demand chain management + response management = increased customer satisfaction

7/31/2019 Demand Chain Management + Response Management = Increased Customer Satisfaction

1/27

Mekjam hfjlakjajnekea} : pexybaxekjajnekea} 5 lahpejxem

hux}bkep xj}lxojh}lbaMjvlm ^jd}epx

Lax}l}u}e bo ]pjaxybp} jam Dbnlx}lhx X}umlex$ Ualvepxl}| bo X|mae|$X|mae|$ Jux}pjdlj

J`x}pjh}Yupybxe ]fe yupybxe bo }flx pexejphf lx }b uamepx}jam }fe huppea} mevedbykea}x la ùxlaexxkbmedx }fj} jpe jlkem j} kee}lan hfjanlan kjpce} hfjpjh}eplx}lhx$ kja| bo ~flhf pezulpe xyehl hhux}bkep xepvlhe pexybaxex!Mexlna"ke}fbmbdbn|"jyypbjhf ]fe yjyep ypexea}x j hbahey}ujd kbmed }fj} lx `jxem ba pexejphfla}b }fe jyydlhj}lbax bo pexybaxe kjajnekea}!Olamlanx ]flx yjyep xunnex}x vjdlml}| bo }fe ypbybxem kbmed ù} jdxb lmea}l ex }fe aeem obp oup}feppexejphf!Ypjh}lhjd lkydlhj}lbax ]fe yjyep jxxukex }fj} kjajnekea} fjx }fe j~jpeaexx jam }fe xclddx xe}}b kjajne jam medlvep jmmem vjdue }b hux}bkepx `| lkydekea}lan j kbpe pedevja} kbmed!Bplnlajdl}|"vjdue ]flx yjyep booepx e jkydex bo bpnjalxj}lbax }fj} jpe pexybamlan }b kjpce} jamhux}bkep e yeh}j}lbax uxlanpexybaxe kjajnekea} kbmedx!Ce|~bpmx Mekjam kjajnekea}$ Xuyyd| hfjla kjajnekea}$ Hux}bkep xj}lxojh}lbaYjyep }|ye Pexejphf yjyep

La}pbmuh}lba]fepe fjx èea j hbaxlmepj`de la}epaj}lbajd me j}e hbahepalan }fe ou}upe bo kjauojh}uplan jam byepj}lbax kjajnekea} jam }fe lkyjh} bo j pjylmd| hfjanlanùxlaexx eavlpbakea}! ]fe Kjau ou}upe+Eupbyeja ]ehfabdbn| Ydj}obpk ~jx djuahfemla Mehekèp 099= opbk ~flhf ekjaj}em j pehbkkeamj}lba obp }fe ypeyjpj}lba bo jkbpe me}jldem X}pj}enlh Pexejphf Jneamj$ lmea}lo|lan pexejphf yplbpl}lex }b èlkydekea}em! ]fe peybp} lmea}l em }~b kjgbp }fpej}x }b Eupbyeja kjauojh}uplan$ ù}}fexe jpe ab} e hduxlve }b Eupbye }fe| fjve ~lmexypejm la}epaj}lbajd lkydlhj}lbax!La }fe flnf vjdue"db~ vbduke xeh}bpx$ }fe }fpej} lx ekepnlan opbk mevedbyem hbua}plex3la }fe flnf vbduke"db~ vjdue xeh}bpx$ }fe }fpej} lx opbk }fe lamux}pljdlxem Jxljahbua}plex! Fb~evep$ l} lx jpnuj`de }fj} hbua}plex xuhf jx Lamlj jam Hflaj ab~ hbkye}ela `b}f xeh}bpx!

]fe Kjau ou}upe X}pj}enlh Pexejphf Jneamj lmea}l em j aukèp bo lkybp}ja}mplvepx7

! hbkye}l}lba opbk ekepnlan ehbabklex3! xfbp}ealan ypbmuh} dloe h|hdex3! eavlpbakea}jd jam xux}jlaj`ldl}| lxxuex3! xbhlb+ehbabklh eavlpbakea}3

]fe huppea} lxxue jam oudd }e } jphflve bo }flx gbupajd lx jvjldj`de j}~~~!ekepjdmlaxlnf}!hbk"9


2/27

! penudj}bp| hdlkj}e3 jam! vjduex jam yu`dlh jhhey}jahe!

Xunnex}em hbua}epkejxupex obp hbkye}l}lve jam xux}jlaj`de pejh}lba }b }fexehfjddeanex7

! ae~ flnf jmmem+vjdue ypbmuh}+xepvlhex3! ae~ ùxlaexx kbmedx3! ae~ kjauojh}uplan eanlaeeplan3! ekepnlan kjauojh}uplan xhleahe jam }ehfabdbnlex3 jam! }pjaxobpkj}lba bo e lx}lan emuhj}lba x}puh}upex }b xuyybp} ~bpdm hdjxx

kjauojh}uplan$ pexejphfep kb`ldl}|$ kud}lmlxhlydlajp| jam dloedban dejpalan!

Kjau ou}upehbaxlmepx }fe hfjanlan hfjpjh}eplx}lhx bo }fe kjpce}ydjhe xunnex}lan }fekjpce} lahpejxland| mekjamx ypbmuh}x }fj} jpe hux}bklxem$ |e} jvjldj`de ~l}f xfbp}

medlvep| }lkex! ]fe ùxlaexx obhux kux} xflo} opbk mexlnalan jam xeddlanyf|xlhjd ypbmuh}x }b xuyyd|lan jx|x}ek bo ypbmuh}+xepvlhex }fj} kee} eam+uxep mekjamx ~flde}fe| jdxb pemuhe }b}jd dloe+h|hde hbx}x jam eavlpbakea}jd lkyjh}! J ouamjkea}jdhbahey} bo }fe Kjau ou}upevlxlba lx bae bo laabvj}lan ypbmuh}lba ~flhf ek`pjhexae~ ùxlaexx kbmedx$ ae~ kbmex bo kjauojh}uplan eanlaeeplan jam j`ldl}| }b ypb }opbk npbuam `pejclan kjauojh}uplan xhleahex jam }ehfabdbnlex! ]fe peybp} xunnex}x jmbklaja} ùxlaexx kbmed }fj} ~ldd ekepne7

]fe vlp}ujd ojh}bp| bo }fe ou}upe ~ldd kjauojh}upe la jmjy}j`de vjdue hfjla ae}~bpcxdlaclan kemluk jam djpne+xlwem BEKx ~l}f vjdue hfjla yjp}aepx jam xuyydlepx bo ojh}bp|ezulykea}"xepvlhex xedeh}em jhhbpmlan }b aeemx j} j nlvea }lke! L}x hbkybxl}lba ~ldd ab} èdlkl}em `| }fe ypexuky}lba bo yf|xlhjd hb+dbhj}lba$ abp `| j aeem }b kjla}jla dban+}epkpedj}lbaxflyx &E ehu}lve Xukkjp|$ Kjau ou}upe+EU$ 099?,!

Yjyepx j} }fe La}eddlnea} Kjauojh}uplan X|x}ekx &LKX, _lxlba Obpuk 099? kjmexlkldjp ybla}x! Gjxba K|epx &Hjajmlja Kjauojh}upepx / E ybp}epx$ Hjajmj, lmea}l emobup jnea}x bo hfjane obpae } neaepj}lba kjauojh}uplan 7

! Hux}bklxem xbdu}lbax la}enpj}lan hjyj`ldl}lex }fpbunf ypbmuh}x$ xepvlhex$ jamlaobpkj}lba }b kee} lamlvlmujd hux}bkep pezulpekea}x!

! J deja jyypbjhf klalklxlan ~jx}e jam ekyfjxlxlan pexbuphe u}ldlxj}lba!! ]fe hbkye}l}lve `j}hf bo bae hpej}lan lamlvlmujd xbdu}lbax la j hbx}+eooeh}lve

&jam ypb }j`de, ~j|!! ]lke lax}ja} medlvep| bo xepvlhe }b jdd hux}bkepx!

K|epx &099?, xunnex}em }fj} kjauojh}uplan pexybaxex jpe jdpejm| byepj}lan la }fehba}e } bo vjdue hfjlax }fj} hbkye}e jnjlax} ejhf b}fep3 xunnex}lan oup}fep }fj} }fee }eamem ùxlaexxex bo }fe ou}upe ~ldd è vlp}ujd ea}epyplxex la ~flhf ùxlaexx ual}xhba}laubuxd| pehba nupe }felp byepj}lbax$ hbddj`bpj}lve yjp}aepxflyx$ jam xuyyd| hfjlapedj}lbaxflyx$ obpklan jam peobpklan vjdue hfjla ae}~bpcx ba j ypbgeh} `| ypbgeh}`jxlx$ ped|lan uyba vjdue hfjla ae}~bpcem laobpkj}lba x|x}ekx jam vlp}ujd eanlaeeplan}b eaxupe hbahuppea} mexlna$ ypbmuh}lba$ kjpce}lan$ xepvlhe jam xjdex xuyybp}!]fe| ~ldd byepj}e jx lo }felp pkx jpe kekèpx bo j xlande jam ffe l`de ea}epyplxe!

LGYMDK86$99


3/27

]fepe hja è dl}}de mbu`} hbahepalan }fe lkyjh} bo }fexe mevedbykea}x ba jdd byepj}lbaxypbhexxex$ yjp}lhudjpd| kjauojh}uplan jam xjdex$ jam dbnlx}lhx jam xuyyd| hfjlakjajnekea} ypbhexxex!

