research report e-retailing

7/31/2019 Research Report E-Retailing

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L Q S Y L S B E JA L K L O Z Q JQL Q S Y L S B E JA L K L O Z Q JQ

B O B A S Y G K J A - Y B S L J OB O B A S Y G K J A - Y B S L J O

JK C R Q S Y J B Q K J S N B R K JSJ K C R Q S Y J B Q K J S N B R K JS

H J K E C G @H J K E C G @

Kgvb`iby 94


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Liqsylas

Snjq ybtgys jk sg b~l`jkb snb bobasygkja ybsljojke jk snb Rkjsbc Hjkecg` lq js jq snb lttojbc

ybqblyan ilqbc gk snb tygiob` gf anlkebq jk snb `bsngcq lkc sbankj|rbq gf snb ybsljojke jk

snb agkqslksoz anlkejke bkvjygk`bks snls nlq lk j`tlas gk snb sgslo qlsjqflasjgk gf snb

agkqr`byq+ Snb ybqblyanby nlq kg tybajqb jcbl ligrs snb agyybolsjgk l`gke snb agkqr`byq

qlsjqflasjgk lkc snb bobasygkja ybsljojke qbyvjabq+ Sg b~togyb snb obvbo sg unjan l abysljk

ibnlvjgy jq cb`gkqsylsbc iz snb arqsg`byq bkelebc jk snb gkojkb qngttjke lkc lkloz}b snb

vlyjgrq bkvjygk`bkslo flasgyq lyb tlys gf snb ybqblyan ybtgys+

Snb trytgqb jq sg jkvbqsjelsb snb alrqlo bffbas ybolsjgkqnjt ibsubbk sgslo agkqr`byq

qlsjqflasjgk .cbtbkcbks vlyjliob* lkc Bobasygkja ybsljojke qbyvjabq .jkcbtbkcbks vlyjliob*+

Snb cjffbybks mgrykloq/ kbuq lysjaobq/ lkc igghq ybelycjke snb B ybsljojke lyb b~l`jkbc jk snb

ybtgys logke ujsn snb alqb qsrcz lklozqjq+ Snb aogqb bkcbc |rbqsjgkkljyb jq rqbc sg ebkbylsb

fjkcjke fyg` snb


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Agksbksq Tleb

kg+

Anltsby < = Jksygcrasjgk


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Anltsby */ lkc B-irqjkbqq `gcbo iz Yjanlyc

Snyg`ioz .9444* ulq cjqsyjirsbc l`gke snb tlysjajtlksq sg jkfgy` snb` ligrs snb j`tgyslkab

gf agkqr`by qlsjqflasjgk lkc anlkkboq gf b-ybsljojke+ Jk lccjsjgk sg snjq/ snb tjogs sbqsjke ulqsg bkqryb snls tlysjajtlksq rkcbyqslkc snb |rbqsjgkq tygtbyoz lkc lkquby snb |rbqsjgkq jk snb

agyybas ulz+ Fgy tjogs sbqsjke/ b`togzbbq gf snb gyelkj}lsjgk ubyb qbobasbc gk snb ilqjq gf

agkvbkjbks ql`tojke+

Lq ub hkgu snls fgy snb tybajqb lkc agyybas fjkcjkeq js jq bqqbksjlo snls snb ybqblyanby jq

agkvjkabc ligrs snb vlojcjsz gf snb ybqtgkqbq qg snjq ulq vjslo sg agkcras snb tjogs qsrcz+ Lkc

fgy snb anbahjke gf snb aybcjijojsz gf snb ybqtgkcbksq/ snbjy tlqs b~tbyjbkabq lkc bcralsjgklo

ilaheygrkc ulq anbahbc iz `blkq gf cb`geyltnja cbqayjtsjgk jk snb fjyqs tlys gf snb qryvbz|rbqsjgkkljyb+ Sg bkqryb snls snb |rbqsjgkkljyb jq fjoobc grs tygtbyoz lkc snb fbbcilah jq ejvbk

jk snb yjens ulz/ ybqblyan nj`qbof lc`jkjqsbybc snb |rbqsjgkkljyb+

1+5 Ybqblyan qsrcz oj`jslsjgkq=

Gkb gf snb `ljk oj`jslsjgkq gf snjq ybqblyan cbqjek jq snb ql`tob qj}b jsqbof+ Qjkab snbyb lyb

kgs `ran gf snb ybqtgkcbksq lyb jkaorcbc jk snjq ybqblyan jkvbqsjelsjgk snbybfgyb snb fjkcjke

gf snb tybqbks jkvbqsjelsjgk olah snb flasgy gf ebkbyloj}lijojsz+ Gkoz 14 ybqtgkcbksq lkc snybb

