ufstbtutos
tkro`t
]oaa pcsbtbcdoj roa`tbvo tc sufstbtutos! fr`dj acy`aty tc
jbeeorodtb`toj prcjunt i`y jotor nustciors trybdm dow prcjunts cr
swbtnkbdm fr`djs
Ncipotbtcrs Joeodjs `m`bdst ncipotbtcrs fon`uso fr`dj acy`aty tc jbeeorodtb`toj
prcjunt ceesots prbno ncipotbtbcd
Bdtomr`toj Ncst Ao`jorskbp# Jbeeorodtb`tbcd tr`tomy
Ebri usbdm `d bdtomr`toj ncst ao`jorskbp#jbeeorodtb`tbcd str`tomy bd ` fottor pcsbtbcd
tc7 @j`pt qubnhay tc odvbrcdiodt`a nk`dmos Ao`rd dow shbaas `dj tonkdcacmbos icro qubnhay Oeeontbvoay aovor`mo bts ncro ncipotodnbos wkbao ncipotbdm `m`bdst bts rbv`as
Ecnus str`tombos) Bdtomr`toj sot ce `ntbcds tk`t prcjuno mccjs # sorvbnos tc sorvo `
p`rtbnua`r ncipotbtbvo somiodt +fuyor mrcup" # jbeeorodt somiodt ce ` prcjunt abdo #
jbeeorodt mocmr`pkbn i`rhots
E`ntcrs Zk`t Jrbvo Ecnusoj ^tr`tombos
A`rmo ebris i`y cvoracch si`aa dbnkos @ ebri i`y a`nh tko roscurnos doojoj tc ncipoto bd tko frc`jor i`rhot Ebri n`d sorvo ` d`rrcw i`rhot somiodt icro oeeontbvoay tk`d a`rmor
ncipotbtcrs
Ebri n`d jbront roscurnos tc v`auo nk`bd `ntbvbtbos tc fubaj ncipotbtbvo`jv`dt`mo
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X^tr`tombn I`d`moiodt >$>
5 ^tr`tomy Er`iowcrhs
U`rbcus fusbdoss aovoa str`tombn er`iowcrhs tc m`bd ncipotbtbvo jv`dt`mo
Er`iowcrh \urpcso
0 \crtor Modorbn fusbdoss str`tombos Modorbn scurnos ce ncipotbtbvo `jv`dt`mo
6 Hoaacmm ponbebn fusbdoss str`tombos ^tr`tombos tc m`bd ncipotbtbvo `jv`dt`mo
> @dscee \rcjunt)i`rhot mrcwtk i`trbx \rcjunt)i`rhot mrcwtk str`tombos
: FNM Mrcwtk ^k`ro I`trbx I`rhot mrcwtk)roa`tbvo i`rhot koaps bdpcrtecabc pa`ddbdm! ronciiodjbdm str`tomy
? MO I`trbx# Fusbdoss ^nrood @d`ayso nurrodt pcrtecabc! jotoribdo fusbdossostc bdvost#prctont#k`rvost#jbvost#
5 Inhbdsoy =^ icjoa ^unnosseua str`tomy bipaoiodt`tbcd
0 Modorbn Fusbdoss ^tr`tombos) \crtor
> scurnos ce ncipotbtbvo `jv`dt`mo)Ncst ao`jorskbp! Jbeeorodtb`tbcd! EcnusNcipotbtbvo @jv`dt`mo) @ sust`bd`fao ncipotbtbvo `jv`dt`mo m`bdoj fy ceeorbdm
nustciors mro`tor v`auo `dj fodoebts tkrcumk fottor \PV^Z_U % pocpao
Ncst Ao`jorskbp
Ncst ao`jor acw prbno) ncipotbtbvo`jv`dt`mo acwost ncst! dc erbaas) @iua
Acw ncst dct `aw`ys acw prbno) Zcyct`)kbmk qu`abty! acwor ncsts! fottor i`rmbds
Jbeeorodtb`tbcd Bdtodso Ncipotbtbcd! fr`dj nauttor ) 6? bd 6
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www$jr`ibtr`dmdoh`r$nci `ibtr`dmdoh`rLmi`ba$nci