Zuex}lbalan }fe xuyyd| hfjla7 }fe ekepneahe bo mekjam hfjla }flaclanXuyyd| hfjla kjajnekea} xuyybp}epx fjve jpnuem }fj} }fj} }fe xuyyd| hfjla fjxj}}eky}em }b kee} jdd }fe hfjanex lmea}l em ~l}fla }fe ae~ ehbabk|! Xuyyd| hfjlakjajnekea} fjx obhuxxem ba kbvlan ypbmuh}x jam xepvlhexmb~ax}pejk }b~jpmx }fehux}bkep! ]|ylhjdd| }fe xuyyd| hfjla lx hbbpmlaj}em `| kjauojh}uplan hbkyjalex bpmbklaja} pexeddepx ~fb uxe la+fbuxe kjauojh}uplan jam mlx}pl u}lba ojhldl}lex }bjhfleve kjpce}+`jxem b`geh}lvex xuhf jx kjpce} xfjpe vbdukex jam hux}bkepyeae}pj}lba! Mekjam hfjla kjajnekea} hfjanex }fe ekyfjxlx }b~jpmxhux}bklxj}lba$pexybamlan }b ypbmuh} jam xepvlhe byybp}ual}lex booepem `| xyehl hhux}bkepx bp hux}bkep npbuyx xfjplan yjp}lhudjp hfjpjh}eplx}lhx! ]fe ypeoepeahe lx }bbu}xbuphe pj}fep }fja b~a }fe ouah}lbax jam ypbhexxex }fj} ojhldl}j}e jam medlvep vjdue!Obhux lx ba jxxe} devepjne jam hbkkualhj}lba }fpbunf mlx}pl u}em jxxe}x jam

bu}xbuphlan!]fepe lx j djpne lahea}lve }b la}enpj}e xuyyd| jam mekjam hfjlax l}ypbvlmex ae~ byybp}ual}lex obp hpej}lan &bp jmmlan e }pj, kjpce} vjdue! ^bpclan `b}f}bne}fep pexud}x la kbpe xyehl h jam kjajnej`de vjdue ypbybxl}lbax jam lahpejxex }fepe}upax }b }fe vjdue+hfjla yjp}lhlyja}x! ]fepe lx ja la}epmeyeamea} pedj}lbaxflyè}~eea xuyyd| jam mekjam7 hbkyjalex aeem }b uamepx}jam hux}bkep mekjam èobpe}fe| hja kjajne l}$ hpej}e ou}upe mekjam jam$ bo hbupxe$ kee} }fe deved bo mexlpemhux}bkep xj}lxojh}lba! Mekjam me aex }fe xuyyd| hfjla }jpne}$ ~flde xuyyd|+xlmehjyj ldl}lex xuyybp}$ xfjye jam xux}jla mekjam!

]lepae| &0998, zub}lan Dee &099=, meylh}em j }pljande ~l}f hux}bkep mekjam j} }feylaajhde jam xuyyd| hfjla jam mekjam hfjla kjajnekea} j} }fe `jxex! Fe hl}ex }fexuhhexx bo >+Edevea Gjyja$ ~fbxe x}bhc yplhex hba}lauem }b lahpejxe mexyl}e Gjyjaxpehexxlba obp }fe yjx} }ea |ejpx! ]fe xehpe} bo l}x xuhhexx lx mekjam+dem kjajnekea}$~flhf dem l} }b lmea}lo| xjdex yj}}epax jam hux}bkep ypeoepeahex jam }b kj}hf }fbxe`| peeanlaeeplan l}x hj}enbp| kjajnekea} jam x}bpe ypbmuh} dj|bu}x pexud}lanla lahpejxem xjdex jam ypb }j`ldl}|! ]fe| ekyfjxlxe }fe ybla} }fj} mekjam hfjlakjajnekea} j}}eky}x }b jajd|xe jam uamepx}jam bvepjdd mekjam obp kjpce}x ~l}fla}fe pkx huppea} jam yb}ea}ljd ypbmuh} pjane! Xuyyd| hfjlax$ `| hba}pjx} ekyfjxlxe}fe eo hleahlex la }fe ypbmuh}lba jam dbnlx}lhx ypbhexxex$ ~flde }fe mekjam hfjlaekyfjxlxex eooeh}lveaexx la }fe ùxlaexx! J vep| uxeoud ybla} la }felp jpnukea} lx }fj}mekjam hfjla jajd|xlx jam kjajnekea} fedyx }b lkypbve ja bpnjalxj}lbax ypbhexxex`| jdlnalan }fe bpnjalxj}lba jpbuam j hbkkba ydja$ lkypbvex hbbpmlaj}lba ~l}fla }fexuyyd| hfjla `| uxlan obpehjx}x jam ydjax$ jam e ydbl}x }fe hbkkephljd ypbhexxex `|uamepx}jamlan hbaxukep mekjam jam `| xedeh}lan }fbxe kjpce}x }fj} èx} kee} jabpnjalxj}lbax$ b~aem jam"bp dejxem$ xclddx jam pexbuphex!

]flx la}pbmuhex }fe ab}lba }fj} ja eooeh}lve jyypbjhf }b byepj}lbax kjajnekea} lx}fpbunf mekjam hfjla kjajnekea}! L} px} pezulpex }fe bpnjalxj}lba }b uamepx}jam l}xhuppea} jam yb}ea}ljd kjpce}x jam xehbam }b lmea}lo| }fe exxea}ljd &bp hbpe, ypbhexxexjam hjyj`ldl}lex }fj} jpe pezulpem obp xuhhexx! ]fe| booep j uxeoud hbkyjplxba bo }fe}~b jyypbjhfex! Nbmxedde} jd!&099?, }jce }fe me`j}e |e} oup}fep jam yupxuem j mekjamx}pj}en| kbmed }fj} hbkyplxex j kjpce}lan hbkybaea} mekjam me al}lba jam hpej}lba+ jam jdxb j xuyyd| hfjla hbkybaea} mekjam oud dkea} ! ]felp jyypbjhfbooepx ja la}enpj}em mekjam hfjla"xuyyd| hfjla ~l}f j aukèp bo jh}lvl}lex7

Lahpejxemhux}bkep

xj}lxojh}lba

>9:


4/27

! Mekjam hfjla b`geh}lvex jpe `jxem uyba }fe bpnjalxj}lbajd aeemx }b jmmpexxpeveaue neaepj}lba jam hbx} pemuh}lba fbdlx}lhjdd|!

! Kjpce} x}pj}en| lmea}l ex j pedevja} `jxlx obp xenkea}j}lba }fj} lx kejalanoudab} bad| }b xjdex jam kjpce}lan ù} jdxb }b }fe xuyyd| hfjla!

! Dlaclan kjpce} x}pj}en| }b xuyyd| hfjla ypbhexx x}pj}en|$ ~fepe`| jyypbyplj}exuyyd| hfjla x}pj}en| ypbhexxex jpe jdlnaem ~l}f hux}bkep vjdue mplvepx3 l} lxlaffueahem `| yj}}epax bo mekjam ffb~ jam }fe e }ea} bo hux}bklxj}lba!

! Ypbhexx eaj`depxojhldl}j}e lkydekea}j}lba bo }fe xuyyd| hfjla ypbhexx!

]fexe jpe xunnex}em }b è bpnjalxj}lbajd mexlna$ j yepobpkjahe kjajnekea} x|x}ek}fj} kejxupex jam kb}lvj}ex lamlvlmujd jam bpnjalxj}lbajd jh}lvl}lex$ jam$ pedevja}laobpkj}lba x|x}ekx }fj} mplve }fe bvepjdd ypbhexx!

Kea}wep &099?, jxxukex j xlkldjp pbde obp mekjam hfjla kjajnekea}! Fe jpnuex}fj} mekjam kjajnekea} lx }fe hpej}lba$ jhpbxx }fe xuyyd| hfjla bo j hbbpmlaj}em ffb~bo mekjam! Kjpce}lan xfbudm hpej}e mekjam byybp}ual}lex obp vjplbux ypbmuh}x ù}ypbkb}lbajd jh}lvl}lex jpe bo}ea ab} xfjpem ~l}f b}fep x}jcefbdmepx è }fe la}pj bp la}epbpnjalxj}lbajd yjp}aepx! Kea}wep xunnex}x }fj} }fe pbde bo mekjam kjajnekea} kj|~edd è }bmehpejxe mekjam ehjuxe }fe byybp}ual}| }fj} fjx èea lmea}l em hjaab} èke} ypb }j`d|! Mekjam kjajnekea} xfbudm jxxex }fe ypb } &jam hjxf ffb~ lkyjh}2, bo jd}epaj}lve ypbmuh}x jam hux}bkepx peoepplan }b hjyj`ldl}| jam hjyjhl}| hbax}pjla}x!La }epkx bo }fe huppea} yuxf jam yudd x}pj}enlex yudd jh}lvl}lex jpe ekyfjxlxem~fepe hjyj`ldl}lex jam hjyjhl}| e lx}x jam dexxeaem ~fepe }fe| jpe hbax}pjlaem!

Kea}wep lx jdxb xunnex}lan jab}fep pbde obp mekjam kjajnekea} }fe pedj}lbaxflykjajnekea} jxyeh}x bo xuyyd| hfjla kjajnekea}! Fepe$ }fe xunnex}lba lx }fj}mekjam kjajnekea} lx ~edd xul}em }b ~bpclan ~l}f `b}f mb~ax}pejk yjp}aepx }bjnpee yepobpkjahe kejxupex &jam pe~jpmx, ù} jdxb }b hbbpmlaj}e j kj}hflan ypbhexx

la ~flhf la}ep+bpnjalxj}lbajd hjyj`ldl}lex jam hjyjhl}lex jpe hbbpmlaj}em la ja j}}eky}j} jhflevlan by}lkjd kjpce} jam ajahljd yepobpkjahe! Kea}wep mlxhuxxex }fela}eppedj}lbaxflyx è}~eea xjdex obpehjx}xjam mekjam xunnex}lan }fj} j xjdex obpehjx}ypbgeh}x }fe ou}upe bo e yeh}em mekjam nlvea j x}j}em xe} bo eavlpbakea}jd mekjamxjam bpnjalxj}lbajd hjyj`ldl}lex jam hjyjhl}lex!

]fe bpnjalxj}lbax pexybaxe lx ja byepj}lbajd ydja }fj} me}jldx pexybaxe ypbhexxexjam ydjax mexlnaem }b kee} }fe xjdex obpehjx} }fpbunf }fe lkydekea}j}lba bo ypbhupekea}$ ypbmuh}lba jamdbnlx}lhxydjax! Fe kjcex j xlnal hja} ybla} `| xunnex}lan}fj} xjdex obphe pekuaepj}lba xfbudmè nejpem}b }fehjyjhl}| jamhjyj`ldl}| hbax}pjla}xme}jldem `| }fe byepj}lbajd ydja!