`lklebyq lyb snb tlys gf snb ql`tob qj}b qg snb fjkcjkeq yb`ljk gkoz fgy snb qsrcz ls nlkc+ Js

alkkgs ib l ebkbylo fjkcjke fgy snb gvbyloo ybsljojke qbasgyq+

Jk snb tjogs sbqsjke ybqblyanby gkoz tygvjcbc qg`b gf snb `gcboq ligrs snb agkqr`by

qlsjqflasjgk lkc bobasygkja ybsljojke unjan jq jk lasrlo snb iyjbf njenojensq gf snb cbsljo lkc

b~togylsgyz ugyh qg `gqs gf snb cbsljoq ubyb kgs tygvjcbc sg snb tlysjajtlksq unjan oblvb rq

ujsn snb olyeb tgqqjijojsz gf rkaobly tlysjajtlksq+ Snjq `blkq snbyb `jens ib fbu ybqtgkcbksq

ung nlc kgs rkcbyqsggc snb `gcboq sg l eybls b~sbks+

Snb tygiob` gf snb |rlksjfjalsjgk jq agkqjcbybc lq l oj`jslsjgk ibalrqb snb |rlojslsjvb clsl

agroc kgs ib blqjoz jksbytybsbc jk snb `blkjkefro fgy`+

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Qngysleb gf sj`b jq snb nreb oj`jslsjgk fgy snb aryybks jkvbqsjelsjgk lq snb lttyglan ulq

jkcrasjvb qg `gqs gf snb clsl lkc `lsbyjloq ubyb jkaorcbc qg jkaorcjke lkc b~sylasjke gf snb

clsl ulq gkb gf snb vjslo slqh lkc sj`b agkqsyljk ryebc snb ybqblyanby sg gkoz jkaorcb qg`b gf

snb jkfgy`lsjgk unjan `blkq snb tbyqgklo giqbyvlkab gf snb ybqblyanby nlq jkforbkabc snbclsl qbobasjgk jk snb ybqblyan+

1+> Bsnjalo lttyglan=

Snb jcblq/ vjbuq/ lkc snb jkfgy`lsjgk rkcbyslhbk iz snb ybqblyanby fyg` snb vlyjgrq qgryabq

jq bqqbksjlo sg ib `ljksljkbc lkc rqbc iz snb ybqblyanby fgy snb ybqblyan trytgqb gkoz qg snb

bsnjalo agkqjcbylsjgk gf snb ybqblyanby jq sg tygvjcb lqqrylkab sg sngqb jkcjvjcrloq ung nl

vbqsbc syrqs jk snb ybqblyanby iz qnlyjke snb jkfgy`lsjgk lkc cbsljoq+ Jk gsnby ugycq/ snb

agkfjcbksjlojsz gf snb ybqtgkcbksq jq hbts iz snb ybqblyanby bqtbajlooz jk snb jksbyvjbuq lq js jq|rlojslsjvb lttyglan lkc jksbyvjbuq ubyb alyyjbc grs jk unjan vjbuq lkc jkfgy`lsjgk ulq

tygvjcbc sg ybqblyanbyq+ Snb ybqblyanby hbts snb jksbyvjbu ybqrosq rkcby snb sjsob gf

lkgkz`grq+

1+: Qr``lyz gf snb anltsby=

Snjq qrinblcjke gf snb anltsby qnguq snls unls nlq ibbk qsrcjbc lkc cjqarqqbc jk snjq

anltsby+ Js slohq ligrs jk snb qslys snb tnjogqgtnz gf snb ybqblyan snls jq agkqjcbybc iz snb

ybqblyanby lkc oblcjke sg snb lcgtsjgk gf snb `bsngc fgy b~barsjke ybqblyan+ Snlk snb

ybqblyan tygiob` lkc nztgsnbqjq sg yblan sg snb abksyb gf snb tygiob` jq cjqarqqbc lkc ngu

snb qgryabq lyb `lklebc sg elsnby snb jkfgy`lsjgk ybolsbc sg snb ybqblyan tygiob`+

Snb aybcjijojsz gf ybqtgkcbksq lyb cjqarqqbc rkcby snb nblcjke gf tjogs qsrcz/ fgoogubc iz snb

ybqblyan oj`jslsjgkq snls al`b jk snb ulz gf b~barsjke snb ybqblyan sg `gyb njenby obvbo+

Snb bsnjalo agkqjcbylsjgk iz snb ybqblyanby jq cjqarqqbc jk snb olqs tlys gf snb anltsby sg

`ljksljk snb qslkclycq gf ybqblyan gk snb bsnjalo eygrkcq+

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Anltsby 3= Jksbytybslsjgk/ Fjkcjke Lklozqjq lkc

cjqarqqjgkq

3+< Jksygcrasjgk=

Snjq anltsby agksljkq snb jksbytybslsjgk gf snb |rbqsjgkkljyb lkc jksbyvjbuq agkcrasbc iz snb

ybqblyanby fyg` snb ql`tob qj}b lkc gk snb ilqjq gf qgysbc clsl/ lklozqjq lkc cjqarqqjgkq lyb