X^tr`tombn I`d`moiodt >$:
6 ponbebn Fusbdoss tr`tombos +Hoaacmm"
^tr`tombos tc m`bd ncipotbtbvo `jv`dt`mo
Oxornbso7 Bjodtbey sponbebn str`tombos ce ^F_ bd ` ncdmacior`to # fr`djs bd ` pcrtecabc
> @dscees prcjunt)i`rhot mrcwtk i`trbx+KB @dscee 02?="
Ceeors prcjunt)i`rhot mrcwtk str`tombos tk`t sot tko jbrontbcd ecr fusbdoss str`tomy
Oxbstbdm prcjunt Dow prcjunt
I`rhot podotr`tbcd \rcjunt jovoacpiodt
Oxbstbdmi`rhot
Bdnro`so sk`ro ce nustciorspodjbdm
Bdnro`so I^
Dcd)usors tc usors
\rcjunt icjbebn`tbcd! doweo`turos
Jbeeorodt qu`abty aovoas
Dow prcjunts I`rutb) Vur`a Bdjb`
podotr`tbcd
Zbt`d) ^cd`t` @ppao) b\cj#b\kcdo v`rb`dts
I`rutb) Vbtz! ^wbet Zbt`d)Ojmo! @utci`tbn @ppao) b\`j
I`rhot jovoacpiodt Jbvorsbebn`tbcd
Dow
i`rhot
Dow i`rhots Dow jbstrbfutbcd nk`ddoas Dow mocmr`pkbn`a `ro`s
Fubaj Fuy) I%@ @aay) GU
I`rutb) Oxpcrts Zbt`d) Oxpcrts @ppao) Oiormbdm i`rhots
I`rutb) Jrbvbdm snkccas Zbt`d) E`str`nh! Oyo( @ppao) Vot`ba! ZU
: FNM I`trbx) Mrcwtk ^k`ro I`trbx I`trbx!
025; +Z`t` ^F_! \`rao Fbsnubts"
Abdh i`rhot mrcwtk `dj roa`tbvo i`rhot sk`ro tcjotoribdo prcsponts ecr v`rbcus ^F_# fr`djs$
Koaps tc pa`d pcrtecabc! ronciiodj str`tomy
Puostbcd I`rh )Acw sk`ro ce kbmk mrcwtki`rhot! ncdsuio roscurnos! modor`to abttao)
wobmk rbsh#row`rjs
^t`rs) Ao`jors! kbmk sk`ro ce kbmk mrcwtki`rhot! kbmk prcictbcd ncsts! modor`to kbmk
Mrcw a`rmor MO! VBA! \ebzor
Jcwdsbzo @vcd! ^`r` Aoo! Z`t`s 022
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X^tr`tombn I`d`moiodt >$?
bdncio! bdvost
N`sk ncws) Ao`jor! kbmk sk`ro ce acw mrcwtk i`rhot! modor`to n`sk! acwbdvostiodt! ox)st`rs! oncdcibos! prcebts! eudj ctkors! ibah
Jcms)Acw sk`ro ce acw mrcwtk i`rhot! dc n`sk modor`tbcd! ncdsuio n`sk! rbj!jbvost
\crtecabc f`a`dno nrbtbn`a! rojuno jcms! ibah n`sk ncws fubaj st`rs Abibt`tbcds) \rcebt`fbabty! trodjs! odvbrcdiodt! ^F_ sodsbtbvbtbos dct ncdsbjoroj? MO i`trbx cr Mrcwtk ^k`ro I`trbx cr Fusbdoss ^nrood
Koaps `d`ayso nurrodt pcrtecabc `dj jotoribdo wkbnk fusbdossos skcuaj ronobvo
icro#aoss bdvostiodt `dj wkbnk skcuaj fo jbvostoj$
I`rhot @ttr`ntbvodoss v Fusbdoss strodmtks Cptbi`a fusbdoss pcrtecabc tc ebt ebri
strodmtks! oxpacbt ttr`ntbvobdjustrbos#i`rhots
Nbrnao bs ^F_! Nbrnao sbzo9 bdjustry#i`rhot sbzo! pbo sbzo 9 ^F_ I^
@rrcws9 mrcwtk ce ^F_#bdjustry ^F_-s tc bdvost! fubaj! k`rvost! jbvost3 Ecron`st ecr D>)?R) str`tomy! ncipotbtbcd!