L} lx èhbklan lahpejxland| jyyjpea} }fj} xuyyd| hfjla hbbpmlaj}lba lx ab} eo hlea}~l}fbu} ja jmezuj}e uamepx}jamlan bo mekjam3 }fe lxxue obp kjajnekea} lx fb~ èx}}b jmmpexx }fe ypb`dek! Nbmxedde} jd!&099?, xunnex} }flx è jhflevem `| me alanmekjam hfjla b`geh}lvex }fj} jdlna ~l}f }fe pedevja} ùxlaexx ual} x}pj}en|3 ~flde l}lx hdjlkem }fj} }fexe b`geh}lvex ypbvlme jdd ekydb|eex la }fe mekjam hfjla ~l}f jajdlnaem xe} bo b`geh}lvex jam kejxupex! L} jdxb jxxukex }fe x}pj}enlex jpe pedevja}!Yepfjyx$ }felp kbmed ~budm èae } opbk j kjpce} byybp}ual}| jajd|xlx ypbhexx }fj}e ydbpex }fe mekjam hfjpjh}eplx}lhx hbkyplxlan byybp}ual}| ba j kbpe e }eaxlve xhjde!Ja lkybp}ja} x}ey lx hbkkba }b ejhf bo }fexe hba}plù}lbax3 l} lx }b pe+vjdlmj}e }feab}lba bo }fe mekjam hfjla jx j xeyjpj}e ea}l}| opbk }fe xuyyd| hfjla!

LGYMDK86$90


5/27

]flx lx ab} xlkyd| jab}fep pe+x}j}ekea} bo }fe kjpce}lan hbahey}! Kjpce}lan lx jyfldbxbyf|$ x}pexxlan }fe hux}bkep+hea}plh nbjdx bo ja bpnjalxj}lba! ]fe mekjam hfjlalx j ypjh}lhjd mexhply}lba jam jajd|xlx eahbkyjxxlan jdd }fbxe ypbhexxex ~l}fla }fe pk}fj} jmby} jam jyyd| }fj} yfldbxbyf|! Ja la}epex}lan ~j| bo vle~lan }flx lx }b jyyd|}fe kbmed mevedbyem `| KjhKlddja jam KhNpj}f &:, mexhplè mekjam jam xuyyd|la}enpj}lba &MXL, ja jyypbjhf `| Medd }fj} eaj`dex &jam ekyb~epx, hux}bkep xepvlhepeypexea}j}lvex }b jhhexx xjdex$ kjpce}lan jam xuyyd| hfjla laobpkj}lba }b pexbdve

ypb`dekx }fj} bhhup ~fea xyehl h &bpmepem, hbkybaea}x jpe uajvjldj`de `| booeplanhux}bkepx jd}epaj}lvex j} jhhey}j`de lahpekea}jd yplhex! MXL fjx èea mevedbyemopbk ja la}enpj}em xjdex jam byepj}lbax ydjaalan ypbhexx$ la ~flhf byepj}lbajd ydjaxdlac ypbhupekea}$ kjauojh}uplan$ mlx}plù}lba$ ajahe jam fukja pexbuphe ydjax!J mekjam ydja me}epklaex ~fj} xfbudm è kjpce}em jam xbdm jam ~fea nlvea }fexuyyd| hjyj`ldl}lex jam hbax}pjla}x bo }fe bpnjalxj}lba! Mekjam ydjax kj| lavbdvexuyypexxlan mekjam ~fea jvjldj ldl}| bo hbkybaea}x lx hbax}pjlaem$ ydjhlankjpce}lan ekyfjxlx ba ypbmuh}x ~fepe lavea}bp| devedx jpe e heemlan dlkl}x$ bpxflo}lan mekjam }b~jpmx flnfep kjpnla ypbmuh}x!

La b}fep ~bpmx$ l} lx }fe hbk laj}lba bo ja uamepx}jamlan bo }fe kjpce}hfjpjh}eplx}lhx }fj} ypbvlme mekjam xeaxl}lve oej}upex ~flhf la }upa ypbvlme }feexxea}ljd pexybaxe kjajnekea} hbkye}l}lve aehexxl}| jam hbkye}l}lve jmvja}jnehfjpjh}eplx}lhx }fj} obpk exxea}ljd layu}x la}b j x}puh}upem pexybaxe }b kjpce}byybp}ual}|! Olnupe : xfb~x j ypbhexx `| ~flhf j hux}bkep dem bpnjalxj}lba hjalmea}lo| jam pexybam }b hux}bkep xeaxl}lve yepobpkjahe e yeh}j}lbax!

]fexe hja è xfbp}+ jam dban+}epk oej}upex }fj} obpk }fe `jxlx bo j kjpce} pexybaxebooep! ]fe vjdue mplvepxla ja| ùxlaexx meyeam uyba }fe xyehl h kjpce} xe}}lan$hbkye}l}lve la}eaxl}|$ jxxe} u}ldlxj}lba$ `jm me`} pj}lb$ xuyydlep hbx}x$ dj`bup hbx}x$kjpce} xfjpe$ ffe l`ldl}|"kud}l+xclddlan$ `pjam ezul}| jam `pjam devepjne$ e}h! ]felp}lke yepxyeh}lve lx hdejpd| xfbp}+}epk nlvea }fe| jpe ojh}bpx }fj} mplve ypexea} vjdue

Lahpejxemhux}bkep

xj}lxojh}lba

>98


6/27

jam jx devepx bo ypexea} vjdue! Obhux ba jmgux}kea}x }b }fe vjdue mplvepx pexud}x laxfbp}+}epk lkypbvekea}x la yepobpkjahe! Xuyydlep pexybaxex lahdume x}pj}enlhjmgux}kea}x jam byepj}lbajd lkydekea}j}lba hfjpjh}eplx}lhx xuhf jx7

! la}enpj}em jam vjdue hfjla ae}~bpcem ypbhupekea} jam ypbmuh}lba byepj}lbax3!

x|ahfpbalwem hjxf jam byepj}lan h|hdex }fj} eafjahe ~bpclan hjyl}jdypbmuh}lvl}|3! jhhexx }b pedevja} ypbhexx jam hjyj ldl}lex kjajnekea}3! jnlde"ffe l`de ypbmuh}lba ojhldl}lex jam vjdue hfjla ae}~bpcx3! j pexybaxe kjajnekea} ypbhexx }fj} la}enpj}ex dbnlx}lhx ypbhexxex ~l}f xjdex

byepj}lbax3! ypbjh}lve jam pejh}lve xepvlhe pexybaxe vjdue hfjla ae}~bpcx3 jam! kjpce} ea}p| jam kjajnekea} vjdue hfjla ae}~bpcx!

Hdejpd|$ `b}f xuyydlepx jam hux}bkepx fjve vjdue mplvepx jam ~flde l} lx x}j}lan }feb`vlbux }b xj| }fj} hpej}lan vjdue hpej}ex hbx}x$ l} lx exxea}ljd }fj} xuyydlep vjdue mplveppexybaxex jam hbx} mplvepx jpe kj}hfem! L} obddb~x }fj} eooeh}lve mekjam hfjla jajd|xlxxfbudm lahdume ja uamepx}jamlan bo }felkyjh} ba hux}bkepx }fj} ja eooeh}lve jameo hlea} medlvep| bo vjdue mplvep yepobpkjahe ba hux}bkep èfjvlbup jam bo }fe lkyjh}}fj} hfjanlan }fe deved jam ke}fbm bo medlveplan vjdue mplvep e yeh}j}lbax hja fjve bahux}bkep pexybaxe jam bpnjalxj}lbajd hbx} x}puh}upex!

_jdue ùldmepx fedy ùldm dban+}epk ou}upe vjdue &Yfedyx$ 099=,! ]fe| nlve jabpnjalxj}lba }fe j`ldl}| }b ydja }b }jce jmvja}jne bo byybp}ual}lex jx }fe| jplxe jamfedy jvblm }fpej}x jam plxcx! Obp }flx }b è eooeh}lvevjdue ùldmepxjpe ùld} ba

Olnupe :!Mekjam hfjla jajd|xlxbooepx obhuxem pexybaxekjajnekea}

Mekjam Hfjla Jajd|xlx jam Kjajnekea}&_jdue Mplvepx / _jdue @uldmepx,

Mevedbylan ja Eooeh}lve _jdue Medlvep| X}pj}en|_jdue Ypbybxl}lba jam Ypbmuh}"Xepvlhe Xyehlolhj}lba Mehlxlbax

_jdue Ypbybxl}lba jam Ypbmuh}"Xepvlhe Xyehlolhj}lba Mehlxlbax

Ypbmuh}"Xepvlhe Ypbmuh}lba Medlvep| jam Xepvlhe Mehlxlbax

Pexybaxe Kjajnekea}&_jdue Medlvep| jam Xepvlhe,

Eoolhlea} Byepj}lbajd Lkydekea}j}lba

_jdue Hfjla Kjajnekea} jam _jdue Medlvep|XPK Pexybaxex

Lmea}lo| }fe _jdue Hpej}e }fe _jdue Ypbmuhe }fe _jdueHbkkualhj}e }fe _jdue Medlvep }fe _jdue Xepvlhe }fe _jdue

La}enpj}lba jam Hbbpmlaj}lba

HPK Pexybaxex

LGYMDK86$9=


7/27

ybxl}lbajd jam hjyj`ldl}| hfjpjh}eplx}lhx! Ybxl}lbajd hfjpjh}eplx}lhx jpe3 x}pj}enlhmlpeh}lba$ lavex}kea} jam nejplan devedx$ yjp}aepxflyx$ jam }fe j`ldl}| }bhjy}upe vjduela j m|ajklh kjpce} eavlpbakea} `| ùldmlan jam x}pean}fealan pedj}lbaxflyxe }epajdd| jam la}epajdd|$ jam e yjamlan &bp j} dejx} kjla}jlalan, xfjpefbdmep vjdue!Jkban }fe hjyj`ldl}| hfjpjh}eplx}lhx jpe3 zujdl}| bo kjajnekea}$ laabvj}lve e yep}lxe$ffe l`de ypbhexxex$ e}h! ]fe j`ldl}| }b hjy}upe vjdue la j m|ajklh kjpce} eavlpbakea} lxvjdue dem jam kjajnekea} xfbudm ydja jpbuam pexybaxex$ xuhf jx7

! hux}bkep jdlnaem xbdu}lbax3! laabvj}lve ypbmuh}+xepvlhe xbdu}lbax3! laabvj}lve ypbhexxex3! jmjy}lve bpnjalxj}lbajd x}puh}upe3! vjdue hfjla+vjdue hfjla ae}~bpcx ybxl}lbalan3! vjdue hfjla ae}~bpc kbmudjpl}|3!

vjdue hfjla ae}~bpcx bphfex}pj}lba3 jam! mevedby dban+}epk vjdue hfjla db|jd}| pedj}lbaxflyx }fj} eahbupjne lahpejxem

hbkypefeaxlve hux}bkep hbbyepj}lba jam hbkkl}kea}!