`lcb jk agksb~s ujsn snb ayjsjalo lttyljqlo gf snb ojsbylsryb jkaorcbc jk snjq ybqblyan qsrcz+

Snb fjyqs tlys gf snjq anltsby nlq cjqarqqjgkq gk snb ilqjq gf jksbyvjbuq agkcrasbc fyg` snb

tlysjajtlksq+

Snb qbagkc tlys nlq snb eyltnjalo ybtybqbkslsjgk gf snb clsl ebkbylsbc fyg` snb qryvbz

|rbqsjgkkljyb lkc js jq lklozqbc ujsn snb tlqs ybqblyan fjkcjkeq+

Jk snb olqs qbe`bks qslsjqsjalo sggo QUGS jq rqbc lkc Anj-sbqs ybqrosq lyb jkaorcbc sg sbqs snb

lqqr`bc nztgsnbqjq+

3+9 Jksbyvjbu ybqrosq=

3+9+< \rbqsjgk gkb= Jq Bobasygkja ybsljojke snb tyj b lkc qjekjfjalks fblsryb fgy

arqsg`byq gf qrtby `lyhbs7

@lkleby gkb=

Zbq/ sg abysljk b~sbks js jq j`tgyslks fblsryb+

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@lkleby sug=

Sngqb arqsg`byq ung tybfby qngttjke gkojkb fyg` snb qrtby `lyhbsq ujoo vjbu js lq tyj`b

flasgy lkc fgy snls yblqgk snb fgy` ujoo syz sg tygvjcb qran qbyvjabq sg eljk bceb jk `lyhbs+

@lkleby snybb=

Js jq gkb snb qjekjfjalks flasgy irs js jq kgs snb gkoz flasgy fgy snb arqsg`byq gf snb qrtby

`lyhbs+

Cjqarqqjgk=

Fyg` snb vjbuq gf snb snybb cjffbybks `lkleby/ js jq kgsjabc snls sg abysljk cbeybb js jq snbqjekjfjalks flasgy fgy snb arqsg`byq gf snb qrtby `lyhbs irs iz kg `blkq js jq snb gkoz

bqqbksjlo flasgy/ snbyb lyb gsnby flasgyq loqg qg js alk ib qljc snls sngqb agkqr`byq ung ulks

sg qlvb snbjy sj`b ujoo rqb js `gyb lq snbz tbyabjvbc js `gyb j`tgyslks flasgy+ Snjq ub nlc

loqg vjbubc jk snb ojsbylsryb ybvjbuq loqg snls Cbkkjq lkc @byyjobbq/ .9443* lyerbc snls ng`b

gyjbksbc agkqr`byq ujoo tybfby `gyb snb qbyvjabq gf b-ybsljojke ibalrqb gf jsq blqb lkc

agkvbkjbkab+

3+9+9 \rbqsjgk sug= Jq jkkgvlsjgk snb ag`tbsbkaz flasgy fgy snb ag`tlkz sg jkforbkab

snb ibnlvjgry gf snb agkqr`byq7

@lkleby gkb=

Zbq/ jkcbbc jkkgvlsjgk jq gkb gf snb ag tbsbkajbq gf Sbqag sg lffbas snb agkqr`byq

ibnlvjgry ibalrqb js ayblsbq snb iylkc j`leb+

@lkleby sug=

Jk ebkbylo/ jkkgvlsjgk jq l ag`tbsbkaz iz bvbyz `blk lkc unbk ub sloh ligrs Sbqag snlk js

jq lrsg`lsja jkforbkaby gf snb agkqr`byq ibnlvjgry+ Snb lcvlkab sbankgogez nbotq snb

agkqr`by sg fjkb obvbo unjan jkayblqbq arqsg`by qlsjqflasjgk+

@lkleby Snybb=

1:


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Irqjkbqq jq loo ligrs slhjke alyb gf arqsg`byq/ unbk irqjkbqq jq `gyb jkkgvlsjvb/ js ujoo

tygqtby `gyb ibalrqb iylkc j`leb ujoo j`tygvb qg jkkgvlsjgk jq jkaorcbc jk agyb

ag`tbsbkajbq gf fjy`+

Cjqarqqjgk=

Js jq bqqbksjlo fgy irqjkbqq sg nlvb jkkgvlsjgk lq gkb gf snb agyb ag`tbsbkajbq sg lssljk

ag`tbsjsjvb lcvlksleb jk snb `lyhbs+ Js lqqjqsq irqjkbqq sg nlvb l qsygke iylkc j`leb jk gycby

sg cjqsjkerjqn snb ag`tlkz fyg` yjvloq lkc ls snb ql`b sj`b jkforbkab snb ibnlvjgry gf snb

agkqr`byq+ Snb fjkcjkeq gf snb jksbyvjbu jq qj`joly sg snb vjbuq gf snb @jsnlo .9442* snls

agkqr`by ibnlvjgry jq jkforbkabc iz snb kbu `bsngcq gf b-ybsljojke lkc Anyjqsbkqbk .


