Download - ANALISIS BAURAN PEMASARAN RESTORAN PIZZA (STUDI KASUS DI PIZZA HUT, PADJAJARAN 29, BOGOR)
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7/31/2019 ANALISIS BAURAN PEMASARAN RESTORAN PIZZA (STUDI KASUS DI PIZZA HUT, PADJAJARAN 29, BOGOR)
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MGMANUNU HMYXMG TIJMUMXMG XIUVCXMG TN[[M
(UVYFN OMUYU FN TN[[M @YV! TMFKMKMXMG 8>! HCBCX.
Cai`
AMJHCO JMXNM @YVMHMXMV
@86=48448
FITMXVIJIG JMGMKIJIG
LMOYAVMU IOCGCJN FMG JMGMKIJIG
NGUVNVYV TIXVMGNMG HCBCX
844
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MHUVXMO
Amjhco Jmxnm @yvmhmxmv' @86=48448' Mgmanunu Hmyxmg Tijmumxmg Xiuvcxmg
Tn{{m (Uvyfn Omuyu fn Tn{{m @yv! Tmfkmkmxmg 8>! Hcbcx.' Fn hmrm` hnjhngbmg
Mhfya Oc`mx Nxrmgvc
Oigfmam yvmjm ~mgb fn`mfmtn cai` xiuvcxmg Tn{{m @yv Tmfkmkmxmg mfmam`
vngbbng~m vngbomv tixumngbmg fmamj ngfyuvxn tigbmfmmg tmgbmg jiamayn xiuvcxmg
rmxmamhm! o`yuyug~m fn Ocvm Hcbcx' Tixumngbmg ~mgb fn`mfmtn vixyvmjm hixmuma
fmxn oihixmfmmg xiuvcxmg*xiuvcxmg rmxmamhm amngg~m ~mgb hixacomun vnfmo hibnvy
kmy` fmxn xiuvcxmg Tn{{m @yv Tmfkmkmxmg' Ocgfnun ngn jijhymv oijmjtymg
xiuvcxmg Tn{{m @yv fmamj jixihyv tmgbum tmumx tixay fnvngbomvomg' Mfmtyg vykymg
fmxn tigianvnmg ngn mfmam`; (=. Jigbnfigvnlnomunomg lmovcx*lmovcx ~mgb
jijtigbmxy`n oityvyumg hmyxmg tijmumxmg tixyum`mmg? (8. Jigigvyomg txncxnvmu
hmyxmg tijmumxmg tixyum`mmg? fmg (5. Jixiocjigfmunomg hmyxmg tijmumxmg
ygvyo fnvixmtomg cai` tixyum`mmg'
Fmvm ~mgb fnbygmomg fmamj tigianvnmg ngn mfmam` fmvm txnjix fmg fmvm
uioygfix' Fmvm txnjix fntixcai` fmxn `muna rmrmgemxm fmg tigbnunmg oynuncgix
cai` xiutcgfig vixtnan` ~mgb vixfnxn fmxn tn`mo jmgmkijig fmg u`nlv aimfixxiuvcxmg tn{{m' Fmvm uioygfix fntixcai` fmxn fcoyjig hnugnu tixyum`mmg (hixytm
amtcxmg oiymgbmg! fmlvmx jigy! fmg uikmxm` tixyum`mmg. fmg ngvixgiv' Mgmanunu
jigbbygmomg Txcuiu @nxmxon Mgmanvno (T@M. figbmg hmgvymg txcbxmj Iptixv
E`cnei 8444 Vxnma \ixuncg uixvm txcbxmj Jnexcuclv Ipeia'
Tig~yuygmg `nxmxon hmyxmg uvxmvibn tijmumxmg vixfnxn fmxn `nxmxon hmyxmg
txcjcun! tigivmtmg hmyxmg `mxbm! hmyxmg angn txcfyo! hmyxmg fnuvxnhyun! fmg
hmyxmg uyjhix fm~m jmgyunm' Lmovcx ~mgb tmangb tigvngb ygvyo fntixvnjhmgbomg
fmamj tigbijhmgbmg hmyxmg uvxmvibn tijmumxmg xiuvcxmg Tn{{m @yv mfmam` unomt
ocguyjig! ~mnvy vigvmgb hmbmnjmgm ocguyjig hiximoun vix`mfmt txcfyo fmg
hmbmnjmgm ocguyjig jijtixcai` oitymumg momg gnamn ~mgb fn`mxmtomg fmxn
txcfyo' Tignamnmg hchcv fmg txncxnvmu hmyxmg uvxmvibn tijmumxmg jigygkyoomg
hm`rm txncxnvmu tixvmjm mfmam` hmyxmg txcfyo figbmg hchcv 4!6=00! txncxnvmuoifym mfmam` hmyxmg UFJ figbmg hchcv 4!5848! txncxnvmu oivnbm mfmam` hmyxmg
fnuvxnhyun figbmg hchcv 4!=8
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MGMANUNU HMYXMG TIJMUMXMG XIUVCXMG TN[[M
(UVYFN OMUYU FN TN[[M @YV! TMFKMKMXMG 8>! HCBCX.
UOXNTUN
Uihmbmn umam` umvy u~mxmv ygvyo jijtixcai` biamx
UMXKMGM IOCGCJN
tmfm Fitmxvijig Jmgmkijig
Lmoyavmu Iocgcjn fmg Jmgmkijig
Nguvnvyv Tixvmgnmg Hcbcx
Cai`
AMJHCO JMXNM @YVMHMXMV
@86=48448
FITMXVIJIG JMGMKIJIG
LMOYAVMU IOCGCJN FMG JMGMKIJIG
NGUVNVYV TIXVMGNMG HCBCX
844
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NGUVNVYV TIXVMGNMG HCBCX
LMOYAVMU IOCGCJN FMG JMGMKIJIG
FITMXVIJIG JMGMKIJIG
MGMANUNU HMYXMG TIJMUMXMG XIUVCXMG TN[[M
(UVYFN OMUYU FN TN[[M @YV! TMFKMKMXMG 8>! HCBCX.
UOXNTUN
Uihmbmn umam` umvy u~mxmv ygvyo jijtixcai` biamx
UMXKMGM IOCGCJN
tmfm Fitmxvijig Jmgmkijig
Lmoyavmu Iocgcjn fmg Jmgmkijig
Nguvnvyv Tixvmgnmg Hcbcx
Cai`
AMJHCO JMXNM @YVMHMXMV
@86=48448
Jig~ivykyn! Kygn 844>
tigfnfnomg fn Uiocam` Amgkyvmg Vngbomv Tixvmjm Urmuvm Oiuyjm Ngfm`
Tmfmgbunfnjtymg fmg ayayu tmfm vm`yg =>>>' Oijyfnmg tigyanu jiamgkyvomg
tigfnfnomg fn Uiocam` Jigigbm` Yjyj Gibixn 8 Tmfmgbunfnjtymg fmg jmuyo
fmamj txcbxmj NTM tmfm vm`yg 844=' Uiamjm fn Uiocam` Jigigbm` Yjyjtigyanu movnl fmamj oibnmvmg iouvxmoyxnoyaix Tmuyomg Tigbnhmx Higfixm fmg
vixtnan` uihmbmn rmona fmxn fmixm` vngbomv NN Tmfmgbunfnjtymg ygvyo jigbnhmxomg
higfixm oi fmixm` vngbomv N txctngun Uyjmvixm Yvmxm' Tigyanu kybm tixgm` jigkmfn
kymxm NNN acjhm tnfmvc Hm`mum Ngbbxnu vngbomv UJY uifixmkmv ui*Ocvmjmf~m
Vmtmgyan Uiamvmg'
Tmfm vm`yg 8448! tigyanu fnvixnjm fn Fitmxvijig Jmgmkijig! Lmoyavmu
Iocgcjn fmg Jmgmkijig! Nguvnvyv Tixvmgnmg Hcbcx jiamayn kmayx Ygfmgbmg
Umxngbmg Jmuyo NTH (YUJN.' Uiamjm jigbnoyvn tixoyanm`mg! tigyanu jigkmfn
mgbbcvm movnl tmfm YOJ TJO (Tixuioyvymg Jm`munurm Oxnuvig. NTH! fmg
jigkmhmv uihmbmn occxfngmvcx Ocjnun Tiam~mgmg Mgmo tmfm vm`yg 8446#8449'
Umjhna oyanm`! tigyanu kybm hioixkm jigkmfn tmxv vnjix fn umam` umvy xiuvcxmg fn
Hcbcx uikmo Kygn 8449 umjtmn uiomxmgb'
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OMVM TIGBMGVMX
Uibmam tykn fmg u~yoyx uigmgvnmum tigyanu tmgkmvomg oitmfm Vy`mg ^iuyu
~mgb uiamay hmno fmg tigy` omun` uivnm jig~ixvmn tigyanu fmamj jiamoyomg
tigianvnmg! ui`ngbbm fmtmv jig~iaiumnomg uoxntun ~mgb hixkyfya Mgmanunu Hmyxmg
Tijmumxmg Xiuvcxmg Tn{{m (Uvyfn Omuyu fn Tn{{m @yv! Tmfkmkmxmg 8>! Hcbcx. ngn
figbmg hmno' Uoxntun ngn fnvyanu uihmbmn u~mxmv ygvyo jijtixcai` biamx Umxkmgm
Iocgcjn tmfm Fitmxvijig Jmgmkijig! Lmoyavmu Iocgcjn fmg Jmgmkijig!
Nguvnvyv Tixvmgnmg Hcbcx'
Tigyanu hmg~mo jijtixcai` hmgvymg fmg fyoygbmg fmxn hixhmbmn tn`mo
fmamj tig~yuygmg uoxntun ngn' Cai` omxigm nvy! tigyanu jigbyemtomg vixnjm omun`
~mgb uihiumx*hiumxg~m oitmfm ;
=' Hmtmo fmg Jmjm ~mgb vixyu jijhixn uijmgbmv airmv fyoygbmg! omun`um~mgb! fcm fmg jmvixn! kybm Mhmgb @iuvcg fmg Mfno Kcgmv`mg ~mgb uiamay
jig~ijmgbmvn! uixvm fyoygbmg fmxn uiayxy` oiaymxbm'
8' Fx' Nx' Mhfya Oc`mx Nxrmgvc! JUe uihmbmn fcuig tijhnjhngb ~mgb viam`hmg~mo jiaymgbomg rmovy ygvyo jijhixnomg tix`mvnmg! hnjhngbmg! umxmg!
mxm`mg fmg jcvn|mun hmbn tigyanu'
5' Nx' Hyfn Tyxrmgvc! JI fmg Ixang Vxnu~yanmgvn! U'VT'! J'Un mvmuoihixuifnmmgg~m ygvyo jiaymgbomg rmovy uihmbmn fcuig tigbykn'
6' Uiayxy` uvml fmg omx~mrmg Xiuvcxmg Tn{{m @yv Tmfkmkmxmg 8> Hcbcx ~mgbhixuifnm jiaymgbomg rmovy ygvyo jijhixnomg nglcxjmun ~mgb fnhyvy`omg
hmbn tigianvnmg ngn'
9' Uiayxy` uvml tigbmkmx fmg vmvm yum`m fn Fitmxvijig Jmgmkijig LIJ NTH'
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FMLVMX NUN
@mamjmg
MHUVXMO
XNRM^MV @NFYT ''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''' nnn
OMVM TIGBMGVMX ''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''' n|
FMLVMX NUN '''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''' |
FMLVMX VMHIA ''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''' |nn
FMLVMX BMJHMX ''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''' |nnn
FMLVMX AMJTNXMG ''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''' np
N' TIGFM@YAYMG ''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''' =
='=' Amvmx Hiamomgb '''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''' =
='8' Tixyjyumg Jmumam` '''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''' 8='5' Vykymg Tigianvnmg '''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''' 5
='6' Jmglmmv Tigianvnmg '''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''' 5
='9' Xymgb Angboyt Tigianvnmg ''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''' 5
NN' VNGKMYMG TYUVMOM '''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''' 6
8'=' Ocguit Uvxmvibn Tijmumxmg ''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''' 6
8'8' Kmum '''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''' 9
8'5' Angboygbmg Tixyum`mmg ''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''
6'8'9' Txcfyovn|nvmu fmg Oymanvmu (Txcfyevn|nv~ mgf ]ymanv~. '''''''' 54
6'8'
6'6' Mgmanunu Angboygbmg Kmy` ''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''' 64
6'6'=' Angboygbmg Ucunma Hyfm~m ''''''''''''''''''''''''''''''''''''''''''''''''''' 64
6'6'8' Angboygbmg Iocgcjn ''''''''''''''''''''''''''''''''''''''''''''''''''''''''''' 6=
6'6'5' Angboygbmg Mamj '''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''' 68
6'6'6' Angboygbmg Viogcacbn ''''''''''''''''''''''''''''''''''''''''''''''''''''''''' 68
6'6'9' Angboygbmg Tcanvno fmg @yoyj ''''''''''''''''''''''''''''''''''''''''''' 68
6'9' Mgmanunu Angboygbmg Ngfyuvxn '''''''''''''''''''''''''''''''''''''''''''''''''''''''''' 656'9'=' Mutio @mjhmvmg Jmuyo '''''''''''''''''''''''''''''''''''''''''''''''''''''' 65
6'9'8' Mutio Fm~m Vmrmx Tijmuco ''''''''''''''''''''''''''''''''''''''''''''''' 65
6'9'5' Mutio Fm~m Vmrmx Tijhian ''''''''''''''''''''''''''''''''''''''''''''''''' 66
6'9'6' Mutio Oivixuifnmmg Hmxmgb Uyhuvnvyun '''''''''''''''''''''''''''''''' 66
6'9'9' Mutio Tixumngbmg fmamj Ngfyuvxn ''''''''''''''''''''''''''''''''''''''''' 69
6'
6'0' Mgmanunu Txncxnvmu '''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''
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|nn
FMLVMX VMHIA
Gc' @mamjmg
=' Gnamn Uomam Hmgfngb Hixtmumgbmg '''''''''''''''''''''''''''''''''''''''''''''''''''''''''''' =0