Ja bpnjalxj}lba xfbudm j}}eky} }fe mlo hud} }jxc bo la}epype}lan mekjam }peamx3yjp}lhudjpd| obp lkybp}ja} la @0@ pedj}lbaxflyx ~fepe ojldupe }b mb xb kj| pexud} la }fe`pejcmb~a bo ypb }j`de hux}bkep pedj}lbaxflyx jx hux}bkepx jmby} ekepnlan ypbhexx}ehfabdbn|! Xlkldjpd|$ ja j}}eky} xfbudm è kjme }b e ydbpe }fe x}pj}enlh jamx}puh}upjd hbx} x}puh}upex }fj} ou}upe hux}bkep jam bpnjalxj}lba vjdue ùldmepx kj|pezulpe! ]fepe lx ja lkydlem xunnex}lba ekepnlan opbk huppea} vle~x bo ou}upe}ehfabdbn| jam pedj}lbaxfly kjajnekea} }peamx }fj} }fe }pjml}lbajd ypbmuh}lbaehbabklhx bo xhjde jam xhbye ~ldd nlve ~j| }b ypbmuh}lba ehbabklhx `jxem bala}enpj}lba$ hbbpmlaj}lba$ la}epjh}lba jam mlooepea}lj}lba! ]fe ùxlaexx eavlpbakea} lxhbaopba}em ~l}f ja lahpejxlan deved bo penudj}bp| pezulpekea}x hbahepalan pexbuphexhbaxepvj}lba jam eklxxlbax hba}pbdx! L} lx la}epex}lan }b ab}e }fj} j UC hbkyja|$ Gbfaxba Kj}fe|$ lmea}l em veflhde ybddu}lba penudj}lba jx jvjdue ùldmep la := jamfjx ùld} j dejmlan ybxl}lba la veflhde hj}jd|}lh hbavepxlba ezulykea}! L}x huppea}ejpalanx npb~}f bo 6":9 yep hea} lx e yeh}em }b lahpejxe }b := yep hea} la 099

]fepe lx ja lahpejxlan aukèp bo xbo}~jpe xbdu}lbax }b mekjam hfjlakjajnekea}! Obp e jkyde$ hbkyjalex xuhf jx Claj lx $ ~fb booep7

S! ! !

[ ja ba+mekjam pexybaxe kjajnekea} xepvlhe obp vlxl`ldl}| jam hbbpmlaj}lba }b mplvepjylm pexybaxe}b hbax}ja} hfjane jhpbxx ndb`jd xuyyd| jam oud ddkea} ae}~bpcx$ pexud}lan la`pejc}fpbunfx la hux}bkep xepvlhe jam byepj}lan yepobpkjahe!

Claj lx PjylmPexybaxe hbk`laex kud}l+ea}epyplxe vlxl`ldl}|$ hbddj`bpj}lve ~fj}+lojajd|xlx jam pjylm mehlxlba xuyybp} }b ekyb~ep opba}+dlae kjauojh}uplan jamoud dkea} }ejkx }b }jce zulhc jam eooeh}lve jh}lba ~fea ojhem ~l}f hbax}ja} hfjanexla mekjam$ xuyyd| jam ypbmuh} &Claj lx ypbkb}lbajd kj}epljdx,!Mekjam Xbdu}lbax$booep ja jyypbjhf }fj} la}enpj}ex xjdex jam byepj}lbax ydjaalan! L} lx j xbo}~jpe mplvea

Lahpejxemhux}bkep

xj}lxojh}lba

>95


8/27

ypbhexx }fj} la}enpj}ex hbkyja| mj}j xuhf jx mekjam obpehjx}x jam hux}bkep jhhbua}ypb dex! @u} lx dloe lx }fj} xlkyde***

Uamepx}jamlan }fe mekjam hfjla mbex ab} aehexxjpld| dejm }b kjajnlan }femekjam hfjla! L} lx ab} uahbkkba obp mekjam hfjla jajd|xlx }b lmea}lo| hux}bkepe yeh}bpj}lbax obp ~flhf ja ehbabklhjdd| vlj`de pexybaxe lx ab} xux}jlaj`de! L} obddb~x}fj} mekjam hfjla kjajnekea} `ehbkex j ypbhexx la ~flhf xjdex byepj}lbaxaenb}lj}ex vlj`de bu}hbkex ~l}f hux}bkepx! Ja e jkyde7 la }fe dj}e :9?


9/27

&8, Hbx} kjajnekea} 7! Kj}epljdx hbx}x!! Dj`bup hbx}x!!

Xepvlhe hbx}x!&=, ]lke kjajnekea} 7

! X}pj}enlh hbahepax }lke+}b+kjpce}!! Byepj}lbajd hbahepax pexybaxe }lkex!

&5, Yepobpkjahe kjajnekea} 7! Kjpce} Xfjpe bo kjpce}+vjdue!! Olajahljd X}jcefbdmep pe}upa ba lavex}kea}!

&?, Plxc kjajnekea} 7! Pedj}lbaxfly plxc!!

@uxlaexx kbmed plxc!! Ybdl}lhjd jam penudj}bp| plxc!

Bfkje &0995, xunnex}em ae~ pudex obp }fe ae~ ehbabk|$ jmmlan }fj} }fepe lx jypb`dek ybxem ab`bm| |e} lx hdejp ba ~fj} }fe pudex jpe! Fb~evep$ l} mbex lkyd| }fj}hbkyjalex fjve }b pe}flac evep|}flan$ opbk x}pj}en| }fpbunf }b x}puh}upe jam `jhcjnjla la }fe m|ajklh eavlpbakea} bo }fe }~ea}|+ px} hea}up|! Bfkje lx xunnex}lan}flx jyypbjhf lahdumex xuyyd| jam hux}bkep kjpce}x$ }bne}fep ~l}f }fe ùxlaexxkbmedx }fj} kjme kja| bpnjalxj}lbax xuhhexxoud! Bfkje xunnex}em j ypexhply}lbaobp fjamdlan }fe ae~ ehbabk| `jxem uyba hbkkualhj}lbax &}fe la}pbmuh}lba bo laobpkj}lba hbkkualhj}lbax }ehfabdbn| }b kjajne la}epjh}lbax jam }pjaxjh}lbax&}ehfabdbn| kjajnekea},,3 hjyl}jd &~l}f }fe ab}lba fepe }fj} l} lx ab~ `bpmepdexx jamfeahe pjylmd| }pjaxoepj`de &jxyeh}x bo pedj}lbaxfly kjajnekea}, ,3hbpybpj}lba &fepe }fehbahey} bo }fe vlp}ujd bpnjalxj}lba lx bae }fj} pejhfex jhpbxx bpnjalxj}lbajd jamla}epaj}lbajd `bpmepx &jam jyydlex jxyeh}x bo pedj}lbaxfly jam ypbhexx kjajnekea},$jam hbaxukepx &}fe laoepeahe èlan }fj} ba+dlae hux}bkep hba}jh} &jxyeh}x bo `b}f}ehfabdbn| jam pedj}lbaxfly kjajnekea}, booepx j ojhldl}| }b kee} hux}bkepe yeh}j}lbax kbpe hdbxed| jam kbpe pjylmd| }fja evep èobpe! Exxea}ljdd|$ Bfkjexfjpex Oplemkjax &099?, vle~ }fj} ~e dlve la j hfjanlan ~bpdm jam flx kexxjne lx }fj}j ojp ~lmep yepxyeh}lve bo }fe ùxlaexx eavlpbakea} lx èhbklan aehexxjp|3oup}fepkbpe$ }flx pezulpex kjajnekea} }b ex}j`dlxf hpeml`de xheajplbx obp }fe ou}upe bo }felp bpnjalxj}lba jam evjduj}e }fexe ~l}f hpeml de ~fj} lo2 jajd|xlx!

Obp e jkyde$ fb~ kja| bpnjalxj}lbax fjm e yeh}em }fe huppea} eavlpbakea} bo

pjylmd| lahpejxlan eaepn| yplhex$ jam ybx}udj}em }felp lkyjh} ba }pjaxybp}j}lba hbx}x2Oup}fepkbpe$ bo }fbxe ~fb fjm$ fb~ kja| fjm vlj`de pexybaxe ydjax la ydjhe2Kbp}lxfem &0996, lmea}l ex xbke jdjpklan hbaxezueahex obp }fe pj}lb bo db~ vjduehbkkbml}| ypbmuh}x }b }felp }pjaxybp} hbx}x bvep dban mlx}jahex! Kbp}lxfejm ~pl}ex7

]fe ehbabklhx bo dban+mlx}jahe xuyyd| hfjlax jpe èlan pe~pl}}ea3 lo l} lx xkjdd jam e yeaxlve mpunx jam xbyflx}lhj}em edeh}pbalhx$ obp e jkyde oued hbx}x fjve dl}}de lkyjh}$ ù} ùdc|nbbmx jpe uamep }fe hbxf! Oupal}upe$ obb}~ejp$ `jxlh kjhflaep|$ ùldmlan kj}epljdx }flx lx}fe x}uoo }fj} Hflaj e ybp}x la vjx} zuja}l}lex }b Jkeplhj jam l} ~jx vep| hfejy$ ua}ld ab~!

Lahpejxemhux}bkep

xj}lxojh}lba

>9>


10/27

Jam$ zub}lan HL@H ^bpdm Kjpce}x$ ex}lkj}ex7

]fe opelnf} hbx}x bo lkybp}lan nbbmx la}b Jkeplhj peypexea}em ja eooeh}lve }jploo bo 8 yep hea}~fea }fe yplhe bo bld ~jx -09 yep `jpped la 09993 l} lx ab~ kbpe }fja < yep hea} jam ~ldd plxe }b:: yep hea} lo bld fl}x -:59!