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3+9+3 \rbqsjgk fgry= Jq b-ybsljojke snb bqqbksjlo qsbt fgy snb bknlkab`bks gf snb

agkqr`byq qlsjqflasjgk7

@lkleby gkb=Zbq/ js jq bqqbksjlo qsbt fgy snb jkayblqb jk snb agkqr`byq qlsjqflasjgk obvbo+

@lkleby sug=

Jk l ulz js alk ib qljc lq bqqbksjlo qsbt ibalrqb agkqr`by lyb `gyb ls blqb crb sg snjq unjan

ejvb snb` gyb qlsjqflasjgk+

@lkleby snybb=Qryb/ `gyb arqsg`byq lyb qlsjqfjbc unbk snbz nlvb agkvbkjbkab jk qngttjke lkc js bqqbksjlo

qsbt sg cg qg+ Qg`bsj`b snb agkqr`by fjkcq js cjffjaros sg tlyh aly lkc qngt qg fgy qran

arqsg`byq/ js jq vjslo sg qlsjqfz snb` ibalrqb js qlvbq snb` sj`b+

Cjqarqqjgk=

Snjq qnguq snls b-ybsljojke jq `gyb ligrs snb qlsjqflasjgk gf l agkqr`by lq js tygvjcb snb`

ojkh blqb jk qngttjke lkc `gyb agkvbkjbkab snbybfgyb zbq fgy` snb ligvb jksbyvjbuq js alk ib

qljc snls b-ybsljojke nbot snb gyelkjqlsjgkq jk jkayblqb snb qlsjqflasjgk gf agkqr`byq+ Snjq

ybfobas snb fjkcjkeq gf snb ybqblyan gf Igycbk .


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@lkleby snybb=

Tygfjs jkayblqb crb sg qlsjqflasjgk gf agkqr`by lkc obvbo gf qlsjqflasjgk j`tygvb ujsn snb nbot

gf b-ybsljojke qg zbq/ b-ybsljojke nlq agksyjirsjgk jk snb tygfjs jkayb`bks lkc j`tygvb`bks gfarqsg`byq qlsjqflasjgk+

Cjqarqqjgk=

Snb fbbcilahq gf snb `lklebyq ybvblo snls loo gf snb snybb lyb ojkhbc ujsn blan gsnby+ Jk gkb

ulz gy snb gsnby ulz js nlq l ojkhbc+ B-ybsljojke jq kgs cjybasoz jkayblqjke snb tygfjs `lyejk

irs js jq j`tygvjke snb qlsjqflasjgk obvbo unjan oblcq sg jkayblqb snb tygfjs `lyejk gf snb

gyelkjqlsjgk+ Snb tlqs ybqblyan gf @jsnlo .9442* loqg ybvblobc snls gyelkjqlsjgk rqb b-

ybsljojke lq l sggo sg jkayblqb snb obvbo gf qlsjqflasjgk+

3+9+6 \rbqsjgk qj~= Unls jq snb ijeebqs lcvlksleb fgy snb agkqr`by snls b-ybsljojke

tygvjcb7

@lkleby gkb=

Fgy arqsg`byq js jq snb `gqs agkvbkjbks ulz gf qngttjke lkc fgy gyelkjqlsjgk/ js jq snb

tygvjcjke snb gttgysrkjsz sg ib iylkc j`leb

@lkleby sug=

Js ejvbq ujcb ylkeb gf vlyjbsjbq gkojkb lkc |rjah laabqq sg nreb vlyjbsjbq jk gkb aojah+

@lkleby snybb=

Snb ijeebqs lcvlksleb js gffbyq sg agkqr`byq jq snls js jq snb blqjbqs ulz sg qngt bqtbajlooz jk

tblh ngryq gf tnzqjalo qngttjke8 gkojkb qngttjke lttblyq sg ib l iobqqjke+

Cjqarqqjgk=

Qg`b gf snb `lmgy lcvlkslebq snls lyb `bksjgkbc iz snb ybqtgkcbksq lyb jcbksjalo sg snb

fjkcjke gf snb qsrcz gf Yjanlyc lkc Mgbo .9446* snls qreebqs snls snb `gqs j`tgyslks frkasjgk

b-ybsljojke nlq sg gffby jq gkb qjkeob nlttz aojah lkc snb qngttjke jq cgkb+ Jk gsnby ugycq/ snb

blqb/ agkvbkjbkab/ lkc snb qtbbcz ulz gf qngttjke lyb lcvlkslebq gf snb gkojkb qngttjke+

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3+9+5 \rbqsjgk qbvbk= jq snb lyhbs ybtrslsjgk gf Sbqag jkayblqbc crb sg B-ybsljojke7

@lkleby gkb=

Zbq/ ub alk qlz snls b-ybsljojke nlq tolzbc jsq tlys jk j`tygvjke snb `lyhbs ybtrslsjgk gf snb