8' Gnamn Ngfiou Memo (XN. Jmvxnou Hixcxfi 8 u'f' =4 ''''''''''''''''''''''''''''''''''' 8=
5' Tijhmbnmg u`nlvoixkm omx~mrmg xiuvcxmg Tn{{m @yv Tmfkmkmxmg '''''''''''''' 52
6' Tixuigvmui Tixyhm`mg Gnamn Tigkymamg Hixun` xiuvcxmg Tn{{m @yv
Tmfkmkmxmg Hcbcx! vm`yg 844=*8449 ''''''''''''''''''''''''''''''''''''''''''''''''''''''''' 50
9' Kyjam` Xyjm` Vmgbbm! Tigfyfyo! fmg Aymu Rnam~m` (oj8. fn Ocvm
Hcbcx! Vm`yg 8446 '''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''' 64
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|nnn
FMLVMX BMJHMX
Gc' @mamjmg
=' Oixmgbom tijnonxmg tigianvnmg '''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''' =8
8' Mayx tnonx tigianvnmg ''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''' =5
5' Jcfia uvxyovyx `nxmxon '''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''' =06' Figbmg omvm amng Tn{{m @yv mfmam` tiactcx
`mfnxg~m xiuvcxmg figbmg `nfmgbmg mungb hixytm tn{{m fn Ngfcgiunm omxigm jian`mv
tiaymgb tmumx |mxnmun jmomgmg mavixgmvnl ~mgb umgbmv hiumx' Xiuvcxmg Tn{{m @yv fn
Ngfcgiunm vixg~mvm hibnvy eitmv hixoijhmgb! hm`omg hixoijhmgb aihn` tiumvfnhmgfngbomg figbmg Tn{{m @yv fn hihixmtm gibmxm'
Ummv ngn kyjam` xiuvcxmg Tn{{m @yv fn Ngfcgiunm uyfm` jigemtmn =89 xiuvcxmg
~mgb vixuihmx fn 88 txctngun' Hnugnu ngn jijhixnomg ocgvxnhyun ~mgb eyoyt hiumx
fmamj jig~ifnmomg amtmgbmg tioixkmmg ygvyo jmu~mxmomv! fnjmgm viam`
jigmjtygb uionvmx 9444 vigmbm oixkm tmfm vm`yg 8449 fmg fnvmxbivomg momg
jigixnjm uionvmx uixnhy vigmbm oixkm uivnmt vm`ygg~m jiamayn tijhyommg xiuvcxmg
hmxy'
Fn Hcbcx! xiuvcxmg Tn{{m @yv kybm hix`muna jijtixcai` tix`mvnmg fmxn
ocguyjig fmg tixvmjm oman fnhyom tmfm vm`yg =>>8 ~mgb hixacomun fn Ngvixgyum
Tam{m' Omxigm jigbmamjn oihmomxmg tmfm vm`yg =>>9! jmom fnfnxnomg xiuvcxmg
~mgb oifym fn Ka' Xm~m Tmfkmkmxmg 8>' Oijyfnmg fnfnxnomg fym xiuvcxmg ambn
omxigm tixoijhmgbmgg~m eyoyt tiumv! ~mgb hixacomun fn fmixm` Tmfkmkmxmg
Rmxygb Kmjhy fmg fn fmixm` Enjmgbby' Figbmg fijnonmg! ummv ngn vixfmtmv vnbm
xiuvcxmg Tn{{m @yv fn Ocvm Hcbcx fmg jigmjtygb uionvmx =94 vigmbm oixkm'
Gmjyg! tixoijhmgbmg fmamj ngfyuvxn tig~ifnmmg tmgbmg uitixvn xiuvcxmg
Tn{{m @yv uijmong hixoijhmgb' @ma ngn fmtmv vixan`mv fmxn `mfnxg~m uikyjam`
xiuvcxmg hmxy jmomgmg kignu tn{{m' Oi`mfnxmg xiuvcxmg*xiuvcxmg tn{{m ~mgb hmxy
ngn jigkmfn uymvy vmgvmgbmg hmbn Tn{{m @yv ygvyo jigngbomvomg oijmjtymg
hixumngb uixvm jijtixaymu tmgbum tmumxg~m' Uiamng ygvyo jigb`mfmtn tiumngb
fmxn xiuvcxmg tn{{m uikignu! Tn{{m @yv kybm tixay jigb`mfmtn tixumngbmg ~mgb
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8
uijmong oivmv fmamj ngfyuvxn tig~ifnmmg tmgbmg fmxn hixhmbmn kignu xiuvcxmg
rmxmamhm amng figbmg txcfyo ~mgb hixhifm*hifm' Tn{{m @yv jijixayomg uvxmvibn
tijmumxmg vixhmno ygvyo jijtixvm`mgomg fmg jigngbomvomg yum`mg~m' Cai`
omxigm nvy! fntixayomg uymvy uvyfn ~mgb jmjty jijtiamkmxn fmg jigbmgmanunu
hmyxmg tijmumxmg xiuvcxmg tn{{m fmamj uvxmvibn tijmumxmg xiuvcxmg Tn{{m @yv
ygvyo jigb`munaomg hmyxmg tijmumxmg ~mgb tmangb iliovnl ygvyo fnvixmtomg cai`
Tn{{m @yv fmamj jigbijhmgbomg yum`mg~m'
='8' Tixyjyumg Jmumam`
Hixoijhmgbg~m ngfyuvxn tig~ifnmmg tmgbmg fn Ngfcgiunm jijhixnomg
fmjtmo tcunvnl hmbn tigngbomvmg oiuijtmvmg oixkm' Gmjyg! tixoijhmgbmg ngn
jignjhyaomg uijmong oivmvg~m tixumngbmg fmamj jixihyv tmumx ocguyjig'
Tiumngb tmfm ngfyuvxn tig~ifnmmg tmgbmg fn Hcbcx jyamn hixjygeyamg! uixvm
jigixmtomg unuvij rmxmamhm umjm uitixvn Tn{{m @yv' Rmamytyg figbmg unuvij
rmxmamhm vnfmoam` jyfm` ygvyo jijhmgbyg xiuvcxmg hmxy! gmjyg hmg~mo
xiuvcxmg hmxy ~mgb hixjygeyamg fn Hcbcx fmg jigmxno tix`mvnmg ~mgb hiumx fmxn
tmxm ocguyjig' Ygvyo nvy! Tn{{m @yv uihmbmn hmbnmg fmxn hnugnu ngfyuvxn
tig~ifnmmg tmgbmg jijixayomg tigianvnmg fmg tigbijhmgbmg ~mgb knvy vigvmgb
hmbmnjmgm emxmg~m jigbmvyx hmyxmg tijmumxmg vixhmno ygvyo jijtixvm`mgomg
fmg jigngbomvomg yum`mg~m fmamj noanj tixumngbmg ~mgb uijmong vngbbn ummv ngn'
Figbmg mfmg~m lmovm fn mvmu jmom fmtmv fnxyjyuomg tixjmumam`mg ~mgb
vnjhya mfmam` uihmbmn hixnoyv;
=' Hmbmnjmgm oibnmvmg tijmumxmg ~mgb fnamoyomg tixyum`mmg3
8' Lmovcx*lmovcx mtm umkm ~mgb jijtigbmxy`n tig~yuygmg hmyxmg tijmumxmg
tixyum`mmg3
5' Hmbmnjmgm hmyxmg tijmumxmg ~mgb tmangb vitmv ygvyo fnvixmtomg fn
tixyum`mmg3
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5
='5' Vykymg Tigianvnmg
Mfmtyg vykymg fmxn tigianvnmg ngn mfmam`;
=' Jigbnfigvnlnomunomg lmovcx*lmovcx ~mgb jijtigbmxy`n oityvyumg hmyxmg
tijmumxmg tixyum`mmg'
8' Jigigvyomg txncxnvmu hmyxmg tijmumxmg tixyum`mmg'
5' Jixiocjigfmunomg hmyxmg tijmumxmg ygvyo fnvixmtomg cai` tixyum`mmg'
='6' Jmglmmv Tigianvnmg@muna fmxn tigianvnmg ngn fn`mxmtomg hnum jijhixnomg jmglmmv ~mgb hixmxvn
hmbn tn`mo*tn`mo ~mgb jijixayomgg~m! mgvmxm amng ;
=' Hmbn tigyanu ygvyo jigmjhm` rmrmumg fmamj hnfmgb tijmumxmg fmg
jigentvmomg oijmjtymg fmamj jijnan` txncxnvmu hmyxmg tijmumxmg'
8' Hmbn tixyum`mmg uihmbmn jmuyomg fmg xiocjigfmun ~mgb hnum
fntixvnjhmgbomg ygvyo tigbijhmgbmg tixyum`mmg
5' Hmbn tijhmem uihmbmn hm`mg omknmg jigbigmn tijmumxmg xiuvcxmg fmg
uihmbmn xykyomg hmbn tigianvnmg uiamgkyvg~m'
='9' Xymgb Angboyt TigianvnmgTigbomknmg fnamoyomg figbmg jigbmgmanunu hmyxmg tijmumxmg tixyum`mmg!
lmovcx*lmovcx iouvixgma fmg lmovcx*lmovcx ngvixgma tixyum`mmg' Airmv mgmanunu
vix`mfmt hmyxmg tijmumxmg fmg angboygbmg tixyum`mmg fntixcai` lmovcx*lmovcx
tig~yuyg `nxmxon ~mgb uiamgkyvg~m fnmgmanunu figbmg jigbbygmomg jivcfi Txcuiu
@nxmxon Mgmanvno (T@M.'
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6
NN' VNGKMYMG TYUVMOM
8'=' Ocguit Uvxmvibn Tijmumxmg
Ocvaix (=>>2. jigfilngnunomg tijmumxmg uihmbmn uymvy txcuiu ucunma fmg
jmgmkixnma fnjmgm ngfn|nfy fmg oiacjtco jigfmtmvomg mtm ~mgb jixiom
hyvy`omg fmg ngbngomg figbmg jigentvmomg! jigmrmxomg! fmg jijtixvyomxomg
txcfyo ~mgb hixgnamn figbmg tn`mo amng' Ocguit tijmumxmg jigyxyv Ocvaix (=>>2.
jig~mvmomg hm`rm oygen ygvyo jixmn` vykymg cxbmgnumun mfmam` jigkmfn aihn`
iliovnl fmxntmfm tmxm tiumngb fmamj jijmfyomg oibnmvmg tijmumxmg bygm
jigivmtomg fmg jijymuomg oihyvy`mg fmg oingbngmg tmumx umumxmg' Ocguit ngn
hixumgfmx tmfm ijtmv tnamx! ~mnvy tmumx umumxmg! oihyvy`mg tiamgbbmg! tijmumxmg
vixtmfy! fmg txclnvmhnanvmu'Tijmumxmg jixytmomg umam` umvy fmxn oibnmvmg*oibnmvmg tcoco ~mgb
fnamoyomg cai` tmxm tigbyum`m fmamj yum`mg~m ygvyo jijtixvm`mgomg
oiamgbuygbmg `nfytg~m! ygvyo hixoijhmgb! fmg jigfmtmvomg amhm' Hix`muna
vnfmog~m fmamj tigemtmnmg vykymg hnugnu vixbmgvygb tmfm oim`anmg jixiom fn
hnfmgb tijmumxmg! oiymgbmg! jmytyg hnfmgb ~mgb amng' Uiamng nvy kybm vixbmgvygb
tmfm oijmjtymg jixiom ygvyo jigbocjhngmunomg lygbun*lygbun vixuihyv mbmx
cxbmgnumun fmtmv hixkmamg amgemx (Amrxigei fmg Bayieo!=>>9.'
Jigyxyv Jmxxyu fmamj Yjmx (844=.! uvxmvibn fnfilngnunomg uihmbmn uymvy
txcuiu tigigvymg xigemgm tmxm tijnjtng tygemo ~mgb hixlcoyu tmfm vykymg
kmgbom tmgkmgb cxbmgnumun! fnuixvmn tig~yuygmg uymvy emxm mvmy ytm~m hmbmnjmgm
uytm~m vykymg vixuihyv fmtmv vixemtmn' Uifmgbomg Txm`mamv fmamj Yjmx (844=.
jigbmvmomg hm`rm uvxmvibn jixytmomg vngfmomg ~mgb hixunlmv ngexijigvma
(uigmgvnmum jigngbomv. fmg vixyu jigixyu! uixvm fnamoyomg hixfmumxomg uyfyv
tmgfmgb vigvmgb mtm ~mgb fn`mxmtomg cai` tmxm tiamgbbmg fn jmum fitmg'
Ocvaix (=>>2. jigbijyomomg hm`rm uvxmvibn tijmumxmg vixfnxn fmxn txngunt*
txngunt fmumx ~mgb jiamgfmun jmgmkijig ygvyo jigemtmn vykymg hnugnu fmg
tixjmumam`mgg~m fmamj uihym` tmumx umumxmg! hmyxmg tijmumxmg! fmg macomun
tijmumxmg' Tixigemgmmg uvxmvibn tijmumxmg vnfmo `mg~m fnvngkmy fmxn lmovcx ~mgb
fmtmv fnoigfmanomg umkm! vivmtn tixay fnanhmvomg lmovcx ~mgb vnfmo fmtmv
fnoigfmanomg (@ixngfmkmgvc! =>>9.'
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7/31/2019 ANALISIS BAURAN PEMASARAN RESTORAN PIZZA (STUDI KASUS DI PIZZA HUT, PADJAJARAN 29, BOGOR)
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9
Hmyxmg tijmumxmg kmum fnoijmu fmamj uymvy jcfia 0T cai` Ac|iaceo fmg
Rxnb`v' Jcfia 0T jmgmkijig kmum vixtmfy (Ac|iaceo fmg Rxnb`v! 8449. vixfnxn
fmxn;
=' Iaijig txcfyo (txcfyev.; uijym ocjtcgig ongixkm kmum ~mgb jigentvmomg
gnamn hmbn tiamgbbmg'
8' Vijtmv fmg rmovy (tamei mgf vnji.; oityvyumg jmgmkijig vigvmgb omtmg!
fnjmgm! fmg hmbmnjmgm jig~mjtmnomg kmum oitmfm tiamgbbmg'
5' Txcuiu (txceiuu.; jivcfi tigbctixmunmg mvmy uixmgbomnmg vngfmomg vixvigvy
~mgb yjyjg~m hixytm amgbom`*amgbom` ~mgb fntixayomg fmamj uymvy yxyvmg
~mgb viam` fnvixmtomg'
6' Txcfyovn|nvmu (txcfyevn|nv~.; uihixmtm ilnunig tixyhm`mg ngtyv kmum jigkmfn
cytyv ~mgb jigmjhm` gnamn hmbn tiamgbbmg'9' Cxmgb (tictai.; omx~mrmg ~mgb vixanhmv fmamj txcuiu txcfyoun'
>>.' Kmum jijtyg~mn
omxmovixnuvno vixuigfnxn ~mgb jijhifmomgg~m figbmg hmxmgb (Vkntvcgc! 8444.!
~mnvy ;
=' Ngvmgbnhnanv~Kmum hixunlmv ngvmgbnhai! mxvng~m vnfmo fmtmv fnan`mv! fnxmum! fnxmhm! fnenyj! mvmy
fnfigbmx uihiayj fnhian' Ocguit ngvmgbnhai ngn uigfnxn jijnanon fym
tigbixvnmg ;
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8'>=.'