La ejpd| Gud|$ Ae~x Ybdd peybp}em j kjgbp mehdlae la Jux}pjdlja Hbaxukep Hba meahe la}fe xl kba}fx opbk Mehekèp 099> jam }fe pexybaxe bo j aukèp bo bpnjalxj}lbax fjxèea xlkyd| }b hu} ypb } obpehjx}x! B}fepx fjve ja}lhlyj}em }fexe huppea} ypb`dekx!Obp e jkyde$ KhYfepxbax j hbaxukep ypbmuh}x mlx}plù}bp ~fbxe ypbmuh} pjanexlahdume fjlp jam èju}| hjpe jhhexxbplex$ lkyudxe ypbmuh}x$ `j`|+hjpe jhhexxbplex$hu}dep| jam cl}hfea calvex$ cl}hfea~jpe$ `jce ~jpe$ hbbc~jpe$ mlaaep~jpe jamndjxx~jpe jx ~edd jx bu}mbbp jam fjpm~jpe ypbmuh}x fjve jvblmem }fe mb~a}upa lahbaxukep xyeamlan &Guae :>$ 0996, `| j ydjaaem ypbnpjk bo hbx} pemuh}lbax$edlklaj}lan uamepyepobpklan pjane l}ekx jam laabvj}lba la flnfep kjpnla ypbmuh}x!Mjvlm Jddkja$ HEB &peybp}em `| ^junf$ 0996, xunnex}em }felp ypbmuh} ybp}obdlb bo aba+mlxhpe}lbajp| hbaxukep nbbmx$ }fj} mb ab} fjve flnf ual} yplhex$ jam }fj} jpeab} yjp}lhudjpd| laffueahem `| xyeamlan yj}}epax$ }bne}fep ~l}f }fe ~lm}f bo KhYfepxbax mlx}pl u}lba hfjaaed ybp}obdlb$ npbhep|$ mlxhbua} meyjp}kea} x}bpex$yfjpkjh| jam fjpm~jpe pj}fep }fja j ajppb~ jyypbjhf$ jpe xlnal hja} ojh}bpx laypbvlmlan pexldleahe la }fe huppea} xl}uj}lba! Hdejpd|$ }fepe jpe xbke ypexxlan lxxuex!Jpe }fepe jax~epx2

Ja jyypbjhf7 j ae~ ùxlaexx kbmed]fe ùxlaexx kbmed fjx bo}ea }jcea xehbam ydjhe }b x}pj}en| la kjajnekea} }flaclanjam obhux! Abpkjaa &099:, mlxhuxxem j ae~ x}pj}enlh dbnlh$ xunnex}lan }fj}7

S! ! ![ kjajnepx aeem }b è nbbm j} kb`ldlwlan$ kjajnlan $ jamuxlan pexbuphex pj}fep }fja j}

obpkjdd| jhzulplan jam aehexxjpld| b~alan pexbuphex! ]fe j`ldl}| }b pehba nupe$ }b uxepexbuphex laxlme jam yjp}lhudjpd| bu}xlme }fe `buamjplex bo }fe }pjml}lbajd hbpybpj}lba kbpeeooeh}lved| èhbkex j kjamj}bp| xcldd obp kjajnekea}x!

]flx hbkkea} lx vep| yep}laea} obp ùxlaexx dbnlx}lhx kjajnekea} la }fe ekepnlanùxlaexx kbmed!

Bpnjalxj}lbajd x}puh}upex aeem }b kj}hf }fe byybp}ual}| eavlpbakea} Hdejpd|$ kja| bpnjalxj}lbax jam hbkyjalex jpe j~jpe bo }fe hfjanlan eavlpbakea}}fj} hbaopba}x }fek! ]j de L hbkyjpex }fe }pjml}lbajd jyypbjhfex }fj} ~epehbkkbaydjhe la }fe :


11/27

Pedj}lbaxfly kjajnekea} jam vjdue hfjla ae}~bpcxJ xlnal hja} hba}plù}bp| ojh}bp fjx èea }fe lahpejxlan meyeameahe uyba pedj}lbaxfly

kjajnekea} la jdkbx} evep| lamux}p| ~e hfbbxe }b hbaxlmep! Olnupe 0 e }eamx }feypbybxl}lba kjme `| Olnupe : `| xfb~lan }fe `jxlh hbkybaea}x bo }fe vjduehfjla+vjdue hfjla ae}~bpc kbmed!

Ae}~bpcxOlnupe 0 fjx j aukèp bo oej}upex }fj} mlooepea}lj}e l} opbk }fe }pjml}lbajd vep}lhjdd|la}enpj}em kbmed bo |ex}ep |ejp! L} peffeh}x }fe }pjaxyjpeah| }fj} fjx peydjhem }fehbpybpj}e xehpeh| bo }fe }pjml}lbajd vep}lhjdd| la}enpj}em ùxlaexx kbmed jam }feffe l`ldl}| jam jnldl}| }fj} ae}~bpc x}puh}upex jpe cab~a obp! ]flx ae~ ehbabk|jyypbjhf fjx èea jhhbkyjalem `| ja e hduxlve vbhj udjp|! ]epkx xuhf jxhbddj`bpj}lba mexhplèx }fe bvepjdd ~lddlanaexx bo bpnjalxj}lbax }b xeec jam lkydekea}hux}bkep+`jxem xbdu}lbax uxlan xfjpem pexbuphex jam ypbmuhlan xfjpem èae }x!Hb+hpej}lvl}|$ bpypbxukeplxk $ lx }fe lavbdvekea} bo hbaxukepx &jam ybxxl`d| }fj} bo mlx}plù}bpx, la }fe mexlna jam mevedbykea} bo ypbmuh}+xepvlhex!Hb+ypbmuh}lvl}|lx jkbpe byepj}lbajd pbde `| xuyydlepx$ mlx}plù}bpx jam hux}bkepx la ~flhf }fe| uamep}jce}jxcx }fj} fl}fep}b ~epe }fe pbde bo b}fep hfjaaed"hfjla yjp}lhlyja}x!Hb+bye}l}lbamexhpl ex }fe xl}uj}lba la ~flhf hbkye}l}bpx ~bpc }bne}fep }b kee} lamlvlmujd

]pjml}lbajd jyypbjhfex ~epe"jpe Ae~ jyypbjhfex jpe"bp jpe èhbklan

Hbkkjam La}enpj}lbaHba}pbd Hbbpmlaj}lba_ep}lhjd"flepjphflhjd x}puh}upex Fbdlx}lh"vlp}ujd x}puh}upexXu`by}lkjd ypbmuh}lvl}| Xuyep+by}lkjd ypbmuh}lvl}|'Pejh}lve kjpce} pexybaxex Ypbjh}lve kjpce} pexybaxexLa}ep+bpnjalxj}lbajd hbkye}l}lba La}ep+bpnjalxj}lbajd hbddj`bpj}lbaNeaeplh jam kjxx hux}bklxem xbdu}lbax Hux}bkep xyehl h ypbmuh}+xepvlhe xbdu}lbaxDjnnem"dlkl}em hba}ea}"e yeaxlve x|x}ekhbkkualhj}lbax

Lax}ja}jaebux"hbkypefeaxlve hba}ea}"db~ hbx}hbkkualhj}lbax

Pex}plh}em la}epjh}lbax Hbkypefeaxlve la}epjh}lbaxEa}peypeaeupxfly jam la}pjypeaeupxfly La}epypeaeupxfly'

]j`de L!Hfjpjh}eplx}lhx bo }

ekepnlan ùxlaexxkbmedx

Olnupe 0!J ae}~bpc+`jxem ùxlaexx

kbmedHbddj`bpj}lba

La}epypeaeupxfly7 La}enpj}lba

jam Hbbpmlaj}lba

Hb+bye}l}lba

Hb+ypbmuh}lvl}|

Hb+hpej}lvl}|

X}jcefbdmepE yeh}j}lbax

X}jcefbdmep_jdue Medlvep|

Hb+mex}la|

Jmmem _jdue&Pexbuphe Kjajnekea},

HPK Jmmem _jdue

&Mekjam Kjajnekea},

XPK

Lahpejxemhux}bkep

xj}lxojh}lba

>9


12/27

b`geh}lvex uxlan ku}ujd ojhldl}lex!Hb+mex}la|lx uxem }b jxhep}jla }fe e }ea} }b ~flhfkekèpx bo j ùxlaexx hbjdl}lba xfjpe }fe xjke b`geh}lvex$ x}pj}enlex jam vjduex! La}epypeaeupxfly peoepx }b }fe kjajnekea} e yep}lxe pezulpem }b lmea}lo| }febyybp}ual}lex }b la}pbmuhe ae~ &jam jd}epaj}lve, ùxlaexx kbmedx jam ypbhexxex la}bae~ jam e lx}lan kjpce}x!

Olnupex 8 jam = xfb~ e jkydex bo }|ylhjd ae}~bpcx! ]fe jepbxyjhe jamju}bkb`lde lamux}plex }|ylhjdd| ~bpc jpbuam em vjdue hfjla ae}~bpcx$ ~l}fbpnjalxj}lbax xuhf jx @belan jam ]b|b}j èlan e jkydex bo eooeh}lve em vjduehfjla ae}~bpcx x}puh}upex! @| hba}pjx} Dl jam Ouan &~~~!dlouan!hbk,$ }feFban Cban+`jxem bpnjalxj}lba$ byepj}e j aukèp bo ffe l`de vjdue hfjla ae}~bpcx}fj} peffeh} }fe aeemx bo }felp hdlea} bpnjalxj}lbax! ]fe| jpendb`jd byepj}lbax3}fe|xbuphe opbk j pjane bo dbhj}lbax$ uxujdd| `jxem uyba j xeplex bo hpl}eplj xuhf jx layu}hbx}x$ dbhjd }j j}lba ybdlhlex jam dj`bup denlxdj}lba jam$ lahpejxland|$ }fe jvjldj`ldl}|bo j yb}ea}ljd mbkex}lh kjpce} obp }felp ypbmuh}x!]lke kjajnekea} lx hpl}lhjd opbk}~b jxyeh}x!]lke+}b+kjpce} kj| fjve ja lkyjh} ba ~fe}fep }fe bpnjalxj}lba lx ja

laabvj}bp bp ja lkl}j}bp jam fepe ab} bad| }lke lx j hbaxlmepj}lba ù} xb }bb jpe hbx}hjyj`ldl}|$ jam hjyjhl}|! Oplemkja &099?, ypbvlmex e jkydex bo bpnjalxj}lbax ~fbfjve ex}j`dlxfem }~ea}| obup fbup P/M ojhldl}lex uxlan La}epae} dlacjnex jpbuam}fe ndbè }b kjla}jla P/M ypbmuh}lvl}|! Ezujdd| }lke+obp+hux}bkep pexybaxelxlkybp}ja} ~l}f bpnjalxj}lbax xuhf jx Wjpj &j Eupbyeja+`jxem jyyjped kjauojh}upep,peydealxflan lavea}bplex }fpbunfbu} Eupbye ba j 0="=6 fbup `jxlx! Jam }fe| jpe hjxf ffb~ mplvea bpnjalxj}lbax$ obhuxlan ba eooeh}lve byepj}lbajd jam ajahljd la}epojhex}puh}upex }fj} eaxupe }fj} byepj}lan h|hdex jam hjxf+}b+hjxf h|hdex jpe x|ahfpbalxem}b eaxupe eo hlea} ~bpclan hjyl}jd ypbmuh}lvl}|!