Sbqag+

@lkleby sug=

B-ybsljojke nlq nbotbc Sbqag lq snb ag`tlkz ung ibojbvb jk snb anlkeb lkc cbvbogt`bks lkc

snbybfgyb/ agkqr`byq tybfby Sbqag ibalrqb gf jsq b-ybsljojke qbyvjabq+

@lkleby snybb=

Jkcbbc/ `lyhbs ybtrslsjgk gf Sbqag j`tygvbc crb sg b-ybsljojke lq kgu js jq hkguk lq snbjkkgvlsjvb ybsljobyq+

Cjqarqqjgk=

Kgs mrqs Sbqag irs `gqs gf snb gyelkjqlsjgkq nlvb j`tygvbc snbjy `lyhbs ugysn iz `blkq gf

b-ybsljojke qbyvjabq+ Snb `lyhbs ybtrslsjgk jq jkayblqbc jk cjffbybks ulzq/ fgy qg`b js jq

nbotjke snb` sg eljk ag`tbsjsjvb lcvlksleb/ qg`b lyb ibag`jke `gyb jkkgvlsjvb crb sg

snbqb qbyvjabq lkc qg`b lyb j`tygvjke jsq |rlojsz gf ybsljojke qbyvjabq+ Snjq jq loqg vjbubc jk

snb ojsbylsryb ybvjbuq lq snb qslsb`bks gf snb Gn`lb .* snls js nbotq gyelkjqlsjgk jk

ag`tbsjke jk snb `lyhbs sg j`tygvb jsq kbs `lyhbs ugysn+

3+9+> \rbqsjgk bjens= Unls jq snb hbz gf snb qraabqq fgy Sbqag7

@lkleby gkb=

Agkqjqsbks tbyfgy`lkab lkc lcgtsjke anlkebq jk snb `lyhbs jq l hbz sg qraabbc+

@lkleby sug=

Snb hbz sg qraabqq jq tygvjcjke ujcb ylkeb gf vlyjbsz sg snb arqsg`by ls snbjy blqb+

@lkleby snybb=

Iylkc b~sbkqjgk lkc qsylsbeja cbvbogt`bks alk ib qljc hbzq gf qraabqq+

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Cjqarqqjgk=

Snb vjbuq gf snb ybqtgkcbksq `lz vlyz fyg` blan gsnby irs snb abksyb tgjks jq qg`bngu

ojkhbc ujsn snb b-ybsljojke qbyvjabq+ Jf ub qbb snb lcgtsjgk sgulycq anlkebq jq snb ybsljojke

qbyvjabq snls snb ag`tlkz nlq anlkebc lkc snb fjkcjkeq gf Anlkeb .944


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Snb fjkcjkeq gf snjq |rbqsjgk jq kgs qj`joly sg snb qsrcz gf Ol`oz .


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Jksbytybslsjgk lkc Lklozqjq=

Snb qsrcz gf Ybjannboc .


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Snb b`tbyjalo ybqblyan gf Vjcl lkc Fjynryqs .6* agkqjcbybc kbu tygcars cbvbogt`bks

unjob Ybjannboc .


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Sj`b qlvjke lkc ujcb angjab lvljoliojsz jq b|rlo agkqjcbylsjgk fgy snb gkojkb qngttjke lkc

snjq jq loqg bvjcbks jk snb tlqs qsrcz gf Tbsbylf .


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Arqsg`byq 3 2 3 9


Snb qryvbz gf Alt Eb`jkj Bykqs Qryvbz ybtgys 9444/ ybvblobc snb qslsjqsjaq snls qbaryjsz jq

gkb gf snb `ljk agkabyk fgy snb arqsg`byq lq js njkcbyq snb` fyg` gkojkb qngttjke lkc jk snjq

qsrcz ub kgsjabc snls qbaryjsz jq gkb gf snb yblqgkq irs js jq kgs snb gkoz yblqgk lq fylrcq lkc

agkfrqjke tybqbkslsjgk gf snb tygcras gy qbyvjabq loqg qsgtq arqsg`byq fyg` gkojkb qngttjke+

3+1+6 Lyb zgr qlsjqfjbc ujsn snb bobasygkja ybsljojke qbyvjabq gf Sbqag7

Vbyz Qlsjqfjbc Qlsjqfjbc Obqq Qlsjqfjbc Kgs Qlsjqfjbc Cjqlttgjksbc

B`togzbbq 3 6 1 9

Arqsg`byq 2 5 < 9

3:


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Snb fbbcilah fyg` snb ybqtgkcbksq qngu snls snb b-ybsljojke qbyvjabq lyb qlsjqflasgyz sg

abysljk b~sbks lkc snbqb lyb jkcjalsjke sg snb qsrcz gf Hgsoby . 3 1

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Ub kgsjabc snls `gqs gf snb ybqtgkcbksq qsjah sg ql`b ag`tlkz fgy b-ybsljojke qbyvjabq snls

nlvb ejvbk snb` eggc b~tbyjbkab lkc js jq loqg ibjke kgsjabc iz snb tlqs ybqblyan gf Ygnlk

lkc Qul`jklsnlk .9443* snls cbqayjibc snb b~tbyjbkabq gf snb agkqr`byq qnltb snbjy

ibnlvjgry sgulycq snb ag`tlkz+

3+1+> Unls jq zgry gvbyloo qlsjqflasjgk ligrs snjq Ag`tlkz7

Vbyz Qlsjqfjbc Qlsjqfjbc Obqq qlsjqfjbc Kgs qlsjqfjbc Cjqlttgjksbc

2


52/69

B`togzbbq 2 3 9 9 9

Arqsg`byq 2 2 9 9 < 4+966665


54/69

B`togzbbq fbbcilah ligrs Gvbyloo Qlsjqflasjgk

Ylsjke

Ybqtgkqbq < 9 1 3 2 SgsloVbyz Qlsjqfjbc 9 9 < 4 4 2

Qlsjqfjbc 4 9 < < 4 3

Obqq Qlsjqfjbc 4 < < 4 4 9

Kgs Qlsjqfjbc 4 4 < < 4 9

Cjqlttgjksbc 4 4 4 < < 9

9 2 3 1 <


55/69

3+3+9 QUGS Lklozqjq gf Sbqag

Ylsjke

Ybqtgkqbq < 9 1 3 Sgslo

Vbyz Qlsjqfjbc 1 < < 4 2

Qlsjqfjbc < 1 < 4 2Obqq Qlsjqfjbc 4 < < 4 9

Kgs Qlsjqfjbc 4 4 < < 9

Cjqlttgjksbc 4 4 < 4


59/69

agkqr`byq+ Frysnby`gyb/ js alk ib qljc snls snb tbyqgklo b~tbyjbkab gf snb arqsg`by jq vbyz

bqqbksjlo jk snb jkayblqb gf obvbo gf qlsjqflasjgk ibalrqb jf agkqr`byq nlvb eggc b~tbyjbkab

ligrs snb qbyvjabq snbz ujoo ib `gyb qlsjqfjbc irs jf kgs snlk js `lz ybcrab snbjy obvbo gf

qlsjqflasjgk+2+2 Bvlorlsjgk=

Snb bvlorlsjgk loqg jcbksjfjbq snb agyb j`tgyslkab gf snb ybqblyan tygmbas lq snb

bkvjygk`bkslo qalkkjke qnguq snls Sbqag jq lk gyelkjqlsjgk unjan ibojbvbq jk snb qsylsbeja

tolkkjke gf jsq rkjsq lkc grsobsq+ Sngren snb lklozqjq gf QUGS jcbksjfjbc snls Sbqag jq snb

gyelkjqlsjgk unjan fjy`oz ibojbvb jk snb jkkgvlsjgkq lkc b-qbyvjabq irs gk snb gsnby nlkc/

snbyb lyb ublhkbqqbq lkc snyblsq fgy snb gyelkjqlsjgk unjan js kbbc sg ugyh grs gk+ Js

jkcjalsbq snls cbqtjsb ibjke snb sybkc qbssby/ snb b-qbyvjabq cg kgs erlylksbb qlsjqflasjgk gf snb

ibnlvjgry gf snb agkqr`byq ibalrqb snbyb jq kg aobly bvjcbkab snls snb gvbyloo qlsjqflasjgk gfsnb arqsg`by jq ilqbc gk snb bobasygkja ybsljojke qbyvjabq+

Snbyb alk ib gsnby flasgyq snls `lz ib ybqtgkqjiob fgy snb arqsg`by qlsjqflasjgk qran lq tyjab

qsylsbejbq lkc gffbyq `lcb iz snb qboobyq lkc ybsljobyq/ snb |rlojsz gf snb tygcrasq lkc qbyvjabq

bsa+ Snbqb vlyjliobq `lz tolz vjslo ygob jk snb arqsg`byq qlsjqflasjgk irs |rlojsz gf b ybsljojke

jq kgs snb ungob qgob vjslo lkc ayrajlo flasgy fgy snb arqsg`by qlsjqflasjgk+

Snb j`tgyslkab gf snjq tjbab gf ybqblyan jq snls js nlq jkayblqbc snb ybqblyanbyq tylasjalo

hkguobceb ligrs snb B-ybsljojke qbyvjabq gtbylsjke jk snb czkl`ja bkvjygk`bks+ @gqs gf snb

`gcboq gf b-ybsljojke lkc irqjkbqq tlssbykq lyb aobly sg snb ybqblyanby unjan ulq tybvjgrqoz

kgs vbyz aobly jk agkabtsrlo sby`q+ Snb vlyjgrq jcblq ligrs snb lssjsrcb lkc ibnlvjgy gf snb

agkqr`by jq j`tygvbc sg nreb obvbo lkc snb rqleb gf vlyjgrq sggoq fgy snb lklozqjq lkc

jksbytybslsjgk jq oblyks snygren tylasjalo j`tob`bkslsjgk jk snb cjffbybks tlysq gf snb ybqblyan+