Jiamayn yxmnmg fn mvmu jmom tixay mfmg~m uymvy unuvij tigfyoygb oityvyumg
tijmumxmg' Txcuiu tigbmjhnamg oityvyumg tmfm fmumxg~m mfmam` ygvyo jijnan`
uymvy mavixgmvnl fmxn uionmg hmg~mo mavixgmvnl hixfmumxomg uikyjam` oxnvixnm fmxnuymvy tixjmumam`mg' Umam` umvy jivcfi ~mgb fmtmv fnbygmomg ygvyo tigbmjhnamg
oityvyumg fmamj hnfmgb tijmumxmg ~mgb hixunlmv ocjtaiou mfmam` Txcuiu @nxmxon
Mgmanvno (T@M. mvmyMgma~v~ema @nixmxe`~ Txceiuu (M@T.' T@M mfmam` umam` umvy
jivcfi ~mgb fmtmv fntmomn cai` tigbmjhna oityvyumg ygvyo hnum jijm`mjn
ocgfnun uymvy unuvij fmg jijhmgvy fn fmamj jiamoyomg txifnoun fmg
tigbmjhnamg oityvyumg'
Jivcfi Txcuiu @nxmxon (T@M. tixvmjm oman fnoijhmgbomg cai` V`cjmu A'
Ummv~! m`an Jmvijmvnom fmxn Ygn|ixunv~ cl Tnvvuhyxb! Mjixnom Uixnomv! tmfm mrma
vm`yg =>24*mg' T@M jijtixhmnon txcuiu mamjn jmgyunm fmamj hixvngbom` amoy
fmg hixtnonx figbmg jijtixeitmv txcuiu hixtnonx fmg jiaymuomg oiumfmxmg mbmx
jigemoyt aihn` hmg~mo lmovcx fmxn tmfm ~mgb hnmum fntixvnjhmgbomg' Ygvyo
jigbnfigvnlnomun tixucmamg ~mgb oxnvnu! jigfilngnunomg fmg jigijyomg uixvm
jig~iaiumnomg ocglano fmamj T@M fntixayomg nglcxjmun fmg hihixmtm
tixvnjhmgbmg fmxn hihixmtm tiuixvm fmamj txcuiu vixuihyv' Jiamayn uixigvivmg
oixkm unuvijmvnu T@M jigungviunu tignamnmg*tignamnmg jixiom jigkmfn uymvy
vmounxmg jig~iayxy` fmxn txncxnvmu*txncxnvmu xiamvnl hixhmbmn mavixgmvnl vngfmomg'
Oijyfnmg txncxnvmu*txncxnvmu ~mgb fn`munaomg vixuihyv momg jigkmfn umvymg fmumx
~mgb momg fnbygmomg fmamj uijym kignu mgmanunu'
Jivcfi T@M jixytmomg uymvy jivcfi ~mgb ayriu ~mgb jijhixnomg
oiuijtmvmg hmbn tixcxmgbmg mvmy oiacjtco ygvyo jijhmgbyg bmbmumg*bmbmumg
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=4
fmg jigfilngnunomg tixucmamg figbmg emxm jijhymv muyjun jixiom jmungb*
jmungb fmg jijtixcai` tijiem`mg ~mgb fnngbngomg fmxng~m (Ummv~! =>>5.' T@M
jijmuyoomg tixvnjhmgbmg fmg gnamn*gnamn txnhmfn uiemxm acbnu ~mgb hixbmgvygb
tmfm njmkngmun! tigbmamjmg fmg tigbivm`ymg ygvyo jig~yuyg `nxmxon uymvy
jmumam` kybm tmfm ngvynun uixvm tigbmamjmg uiemxm acbnom'
Uiemxm xngen! tigbomknmg jmumam` figbmg jivcfi T@M fmtmv fnjyamn fmxn
tigfilngnunmg unvymun ~mgb mfm uiemxm uioumjm fmg jigbyjtyaomg fmvm ~mgb
xiai|mg figbmg tixjmumam`mg! oijyfnmg jig~yuygg~m oi fmamj uymvy `nxmxon'
Vngbomv vixvngbbn fmamj `nxmxon mfmam` umumxmg jig~iayxy`! uifmgbomg vngbomv
vixigfm` vixfnxn fmxn hixhmbmn vngfmomg mo`nx mvmy xigemgm mavixgmvnl ~mgb fmtmv
hixocgvxnhyun uiemxm gibmvnl mvmy tcunvnl' Jivcfi T@M ngn jijmuyoomg mutio
oymanvmvnl fmg oymgvnvmvnl tnonxmg jmgyunm' Mutio oymanvmvnl jigfilngnunomgtixucmamg fmg `nxmxong~m! fmg mutio oymgvnvmvnl jigbioutxiunomg tignamnmg fmg
txilixigun uiemxm aybmu fmg tmfmv'
Jivcfi T@M ngn fmtmv fnbygmomg vmgtm fmvmhmui! mumaomg tmxm mgmanu
jijm`mjn fmg jigbymumn uiemxm jigfmamj tixjmmumam`mg ~mgb momg
fntiem`omg' Fmvm tigixmtmg jivcfi T@M ~mgb fnyvmjmomg mfmam` oymanvmu fmxn
xiutcgfig! vnfmo vixbmgvygb tmfm oymgvnvmu vixvigvy' Uiamgkyvg~m fntixayomg
jivcfi tigigvymg hchcv hmbn iaijig fn umvy ai|ia ~mgb gmgvng~m momg
jijtigbmxy`n hchcv tmfm ai|ia fnhmrm`g~m ui`ngbbm mo`nxg~m hnum fnbygmomg
ygvyo jigb`nvygb hchcv tmfm ai|ia vixuihyv ygvyo tignamnmg vykymg oiuiayxy`mg'
Mfm vnbm txngunt fmumx Txcuiu @nxmxon Mgmanvno (Ummv~! =>>5.! ~mnvy;
=' Txngunt jig~yuyg `nxmxon' Fmamj jig~yuyg `nxmxon! tixyum`mmg hixyum`m
ygvyo jigbbmjhmxomg fmg jigbyxmnomg tixjmumam`mg mvmy ximanvm uiemxm
`nxmxon' Tixucmamg ~mgb ocjtaiou fntiem`omg jigkmfn yguyx*yguyx ~mgb
vixtnum`'
8' Txngunt jigivmtomg txncxnvmu' Tigivmtmg txncxnvmu ~mgb fnjmouyf mfmam`
jigigvyomg tixngbomv iaijig*iaijig jigyxyv xiamvnl tigvngbg~m'
5' Txngunt ocgunuvigun acbnu' Ocgunuvigun acbnu mfmam` jigkmjng hm`rm uijym
iaijig fnoiacjtcoomg uiemxm acbnu fmg fntixngbomvomg uiemxm ocgunuvig
uiuymn figbmg oxnvixnm ~mgb acbnu'
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==
NNN' JIVCFCACBN TIGIANVNMG
5'=' Oixmgbom Tijnonxmg Ocguitvyma
Tiamoumgmmg tigianvnmg ngn fnmrman figbmg jigbivm`yn |nun fmg jnun Tn{{m
@yv uihmbmn xiuvcxmg rmxmamhm' Oijyfnmg tigianvnmg fnamgkyvomg figbmg
jigbnfigvnlnomun oibnmvmg tijmumxmg ~mgb uifmgb fnkmamgomg cai` Tn{{m @yv'
Mgmanunu angboygbmg iouvixgma fmg angboygbmg ngvixgma kybm fnamoyomg ygvyo
jigbivm`yn jmumam`*jmumam` ~mgb mfm! jigfilngnunomg jmumam`! fmg jixngen
tijiem`mg jmumam` ~mgb fnngbngomg' Oijyfnmg fnamoyomg tig~yuygmg `nxmxon!
fnamgkyvomg figbmg tigivmtmg txncxnvmu! uiamgkyvg~m fnvigvyomg ocgunuvigun
acbnug~m' Uiviam` nvy Txcuiu @nxmxon Mgmanvno fnamoyomg ygvyo jigbmgmanunu hmyxmg
tijmumxmg Tn{{m @yv! ui`ngbbm oijyfnmg hnum fntixcai` hmyxmg tijmumxmg ~mgbtmangb iliovnl ygvyo fnxiocjigfmunomg hmbn tigbijhmgbmg Tn{{m @yv' Ygvyo
aihn` kiamug~m! mayx tigianvnmg fmtmv fnan`mv tmfm Bmjhmx ='
Mayx tijnonxmg acbnu jigbigmn tiamoumgmmg tigianvnmg ngn uiemxm oiuiayxy`mg
jyamn fmxn ocgfnun tixyum`mmg ~mgb jiamvmxhiamomgbn tigianvnmg uixvm lmovcx*lmovcx
~mgb jijtigbmxy`ng~m! vm`mt tigbngtyvmg fmvm! vm`mt tigbcam`mg fmvm! cyvtyv
~mgb fn`munaomg! umjtmn oitmfm ocgfnun ~mgb fn`mxmtomg hmbn tixyum`mmg fmtmv
fnan`mv tmfm Bmjhmx 8'
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7/31/2019 ANALISIS BAURAN PEMASARAN RESTORAN PIZZA (STUDI KASUS DI PIZZA HUT, PADJAJARAN 29, BOGOR)
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=8
Bmjhmx = ' Oixmgbom tijnonxmg tigianvnmg
TN[[M @YV
\nun fmg Jnun
Oibnmvmg Tijmumxmg
Mgmanunu angboygbmg Iouvixgma ;
Angboygbmg Ngfyuvxn jiantyvn ;`mjhmvmg jmuyo? tijmuco? tijhian?hmxmgb uyhuvnvyun'
Angboygbmg Kmy` jiantyvn ;
mutio iocgcjn? mutio tcanvno? mutioviogcacbn? mutio fijcbxmln fmg ucunma'
Mgmanunu angboygbmg Ngvixgma ;
Uyjhix fm~m fmg omx~mrmgOiymgbmg Tixyum`mmg
Uibjigvmun Tmumx
Fiamtmg ocjtcgig jmgmkijig kmum(txcfyo! vijtmv fmg rmovy! txcuiu!
txcfyovn|nvmu fmg oymanvmu! cxmgb!txcjcun fmg ifyomun! hyovn lnuno! `mxbmfmg hnm~m kmum amngg~m.'
Tig~yuygmg
@nxmxon
Txcuiu @nxmxon Mgmanvno
Tigivmtmg
Txncxnvmu
Ocgunuvigun
Acbnu
Xiocjigfmun Hmyxmg
Tijmumxmg
Oxnvixnm Hmyxmg
Tijmumxmg
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CYVTYVNGTYV
Rmrmgemxm #oynuncgix
Liifhmeo
M@T
Angboygbmg!Oihnkmomg
tijixngvm`'
Tmxmjivix ocgvxca;
Oihnkmomg jmgmkijigtixyum`mmg'
Tixmvyxmg tijixngvm`'
@munatignamnmg
tmxm tmomxvigvmgbhmyxmguvxmvibn
tijmumxmgtixyum`mmg'
Ocgfnun tixyum`mmgummv ngn; Tixumngbmg
ngfyuvxn tmgbmg ~mgb
uijmong jigngbomvfmamj jijtixcai`
tmgbum tmumx'
Lmovcx hixtigbmxy`~mgb vnfmo fmtmvfnoigfmanomg; Higemgm mamj Tixumngbmg yum`m Uvmhnanvmu iocgcjn
fmg tcanvno
Unomt ocguyjig
Hchcv fmgtxncxnvmuhmyxmg
tijmumxmg~mgb hnum
fnbygmomgcai`
tixyum`m*mg'
Cyvtyv ~mgbfnoi`igfmon
Vixkmfntmfm t
Omam` f
Cyvtyv ~mgb fnoi
Tigngbomvmg
tixuigvmui t Ac~manvmu oc
Rcxf cljigbygvygb
Hchtxh
tij
~tct
Bmjhmx 8' Mayx tnonx tigianvnmg
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=6
5'8' Kignu fmg Uyjhix Fmvm
Jigyxyv kignug~m! fmvm ~mgb fnbygmomg fmamj tigianvnmg ngn mfmam` fmvm
uyh~io (Uial*Xitcxv Fmvm. fmg fmvm fcoyjigvix (Fceyjigvmx~ Fmvm.' Fmvm
uyh~io jixytmomg kignu fmvm tigianvnmg ~mgb hixytm ctngn! unomt! tigbmamjmg
mvmy omxmovixnuvno fmxn uiuicxmgb mvmy uioiacjtco cxmgb ~mgb jigkmfn uyh~io
tigianvnmg (xiutcgfig.' Fmvm uyh~io fmtmv fnoamunlnomunomg hixfmumxomg higvyo
vmgbbmtmg mvmy xiutcg ~mgb fnhixnomg! ~mnvy anumg (|ixhma.! vixvyanu! fmg ioutxiun'
Xiutcg |ixhma fnhixnomg uihmbmn vmgbbmtmg mvmu tixvmg~mmg fmamj rmrmgemxm'
Xiutcg vixvyanu fnhixnomg uihmbmn vmgbbmtmg mvmu oyiuncgix! uifmgbomg xiutcg
ioutxiun fntixcai` fmxn txcuiu chuix|mun' Fmvm fcoyjigvix mfmam` kignu fmvm
tigianvnmg ~mgb hixytm lmovyx! kyxgma! uyxmv*uyxmv! gcvyaig `muna xmtmv! jijc mvmy
fmamj higvyo amtcxmg txcbxmj' Fmvm fcoyjigvix jijymv mtm fmg omtmg uymvyoikmfnmg! uixvm unmtm ~mgb vixanhmv fmamj oikmfnmg nvy'
Jigyxyv uyjhixg~m! fmvm ~mgb fnbygmomg fmamj tigianvnmg ngn mfmam` fmvm
txnjix fmg fmvm uioygfix' Fmvm txnjix fntixcai` jiamayn tigbmjmvmg amgbuygb fn
amtmgbmg! rmrmgemxm amgbuygb figbmg xiutcgfig! fmg tigbnunmg oynuncgix cai`
xiutcgfig' Fmvm uioygfix mfmam` fmvm yjyj ~mgb jigfyoygb tigianvnmg ~mgb
hixmuma fmxn ngvixgma jmytyg iouvixgma tixyum`mmg' Tigbyjtyamg fnamoyomg
figbmg jigemxn nglcxjmun amtcxmg tixyum`mmg! mxunt*mxunt tixyum`mmg! uixvm
uyjhix*uyjhix amngg~m ~mgb xiai|mg'
Ygvyo tigianvnmg ngn kybm fntixayomg fmvm*fmvm hixnoyv ngn ;
m. Fmvm ngvixgma tixyum`mmg hixytm |nun! jnun! ecjtmg~ txclnai! uvxmvibn
tijmumxmg! fmg ctixmuncgma tixyum`mmg'
h. Fmvm iouvixgma tixyum`mmg hixytm ocgfnun tixumngbmg ~mgb fn`mfmtn cai`
tixyum`mmg'
5'5' Jivcfi Tigbyjtyamg Fmvm
Fmvm ~mgb fnhyvy`omg fmamj tigianvnmg ngn fnoyjtyaomg jiamayn vm`mt*vm`mt
hixnoyv ;
=' Rmrmgemxm jigfmamj (ngfitv` ngvix|nir. ~mgb fnamoyomg vix`mfmt
xiutcgfig! ~mogn tn`mo jmgmkijig xiuvcxmg fmg u`nlv aimfix figbmg
jigmg~momg `ma*`ma ~mgb vixomnv figbmg vykymg tigianvnmg' Tijnan`mg
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7/31/2019 ANALISIS BAURAN PEMASARAN RESTORAN PIZZA (STUDI KASUS DI PIZZA HUT, PADJAJARAN 29, BOGOR)
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=9
xiutcgfig fnamoyomg uiemxm uigbmkm (tyxtcun|i. figbmg jijtixvnjhmgbomg
lmovcx tijm`mjmg jigbigmn uvxmvibn tijmumxmg fmg hiumxg~m tixmgmg tmxm
xiutcgfig ~mgb fntnan` fmamj tiamoumgmmg oibnmvmg fmg uvxmvibn tijmumxmg
tixyum`mmg vixuihyv'
8' Tijhixnmg oynuncgix oitmfm xiutcgfig vixtnan` ygvyo jijtixcai` fmvm ~mgb
momg fnbygmomg ygvyo jigbnun jmvxnou tixhmgfngbmg hixtmumgbmg ygvyo
oitixaymg tigbcam`mg T@M' Fiamtmg cxmgb xiutcgfig vixtnan` tmfm tigianvnmg
ngn mfmam` XJ (Xiuvmyxmgv Jmgmbix. Tn{{m @yv Tmfkmkmxmg! fym cxmgb MXJ
(Muunuvmgv Xiuvmyxmgv Jmgmbix. Tn{{m @yv Tmfkmkmxmg! vnbm cxmgb UA (U`nlv
Aimfix. Tn{{m @yv Tmfkmkmxmg! Jmgvmg MXJ Tn{{m @yv Tmfkmkmxmg! fmg XJ
Xiuvcxmg Tn{{m P (tijhmgfngb.'