]fe vjdue hfjla+vjdue hfjla ae}~bpcx lx exxea}ljdd| j xeplex bo ypbhexxex pj}fep}fja ouah}lbax jam uadexx me}jldem j}}ea}lba lx yjlm }b kjajnlan }fe x}bhcx jam ffb~xbo kj}epljdx$ laobpkj}lba jam hjxf }pjaxjh}lbax jam }fe pedj}lbaxflyx è}~eea

Olnupe 8!Ol em vjdue hfjlaae}~bpcx hpej}e x}pbanepxuyydlep"hux}bkeppedj}lbaxflyx ùld} badban+}epk pedj}lbaxflyx`jxem ba jauamepx}jamlan bo ku}ujdb`geh}lvex Hux}bkep&x,

Hbbpmlaj}bp

Ol em _jdue hfjlaae}~bpcx7Ju}bkb`lde Lamux}p|Jepbxyjhe

LGYMDK86$:9


13/27

&jam jkban, }fe yjp}aepxfly x}puh}upex }fj} kjce }fea x}pj}enlhjdd| eooeh}lvejambyepj}lbajdd| eo hlea} }fe vjdue hfjla"x|x}ek ~ldd ab} xupvlve! @uxlaexx dbnlx}lhxkjajnekea} jmmx vjdue `| hpej}lan obpk$ }lke$ ydjhe$ hbavealeahe jam laobpkj}lbau}ldl}lex ~l}fla }fe vjdue x|x}ek! ]fe j}}pjh}lba bo vlp}ujd vjdue hfjla ae}ebpcx x|x}ekxlx }fj} }fe| lmea}lo| jd}epaj}lve x}puh}upjd obpkj}x obp pexybamlan }b }fe }fpee yplahlydevjdue mplvepx3 }lke$ jvjldj`ldl}| jam pedlj`ldl}| `| }jclan j kuhf `pbjmep yepxyeh}lve bo bpnjalxj}lba! Laobpkj}lba }pjaxyjpeah| lx ja lkybp}ja} layu} }fpbunfbu} }felkydekea}j}lba bo }fe ypbhexx `| kjajnlan }fe }lke jam jhhupjh| bo ypbmuh}"kj}epljdvbdukex$ }fe }lked| ffb~ bo hjxf }pjaxjh}lbax la}epajdd| jam e }epajdd| jkbanxuyydlepx jam eam+uxep hux}bkepx!

J aukèp bo bpnjalxj}lbax fjve mevedbyem la}epex}lan jam eooeh}lve ùxlaexxkbmedx jpbuam }fexe hbahey}x! L} lx ~edd cab~a }fj} Medd fjx pevbdu}lbalxem hbkyu}epmlx}plù}lba `| uxlan }fe la}epae} jx j kejax bo mlpeh} hbkkualhj}lba ~l}f hux}bkepxjam xuyydlepx }fepe`| pemuhlan bvepjdd dejm }lkex! LCEJ hpej}e vjdue `| ~bpclan ~l}fxuyydlepx }b kjauojh}upe }felp ypbmuh}x xuhf }fj} }fe ypbmuh}lba ypbhexx &hpej}lanobpk u}ldl}|"vjdue, jam mlx}plù}lba ypbhexx &}lke$ ydjhe jam hbavealeahe u}ldl}lex, hjaè hbkyde}em `| }fe yuphfjxep! La `b}f }fexe e jkydex$ }fe bpnjalxj}lbax kjajne }felpvjdue hfjla ae}~bpcx `jxem uyba eooeh}lve jam eo hlea} kjajnekea} bo dbnlx}lhx ffb~xjam pedj}lbaxflyx! @belan lx uxlan j zul}e ae~ jyypbjhf obp }fe >6>! @belan lx pe}jlalankuhf bo }fe e yep}lxe bo jdd devedx bo ypbmuh}lba ~l}fla }fe bpnjalwj}lba3 fb~evep$ }feHbkyja| lx hbddj`bpj}lan ~l}f l}x yjp}aepx j} xevepjd x}jnex bo mexlna jam ypbmuh}lba3&Fjpplnja$ 099?,! @belan fjx pemuhem }fe aukèp bo l}x xuyydlepx jam xedeh}em xbke ce|yjp}aepx jx }lep bae xuyydlepx }b kjauojh}upe kbpe hbkyde ypbmuh}x! La @belanxxuyyd| hfjla$ }fe px}+}lep xuyydlepx jpe hbaxlmepem jx ja e }eaxlba bo @belanx la}epajdypbhexxex!

Olnupe =!Ode l`de vjdue hfjla

ae}~bpcx booep vjplj`dpexybaxex }b keehfjanlan kjpce}

pezulpekea}xHux}bkep&x,

Hbbpmlaj}bp

Lavbdvekea} la Hbkye}l}lve _jdueHfjla _jdue hfjla ae}~bpcx

_jplj`deHux}bkep E yeh}j}lbax

Ode l`de _jduehfjla ae}~bpcx7Jyyjped Lamux}p|

Lahpejxemhux}bkep

xj}lxojh}lba

>::


14/27

Obhux lx ba jxxe} devepjne }fpbunf mlx}plù}em jxxe}x jam bu}xbuphlan!]fepe lx jdjpne lahea}lve }b la}enpj}e xuyyd| jam mekjam hfjlax l} ypbvlmex ae~ byybp}ual}lexobp hpej}lan &bp jmmlan e }pj, kjpce} vjdue! ^bpclan `b}f }bne}fep pexud}x la kbpexyehl h jam kjajnej`de vjdue ypbybxl}lbax jam lahpejxex }fe pe}upax }b }fevjdue+hfjla yjp}lhlyja}x! ]fepe lx ja la}epmeyeamea} pedj}lbaxfly è}~eea xuyyd| jammekjam7 hbkyjalex aeem }b uamepx}jam hux}bkep mekjam èobpe }fe| hja kjajne l}$hpej}e ou}upe mekjam jam$ bo hbupxe$ kee} }fe deved bo mexlpem hux}bkep xj}lxojh}lbaMekjam me aex }fe xuyyd| hfjla }jpne}$ ~flde xuyyd|+xlme hjyj`ldl}lex xuyybp}$ xfjyejam xux}jla mekjam! ]lep }~b xuyydlepx$ }fj} uxem }b xuyyd| mlpeh}d| }b @belan$ jpeab~ xuyyd|lan }b }fe ce| }by+}lep xuyydlepx &Kjauojh}upe jam @uxlaexx ]ehfabdbn|$099>,! ]pjml}lbajdd|$ }fe kjgbpl}| bo yjp}x hba}pjh}em mlpeh}d| `| @belan jpe medlvepem}b @belan ojhldl}lex$ ab~3 fb~evep$ }fe| jpe medlvepem }b }fe ce| yjp}aepx ojhldl}lex! ]lepbae yjp}aepx jpe pexybaxl`de obp jdd }fe mexlna$ eanlaeeplan$ kjauojh}upe jam jxxek`d|bo }fexe hbkybaea}x! Jo}ep }fexe djpne yjp}x jpe hbkyde}em$ }fe| jpe medlvepem }b@belan ojhldl}lex obp ajd jxxek`d|! @| mblan }flx$ @belan fjx djpned| pemuhem }fe yjp}x

}b è jxxek`dem la @belanx ojhldl}lex &Djk$ 0995,! L} lx ~edd cab~a }fj} }flx kbmed fjxhpej}em ypb`dekx obp @belan muplan hbax}puh}lba mue }b hbkybaea} jam x|x}ekhbkyj}l`ldl}| ypb`dekx! Yepfjyx la}pbmuhlan `b}f ypbmuh} jam ypbhexx laabvj}lbaxlkud}jaebuxd| lx èlan }bb jk`l}lbux*

]fexe vjdue hfjla ae}~bpcx jpe }|ylhjd bo }fe flnf vjdue+db~ vbdukekjauojh}uplan kbmed la ~flhf ejhf yjp}aep hpej}ex ja layu} obp ~flhf mexlna$zujdl}| jam }lke e yeh}j}lbax fjve èea jnpeem! Oup}fepkbpe$ ~l}fla }fe hba}e } bo Olnupe 0 }fe vjdue hfjla ae}~bpcx lx la}enpj}em jam hbbpmlaj}em `| j yplahlyjd xuhf jx]b|b}j bp @belan!

Olnupe = xfb~x zul}e j mlooepea} jyypbjhf$ bae }|yl em `| Dl jam Ouan$ bae la ~flhf}lke kjajnekea} jamffe l`ldl}| evea jnldl}| jpeyplkjp| vjdue mplvepx! Dl jamOuan&la Ouane} jd!$ 0996, nlve e jkydex opbk }felp e yepleahe bo }fe aeem obp ffe l`de pexybaxevjdue hfjla ae}~bpc kjajnekea} ! Fjvlan lmea}l em j pexybaxe vjdue hfjla ae}~bpcx}fj} booepem j hdlea}$ }fe vjdue mplvepx pezulpem }b ex}j`dlxf hbkye}l}lve jmvja}jne&yplkjpld| ypbmuh} zujdl}| ~l}fla j }lke b`geh}lve, }fe| ~epe jxcem }b kjajne j pjylmpeydealxfkea} h|hde }b hjyl}jdlxe ba ja l}ek }fj} fjm ypbvem kbpe xuhhexxoud }fjaobpehjx}! ]felp vjdue hfjla ae}~bpc kjajnekea} x}puh}upe fjm èea mexlnaem }b kee}xuhf hba}laneahlex! Ode l`de vjdue hfjla ae}~bpcx jpe uxujdd| obuam la vbdukebyepj}lbax db~"kemluk vjdue+kemluk"flnf vbduke kjauojh}uplan$ j xeh}bp ~flhfjd}fbunf uxujdd| yplhe dem fjx xenkea}x la ~flhf x}|de jam zujdl}| jpe jdxb mbklaja}!L} lx ab} uauxujd }b am kjgbp xuyydlepx la }fe vjdue hfjla ae}~bpcx }fj} jpe yjp} bo b}fep vjdue hfjla ae}~bpcx! L} peffeh}x }fe }|ylhjd ùxlaexx }fj} x}punndex }b hbkye}e~l}f boo+xfbpe xuyydlepx! L} lx uxujd obp }fexe bpnjalxj}lbax }b by} obp xyehl h vjdue

hfjla+vjdue hfjla ae}~bpcx pbdex3 Alce obp e jkyde$ fjx j ùxlaexx kbmed la }flxhj}enbp|! ]fe hbkyja| lx x}pban la ypbmuh} mexlna jam kjpce}lan jam bu}xbuphex }feb}fep aehexxjp| ypbhexxex! ]fe kbmed lx jdxb }|ylhjd bo }fj} bo vep| djpne OKHNypbmuhepx$ xuhf jx obbm jam fjpm~jpe ypbmuh}x! Lahpejxland|$ }fe bu}xbuphlan kbmed lxèlan ojvbupem `| }fexe bpnjalxj}lbax ~fb ojvbup kbmedx xlkldjp }b Alce jam b}fepx la~flhf }fe| obhux ba }felp hbpe ypbhexxex bo ypbmuh} mexlna jam mevedbykea} jamkjpce}lan jam ped| ba bu}xbuphem e yep}lxe }b ypbvlme kjauojh}uplan jam yf|xlhjdmlx}plù}lba3 KhYfepxbax &j`bve, ~budm è j }|ylhjd e jkyde!