\AN! tonkdcacmy! pcabny! bdncrpcr`to bd aodmtk %
jbrontbcd ce `rrcws
^tr`tombos ecr ^F_ bd v`rbcus qu`jr`dtsFusbdoss strodmtk
+Voscurnos! ncipotodnbos! fr`djs! I^! nustcior acy`aty! ncst strunturos!jbstrbfutbcd! `nnoss tc ebd`dnos! r`w i`torb`a! tonkdcacmy! bddcv`tbcd"
I`rhot
`ttr`ntbvodoss+I`rhot sbzo! mrcwtk!
prcebt`fbabty! prbnbdm
eroojci! rbv`ary! rbshs v
roturds! jbeeorodtb`tbcd!
somiodts! nk`ddoas"
Kbmk Iojbui Acw
^trcdm Bdvost Bdvost \rctont
Iojbui Bdvost \rctont K`rvost
]o`h \rctont K`rvost Jbvost
Bipaoiodt`tbcd ce pcrtecabc d`aysbs
Bjodtbey jrbvors bipcrt`dt tc cvor`aa str`tomy! `ssbmd roa`tbvo bipcrt`dno wobmkts ^ncro ^F_-s o`nk jrbvor! Iuatbpay wobmkts tbios sncros ecr o`nk ^F_! Bdtorprotrosuats
I`rhot @ttr`ntbvodoss7 sbzo! mrcwtk! prcebts! pctodtb`a! jbeeorodtb`tbcd rbv`ary
Fusbdoss trodmtk7 @ssots! ncipotodno! fr`djs! I^! mrcwtk! acy`aty! i`rmbd!
tonkdcacmy # bddcv`tbcd! jbstrbfutbcd! n`p`nbty! ebd`dnb`a roscurnos! ncst strunturo
MO I`trbx v FNM) >'> mrbj! `aacws icro scpkbstbn`tbcd! frc`jor Abibt`tbcds) Ncro ncipotodnbos dct roprosodtoj! ^F_ Bdtor`ntbcds dct ncdsbjorojOxornbso) Ecr ` jbvorsbeboj ncdmacior`to! cutabdo ^F_ str`tombos fy pacttbdm MO i`trbx
trcdm Iojbui ]o`h
Kbmk
Iojbui
Acw
0
6
>
:
06>:Fusbdoss trodmtk
I`rhot@ttr`ntbvodoss
Bdvost#Mrcw oaon tbvbty#O rdbdms K`rvost#Jbvost
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www$jr`ibtr`dmdoh`r$nci `ibtr`dmdoh`rLmi`ba$nci
X^tr`tombn I`d`moiodt >$5
5 Inhbdsoy =)^ Er`iowcrh) str`tomy sunnosseuaay bipaoiodtoj be `aa = oaoiodts
prosodt
^tr`tomy! trunturo! ystois)k`rjw`ro! ctkorsscetw`ro
^k`roj v`auos) ]k`t ebri st`djs ecr! sk`rojfoaboes % `ttbtujos ^tr`tomy) Cpor`tbcd`a \a`ds tc ro`nk bjodtbeboj
mc`as$ Odvbrcdiodt! ncipotbtbcd! nustciors
^trunturo)Kcw tko ^F_s roa`to tc o`nk ctkor ^ystoi)\rcnojuros! prcnossos)
ebd`dnb`a#kr#ihtm#ibs
^t`ee) @fao pocpao! woaa tr`bdoj^tyao) Nciicd w`y ce tkbdhbdm % fok`vbdm om sibaos
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X^tr`tombn I`d`moiodt >$=
= Ncipotbtbvo Jyd`ibns
Ncipotbtcrs) Ebris cpor`tbdm bd tko s`io i`rhot! ceeorbdm sbiba`r prcjunts `dj
t`rmotbdm sbiba`r nustciors
Ncipotbtbvo Jyd`ibns) Cdmcbdm `ntbcds `dj rospcdsos t`hbdm pa`no fotwood `aa
ebris ncipotbdm wbtkbd ` i`rhot ecr `jv`dt`mocus pcsbtbcds
Ncipotbtbvo fok`vbcr) ^ot ce ncipotbtbvo `ntbcds % ncipotbtbvo rospcdsos tko ebri
t`hos tc fubaj cr joeodj bts ncipotbtbvo `jv`dt`mos `dj biprcvo bts i`rhot pcsbtbcd
Ncipotbtbvo jyd`ibns) Zko tct`a sot ce `ntbcds `dj rospcdsos t`hod fy `aa ebris
ncipotbdm wbtkbd ` i`rhot
Iuatbi`rhot ncipotbtbcd) Ebris ncipotbdm `m`bdst o`nk ctkor bd sovor`a prcjunt cr
mocmr`pkbn i`rhots
Ncipotbtbvo Jyd`ibns