5' Uvyfn anvixmvyx figbmg jijmglmmvomg hixhmbmn amtcxmg fmg hyoy*hyoytigygkmgb ~mgb xiai|mg'
6' Chuix|mun vix`mfmt uiayxy` oibnmvmg tijmumxmg'
5'6' Jivcfi Tigbcam`mg fmg Mgmanunu Fmvm
Tmfm tigianvnmg ngn! fmvm ~mgb viam` vixoyjtya fmamj vm`mt tigbyjtyamg fmvm
fncam` figbmg jigbbygmomg viogno Txcuiu @nxmxon Mgmanvno (T@M.' Tigbcam`mg
fmvm figbmg viogno T@M fnhmgvy figbmg jigbbygmomg txcbxmj ocjtyvixIptixv
E`cnei 8444 Vxnma \ixuncg fmg tix`nvygbmg figbmg txcbxmjJnexcuclv Ipeia'
Oixmgbom oixkm T@M vixfnxn fmxn fiamtmg amgbom` yvmjm (Ummv~!
=>>5.!figbmg tigkiamumg fmxn uivnmt amgbom` mfmam` uihmbmn hixnoyv ;
=' Jigfilngnunomg tixucmamg fmg jixngen tijiem`mg tixucmamg ~mgb fnngbngomg'
@ma ~mgb tixay fntix`mvnomg fmamj amgbom` ngn mfmam` tigbymummg jmumam`
uiemxm jigfmamj! omxigm ~mgb jigkmfn tix`mvnmg mfmam` tijnan`mg vykymg!
oxnvixnm! fmg iaijig*iaijig ~mgb jig~yuyg uvxyovyx `nxmxon' Ocjtcgig*
ocjtcgig unuvij fmtmv fnnfigvnlnomunomg hixfmumxomg oijmjtymg tmfm
mgmanum ygvyo jigigvyomg yguyx*yguyx ~mgb fmtmv fnanhmvomg fmamj uymvy
unuvij'
8' Jijhymv uvxyovyx `nxmxon fmxn uyfyv tmgfmgb jmgmkijig uiemxm jig~iayxy`'
@nxmxon jixytmomg mhuvxmoun uvxyovyx uymvy unuvij ~mgb jijtiamkmxn lygbun
ngvixmoun mgvmx ocjtcgig fmg fmjtmog~m vix`mfmt unuvij' Mhuvxmoun ngn
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= Umvy iaijig jyvamo aihn`tigvngb fmxntmfm iaijig~mgb amngg~m'
Hyovn ~mgb jig~cocgb iaijig ~mgb umvy mvmu~mgb amngg~m jijnanon vngbomv tigibmumg ~mgbvixvngbbn ~mgb jygbong jigbymvomg'
8! 6!
tixvnjhmgbmg ~mgbhixfiomvmg'
Ocjtxcjn fntix`mvnomg fn mgvmxm fym
tixvnjhmgbmg'
Oihmanomg Knom ygvyo movn|nvmu n jigfmtmv umvy mgbom hnam fnhmgfngbomg figbmgmovn|nvmu k! jmom k jijnanon gnamn oihmanomgg~m hnam fnhmgfngbomg figbmg n'
Uyjhix ; Ummv~! =>>5'
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7/31/2019 ANALISIS BAURAN PEMASARAN RESTORAN PIZZA (STUDI KASUS DI PIZZA HUT, PADJAJARAN 29, BOGOR)
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=>
Jmvxnou Tigfmtmv Bmhygbmg mfmam` uyuygmg jmvxnou hmxy ~mgb iaijig (bnk.
hixmuma fmxn xmvm*xmvm bicjivxno tigfmtmv*tigfmtmv ngfn|nfy ~mgb xmunc
ngocgunuvigung~m aihn` oiena mvmy umjm figbmg =4)! fmg uivnmt iaijig tmfm
hmxnu fmg ocacj ~mgb umjm fmxn JTN ~mgb umvy figbmg JTN ~mgb amng vnfmo
vixkmfn ocglano' Jmvxnou Tigfmtmv Bmhygbmg fmtmv fnan`mv tmfm Bmjhmx 9'
P B= B8 B5 ''' Bg
B= b== b=8 b=5 ''' B=g
B8 b8= b88 b85 ''' B8g
B5 b5= b58 b55 ''' B5g
''' ''' ''' ''' ''' '''
Bg bg= bg8 bg5 ''' bgg
Bmjhmx 9' Jmvxnou tigfmtmv bmhygbmg
Xyjyu jmvijmvnom ~mgb fnbygmomg ygvyo jijtixcai` xmvm*xmvm bicjivxno
mfmam` ;j
j
=o
onknk .m(b :
: '''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''(=.
fnjmgm; nkb : iaijig JTB hmxnu oi*n ocacj oi*k
nkm : iaijig hmxnu oi*n ocacj oi*k fmxn JTN oi*o
j : kyjam` JTN ~mgb jijigy`n tixu~mxmvmg
:
j
=o
: tixomanmg fmxn iaijig o : = umjtmn o : j
j : momx tmgbomv j
Tixu~mxmvmg JTB ~mgb hihmu fmxn ocglano mfmam`;
=. Tigfmtmv jmungb*jmungb ngfn|nfy tmfm hmxnu fmg ocacj ~mgb umjm
jijnanon uianun` oyxmgb fmxn ijtmv umvymg mgvmxm gnamn tigfmtmv ngfn|nfy
~mgb vixvngbbn figbmg gnamn ~mgb vixigfm`'
8. Vnfmo vixfmtmv mgbom oihmanomg (xiuntxcoma. tmfm hmxnu fmg ocacj ~mgb
umjm'
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84
2' Jigungviunu txncxnvmu ygvyo jiamoyomg tijhchcvmg |iovcx*|iovcx txncxnvmu'
Jigbbygmomg ocjtcunun uiemxm `nxmxon ygvyo jijhchcvomg |iovcx*|iovcx
txncxnvmu nvy figbmg hchcv oxnvixnm*oxnvixnm fmg jigkyjam`omg uijym gnamn
txncxnvmu vixhchcv ~mgb hixumgboyvmg figbmg gnamn txncxnvmu fmxn vngbomv hmrm`
hixnoyvg~m fmg uivixyug~m'
Tigbcam`mg jmvxnou tigfmtmv vixfnxn fmxn fym vm`mt! ~mnvy (=. tigbcam`mg
`cxn{cgvma! fmg (8. tigbcam`mg |ixvnoma' Oifym kignu tigbcam`mg vixuihyv fmtmv
fnamoyomg ygvyo JTN fmg JTB' Tigbcam`mg |ixvnoma fnamoyomg uiviam` JTN
fmg JTB fncam` uiemxm `cxn{cgvma! fnjmgm JTN fmg JTB `mxyu jijigy`n
tixu~mxmvmg Xmunc Ngocgunuvigun'
m. Tigbcam`mg @cxn{cgvma! vixfnxn fmxn vnbm hmbnmg! ~mnvy tigigvymg \iovcx
Txncxnvmu (\iovcx Inbig.! ykn ocgunuvigun! fmg xi|nun JTN fmg JTB ~mgbjijnanon Xmunc Ngocgunuvigun vngbbn'
Vm`mtmg tix`nvygbmg ~mgb fnamoyomg tmfm tigbcam`mg `cxn{cgvma mfmam` ;
Tixomanmg hmxnu [ figbmg xyjyu ;
g
g
=o
nkn m[ :
: ''''''''''''''''''''''''''''''''''''''''''''''(8. (n!k : =! 8! 5! '''g.
Tix`nvygbmg \iovcx Txncxnvmu (\iovcx Inbig. mfmam` ;
: :
::
g
=n
g
g
=o
nk
g
g
=o
nk
n
m
m
\T''''''(5. \T : (\Tn.! ygvyo n : =! 8! 5! ''' g
Tix`nvygbmg Gnamn Inbig Jmou (jmou. figbmg xyjyu ;
\M : (mnk. p \T '''''''''''''''''''''''''''''''(6. figbmg \M : (|mn.
\T
\M\H : ''''''''''''''''''''''''''''''''''''''''(9. figbmg \H : (|hn.
:
:g
onnjmou |h
g
=''''''''''''''''''''''''''''(
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8=
Tix`nvygbmg Xmunc Ngocgunuvigun (EX. mfmam` ;
XN
ENEX : ''''''''''''''''''''''''''''''''''''''''''''(0.
XN : Ngfiou Memo (Xmgfcj Ngfiou. ~mgb fnoiaymxomg cai` Cmo
Amhcxmvcx~ (Ummv~! =>>5. fmxn jmvxnou hixcxfi = umjtmn figbmg =9 ~mgb
jigbbygmomg umjtia ~mgb hixyoyxmg =44 (Vmhia 8'.
Gnamn Xmunc Ngocgunuvigun (EX. ~mgb aihn` oiena mvmy umjm figbmg 4!=
jixytmomg gnamn ~mgb jijtyg~mn vngbomv ocgunuvigun ~mgb hmno fmg fmtmv
fntixvmgbbygbkmrmhomg' @ma ngn fnomxigmomg EX jixytmomg vcamo yoyx
hmbn ocgunuvig mvmy vnfmog~m uymvy `muna tixhmgfngbmg hixtmumgbmg fmamj
uymvy jmvxnou tigfmtmv'
Vmhia 8' Gnamn Ngfiou Memo (XN. Jmvxnou Hixcxfi 8 u'f' =4
Uyjhix ; Ummv~! =>>5
h. Tigbcam`mg \ixvnoma! ~mnvy jig~yuyg txncxnvmu tigbmxy` uivnmt iaijig
tmfm vngbomv `nixmxon oityvyumg vixvigvy vix`mfmt umumxmg yvmjm mvmy lcoyu'
Mtmhnam E\nk fnfilngnunomg uihmbmn gnamn txncxnvmu tigbmxy` iaijig oi*k
tmfm vngbomv oi*n vix`mfmt umumxmg yvmjm! jmom ;
E\nk : E@nk (v? n*=. p \Rv (n*=.'''''''''''''''''''''''''''''''''''''''''(>.
Ygvyo n : =! 8! 5! ''' g
k : =! 8! 5! ''' g
v : =! 8! 5! ''' g
Cxfi (g. Ngfiou Memo (XN.
8569
=4
4'444'904'>4='=8='86='58='6==!69
=!6>
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88
Fnjmgm ; E@nk (v? n*=. : gnamn txncxnvmu iaijig oi*n vix`mfmt iaijig oi*v
tmfm vngbomv fn mvmug~m (n*=.! ~mgb fntixcai` fmxn
`muna tigbcam`mg `cxn{cgvma'
\Rv (n*=. : gnamn txncxnvmu tigbmxy` iaijig oi*v tmfm vngbomv oi
(n*v. vix`mfmt umumxmg yvmjm! ~mgb fntixcai` fmxn
`muna tix`nvygbmg `cxn{cgvma'
0' Jigbi|maymun ngocgunuvigun ygvyo uiayxy` `nxmxon'
Tmfm tigbnunmg kyfbijigvtmfm vm`mt Jmvxnou Tixhmgfngbmg Hixtmumgbmg
(JTH. vixfmtmv oijygbongmg vixkmfng~m tig~njtmgbmg fmamj
jijhmgfngbomg iaijig umvy figbmg iaijig ~mgb amngg~m! ui`ngbbm
fntixayomg uymvy ykn ocgunuvigun' Fmamj T@M tig~njtmgbmg fntixhcai`omg
figbmg vcaixmgun Xmunc Ngocgunuvigun fn hmrm` =4 )' Amgbom` ngn fnamoyomgfigbmg jigbman`omg uivnmt ngfiou ocgunuvigun figbmg txncxnvmu*txncxnvmu
oxnvixnm ~mgb hixumgboyvmg fmg jigkyjam`omg `muna omang~m' @muna ngn fnhmbn
figbmg tixg~mvmmg uikignu ~mgb jigbbygmomg ngfiou ocgunuvigun memo! ~mgb
uiuymn figbmg fnjigun jmungb*jmungb jmvxnou' Ygvyo jijtixcai` `muna ~mgb
hmno! xmunc ngocgunuvigun `mxyu hixgnamn oyxmgb fmxn mvmy umjm figbm =4 tixuig'
Xmunc Ngocgunuvigun fntixcai` uiviam` jmvxnou fncam` uiemxm `cxn{cgvma figbmg
jigbbygmomg txcbxmj ocjtyvixIptixv E`cnei 8444 Vxnma \ixunc' Knom Xmunc
Ngocgunuvigun jijtyg~mn gnamn ~mgb aihn` hiumx fmxn =4 tixuig! jmom jyvy
nglcxjmun `mxyu fnvngkmy oijhman fmg fntixhmnon! mgvmxm amng figbmg
jijtixhmnon emxm jigbbygmomg tixvmg~mmg oivnom jiamoyomg tigbnunmg yamgb
oynuncgix fmg figbmg aihn` jigbmxm`omg xiutcgfig ~mgb jigbnun oynuncgix'
Fnmbxmj manx Txcuiu @nxmxon Mgmanvno (T@M. fmtmv fnan`mv tmfm Bmjhmx
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85
Bmjhmx
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86
N\' @MUNA FMG TIJHM@MUMG
6'=' Bmjhmxmg Yjyj Tixyum`mmg
6'='=' Uikmxm` Ungbomv Tixyum`mmg
Xiuvcxmg Tn{{m @yv fnfnxnomg tmfm vmgbbma =9 Kygn =>90 cai` fym
tijyfm hixumyfmxm hixgmjm Fmg fmg Lxmgo Emxgi~ fn Rne`nvm! Omgumu!
YUM' Vnbm hyamg uiviam` xiuvcxmg Tn{{m @yv fnfnxnomg! xiuvcxmg vixuihyv
viam` jigb`munaomg tigfmtmvmg ocvcx uihiumx YU &244 umjtmn YU &044
tix jngbby fmg tmfm hyamg Fiuijhix viam` jigemtmn aihn` fmxn YU
&=044 tix jngbby' Oiuyouiumg mrma vixuihyv jijhixnomg tiaymgb
oitmfm Fmg fmg Lxmgo ygvyo uibixm jijhyom fym emhmgb xiuvcxmg ambn'
Oijyfnmg tmfm vm`yg =>9> unuvij rmxmamhm (lxmge`nui. jyamnfnoijhmgbomg figbmg unuvij Tyxi Lxmge`nungb (Hyungiuu Lcxjmv
Lxmge`nungb. fnjmgm tijhixn rmxmamhm (lxmge`nucx. jijhixnomg lcxjmv
~mgb aigbomt jyamn fmxn jixio fmbmgb hmxmgb fmg kmum ygvyo fnkyma!
tixmgbomv jmgmkijig! tigbmrmumg jyvy! kmayx fnuvxnhyun! fmg tiam~mgmg
amngg~m oitmfm tijhian rmxmamhm ( lxmge`nuii.'