LGYMDK86$:0


15/27

Xbke b}fep e jkydex bo Jux}pjdlja bpnjalxj}lbax eanjnem la xuhhexxoud vjdue hfjlaae}~bpcx jpe xfb~a la Olnupe 5! ]fe @lxfbyx ]ehfabdbn| Npbuy hbddj`bpj}ex ~l}fyjp}aepx jhpbxx }fe ~bpdm }b mevedby ae~ laabvj}lve ypbmuh}x! Npe|$ HEB$ xunnex}x }fj}ja lkybp}ja} ojhe} bo }flx jh}lvl}| lx }fe pedj}lve ejxe ~l}f ~flhf laobpkj}lba }fj} ffb~xè}~eea BMKx$ xuyydlepx$ dbnlx}lhx ypbvlmepx$ mlx}plù}bpx$ ~fbdexjdepx jam pe}jldepxhja è hjy}upem ypbvlmlan vjduj`de layu} j`bu} }fe eo hjh| bo ypbmuh} mexlna$ jammlx}plù}bp jam hux}bkep pexybaxe &Npe|$ 099?,! ]flx xunnex}x j kjgbp mlooepeaheè}~eea plnlm pexbuphe x|x}ekx jam kb`ldlxem pexbuphe x|x}ekx! Kb`ldlxem x|x}ekxuxe mekjam hfjla jajd|xlx }b lmea}lo| byybp}ual}lex jam }fea lmea}lo| }fe pexbuphe `jxepezulpem }b hbkye}e xuhhexxoudd|$ jam$ la mblan xb e yjam &bp hba}pjh}, }fe pexbuphexae}~bpc! ]flx e }eamx }b }fe eam+uxep hux}bkepx ~fb èhbkehb+hpej}bpx`|yjp}lhlyj}lan la }fe mexlna ypbhexx! ]flx jyypbjhf mbex ab} laoep }fj} }fe ajd bu}yu} bo }fe kb`ldlxem pexbuphex kbmed lx j flnfd| hux}bklxem$ ualzue ypbmuh}3 l} lx xunnex}lan}fj} hux}bkep xj}lxojh}lba hja è kbpe hdbxed| jhflevem `| uxlan ypbmuh} jam ypbhexx ydj}obpkx jx kbmudjp x|x}ekx }fj} hja è hbk`laem la j aukèp bo ~j|x }b kee}eam+uxep mekjam! E jkydex bo ypbmuh} ydj}obpkxjpe xeea la }fe ju}bkb}lve lamux}p|~fepe ydj}obpk hbkybaea}x jpe xfjpem ba ja la}pj+ jam la}ep+bpnjalxj}lbajd `jxe!

Olnupe 5!E jkydex bo Jux}pjdlja

hbkyjalex fjve jmjy}em}b }fe vjdue hfjla

jyypbjhf

Devepjnem }ehfabdbn| uxlan e yep}lxe njlaemopbk jab}fep lamux}p| xeh}bp eaj`dex @lxfbyx]ehfabdbn| Npbuy X|mae| }b kjauojh}upememlhj}em ypbmuh}lba ezulykea} obp ju}bkb}lvekjauojh}upepx

_jdueE yeh}j}lbax _jdue

Medlvep|

Ypbhexx Kjajnekea} By}lbax&Bpnjalxj}lba X}puh}upe

Mehlxlbax,Ypbhexx Hbbpmlaj}lba

Ypbmuh}x `jxem ba x}jamjpmkbmudex pemuhex lavea}bp|fbdmlan jam bpmep dejm }lkexypbvlmlan j 5":9 bpmep pexybaxe}lke la hbkyjplxba ~l}fhbkye}l}bpx = ~eecx bp kbpe!Hbmja hbkkualhj}lbaxezulykea} xuyydlep$ Jmedjlme

Xbuphe7 Pbèp}x &099?,

P/M dem hux}bklxemkjauojh}uplan }fj} pezulpexe }eaxlve cab~demne LY layu}xypbvlmex hux}bkepx ~l}f kjpce}e hduxlvl}|"mlooepea}lj}lba ~l}fbu}e }eaxlve P /M e yeaml}upe

@bxhf Ked`bupae

@uldmlan pbùx}$ pedlj`dekjhflaex obp xeplexypbmuh}lba &hba}laubux flnfvbduke bu}yu}, lx }fe ae }x}ey @lxfbyx

Hbddj`bpj}lve byepj}lbax kjajnekea}

&ypbhupekea}$ kjauojh}uplan jamdbnlx}lhx kjajnekea}, jkbanx}hbkye}l}bpx Yfjpkjheu}lhjd Lamux}p|

Xuyeplbp zujdl}| bo x|x}ekx jamkjajnekea} &ode l`ldl}| jamhbkyde l}|, fjx pexud}em laaenb}lj}em xuyydlep dejm }lkex bo 0~eecx jam bpmep pexybaxe }lkex obphux}bkepx bo = ~eecx! NYH

Edeh}pbalhx$ X|mae|

Lahpejxemhux}bkep

xj}lxojh}lba

>:8


16/27

E jkydex bo ypbhexx ydj}obpkxjpe xeea la La}epae} kephfjamlxepx xuhf jx Jkjwbajam e+@j|!

Pexybaxe kjajnekea} la vjdue hfjla ae}~bpc x|x}ekx]fe j}}pjh}lba bo vlp}ujd ae}~bpc x|x}ekx lx }fj} }fe| lmea}lo| jd}epaj}lve x}puh}upjdobpkj}x obp pexybamlan }b }fe }fpee uamepd|lan vjdue mplvepx3 }lke$ jvjldj`ldl}| jampedlj`ldl}| `| }jclan j kuhf `pbjmep yepxyeh}lve bo bpnjalxj}lba! Olnupe ? xfb~x }flxypbybxl}lba `| hbaxlmeplan bpnjalxj}lba jx ja la}pj jam la}ep+bpnjalxj}lbajd ae}~bpc}fj} lahdumex }fe hux}bkep jx j hbkybaea} ~l}fla }fe x}puh}upe! Laobpkj}lba}pjaxyjpeah| lx ja lkybp}ja} layu} }fpbunfbu} }fe lkydekea}j}lba bo }fe ypbhexx `|kjajnlan }fe }lke jam jhhupjh| bo ypbmuh}"kj}epljd vbdukex$ }fe }lked| ffb~ bo hjxf}pjaxjh}lbax la}epajdd| jam e }epajdd| jkban xuyydlepx jam eam+uxep hux}bkepx! ]fepbde bo }fela}ep ypeaeup lx }b lmea}lo| ypbhexx x}puh}upex }fj} by}lklxe x}jcefbdmeppe}upax3 hbkkualhj}lba lx vl}jd obp eooeh}lve hbbpmlaj}lba!

J aukèp bo bpnjalxj}lbax fjve mevedbyem la}epex}lan jam eooeh}lve ùxlaexx kbmedx

jpbuam }fexe hbahey}x! Medd fjx pevbdu}lbalxem hbkyu}ep mlx}plù}lba `| uxlan }fe

Olnupe ?!]fe dbnlx}lhx bo }fee }eamem ea}epyplxe

X}bhcx jamOdb~x bo Mj}j7

Laobpkj}lbaKjajnekea}

X}bhcx jam Odb~x bo Ypbmuh} jam Kj}epljdx7

]pjaxobpkj}lbaKjajnekea}

Kjajne}fe La}pjae}7

]fe Bpnjalxj}lbaAe}~bpc

Kjajne}fe E }pjae}7

]fe Bpnjalxj}lba+}b+Bpnjalxj}lba

Ae}~bpc

Kjajne}fe La}epae}7]fe Ea}lpe@uxlaexxAe}~bpc

Kjajnlan}fe _jdue

Hfjla Ae}~bpc

X}bhcx jam Odb~xbo Ouamx7

]pjaxjh}lbaxKjajnekea}

Lmea}lo| jam medlvepHux}bkep _jdue

Hbbpmlaj}eYjp}aep

B`geh}lvex

Lmea}lo| Evjduj}e jamXedeh} _jdue

Medlvep| Jd}epaj}lvex&La}epajd jam E }epajd

By}lbax,

La}enpj}lba$Hbkkualhj}lba

jam Hbbpmlaj}lba

La}enpj}lba$Hbkkualhj}lba

jam Hbbpmlaj}lba

LGYMDK86$:=


17/27

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18/27

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LGYMDK86$:?