@ Icjoa ce Ncipotbtbvo Vbv`ary
Ebris ncipotbtbvo `ntbcds k`vo dctbno`fao oeeonts cd ncipotbtcrs % oabnbt
ncipotbtbvo rospcdsos$ I`rhot sunnoss bs ` eudntbcd ce bdjbvbju`a str`tombos %
ncdsoquodnos ce tkobr uso
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www$jr`ibtr`dmdoh`r$nci `ibtr`dmdoh`rLmi`ba$nci
X^tr`tombn I`d`moiodt >$;
Ncipotbtcr d`aysbs
_djorst`dj ncipotbtcrs euturo cfgontbvos! nurrodt str`tombos! `ssuiptbcds %n`p`fbabtbos
\rojbnt ncipotbtcr fok`vbcur! `dtbnbp`to rospcdso! ecri ncipotbtbvo `ntbcds %rospcdsos
I`rhot nciicd`abty % roscurno sbiba`rbty wbtk ncipotbtcrsNcipotbtbvo rbv`ary) Cdmcbdm `ntbcds `dj rospcdsos t`hbdm pa`no fotwood `d
bdjbvbju`a ebri dj bts ncipotbtcrs ecr `d `jv`dt`mocus i`rhot pcsbtbcd
^tr`tombn `ntbcd cr rospcdso) @ i`rhot)f`soj icvo tk`t bdvcavos ` sbmdbebn`dt
nciibtiodt ce crm`dbz`tbcd`a roscurnos `dj bs jbeebnuat tc bipaoiodt `dj rovorso
Z`ntbn`a `ntbcd cr rospcdso) @ i`rhot)f`soj icvo t`hod tc ebdo)tudo ` str`tomy$
_su`aay bdvcavos eowor roscurnos `dj bs roa`tbvoay o`sy tc bipaoiodt `dj rovorso
Ncipotbtbvo ntbcd) @ str`tombn cr t`ntbn`a `ntbcd tko ebri t`hos tc fubaj cr joeodj bts
ncipotbtbvo `jv`dt`mos cr biprcvo bts i`rhot pcsbtbcd
Ncipotbtbvo rospcdso) @ str`tombn cr t`ntbn`a `ntbcd tko ebri t`hos tc ncudtor tko
oeeonts ce ` ncipotbtcrs ncipotbtbvo ntbcd
E`ntcrs @eeontbdm Abhoabkccj ce @tt`nh
Ebrst
icvor
@aacn`to eudjs ecr prcjunt bddcv`tbcd! `mmrossbvo
`jvortbsbdm! V%J$ N`d m`bd acy`aty ce nustciorsnciibttoj tc tko ebris mccjs cr sorvbnos$ Jbeebnuat ecr
ncipotbtcrs tc t`ho i`rhot sk`ro
@ppao!
Bdtoa
^oncdj
icvor
Vospcdjs typbn`aay tkrcumk bibt`tbcd$ ^tujbos nustcior
ro`ntbcds tc bddcv`tbcd! `vcbjs ibst`hos % kumo spodjs$
I`y jovoacp icro oeebnbodt prcnossos `dj tonkdcacmbos
^`isudm
A`to
icvor
Vospcdjs tc ncipotbtbvo `ntbcd `etor ncdsbjor`fao tbio
k`s oa`psoj$ ^acw tc sunnooj! aossor sk`ro % `vor`mo
roturds tk`d ebrst % soncdj icvors
Dchb`!
^cdy
^i`aa
ebris
Icro abhoay tc a`udnk qubnhor ncipotbtbvo `ntbcds! roay
cd spooj `dj surprbso tc joeodj ncipotbtbvo `jv`dt`moscr jovoacp dow cdos
KZN
A`rmo
ebris
Abhoay tc bdbtb`to icro ncipotbtbvo `dj str`tombn `ntbcds
cvor ` porbcj
Joaa! K\
Pu`abtyoxbsts wkod ebris mccjs cr sorvbnos ioot cr oxnooj nustciors oxpont`tbcds
\rcjunt Pu`abty Jbiodsbcds
\orecri`dnoCpor`tbdm nk`r`ntorbstbns Eo`turosBipcrt`dt sponb`a nk`r`ntorbstbns EaoxbfbabtyIootbdm cpor`tbdm sponbebn`tbcds cvor scio porbcj ce tbio Jur`fbabty@icudt ce uso foecro porecri`dno jotorbcr`tos Ncdecri`dnoI`tnk wbtk proost`fabskoj st`dj`rjs ^orvbno`fbabtyO`so `dj spooj ce rop`br
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X^tr`tombn I`d`moiodt >$