Fn Ngfcgiunm! Tn{{m @yv `mfnx tmfm vm`yg =>06 uihmbmn xiuvcxmg
tn{{m tixvmjm! fmg ummv ngn viam` fnhyom uihmg~mo =89 bixmn xiuvcxmg
Tn{{m @yv' Fn Hcbcx! bixmn xiuvcxmg Tn{{m @yv ~mgb tixvmjm oman fnhyom
hixacomun fn Ngvixgyum Tam{m tmfm vm`yg =>>8' Gmjyg! omxigm jigbmamjn
higemgm oihmomxmg tmfm vm`yg =>>9! jmom uibixm fnhyom bixmn oifym
tmfm vm`yg =>>< ~mgb hixacomun fn Bifygb Fnvvm! Ka' Xm~m Tmfkmkmxmg Gc'
8>! Hcbcx'
Uikmxm` aigbomt Tn{{m @yv fmtmv fnan`mv tmfm Amjtnxmg 5'
6'='8' \nun fmg Jnun Tixyum`mmg
\nun fmg jnun uijym xiuvcxmg Tn{{m @yv fn Ngfcgiunm fnxmgboyj
fmamj umvy omanjmv! ~mnvy; Vc hi Ngfcgiunmu aimfngb jnf emuyma fnggngb
xiuvmyxmgv! cllixngb bximv iptixnigei mgf v`i hiuv tn{{m jima mv
mllcxfmhai |mayi'
Uivnmt xiuvcxmg Tn{{m @yv fn Ngfcgiunm jijnanon |nun ygvyo jigkmfn
~mgb vixygbbya tmfm vngbomv xiuvcxmg oiamu jigibm` fn Ngfcgiunm! ~mgb
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89
Xiuvmyxmgv Jmgmbix (XJ.
U`nlv Aimfix (UA.
Emu`nixUix|ix Cxfix
Vmoix
Fian|i
x~
Jmg
Eccoix Hmx
Jmg
Uvirmxf
Txiunfig Fnxiovyx
Fnuvxnev Jmgmbix (FJ.
Mxim Jmgmbix (MJ.
Muunuvmgv Xiuvmyxmgv Jmgmbix (MXJ.
fnemtmn airmv jnun jigmrmxomg oig~mjmgmg uymumgm ~mgb vixhmno! fmg
jig~mknomg tn{{m vixhmno figbmg `mxbm ~mgb vixkmgbomy'
6'='5' Tigigvymg Tcunun Tixyum`mmg
Xiuvcxmg Tn{{m @yv jigbbygmomgtcunvncgngb Bccf Lxnigfu!Bximv
Tn{{m' Figbmg fijnonmg xiuvcxmg Tn{{m @yv jijtcununomg fnxng~m
uihmbmn xiuvcxmg ~mgb hixum`mhmv ~mgb hnum fnmxvnomg figbmg jijhixnomg
uymumgm ~mgb g~mjmg fmg tigy` oixmjm` vmjm`mg fmg kybm uihmbmn
xiuvcxmg tn{{m ~mgb jijhixnomg tn{{m ~mgb `ihmv ~mgb hnum fnmxvnomg
figbmg jijhixnomg tn{{m figbmg xmum ~mgb tmuvn ai{mv'
6'='6' Uvxyovyx Cxbmgnumun Xiuvcxmg Tn{{m @yv
Bmjhmx 2' Uvxyovyx cxbmgnumun Tn{{m @yv
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8
g~mjmg' Ecygvixumamf fmg uyt hixmfm fn fiomv tngvy jmuyo! ui`ngbbm
uijym vmjy hnum jian`mv ummv jijmuyon xiuvcxmg'
h'Mxim uix|nu vixfnxn fmxn hi|ixmbi uievncg (vijtmv fnutiguix uijym kignu
jngyjmg! biamu! haigfix! fmglxii{ixygvyo iu oxnj! hym` hm`mg kynei!
jngyjmg hcvca fmg jngyjmg omaigb.! lxcgv ecygvix (vijtmv jiung
xibnuvix tiumgmg.!tneo ytecygvix(vijtmv jigbmjhna txcfyo jmomgmg
fmg jngyjmg ~mgb uyfm` kmfn.! fmg ecygvix mxim (vijtmv
tijhm~mxmg.'
e'Mxim onve`ig jixytmomg mxim tigbiacammg txcfyo! jyamn fmxn
tig~ifnmmg hm`mg hmoy! tig~njtmgmg hm`mg hmoy! tigbcam`mg hm`mg
hmoy! tijhymvmg fcyb` tn{{m! tijmgbbmgbmg! kybm vixjmuyo vijtmv
tigeyenmg tnxngb fmg tixomomu amngg~m'Rmovy tig~mjtmnmg txcfyo oitmfm tiamgbbmg ~mgb uiuymn figbmg
uvmgfmx ygvyo Tn{{m @yv mfmam` jmounjma =9 jignv ygvyo tn{{m! =4 jignv
ygvyo tmuvm fmg gmun! fmg 8 jignv ygvyo jngyjmg' Gmjyg ~mgb uixngb
vixkmfn mfmam` txcfyo oiaymx aihn` fmxn rmovy uvmgfmx vixuihyv! vixyvmjm
ummv xiuvcxmg uifmgb tmfmv tiamgbbmg! ui`ngbbm hmg~mo tiamgbbmg ~mgb
jigbiay` omxigm vnfmo umhmx' @ma ngn fnuihmhomg omxigm oyxmgbg~m
omx~mrmg fmg omtmunvmu jiung tijmgbbmgb ~mgb vixhmvmu'
6'8'6' Txcuiu Txcfyoun (Txcfyevncg Txceiuu.
Uiviam` tiamgbbmg jiamoyomg tijiumgmg! uix|ixuibixm jigbngtyv
fmlvmx tiumgmg oi ocjtyvix ~mgb viam` fntxcbxmj o`yuyu! oijyfnmgtxngv
cyvtiumgmg vixuihyv cvcjmvnu momg oiaymx fn jiung txngvixonve`ig fmg
hmx' Eccoixuibixm jijhymv txcfyo uiuymn tiumgmg' Ygvyo txcfyo tn{{m!
xcvn! m~mj! amumbgm! uyt tyuvx~! fnjmumo fmamj jiung tijmgbbmgb ~mgb
hixkmamg uiemxm cvcjmvnu' Ummv txcfyo uyfm` oiaymx fmxn jiung
tijmgbbmgb hixmxvn txcfyo uyfm` jmumo! oijyfnmg fnumknomg fmg
fnaivmoomg fntneo yt ecygvixmbmx fnmjhna cai` uix|ixygvyo fnumjtmnomg
oitmfm tiamgbbmg' Ygvyo txcfyo tmuvm fnjmumo figbmg ocjtcx bmu!
fnumknomg fn tnxngb oijyfnmg fnaivmoomg fn tneo yt ecygvix' Fijnonmg
kybm figbmg hmx jmg jijhymv jngyjmg uiuymn tiumgmg! oijyfnmg
fnaivmoomg fntneo yt ecygvix'
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54
Tixmamvmg jmumo fmg tixaigbomtmg jmomg ~mgb uyfm` ocvcx fneyen
cai` uvirmxf figbmg jigbbygmomg fnurmu`ngb (jiung tigeyen tnxngb
cvcjmvnu. ~mgb fn fmamjg~m jigemoyt txcuiu uvixnanumun tixmamvmg'
Uiayxy` txcuiu txcfyoun fn xiuvcxmg Tn{{m @yv umgbmv jigbyvmjmomg
oi`nbnignumg omxigm mfmg~m oiumfmxmg hm`rm yum`m ~mgb fnnkmamgomg
jig~mgboyv txcfyo ocguyjun ygvyo fnjmomg ui`ngbbm lmovcx
oitigvngbmg umgbmv tigvngb'
Iliovnlnvmu fmg ilnunigun fmxn txcuiu txcfyoun Tn{{m @yv ngn umgbmv
fntixayomg hmbn oiamgemxmg txcuiu fnuvxnhyun! mtmhnam vixkmfn `mjhmvmg
fmamj txcuiu txcfyoun jmom momg jigkmfn oigfmam fmamj tig~mjtmnmg
txcfyo oitmfm tiamgbbmg! ui`ngbbm jigbyxmgbn oymanvmu fmxn mutio
tijmumxmg tixyum`mmg'6'8'9' Txcfyovn|nvmu fmg Oymanvmu (Txcfyevn|nv~ mgf ]ymanv~.
Txcfyovn|nvmu hmbn yum`m xiuvcxmg mfmam` `ma ~mgb hixkmamg uinxngb
figbmg tigbmrmumg vix`mfmt txcuiu txcfyoun' Txcfyovn|nvmu ~mgb hmno
umgbmv fntixayomg ygvyo oiamgemxmg kmamgg~m txcuiu txcfyoun' Vngbomv
txcfyovnlnvmu ~mgb hmno fnkmbm figbmg jiamoyomg tioixkmmg uiuymn
figbmg txcuifyx*txcuifyx ~mgb viam` fnvivmtomg' Tigbmrmumg fmxn tn`mo
jmgmkix fmg aimfix umgbmv fntixayomg ygvyo jigkmbm txcfyovnlnvmu
omx~mrmg fmamj jiamoyomg tioixkmmg fmg vmgbbygb kmrmh jmungb*
jmungb fmamj txcuiu txcfyoun ui`ngbbm hnum fn`munaomg txcfyo
hixoymanvmu ~mgb uiuymn figbmg gnamn ~mgb fn`mxmtomg tiamgbbmg!
ui`ngbbm tiamgbbmg jixmum vixtymuomg' Tigbmrmumg ~mgb fnamoyomg
uyfm` eyoyt hmno! gmjyg vixomfmgb hioixkm fn hmrm` tigbmrmumg
jijhymv omx~mrmg jixmum hioixkm fn hmrm` viomgmg! ui`ngbbm vixkmfn
oiomoymg' Jmom tn`mo jmgmkix fmg aimfixuiuioman tixay ygvyo jijhixn
oitixem~mmg oitmfm omx~mrmg vmgtm jigbmrmung~m'
6'8'
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5=
vix`mfmt cxmgb*cxmgb ~mgb jig~mknomg kmum vixuihyv' Mtmhnam cxmgb ~mgb
jigkmfn tig~ifnm kmum jijhixnomg tiam~mg ~mgb hmno! jmom momg
jignjhyaomg oiumg tcunvnl vix`mfmt xiuvcxmg fn higmo ocguyjig!
fijnonmg tyam uihmanog~m knom cxmgb ~mgb jigkmfn tig~ifnm kmum vnfmo
jijhixnomg tiam~mgmg ~mgb hmno! jmom ocguyjig momg jijnanon
vmgbbmtmg ~mgb oyxmgb hmno tyam vix`mfmt xiuvcxmg vixuihyv'
Ygvyo jijhixnomg tiam~mgmg ~mgb hixoymanvmu oitmfm tiamgbbmg!
xiuvcxmg Tn{{m @yv umgbmv jijtix`mvnomg fmg jigbyvmjmomg oihixun`mg
(eaimgangiuu.! oixmjm` vmjm`mg (`cutnvmanv~.! oivitmvmg tig~mjtmnmg
txcfyo (meeyxme~.! tigmgbmgmg tiamgbbmg ~mgb hmno (jmngvigmgei.!
txcfyo ~mgb hixoymanvmu (txcfyev }ymanv~.! fmg oieitmvmg fmamj
jijhixnomg tiam~mgmg (utiif.'Amgbom`*amgbom` tiam~mgmg ygvyo jijymuomg tiamgbbmg ~mgb
fnvixmtomg cai` xiuvcxmg Tn{{m @yv fnoigma figbmg =4 Jcjigvu cl
Vxyv` ! ~mgb vixfnxn fmxn;
=' Bxiivngb (jigbivm`yn figbmg eitmv ummv tiamgbbmg jmuyo oi fmamj
xiuvcxmg! uibixm jig~mjhyv figbmg `mgbmv fmg hixum`mhmv!
vixuig~yj figbmg jigbbygmomg ocgvmo jmvm fmg unomt ~mgb rmkmx.'
8' Uimvngb (jijnan`omg vijtmv fyfyo ~mgb uiuymn figbmg oingbngmg
tiamgbbmg! jigbmgvmxomg tiamgbbmg oi vijtmv fyfyog~m figbmg
hixkmamg fn fitmg tiamgbbmg umjhna jijhymv tixemomtmg xngbmg fmg
jijhmrmomg hyoy jigy! jigmxnoomg oyxun ygvyo rmgnvm mvmy ~mgb
aihn` vyu mvmy mgmo oiena! fmg jijhixnomg jigy figbmg jijhyom
hmbnmg `mamjmg txcjcun.'
5' Vmongb v`i Cxfix (jigbyemtomg umamj figbmg jmgvmt fmg tixem~m
fnxn oitmfm tiamgbbmg! jijtixoigmaomg fnxn! oijyfnmg jigmrmxomg
txcfyo*txcfyo fn hyoy jigy! jijhixnomg umxmg vigvmgb txcfyo hmxy
oitmfm tiamgbbmg! jigmg~momg fmg jigemvmv uijym tiumgmg
tiamgbbmg figbmg vitmv! jiamoyomg tijhmemmg yamgb tiumgmg!
oijyfnmg uibixm jigbngtyv fmlvmx tiumgmg oi fmamj ocjtyvix.'
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6' Uix|ngb Fxngou (jijhmrmomg jngyjmg uieitmv jygbong uiviam`
tijiumgmg! jiaivmoomg jngyjmg fn mvmu jikm umjhna jig~ihyvomg
gmjm jngyjmg vixuihyv.'
9' Uix|ngb Uvmxvixu (umknomg jmomgmg tijhyom vixaihn` fm`yay uieitmv
jygbong! uihyvomg gmjm jmomgmg ~mgb fnumknomg! fmg vmrmxomg
jngyjmg vmjhm`mg mvmy vmg~momg mtmhnam mfm tiumgmg vmjhm`mg.'
' Fian|ixngb Fiuuixv mgf Cllixngb v`i Hnaa (umknomg jmomgmg tigyvyt
umjhna jig~ihyvomg gmjmg~m! vmrmxomg mtmom` tiamgbbmg ngbng
jijngvm hnaa tijhm~mxmgg~m uiomxmgb! eivmohnaa oijyfnmg mgvmxomg
oi tiamgbbmg figbmg jigbbygmomg hnaa vxm~ .'
=4'Eaimxngb Fiuuixvu! Vmongb Tm~jigv! mgf V`mgongb (hixun`omg
tixmamvmg hiomu fiuuixvfmxn tiamgbbmg umjhna jigbmjhna ymgb mvmy
omxvy tijhm~mxmg! mgvmxomg oi omunx! fmg oijhman jigbmjhna unum
tijhm~mxmg fmxn omunx! jigbmgvmxomg oijhman oi jikm tiamgbbmg
umjhna jigbyemtomg vixnjmomun` figbmg uygbby`*uygbby`.'
6'8'2' Txcjcun fmg Ifyomun (Txcjcvncg mgf Ifyemvncg.'