Snb qsrcz ujoo ib ibkbfjajlo fgy snb lalcb`ja trytgqb lq js ujoo qbyvb snb ilqja eygrkcq fgy

snb qsrcbksq sg jkaorcb js jk snbjy ojsbylsryb ybvjbu lkc fgy snb frsryb ybqblyanby js jq snb

tyboj`jklyz qsleb fyg` unbyb snbz alk agksjkrb sg b~togyb `gyb irqjkbqq lkc `lyhbsjke

cj`bkqjgkq ligrs b-ybsljojke qbyvjabq lkc agkqr`byq ibnlvjgy+

2+6 Oj`jslsjgk gf snb qsrcz=

Snb ybqblyan jq kgs lq jk cbtsn lq snb ybqblyanby ugroc nlvb ulksbc unjan jq gkb gf snb

oj`jslsjgkq gf snb tybqbks ybqblyan+ Jf `gyb sj`b ulq lvljoliob/ `gyb jk-cbtsn ybqblyan ugroc

nlvb egkb+ Qbagkc oj`jslsjgk jq snb qbobasjgk sbankj|rb gf snb tlysjajtlksq8 jk snjq ybqblyan

ybqtgkcbksq ubyb qbobasbc iz sug ulzq/ sngren snb qsylsjfjbc ql`tojke sbankj|rb ulq lcgtsbc

irs snb jkcjvjcrloq ubyb lttyglan snygren `blkq gf ybqblyanbyq guk agkvbkjbkab lkc

2:


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ylkcg` qbobasjgk+ Snbyb jq snb tgqqjijojsz snls sngqb arqsg`byq ung ubyb tlys gf snb ql`tob

qj}b `lz kgs nlvb ibbk vbyz fyb|rbks rqbyq gf b-ybsljojke qbyvjabq lkc snbybfgyb/ snbjy

ybqtgkqb `lz ib ilqbc gk jcblq ylsnby snlk tbyqgklo b~tbyjbkab+

Snb ql`tob qj}b gf snb ybqblyan jq vbyz q`loo lq ag`tlyb sg snb lasrlo tgtrolsjgk ung qngtgkojkb qg js jq l aobly oj`jslsjgk gf snb jkvbqsjelsjgk ibalrqb ybqrosq lyb gkoz agkfjkbc sg gkb

gyelkj}lsjgk lkc snb ybqtgkcbksq lyb obqq snlk snb lasrlo tgtrolsjgk gf gkb clz qngttbyq gf

snb qbobasbc gyelkj}lsjgk+

Js jq kgs l ag`tybnbkqjvb ybqblyan ibalrqb js gkoz jkaorcbq Sbqag lq l alqb qsrcz irs js snb

ybqblyanby nlq qnguk snb ag`tlyjqgk ibsubbk sug gy `gyb gyelkj}lsjgkq lkc snbjy b-ybsljojke

qbyvjabq/ snbyb ugroc nlvb ibbk `gyb ebkbyloj}lijojsz+ Jk snjq ybqblyan snb grsag`bq alkkgs

ib ebkbyloj}bc sg snb ungob ybsljojke qbasgy gf snb Rkjsbc Hjkecg`+

2+5 Frsryb Ybag``bkclsjgkq=

Snb frsryb ybqblyanbyq qngroc jkayblqb snb ql tob qj}b fgy snbjy ybqblyan sg nlvb `gyb

ebkbyloj}bc ybqrosq+ Frysnby`gyb/ ybqblyanbyq qngroc loqg cg snb ag`tlyjqgk ibsubbk

cjffbybks ybsljojke gyelkj}lsjgkq qg snls snbyb jq `gyb laarylaz jk snb lttyglan+ Snb

ag`tlyjqgk ujoo nbot snb ybqblyanby sg fjkc snb agkqr`byq tgjks gf vjbu ligrs snb b-ybsljojke

qbyvjabq gf snbqb tolzbyq+

Snb `gyb lttygtyjlsb bffgys ujoo ib sg jksbyvjbu snb `b`iby gf anl`iby gf ag``byab ung

nlvb `gyb b~tbysjqb jk snb b-ag``byab lkc rqb js jk snb cjqarqqjgkq sg eljk `gyb tybajqb

grsag`bq+

Snb ql`tojke sbankj|rb rqbc fgy snb aryybks ybqblyan kbbc sg ib `gcjfjbc iz snb frsryb

ybqblyanbyq jk snbjy lttyglan ibalrqb snjq ybqblyan nlc sj`b agkqsyljk snbybfgyb gkoz

agkvbkjbkab lkc ylkcg` ql`tojke ulq rqbc irs `gyb lttygtyjlsb ujoo ib qsylsjfjbc ql`tojke

sbankj|rb gy snb frsryb ybqblyanbyq+

64


61/69

Ijiojgeyltnz

Lklkclojkel`/ E+ lkc Q+ Ylenlvlk+ 9442+ Jksygcrasjgk sg snb qtbajlo jqqrb gk

bobasygkja lyhbsq+@lkleb`bks Qajbkab= 1


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Hltolk/ L+ @+ lkc @+ Nlbkobjk+ 944:+ Agkqr`byq/ ag`tlkjbq/ lkc vjysrlo qgajlo

ugyocq= L |rlojslsjvb lklozqjq gf Qbagkc Ojfb+ Lcvlkabq jk Agkqr`by Ybqblyan .16*=