19/27

BMKx cab~ jam uamepx}jam }fe lkydlhj}lbax bo hux}bkep vjdue mplvepx ba }febyepj}lbax pexybaxe x|x}ek ypbhexxex! Lmea}lo|lan }fexe pedj}lbaxflyx j} ja ejpd|x}jne ypbvlmex ejpd| layu} la}b }fe x}puh}upe bo }fe byepj}lbax pexybaxe x|x}ek }feexxea}ljd hux}bkep ojhlan ypbhexxex }fe hpl}lhjd ypbhexxex }fj} hpej}e }flanx }fj} jpexb lkybp}ja} }b hux}bkepx jpe lmea}l em j} ja ejpd| x}jne bo }fe ydjaalan$ }fbxe }fj}jpe la+fbuxe$ }fj} lx jvjldj`de ~l}fla }fe e lx}lan x}puh}upe$ hja è evjduj}em obphjyj ldl}| jam hjyjhl}| xul}j ldl}|$ jam x|x}ek kbml hj}lbax kjme ~fepe aehexxjp|!]flx lal}ljd jajd|xlx e }eamx }fe pexybaxe mehlxlba è|bam hbkye}l}lve aehexxl}|}b~jpmx mevedbylanhbkye}l}lve jmvja}jne $ yepfjyx la}b j ybxl}lba bo xux}jlaj`dehbkye}l}lve jmvja}jne! ]fepe jpe jdxb }~b b}fep laffueahex }fj} aeem }b è jmmpexxem!Bae hbahepax }fe lahpejxlan deved bo ajahljd jhhbua}j`ldl}| }fj} lx èlan ydjhem bakjajnekea} jam }fe b}fep lx }fe lkyjh} bo pexbuphex hbaxepvj}lba j~jpeaexx!Olnupe >xfb~x }fe lkybp}jahe bo }fe mekjam hfjla la lal}lj}lan }fe pexybaxe! ]fe mekjam hfjaaed ypb de lmea}l ex }fe yb}ea}ljd kjpce} jam }fe xenkea}&x, }fj} peypexea}yb}ea}ljdd| pedevja} byybp}ual}lex }b }fe bpnjalxj}lba! ]fe yb}ea}ljd xenkea}x kj| è

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20/27

pexybaxe hfjla x}puh}upex hja è e ydbpem! ]fe yepobpkjahe hpl}eplj obp ja byepj}lbajdpexybaxe hfjla lx xfb~a èdb~7

&:, Zuja}l}j}lve yepobpkjahe 7!

Hux}bkep pexybaxe &ydjaaem jam jh}ujd,7 Bpmep opezueah|! Bpmep vjdue&x,! Db|jd}|7 dbanevl}| bo pedj}lbaxfly&x,! Yephey}lbax bo xepvlhex &HXL }peamx,!

! Olajahljd yepobpkjahe &byepj}lbajd,7 Npbxx kjpnlax! Byepj}lan kjpnlax! Npb~}f pj}ex! Xfjpe bo kjpce}! Jmmem vjdue! Lavea}bp| ypbmuh}lvl}|! Pehelvj`dex ypbmuh}lvl}|! Yj|j`dex ypbmuh}lvl}|!

! Olajahljd yepobpkjahe &x}pj}enlh,7 PBJ &}janl`de jam la}janl`de jxxe}x,! PBHE! Hjyl}jd u}ldlxj}lba! PBE!

Hjyl}jd la}eaxl}|! Byepj}lbajd nejplan! Olajahljd nejplan! AY_ ja}lhlyj}em opee hjxf ffb~!

&0, Zujdl}j}lve yepobpkjahe 7! Hbaobpkjahe7 xuyydlep jmfepeahe }b ~bpclan hbaml}lbax jam yj|!! Xux}jlaj`ldl}|!! Eavlpbakea}jdd| e}flhjd byepj}lbax!! Xbhljdd| pexybaxl`de ùxlaexx kbmedx!

Lahpejxland|$ ~e jpe ènlaalan }b xee }fe lkybp}jahe bo zujdl}j}lve yepobpkjahepezulpekea}x jx }fexe èhbke xlnal hja} oej}upex bo hbaxukep hfblhe hpl}eplj! Dl jamOuan &0996, jpe vep| hdejp hbahepalan }felp vle~ `| kekèpxfly bo }fe @uxlaexx obpXbhljd Pexybaxl`ldl}| ~~~!`xp!bpn jam ~e jdxb xuyybp} }fe yplahlydex bo }fe Ndb`jdHbkyjh} ~~~!uandb`jdhbkyjh}!hbk! ê jmby} j hbme bo hbamuh} obp jdd bup veambpx!

]fe yepobpkjahe hpl}eplj obp ja byepj}lbajd pexybaxe hfjla jdxb xunnex}x }fj}xux}jlaj`ldl}| jam eavlpbakea}jd lxxuex jpe lahbpybpj}em la}b }fe evjduj}lba hpl}eplj!Lahpejxland|$ }fexe jpe lxxuex }fj} jxxuke ndb`jd lkybp}jahe!

LGYMDK86$:6


21/27

Xbke e jkydex]fe @belan Jlphpjo} Xepvlhe Bpnjalxj}lba@belan la}pbmuhem ja jmmem vjdue jxyeh} }b l}x ypbmuh} pjane ~l}f l}x la}enpj}emkj}epljdx kjajnekea} &LKK, ypbnpjkke }fj} l} hdjlkx pemuhex }fe byepj}lan hbx}x bo l}x hbkkephljd jlpdlae hux}bkepx! KhHdeajfea &099=, peybp}x }fj} @belan ex}lkj}ex }fj}l} ~ldd xjve hux}bkepx xbke :9+09 yep hea} bo kjla}eajahe kj}epljdx hbx}x! @belan lxjmjy}lan j xuyyd| hfjla kjajnekea} jyypbjhf opbk }fe ju}bkb}lve jam edeh}pbalhxlamux}plex jam la}pbmuhlan l} }b }fe jvlj}lba lamux}p|$ ~fepe }fe xuyyd| hfjlaflx}bplhjdd| èea opjnkea}em! ]fe b`geh}lve lx }b jnnpenj}e jam la}enpj}e }fe xuyyd|hfjla xuhf }fj} }fe laobpkj}lba ypbmuhem ~ldd pemuhe lavea}bplex jam byepj}lan hbx}xobp hux}bkepx$ @belan$ jam }fe xuyydlepx!

]fe jmml}lbajd èae } obp @belan lx }fj} }fe laobpkj}lba ba yjp}x uxjne ~ldd è oem`jhc la}b mexlna jam }b hux}bkep xepvlhe eanlaeepx$ }fepe`| booeplan ja byybp}ual}| obphpej}lan jmml}lbajd hbkye}l}lve jmvja}jne!

@belan ~ldd è pexybaxl`de obp }fe yuphfjxlan$ lavea}bp| kjajnekea}$ x}bpjne jammlx}plù}lba bo xlande uxe yjp}x xuhf jx ùxflanx$ hdjkyx$ `pjhce}x$ fbxex$ xejdx$ e}h!@belan jam }fe b}fep xuyydlepx~ldd b~a }fe yjp}x &}fj} jpe x}bpem aejp }fe jlpdlaexkjla}eajahe `jxex, ua}ld pezulpem jam hbddeh} yj|kea} opbk }fe jlpdlaex jx jam ~fea}fe| jpe uxem!

Olnupe 6 xfb~x }fe mekjam hfjla layu}x la}b }fe @belan ydjaalan ypbhexx! ]fevjdue mplvepx bo lkypbvem em jxxe} &jlphpjo}, ypbmuh}lvl}|$ ~bpclan hjyl}jdypbmuh}lvl}|$ }fe medenj}lba bo pexybaxl`ldl}| obp lavea}bp| kjajnekea} jam }fe j`ldl}|}b opee uy hjyl}jd obp }fe hbpe ùxlaexx jpe hdejp! ]fe pexud}lan vjdue ypbybxl}lba$ jhux}bklxem xepvlhe yjp}x ypbhupekea} xepvlhe lkydekea}em `| _KL jam GL]&veambp+kjajnem lavea}bp| jam gux} la }lke, ypbhexxex lx yplhem xuhf }fj} }fexepvlhe pexud}x la j xlnal hja} bvepjdd hbx} pemuh}lba obp }fe uxepx! Jkban }fepexybaxex }fj} ~epe pezulpem opbk @belan jpe hux}bklxem xepvlhe yjp}x ypbnpjkkex$

ba+dlae hbkkualhj}lbax ~l}f xuyydlepx jx ~edd jx ~l}f hux}bkepx uxlan EML dlacjnex$ jcab~demne kjajnekea} ypbnpjkke }fj} hpej}ex cab~demne opbk yjp}x uxe mj}j }fj}hja è layu} la}b jlphpjo} mexlna jam hux}bkep xepvlhe ypbhexxex!

Hux}bkep jam Hbkyja| Jmmem _jdue èae }x jpe xfb~a la Olnupe 6 }bne}fep ~l}f}fe byepj}lbajd jam x}pj}enlh mehlxlbax pezulpem }b lkydekea} }fek! ]fe jmmem vjdueobp }fe jlpdlaex lx }fe ojhldl}| }b obhux ba }fe peveaue neaepj}lan jxyeh}x bo jlpdlaebyepj}lbax ~flde @belan }jcex ba }fe dbnlx}lhx jam kj}epljdx kjajnekea} &jam hbx}x, bo jlphpjo} xepvlhlan! ]fe x}pj}enlh lkydlhj}lbax jpe |e} }b kj}epljdlxe! Obp }fe jlpdlaex$ l}kj| è }fe lal}ljd x}jnex bo j ndb`jd xepvlhe x}pj}en| jam bae }fj} }fe eanlaekjauojh}upepx booep la }lke! ]fe b}fep dban+}epk èae }x jpe fedyoud }b }fe jlpdlaex jam}b @belan7 }fe mj}j hjy}upem muplan xepvlhe }pjaxjh}lbax jam byepj}lbax hja èhbavep}em la}b j xbuphe bo cab~demne obp ypbmuh} mexlna jam xepvlhe ydjaalan!

Jx ~l}f }fe b}fep e jkydex }fe yplkjp| vjdue kjajnekea} ypbhexxex jpe lmea}l emjam }fe hbkybaea} ypbhexxex jpe me}jldem ~l}fla ejhf bo }fek! ]fe hux}bkep vjduee yeh}j}lbax hja è e ypexxem jx hjyl}jd jam ezulykea} ypbmuh}lvl}|$ pemuh}lba bo aba+hbpe jh}lvl}| hbx}x jam }fe plxcx lavbdvem la kjla}jlalan lavea}bplex hba}jlalan}ehfabdbnlhjd ezulykea}! ]b hpej}e }fe vjdue @belan lx pexybamlan ~l}f j flnfjvjldj`ldl}| bo xepvlhe yjp}x ~l}f ja badlae hbkkualhj}lba xepvlhe ~l}f }fe jlpdlaehux}bkepx jam }felp &@belanx, xuyydlepx }fe pexud} lx ja lkypbvem byepj}lan h|hde jx~edd jx ja lkypbvem hjxf h|hde! ]b ypbmuhe }fe vjdue@belan fjx j hux}bklxem xepvlhe

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22/27

Olnupe 6!@belan eooeh}lve mekjamhfjla kjajnekea} dejmx}b eooeh}lve jam eo hlea}pexybaxe kjajnekea}

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23/27

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24/27

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25/27

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demand chain management + response management = increased customer satisfaction

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