Oibnmvmg txcjcun tixay fnamoyomg cai` tixyum`mmg ygvyo
jijtixoigmaomg tixyum`mmg fmg txcfyog~m oitmfm tmumx' Tn{{m @yv
uihmbmn yum`m kmum hcbm vivmt jijixayomg txcjcun mbmx ocguyjig
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jig~mfmxn oihixmfmmg Tn{{m @yv! jigbivm`yn txcfyo*txcfyo Tn{{m @yv!
fmg jijnanon tigbigmamg ~mgb aihn` hmno vix`mfmt Tn{{m @yv'
Tn{{m @yv uixvm Xiuvcxmg Tn{{m @yv jiamoyomg txcjcun airmv jifnm
eivmo! jifnm |nuyma! fmg jifnm myfnc' Kybm fnfyoygb cai` tigbmfmmg
hnaahcmxf' @mg~m umkm txcjcun ~mgb uiamjm ngn fnamoyomg aihn` oi
txcjcun txcfyo Tn{{m @yv uiemxm yjyj ~mgb hixamoy ygvyo uiayxy`
Ngfcgiunm' Ui`ngbbm vnfmo jijhixnomg ifyomun jigbigmn vijtmv oijmgm
tiamgbbmg `mxyu fmvmgb ygvyo jijtixcai` tn{{m fmxn xiuvcxmg Tn{{m @yv'
Jmom uivnmt xiuvcxmg Tn{{m @yv uihmnog~m jigbmfmomg txcjcun uigfnxn
ygvyo aihn` jijtixoigmaomg oitmfm jmu~mxmomv uionvmx jigbigmn
oihixmfmmg xiuvcxmg Tn{{m @yv fn fmixm` vixuihyv' Hmg~mo jmu~mxmomv
~mgb oyxmgb jig~mfmxn hm`rm vixg~mvm fn fiomvg~m mfm xiuvcxmg Tn{{m@yv' Tijmumgbmg hnaahcmxfuihmnog~m fnaigbomtn figbmg mamjmv xiuvcxmg
fmg fntmumgb hyomg `mg~m fn fitmg xiuvcxmg! vmtn kybm fn vijtmv*vijtmv
uvxmvibnu amngg~m ygvyo aihn` jijhixn oiumfmxmg oitmfm ocguyjig'
6'8'0' @mxbm fmg Hnm~m Kmum Amngg~m(Txnei mgf Cv`ix Ecuvu.'
Lmovcx `mxbm fmg mtm umkm hnm~m ~mgb `mxyu fnoiaymxomg tiamgbbmg
ygvyo hnum jijtixcai` txcfyo xiuvcxmg Tn{{m @yv tixay ygvyo
fntixvnjhmgbomg' Xiuvcxmg Tn{{m @yv jijhymv |mxnmun tnan`mg `mxbm ~mgb
vixfnxn fmxn tn{{m fianb`v e`cnei figbmg `mxbm aihn` jyxm`! tn{{m
lm|cyxnvi e`cnei figbmg `mxbm uifnonv aihn` jm`ma! fmg tn{{m fiaypi
e`cnei figbmg `mxbm ~mgb eyoyt jm`ma' Vixfmtmv kybm `mxbm tmoiv
ui`ngbbm tiamgbbmg hnum jigfmtmvomg umvy tmoiv jigy aigbomt figbmg
`mxbm ~mgb aihn` jyxm`' Figbmg fijnonmg xiuvcxmg Tn{{m @yv hnum jixmn`
uibjig tmumx figbmg vngbomv tigfmtmvmg jigigbm` fmg jigigbm` oi
mvmu! uixvm jigb`mtyu jnvcu hm`rm tn{{m jixytmomg jmomgmg ~mgb
`mg~m hnum fngnojmvn cai` ocguyjig figbmg tigfmtmvmg jigigbm` oi
mvmu'
Gmjyg! uivnmt txcfyo xiuvcxmg Tn{{m @yv fnoigmn tmkmo uihiumx =4)
fmxn `mxbm tcoco! ui`ngbbm tiamgbbmg `mxyu jigbiaymxomg hnm~m
vmjhm`mg ygvyo nvy' Tiamgbbmg kybm vixomfmgb jigbiaymxomg hnm~m rmovy
figbmg jigygbby txcfyo oiaymx aihn` amjm fmxn ~mgb ui`mxyug~m' Hnm~m
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vmjhm`mg ~mgb fnoiaymxomg cai` tiamgbbmg ngn tixay fntix`mvnomg ambn
cai` tixyum`mmg mbmx vnfmo jigbyxmgbn oingbngmg ygvyo jiamoyomg
txcuiu tijhianmg cai` ocguyjig' Oivitmvmg rmovy fmamj tig~ifnmmg
txcfyo fmg oymanvmu fmxn txcfyo tixay ygvyo fnkmbm ui`ngbbm ocguyjig
vnfmo jixmum fnxybnomg uiemxm jmvixn fmg rmovy'
6'5' Mgmanunu Angboygbmg Ngvixgma
6'5'=' Mutio Tmumx fmg Tijmumxmg
Tmgbum tmumx ~mgb fnjnanon cai` xiuvcxmg Tn{{m @yv Tmfkmkmxmg ummv
ngn mfmam` uionvmx =0) fmxn uiayxy` tigfyfyo Ocvm Hcbcx! uifmgbomg
tiamgbbmg amngg~m uihmbnmg hiumx mfmam` tigbygkygb ~mgb fmvmgb fmxn
aymx Ocvm Hcbcx' Tmgbum tmumx ~mgb hix`muna fnxmn` cai` xiuvcxmg Tn{{m
@yv Tmfkmkmxmg ngn fnxmumomg jmun` oyxmgb fmg tixay fnvngbomvomg ambn!
ui`ngbbm xiuvcxmg Tn{{m @yv Tmfkmkmxmg vixyu jiamoyomg tixhmnomg
ngvixgma fmamj fnxn tixyum`mmg' Tmfm fmumxg~m jmumam` ygvyo
jigngbomvomg tmgbum tmumx ~mgb fnmamjn cai` xiuvcxmg Tn{{m @yv
Tmfkmkmxmg mfmam` fnomxigmomg cai` mfmg~m xiuvcxmg tn{{m tiumngb ~mgb
hixacomun vnfmo hibnvy kmy` fmxn Tn{{m @yv Tmfkmkmxmg! fmg kybm
fnuihmhomg cai` oihixmfmmg xiuvcxmg Tn{{m @yv amngg~m fn hihixmtm
acomun hixhifm fn Ocvm Hcbcx ~mgb jig~ihmhomg Tn{{m @yv Tmfkmkmxmg
`mxyu hixhmbn tmgbum tmumx figbmg xiuvcxmg Tn{{m @yv amngg~m fn Ocvm
Hcbcx' Ygvyo nvy xiuvcxmg Tn{{m @yv Tmfkmkmxmg tixay jijmounjmaomg
uvxmvibn tijmumxmgg~m! uiemxm o`yuyu airmv uvxmvibn vix`mfmt hmyxmg
tijmumxmgg~m! jiantyvn uvxmvibn txcfyo! uvxmvibn txcjcun! uvxmvibn
fnuvxnhyun! fmg uvxmvibn Uyjhix Fm~m Jmgyunm' Ygvyo uvxmvibn `mxbm hnum
fnbygmomg fmamj jigb`mfmtn tixumngbmg figbmg xiuvcxmg tn{{m amngg~m'
Gmjyg! ygvyo hixumngb figbmg uiumjm xiuvcxmg Tn{{m @yv amngg~m
uvxmvibn `mxbm vnfmo hnum fnbygmomg omxigm unuvij rmxmamhm ~mgb
fnbygmomg cai` Tn{{m @yv jig~ihmhomg `mxbm fmxn uijym kignu txcfyo
fnvigvyomg umjm fmxn Tn{{m @yv tyumv' Vixomnv figbmg uvxmvibn txcfyo!
rmamytyg unuvij rmxmamhm ~mgb fnbygmomg jig~ihmhomg uijym kignu
txcfyo ~mgb fnjnanon cai` xiuvcxmg Tn{{m @yv mfmam` umjm! Tn{{m @yv
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fmtmv jijhmgbyg oiygbbyamg fmxn txcfyog~m figbmg jijhymv tn{{m
~mgb higmx*higmx uiuymn figbmg uvmgfmx ~mgb viam` fnvigvyomg cai` Tn{{m
@yv tyumv! hmno fmxn uibn xmum! tig~mknmg! fmg oymanvmu txcfyo' Fmg ygvyo
nvy fntixayomg ocjnvjig fmxn omx~mrmg ygvyo jiamoumgmomg vmgbbygb
kmrmhg~m jmungb*jmungb! ui`ngbbm fmamj `ma ngn umgbmv fntixayomg
tigixmtmg uvxmvibn Uyjhix Fm~m Jmgyunm uiemxm vitmv' Uvxmvibn txcjcun
Tn{{m @yv Tmfmkmkmxmg fnamoyomg figbmg jijmglmmvomg envxm xiuvcxmg
Tn{{m @yv Tmfkmkmxmg uihmbmn xiuvcxmg tn{{m ~mgb tixvmjm oman `mfnx fn
Ocvm Hcbcx uiviam` Tn{{m @yv fn Ngvixgyum Tam{m jigbmamjn oihmomxmg!
uiamng nvy kybm figbmg jijhymv hxcuyx!la~ix! hnaahcmxf! fmg ~mgb umgbmv
fn`mxmtomg mfmam` mfmg~m rcxf cl jcyv` txcjcvncg ~mgb tcunvnl fmxn
tiamgbbmg ~mgb jixmum tymu uiviam` jmomg fn Tn{{m @yv Tmfkmkmxmg!Hcbcx'
6'5'8' Mutio Jmgmkijig
Unuvij jmgmkijig xiuvcxmg Tn{{m @yv uyfm` eyoyt vixvmvm xmtn'
Txiunfig Fnxiovyx hixvmgbbygb kmrmh jijnjtng! jigbigfmanomg!
jigbijhmgbomg fmg jigbmrmun ongixkm fmg txcfyovn|nvmu xiuvcxmg Tn{{m
@yv fn uiayxy` Ngfcgiunm' Fmamj jigkmamgomg tixyum`mmg! Txiunfig
Fnxiovyx fnfyoygb cai` lygbun meecygvngb! nglcxjmvncg u~uvij!
jmxoivngb! vxmngngb! `yjmg xiucyxeiu! fmg ctixmvncg' Fnhmrm` Txiunfig
Fnxiovyx mfmam`Fnuvxnev Jmgmbix(FJ. ~mgb jijnjtng fmg jigbmrmun
84*54 xiuvcxmg' FJ jijnjtng figbmg hixhmbmn jmemj lygbun fmg hnugnu
fmxn jmxoivngb `ngbbm jijnonxomg tigbijhmanmg jcfma yum`m' Fn hmrm`
FJ mfmam` uicxmgb Mxim Jmgmbix (MJ. ~mgb jijnjtng fmg
jigbmrmun 5*< xiuvcxmg' MJ jigfcxcgb cxmgb amng ygvyo jigkmamgomg
hnugnu fmamj kyjam` fmg unvymun mgb hixhifm*hifm' Fn hmrm` MJ mfmam`
uicxmgbXiuvmyxmgv Jmgmbix(XJ.'
Uivnmt bixmn xiuvcxmg Tn{{m @yv fn Ngfcgiunm fntnjtng cai` uicxmgb
Xiuvmyxmgv Jmgmbix (XJ.' XJ jijnanon vmgbbygb kmrmh jig~iayxy`
vix`mfmt tigbiacammg yum`m fmg tigbmrmumg vix`mfmt oibnmvmg txcfyoun'
XJ jigbiacam yum`m figbmg tigbmvyxmg ~mgb uinjhmgb fmamj
jijnjtng cxmgb (omx~mrmg.! jijtix`mvnomg oitymumg eyuvcjixu!