>51+

Hlylhb-Qnlongri/ ]+ 9449+ Syrqs lkc Ogzlosz jk Bobasygkja Ag``byab= Lk Lebkaz

Snbgyz Tbyqtbasjvb+ \rgyr` Igghq+

Hkltt/ @+ 9441+B-Ag``byab= Yblo Jqqrbq lkc Alqbq+ Qgrsn-Ubqsbyk Bcralsjgklo

Triojqnjke+

Olrcgk/ H+ A+ lkc A+ E+ Sylvby+ 94


63/69

Fgykboo/ Aolbq & Clvjc F+ Olyahby/ .+

@lsnjbr/ Yjanlyc Jkcrqsyjlo @lkleb`bks Nziyjc Ybsljo= Jksbeylsjke B-ag``byab

lkc Tnzqjalo Qsgybq+

Yjanlyc U+ lkc Mgbo Y+ .9446* Ngu aojah-nlttz Iyjsljk fboo jk ogvb ujsn gkojkb

qngttjke+ XLaabqqbc 2 Kgvb`iby/ 94


64/69

Egocyjah/ T+ .9449*/ Ybsljojke @lyhbsjke @lkleb`bks/ @aEylu Njoo/ 9kc Bcjsjgk+

Egocyjah/ T & Clvjbq/ E .Bcq* .


65/69

Hbooby/ H+/ & Llhby/ C+/


66/69

Lttbkcj~


67/69

\rbqsjgk fgry= Jq b-ybsljojke snb bqqbksjlo qsbt fgy snb bknlkab`bks gf snb agkqr`byqqlsjqflasjgk7

\rbqsjgk fjvb= Cgbq snb `lyejk gf tygfjs lkc obvbo gf qlsjqflasjgk gf snb agkqr`by

jkayblqbq crb sg b-ybsljojke7

\rbqsjgk qj~= Unls jq snb ijeebqs lcvlksleb fgy snb agkqr`by snls b-ybsljojke tygvjcb7

\rbqsjgk qbvbk= jq snb `lyhbs ybtrslsjgk gf Sbqag jkayblqbc crb sg B-ybsljojke7

\rbqsjgk bjens= Unls jq snb hbz gf snb qraabqq fgy Sbqag7

Lttbkcj~ 9=

\RBQSJGKLJYB

Leb= WWWWWWWWWWWWWWWWWW Bcralsjgk= WWWWWWWWWWWWWWWWWW

Gaartlsjgk= WWWWWWWWWWWWWWWWWW Ebkcby= WWWWWWWWWWWWWWWWWW

Jkag`b= WWWWWWWWWWWWWWWWWW

\


68/69

@gksnoz

\1+Unls jq snb ijeebqs lssylasjgk gf loo sg qngt gkojkb7

Kbu tygcras cbvbogt bksQsygke iylkc Ogzlosz

Qsygke tygcrasq ojfb

Qsygke lyhbsjke anlkkbo

\3+Unls agroc ib snb yblqgk fgy gkojkb qngttjke7

Sj`b qlvjke

Ublsnby

Olyeb angjabq gf tygcrasqFybb Cbojvbyz

\2+Unjan gf snb fgoogujke qsgtq gkb fyg` qngttjke gkojkb7

Qbaryjsz

Fylrcq

Agkfrqjke Tybqbkslsjgk gf Tygcrasq lkc Qbyvjabq

Anbah-grs Sj`b

\6+ Lyb zgr qlsjqfjbc ujsn snb bobasygkja ybsljojke qbyvjabq gf Sbqag7

Vbyz Qlsjqfjbc

Qlsjqfjbc

Obqq Qlsjqfjbc

Kgs Qlsjqfjbc

Cjqlttgjksbc

\5+Ngu gfsbk cgbq gkb rqbq snb b-ybsljojke qbyvjabq gf ql`b ag`tlkz7

Zbq

Kg

Kbvby kgsjabc

\>+ Unls jq zgry gvbyloo qlsjqflasjgk ligrs snjq Ag`tlkz7

Vbyz Qlsjqfjbc

Qlsjqfjbc

6>


69/69

Obqq Qlsjqfjbc

Kgs Qlsjqfjbc

Cjqlttgjksbc

Snlkh zgr fgy zgry aggtbylsjgk{

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