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5 ummv ngn jijnanon kyjam` omx~mrmg
uionvmx 92 cxmgb' Vixfnxn mvmu = cxmgb xiuvmyxmgv jmgmbix! 8 cxmgb
muunuvmgv xiuvmyxmgv jmgmbix! 5 cxmgb u`nlv aimfix! 6 cxmgb emu`nix! =2
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52
cxmgb uix|ix! =6 cxmgb eccoix! 5 cxmgb hmx jmg! 5 cxmgb uvirmxf! 8 cxmgb
cxfix vmoix! fmg 0 cxmgb fian|ix~ jmg'
Omx~mrmg fnhifmomg jigkmfn omx~mrmg lyaavnjix! omx~mrmg
ocgvxmo! fmg omx~mrmgtmxvnjix' Ygvyo omx~mrmg fnhifmomg hixfmumxomg
bcacgbmg! jyamn fmxn bcacgbmg N! NN! NNN! N\! \! \M fmg \H' Tijhm~mxmg
bmkn ygvyo omx~mrmglyaavnjixfnonxnjomg airmv xioigngb vmhygbmg uivnmt
mo`nx hyamg! figbmg kyjam` uiuymn figbmg bcacgbmg jmungb*jmungb'
Tijhm~mxmg bmkn ygvyo omx~mrmg ocgvxmo fnonxnjomg airmv xioigngb
vmhygbmg uivnmt mo`nx hyamg! figbmg kyjam` uiuymn figbmg kyjam` `mxn
oixkm jmungb*jmungb' Tijhm~mxmg bmkn ygvyo omx~mrmgtmxvnjixfn`nvygb
tix `mxn jmuyo! fnoyjyamvnlomg fmg fnhm~mxomg tmfm mo`nx hyamg' Kmj
oixkm omx~mrmg vixfnxn mvmu anjm u`nlv! fmtmv fnan`mv tmfm Vmhia 5'
Vmhia 5' Tijhmbnmg u`nlvoixkm omx~mrmg xiuvcxmg Tn{{m @yv Tmfkmkmxmg
U`nlv Jmuyo Oiaymx Nuvnxm`mv
M 42'44 =
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50
omx~mrmg vmgtm `mxyu vixnomv figbmg tyumv hnum jigkmfn tiaymgb ~mgb
fmtmv fnbygmomg cai` xiuvcxmg ygvyo jigbijhmgbomg yum`mg~m' Mtmhnam
xiuvcxmg higmx*higmx jijtix`mvnomg oymanvmu UFJ jyamn fmxn tixioxyvmg
umjtmn tiamvn`mg! jmom oymanvmu txcuiu txcfyoun fmtmv uijmong
fnvngbomvomg! ui`ngbbm oymanvmu xiuvcxmg fn higmo ocguyjig jigkmfn
uijmong hmno'
6'5'6' Mutio Oiymgbmg
Ocgfnun oiymgbmg Tn{{m @yv Tmfmkmxmg ummv ngn jmun` fmtmv
fnomvmomg hmno! jiuontyg |cayji tigkymamg jmun` layovymvnl'
Tixyum`mmmg hiayj tixgm` jigbmamjn oixybnmg lngmgunma! `ma ngn
fnvygkyoomg cai` xmunc oiygvygbmg fmg hnm~mg~m uiamay fn mvmu umvy'
Tixuigvmui tixyhm`mg gnamn tigkymamg hixun` xiuvcxmg Tn{{m @yvTmfkmkmxmg fmtmv fnan`mv tmfm Vmhia 6'
Vmhia 6' Tixuigvmui Tixyhm`mg Gnamn Tigkymamg Hixun` xiuvcxmg Tn{{m @yvTmfkmkmxmg Hcbcx! vm`yg 844=*8449
Vm`yg Lccf Giv Umaiu Hi|ixmbi Giv Umaiu Bxmgf Vcvma
844=*8448 *2!8 ) *>!2 ) *2!< )
8448*8445 =< ) 0!8 ) =9 )
8445*8446 =!= ) 5 ) =!6 )
8446*8449 5!> ) 85 )
Uyjhix; Xiuvcxmg Tn{{m @yv Tmfkmkmxmg Hcbcx! 8449
Tigbiacammg oiymgbmg xiuvcxmg Tn{{m @yv Tmfkmkmxmg viam`
jigbbygmomg unuvij moygvmgun vixocjtyvixnumun' Amtcxmg tigb`nvygbmg
tigkymamg ocvcx fnamoyomg cai` omunx uivnmt `mxn! fnhmgvy figbmg
ocjtyvix ~mgb viam` vixtxcbxmj ygvyo jigb`nvygb vcvma tigkymamg
jmomgmg fmg jngyjmg uiemxm cvcjmvnu' Fmvm tigkymamg jmomgmg fmg
jngyjmg fntixcai` fmxn `muna tigbngtyvmg tiumgmgmg oi fmamj ocjtyvix'
Fmvm hnm~m tigbiaymxmg fnoiacam figbmg jigbbygmomg txcbxmj
Jnexcuclv Ipeia'
Oimfmmg oiymgbmg xiuvcxmg ~mgb eyoyt hmno fmg vixyu
jigb`munaomg oiygvygbmg jigkmfn oioymvmg hmbn xiuvcxmg! omxigm figbmg
fijnonmg xiuvcxmg vivmt jijnanon jcfma ~mgb eyoyt hmbn tiamoumgmmg
fmg tigbijhmgbmg txcfyoung~m! ui`ngbbm txcuiu txcfyoun fmtmv vixyu
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5>
hixamgbuygb vmgtm mfmg~m oigfmam `mjhmvmg oiymgbmg' Unuvij ~mgb
vixocjtyvixnumun fmamj tigbiacammg oiymgbmg kybm umgbmv jijhmgvy
fmamj jijtixoiena xiunoc oiumam`mg fmamj tigbiacammg oiymgbmg
xiuvcxmg'
6'5'9' Mutio Ctixmuncgma
Ygvyo amgemxg~m txcuiu txcfyoun fmg ctixmun! Tn{{m @yv Tmfkmkmxmg
viam` jigkmang ocgvxmo oixkm umjm figbmg hihixmtm tixyum`mmg tijmuco
ygvyo tig~ifnmmg hm`mg hmoy txcfyo uixvm ng|igvcxn*ng|igvcxn
tigfyoygb amngg~m' Tijmuco jiamoyomg tigbnxnjmg xyvng uivnmt jngbby
uiuymn figbmg tijiumgmg ~mgb fnamoyomg cai` xiuvcxmg ui`mxn uihiayj
tigbnxnjmg' Tigbbygmmg hm`mg hmoy fmg ng|igvcxn*ng|igvcxn tigfyoygb
fnamoyomg figbmg jigbbygmomg unuvij lnxuv ng lnxuv cyv ygvyo jigkmbmmbmx vnfmo mfm hmxmgb ~mgb vixhymgb omxigm viam` `mhnu jmum tmomng~m'
Hmxmgb*hmxmgb fmg hm`mg hmoy ~mgb `mxyu fnunjtmg tmfm uy`y xymgbmg
fnunjtmg fn fx~ uvcxmbi! uifmgbomg hmxmgb fmg hm`mg ~mgb `mxyu
fnunjtmg fn hmrm` uy`y xymgbmg fnunjtmg fn lxc{ig uvcxmbi' Uivnmt
tigbmjhnamg hm`mg hmoy fmg hmxmgb*hmxmgb fmxn byfmgb fnamoyomg
tigemvmvmg! ui`ngbbm fntixcai` tijhyoymg jigbigmn hmxmgb*hmxmgb
~mgb viam` fnbygmomg! ygvyo jijtixjyfm` tigbiacammg tijiumgmg oi
tijmuco'
Oixkm umjm ~mgb vixkmang hmno fmg vixcxbmgnunx uiemxm xmtn figbmg
tijmuco ngn jigbyxmgbn xiunoc `mjhmvmg tmfm txcuiu txcfyoun monhmv
mfmg~m oioyxmgbmg hm`mg hmoy' Figbmg fijnonmg xiuvcxmg jigkmfn aihn`
iliovnl fmamj jiamoyomg yum`mg~m'
Oivixmgbmg jigbigmn txcuiu txcfyoun uiemxm aigbomt viam` fnhm`mu
fmamj uyh hmh Mgmanunu Hmyxmg Tijmumxmg tmfm tcng Txcuiu Txcfyoun'
6'6' Mgmanunu Angboygbmg Kmy`
6'6'=' Angboygbmg Ucunma Hyfm~m
Kyjam` tigfyfyo fn Ocvm Hcbcx vixyu jigygkyoomg tigngbomvmg
figbmg kyjam` ~mgb vnfmo uifnonv! uitixvn vixan`mv tmfm Vmhia 9'
Tigngbomvmg tigfyfyo ngn jijixayomg tig~ifnmmg tmgbmg ~mgb uijmong
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hiumx ygvyo fnocguyjun hmbn oitixaymg xyjm` vmgbbm' Cai` omxigm nvy!
tigngbomvmg kyjam` xyjm` vmgbbm uivnmt vm`ygg~m fn Ocvm Hcbcx
jixytmomg tiaymgb hmbn ngfyuvxn tig~ifnmmg jmomgmg! o`yuyug~m hnugnu
xiuvcxmg uitixvn Tn{{m @yv'
Vmhia 9' Kyjam` Xyjm` Vmgbbm! Tigfyfyo! fmg Aymu Rnam~m` (oj8.
fn Ocvm Hcbcx Vm`yg 8446
Vm`yg Xyjm` Vmgbbm Tigfyfyo Aymu Rnam~m` (oj8.
8446 =>6'592 05='92= ==0!94
8445 =00'955 084'242 ==>
8448 =>2'>90 20>'685 ==0!94
844= =2>'>2! fnvmjhm` ambn oihnkmomg
oigmnomg `mxbm Hm`mg Hmomx Jng~mo (HHJ. hmxy*hmxy ngn
jigbmonhmvomg tigngbomvmg hnm~m `nfyt ~mgb fnuihmhomg cai` vngbomv
nglamun ~mgb uijmong vngbbn! ui`ngbbm jigbyxmgbn fm~m hian jmu~mxmomv'
Vmhia < jigygkyoomg hm`rm vngbomv nglamun gmuncgma fn Ngfcgiunm tmfm
vm`yg 8446 oijhman jigbmamjn tigngbomvmg uihiumx
fmg ygvyo hm`mg jmomgmg'
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Vmhia
fmamj tig~ifnmmg hm`mg hmoy txcfyoun jigkmfn uijmong jigngbomv
monhmv tigngbomvomg `mxbm ~mgb fnuihmhomg cai` ocgfnun tixiocgcjnmg
ummv ngn' Uiamng nvy hnm~m ~mgb `mxyu fnoiaymxomg tixyum`mmg hmbn
omx~mrmg kybm jigngbomv! omxigm mfmg~m tigngbomvmg bmkn omx~mrmg'
Gmjyg! uikmy` ngn tigngbomvmg hnm~m txcfyoun fmg ctixmuncgma vixuihyv
jmun` hnum fnmvmun cai` tixyum`mmg'
Ocvm Hcbcx jijnanon hihixmtm fmixm` rnumvm ~mgb xmjmn fnoygkygbn
cai` rnumvmrmg! mgvmxm amng Oihyg Xm~m Hcbcx! Nuvmgm Hcbcx! Hmvy Vyanu!
fmg fiomv figbmg fmixm` tygemo' Figbmg fijnonmg uvxyovyx iocgcjn
Ocvm Hcbcx fnfcjngmun cai` uiovcx tixfmbmgbmg `cvia fmg xiuvcxmg
uihiumx 5=) fmg uiovcx ngfyuvxn tigbcam`mg uihiumx 80) (HTU Hcbcx!
8446.' Uiovcx ngn umgbmv fntigbmxy`n cai` kyjam` tigfyfyo fmg fm~m hian
jmu~mxmomv' Cai` omxigm nvy Tijixngvm` Fmixm` Ocvm Hcbcx umgbmv
jijtix`mvnomg oifym ngfyuvxn ngn' Figbmg fijnonmg! xiuvcxmg Tn{{m @yv
fn Ocvm Hcbcx vixjmuyo fmamj uiovcx iocgcjn figbmg tixumngbmg ~mgb
oivmv'
6'6'5' Angboygbmg Mamj
Jigngbomvg~m oiumfmxmg fn mgvmxm mgbbcvm jmu~mxmomv momg hnugnu
~mgb xmjm` angboygbmg viam` jijhixnomg hmg~mo tigbmxy` vix`mfmt
txcuiu hnugnu' Cai` omxigm nvy! xiuvcxmg Tn{{m @yv uihmbmn hmbnmg fmxn
jmu~mxmomv kybm jig~mfmxn mxvn tigvngb fmxn tiaiuvmxnmg angboygbmg
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uionvmx acomun xiuvcxmg' Tn{{m @yv Tmfkmkmxmg hixocjnvjig jigkmbm hnugnu
~mgb xmjm` angboygbmg' Tigbmvyxmg tijhymgbmg anjhm` `muna unum yum`m
fnvixmtomg ui`ngbbm vnfmo jixyumo angboygbmg uionvmx xiuvcxmg'
Tigbmjhnamg umjtm` ngfyuvxn fnhmgvy cai` oixkm umjm figbmg Fngmu
Oihixun`mg Ocvm Hcbcx'
6'6'6' Angboygbmg Viogcacbn
Viogcacbn vixyu hixoijhmgb uinxngb figbmg tixoijhmgbmg {mjmg
fmg umgbmv jijtigbmxy`n tixoijhmgbmg uijym kignu ngfyuvxn' Viogcacbn
hnum fnbygmomg ygvyo tigbijhmgbmg txcfyo! tigngbomvmg iliovnlnvmu fmg
ilnunigun txcuiu txcfyoun! fmg tigbcgvxcamg ctixmuncgma' Cai` omxigm nvy
tixyum`mmg `mxyu tiom vix`mfmt tixoijhmgbmg viogcacbn mbmx fmtmv vixyu
jigbijhmgbomg txcfyo fmg yum`mg~m'Tn{{m @yv Tmfkmkmxmg viam` jigbbygmomg viogcacbn ~mgb
jijtixjyfm` txcuiu txcfyoun fmg unuvij mfjngnuvxmun tixyum`mmg'
Tigbbygmmg mamv*mamv emgbbn` ygvyo ctixmun uitixvn jiung tijmgbbmgb
cvcjmvnu! lxii{ix! e`naaix! fnutiguix! fcyb` tn{{m! fmg viogcacbn
tigfyoygb amngg~m viam` umgbmv jijhmgvy ygvyo jigb`munaomg txcfyo
~mgb hixoymanvmu fmg `nbnignu' Unuvij tigbngtyvmg tiumgmg fmg
tijhm~mxmg ~mgb vixocjtyvixnumun kybm jijhmgvy jijtixeitmv txcuiu
tiam~mgmg fmg ocjygnomun tijiumgmg txcfyo' Jiung lmp fybygmomg
ygvyo jijtixjyfm` tijngfm`mg nglcxjmun fmg jijtixamgemx
ocjygnomun' Jiung tigfngbng xymgbmg (mnx ecgfnvncgix. kybm hixbygm
ygvyo jijhixnomg oig~mjmgmg hmbn tiamgbbmg fn mxim tiamgbbmg fmg
omx~mrmg fn uivnmt mxim ctixmun'
6'6'9' Angboygbmg Tcanvno fmg @yoyj
Xiuvcxmg Tn{{m @yv `mfnx fn Ngfcgiunm figbmg jigixmtomg unuvij
rmxmamhm' Cai` omxigm nvy Tn{{m @yv `mxyu jijtix`mvnomg oihnkmomg
tijixngvm` gcjcx =< vm`yg =>>2 fmg Oityvyumg Jigvixn Tixngfyuvxnmg
fmg Tixfmbmgbmg Xityhano Ngfcgiunm gcjcx 89>#JTT#Oit#2#=>>2!
vmgbbma 54 Kyan =>>2' Oihnkmomg fmg oityvyumg jigvixn vixuihyv jigbmvyx
vigvmgb oivigvymg yjyj fmg tixmvyxmg tigfnxnmg hnugnu rmxmamhm fn
Ngfcgiunm'
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Uiamng nvy xiuvcxmg Tn{{m @yv uihmbmn hmbnmg fmxn ngfyuvxn
oitmxnrnumvmmg kybm `mxyu jijtix`mvnomg oitijnanomg uyxmv n{ng yum`m
fmg jmum hixamoyg~m uiuymn figbmg Oityvyumg Jigvixn Oihyfm~mmg fmg
Tmxnrnumvm gcjcx Oit4=8#JOT#N\#844= vigvmgb Tifcjmg Yjyj
Tixn{ngmg Yum`m Oitmxnrnumvmmg'
6'9' Mgmanunu Angboygbmg Ngfyuvxn
6'9'=' Mutio @mjhmvmg Jmuyo
Tiaymgb tmumx hmbn hnugnu xiuvcxmg ~mgb jig~ifnmomg `nfmgbmg
tigbbmgvn gmun umgbmv vixhyom aymu! ui`ngbbm tiaymgb ngn hmg~mo
fnjmglmmvomg ygvyo jijhyom xiuvcxmg hmxy' Fmamj unvymun iocgcjn
Ngfcgiunm ummv ngn! tigbijhmgbmg yum`m figbmg unuvij rmxmamhm
fnxmumomg jijhixn oiygvygbmg lngmgunma hmbn tmxm tiamoy yum`m xiuvcxmg
omxigm vmgtm jigmjhm` ng|iuvmun jcfma ~mgb hiumx fmtmv fnamoyomg
tixaymumg kmxngbmg' Ummv ngn ygvyo jijhyom yum`m xiuvcxmg rmxmamhm
hyomgam` `ma ~mgb vixamay xyjnv omxigm tijixngvm` viam` jijhymv
oihnkmomg vigvmgb rmxmamhm ~mgb jigfyoygb tigbmfmmg yum`m rmxmamhm'
Ng|iuvmun jcfma jigigbm` eyoyt ygvyo jijhyom uihym` yum`m xiuvcxmg
rmxmamhm'
Airmv tigkiamumg fn mvmu fmtmv onvm an`mv hm`rm `mjhmvmg jmuyo
hmbn tigfmvmgb hmxy fmamj ngfyuvxn xiuvcxmg hyomgam` `ma ~mgb vixamay
xyjnv' Hixmxvn mgemjmg fmxn tigfmvmgb hmxy eyoyt hiumx fmamj ngfyuvxn
xiuvcxmg fn Ocvm Hcbcx! ui`ngbbm xiuvcxmg Tn{{m @yv tixay ygvyo vixyu
jigngbomvomg oijmjtymg hixumngbg~m mbmx vnfmo vixianjngmun cai`
tigfmvmgb hmxy fmamj angboygbmg hnugnu xiuvcxmg rmxmamhm fn Ocvm
Hcbcx'
6'9'8' Mutio Fm~m Vmrmx Tijmuco
Xiuvcxmg Tn{{m @yv Tmfkmkmxmg uiamjm ngn viam` hioixkm umjm figbmg
tijmuco o`yuyu ~mgb viam` fnvivmtomg cai` Tn{{m @yv tyumv fmamj
tig~ifnmmg hm`mg hmoy yvmjm txcfyoun! ui`ngbbm xiuvcxmg Tn{{m @yv
Tmfkmkmxmg jijnanon nomvmg vmrmx jigmrmx ~mgb oymv vix`mfmt tijmuco'
Gmjyg! ygvyo tig~ifnmmg hihixmtm hm`mg hmoy amng! xiuvcxmg Tn{{m @yv
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Tmfkmkmxmg jijnan` tijmuco uigfnxn! ui`ngbbm nomvmg vmrmx jigmrmx
vix`mfmt tijmuco vnfmo vixamay oymv'
@yhygbmg oixkm umjm ~mgb hmno fmg umangb jigbygvygbomg mgvmxm
xiuvcxmg Tn{{m @yv Tmfkmkmxmg figbmg tijmucog~m umgbmv fntixayomg mbmx
tijmuco vnfmo jigmnoomg `mxbm uiuymn oi`igfmog~m' Tmfm fmumxg~m
tijmuco hm`mg hmoy eyoyt hmg~mo fn tmumxmg figbmg vngbomv tixumngbmg
~mgb eyoyt oivmv! ui`ngbbm mtmhnam tijmuco kybm vnfmo hnum hioixkm umjm
figbmg hmno! jmom Tn{{m @yv hnum umkm jigemxn tijmuco amng ~mgb aihn`
uiuymn'
6'9'5' Mutio Fm~m Vmrmx Tijhian
Tijhian ~mgb fmamj ngfyuvxn xiuvcxmg fnoigma uihmbmn tiamgbbmg
eyoyt jijnanon oioymvmg vmrmx jigmrmx fmamj tijhianmg' Hmg~mog~mngfyuvxn xiuvcxmg fn Ocvm Hcbcx jig~ihmhomg tiamgbbmg fmtmv figbmg
jyfm` hixtngfm` oi txcfyuig amng hmno ~mgb jig~mknomg `nfmgbmg
uikignu mvmytyg ~mgb jig~mknomg `nfmgbmg ~mgb vnfmo uikignu' Uiamng nvy!
oijyfm`mg fmamj jijtixcai` nglcxjmun jigbigmn `mxbm fmg mvxnhyv
txcfyo fmxn jixio amng jig~ihmhomg oivixnomvmg tigkyma figbmg tijhian
fmtmv fnomvmomg xigfm`'
Oioymvmg vmrmx jigmrmx tijhian ~mgb oymv ngn jigygvyv uivnmt
xiuvcxmg Tn{{m @yv ygvyo jijhixnomg gnamn vixhmno hmbn tiamgbbmg airmv
tig~mknmg txcfyo fmg tiam~mgmg ~mgb hixoymanvmu' Tijnan`mg uvxmvibn
tijmumxmg ~mgb tmangb vitmv umgbmv fntixayomg cai` xiuvcxmg Tn{{m @yv
mbmx jmjty hixumngb fmamj jijtixcai` tix`mvnmg tiamgbbmg! ui`ngbbm
hnum jixihyv tmgbum tmumx fmg jijtixoymv tcunun tixyum`mmg'
6'9'6' Mutio Oivixuifnmmg Hmxmgb Uyhuvnvyun
Mgemjmg txcfyo uyhuvnvyun hmbn xiuvcxmg Tn{{m @yv Tmfkmkmxmg
mfmam` xiuvcxmg*xiuvcxmg rmxmamhm amng ~mgb jigmrmxomg `nfmgbmg lmuv
lccf uitixvn m~mj bcxigb! m~mj exnut~! hyxbix! hmojn! fmg jmomgmg
Kitmgb' Txcfyo uyhuvnvyun ngn jigkmfn mgemjmg hmbn xiuvcxmg Tn{{m @yv
omxigm tmfm fmumxg~m oihyvy`mg jmu~mxmomv vix`mfmt xiuvcxmg lmuv lccf
mfmam` fnomxigmomg mfmg~m oihyvy`mg vix`mfmt tmgbmg fn aymx xyjm`
figbmg hixhmbmn kignu `nfmgbmg! hyomg tmfm kignu `nfmgbmg vixvigvy umkm!
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fmg uijym txcfyo uyhuvnvyun fn mvmu jijnanon oijmjtymg fmamj
jijigy`n oihyvy`mg vixuihyv'
6'9'9' Mutio Tixumngbmg fmamj Ngfyuvxn
Xiuvcxmg Tn{{m @yv Tmfkmkmxmg hixmfm tmfm tmumx tixumngbmg
jcgctcanuvno fnjmgm fnlixigunmun txcfyo mgvmx txcfyuig ~mgb hixmfm
fmamj ngfyuvxn eyoyt hiumx' Uiamng hixumngb figbmg xiuvcxmg ~mgb
jig~mknomg `nfmgbmg uikignu tn{{m! uiemxm yjyj xiuvcxmg Tn{{m @yv
Tmfkmkmxmg kybm hixumngb figbmg xiuvcxmg rmxmamhm amng hmno acoma
jmytyg mungb ~mgb jig~mknomg kignu `nfmgbmg ~mgb hixhifm'
Xiuvcxmg Tn{{m @yv Tmfkmkmxmg hixumngb figbmg xiuvcxmg Tmtm XcgU
Tn{{m Hcbcx ~mgb jijnanon `nfmgbmg figbmg kignu ~mgb umjm fmg kybm
figbmg jigixmtomg unuvij rmxmamhm' Xiuvcxmg ngn jijnanon oijnxntmgfmamj |mxnmun jigy fmg viogno tig~mknmg jmomgmg! kybm jijnanon
tixumjmmg fmamj uibjig tmumx' Gmjyg! xiuvcxmg Tn{{m @yv Tmfkmkmxmg
jijnanon oiygbbyamg! fnjmgm jixio fmbmgbg~m uyfm` aihn` fnoigma cai`
ocguyjig' ^mgb jigkmfn fnaijm mfmam` oihixmfmmg xiuvcxmg Tn{{m @yv
amngg~m fn Ocvm Hcbcx! o`yuyug~m ~mgb hixacomun fn fmixm` Rmxygb
Kmjhy Hcbcx' Acomun vixuihyv vnfmo hibnvy kmy` figbmg xiuvcxmg Tn{{m
@yv Tmfkmkmxmg! ui`ngbbm jignjhyaomg tixumngbmg fmamj jixihyv
tmgbum tmumx' Gmjyg! xiuvcxmg Tn{{m @yv Tmfkmkmxmg jijnanon
oiygbbyamg omxigm aihn` fyay `mfnx ui`ngbbm oiumfmxmg tiamgbbmg aihn`
vngbbn vix`mfmt oihixmfmmg xiuvcxmg Tn{{m @yv Tmfkmkmxmg'
Uiamng xiuvcxmg*xiuvcxmg tn{{m vixuihyv! xiuvcxmg Tn{{m @yv
Tmfkmkmxmg kybm hixumngb fmamj jixihyv tmgbum tmumx figbmg xiuvcxmg
rmxmamhm amngg~m ~mgb jigmrmxomg jigy `nfmgbmg lmuv lccf ~mgb
hixhifm fmg hixacomun vnfmo hibnvy kmy` fmxn xiuvcxmg Tn{{m @yv
Tmfkmkmxmg' Xiuvcxmg*xiuvcxmg vixuihyv mgvmxm amng mfmam` @com*@com
Higvc ~mgb ji~mknomglmuv lccfmam Kitmgb! JeF ~mgb jig~mknomg m~mj
bcxigb exnut~! OLE ~mgb kybm jig~mknomg m~mj bcxigb mam Oigvyeo~!
Hmojn Kmtcu ~mgb jig~mknomg `nfmgbmg jni! fmg M,R ~mgb
jig~mknomg `nfmgbmg Mjixnom fmg hyxbix'
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6' @nxmxon uvxmvibn tijmumxmg
Lmovcx*lmovcx ~mgb hixtigbmxy` fmamj tigigvymg oxnvixnm hmyxmg
uvxmvibn tijmumxmg fnoiacjtcoomg oi fmamj lmovcx ngvixgma fmg lmovcx
iouvixgma' Lmovcx ngvixgma vixfnxn fmxn |mxnmhia*|mxnmhia ~mgb fmtmv
jigkmfn oioymvmg mvmytyg jigkmfn oiaijm`mg tixyum`mmg fmg fmtmv
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fnoigfmanomg cai` tixyum`mmg' Uifmgbomg lmovcx iouvixgma vixfnxn fmxn
|mxnmhia*|mxnmhia ~mgb fmtmv jigkmfn tiaymgb mvmytyg jigkmfn mgemjmg
hmbn tixyum`mmg fmg vnfmo fmtmv fnoigfmanomg cai` tixyum`mmg'
Hixfmumxomg mgmanunu vix`mfmt tixyum`mmg fmg angboygbmg yum`m xiuvcxmg
Tn{{m @yv Tmfkmkmxmg! jmom fntixcai` lmovcx*lmovcx ~mgb jijtigbmxy`n
fmamj tigigvymg oxnvixnm hmyxmg uvxmvibn tijmumxmg ygvyo xiuvcxmg Tn{{m
@yv Tmfkmkmxmg'
Lmovcx*lmovcx ngvixgma ~mgb jijtigbmxy`n fmamj tigigvymg oxnvixnm
hmyxmg uvxmvibn tijmumxmg xiuvcxmg mgvmxm amng mfmam` ocgfnun lngmgunma
tixyum`mmg! omtmunvmu tixyum`mmg! fmg ocjtcgig hmyxmg jmgmkijig
kmum' Ocgfnun lngmgunma tixyum`mmg jixytmomg oijmjtymg oiymgbmg
tixyum`mmg mvmy hiumxg~m fmgm ~mgb vixuifnm ygvyo movn|nvmu tijmumxmg'Omtmunvmu tixyum`mmgjixytmomg hiumxg~m oijmjtymg fmg lmunanvmu ~mgb
vixuifnm ~mgb fnjnanon cai` tixyum`mmg ygvyo movn|nvmu tijmumxmg'
Uifmgbomg ocjtcgig jmgmkijig kmumjigemoyt iaijig txcfyo! rmovy
fmg vijtmv! txcuiu! txcfyovn|nvmu fmg oymanvmu! cxmgb! txcjcun fmg
ifyomun! hyovn lnuno! `mxbm! fmg hnm~m kmum amngg~m! ~mgb jijtigbmxy`n
tixigemgmmg fmg tiamoumgmmg oibnmvmg tijmumxmg uiemxm vixoccxfngmun'
Lmovcx*lmovcx iouvixgma ~mgb jijtigbmxy`n fmamj tigigvymg
oxnvixnm hmyxmg uvxmvibn tijmumxmg xiuvcxmg mgvmxm amng mfmam` unomt
ocguyjig! tiumngb! uixvm ocgfnun iocgcjn! ucunma! fmg tcanvno' Unomt
ocguyjig mfmam` jigbigmn hmbmnjmgm ocguyjig hixiomun vix`mfmt
txcfyo ~mgb fnvygkyoomg cai` tixnamoy ocguyjig fmg hmbmnjmgm
ocguyjig jijtixcai` oitymumg momg gnamn ~mgb fn`mxmtomg fmxn txcfyo'
Tiumngb jixytmomg ximoun fmxn unuvij tijmumxmg ~mgb fnkmamgomg fmg
jijtixonxmomg movn|nvmu tixamrmgmg ~mgb fnhixnomg' Ocgfnun iocgcjn
jigemoyt unoayu hnugnu! nglamun! uyoy hygbm! ng|iuvmun! vngbomv `mxbm!
txcfyovn|nvmu fmg vigmbm oixkm' Ocgfnun ucunma jigemoyt unomt! bm~m
`nfyt! mfmv*nuvnmfmv! fmg oihnmummg jmu~mxmomv fn uionvmx angboygbmg
tixyum`mmg' Fmg ocgfnun tcanvno mfmam` uitixvn ygfmgb*ygfmgb (YY.
angboygbmg! YY oivigmbm oixkmmg! YY rmxmamhm! unuvij tixtmkmomg!
uvmhnanvmu tijixngvm`! tixmvyxmg oimjmgmg fmg oiui`mvmg oixkm'
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@nxmxon tig~yuyg tigbijhmgbmg uvxmvibn tijmumxmg fmtmv fnan`mv
tmfm Bmjhmx >'
6'2'5' Hmyxmg Txcjcun
Hmyxmg txcjcun mfmam` vigvmgb hmbmnjmgm ocjygnomun tijmumxmg
ygvyo jijtixoigmaomg txcfyo fmg jmglmmv txcfyo oitmfm ocguyjig
uixvm jijhykyo ocguyjig ygvyo jijhian txcfyo' Hmyxmg txcjcun
fnxmgemgb figbmg vykymg ji~mongomg ocguyjig vix`mfmt txcfyo!
jiamayn tig~mjtmnmg tiumg txcfyo ~mgb higmx fmg jigmgmjomg tiumg
vixuihyv fn fmamj higmo ocguyjig ygvyo kmgbom tmgkmgb' @nxmxon
tig~yuyg tigbijhmgbmg hmyxmg txcjcun fmtmv fnan`mv tmfm Bmjhmx =4'
Lmovcx*lmovcx ~mgb jijtigbmxy`n fmamj tig~yuygmg `nxmxon hmyxmg
txcjcun tixyum`mmg mfmam` lmovcx txcfyo! lmovcx tmumx! lmovcx tiamgbbmg!lmovcx mgbbmxmg! fmg lmovcx hmyxmg tijmumxmg' Lmovcx txcfyo fmamj
tigigvymg hmyxmg txcjcun jiantyvn unlmv txcfyo! oymanvmu txcfyo!
oiygbbyamg txcfyo! fmg oivm`mgmg txcfyo' Lmovcx tmumx jiantyvn tcunun
txcfyo fmamj fmyx `nfyt txcfyo! tmgbum tmumx! ocguigvxmun ngfyuvxn!
ngvigunvmu ocjtivnun! fmg bmjhmxmg tixjngvmmg' Lmovcx tiamgbbmg
jiantyvn tiamgbbmg xyjm` vmgbbm#tiamgbbmg hnugnu! oymgvnvmu tiamgbbmg!
fmg ocguigvxmun tiamgbbmg' Lmovcx mgbbmxmg jigemoyt uyjhix fm~m
oiymgbmg tixyum`mmg' Uifmgbomg lmovcx hmyxmg tijmumxmg jiantyvn
`mxbm xiamvnl#oymanvmu xiamvnl! uvxmvibn fnuvxnhyun! hxmgf anli e~eai! emoytmg
tmumx! fmg tigbiacammg uyjhix fm~m jmgyunm (UFJ.'
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Bmjhmx =4' @nxmxon hmyxmg txcjcun
Fmamj tigbijhmgbmg hmyxmg txcjcun tixyum`mmg! mfm ijtmv
oxnvixnm ~mgb jijygbongomg ygvyo fnamoyomg cai` tixyum`mmg! ~mnvy
tixnoamgmg! ocjygnomun txnhmfn! txcjcun tigkymamg! fmg `yhygbmg
jmu~mxmomv' Tixnoamgmg jixytmomg higvyo tig~mknmg fmg txcjcun nfi
hmxmgb fmg kmum uiemxm gcg*tixucgma ygvyo jigbnglcxjmunomg! jigfnfno!
fmg jijhykyo myfnigu umumxmg' Ocjygnomun txnhmfn jixytmomg
tixvijymg mgvmx txnhmfn figbmg vmvmt jyom ygvyo jigfnfno tiamgbbmg
fmg jijtxcjcunomg txilixigun ygvyo jixio mvmy txcfyo vixvigvy'
Txcjcun tigkymamg jixytmomg oyjtyamg mamv*mamv ngvigunl ~mgb hixmbmj!
uihmbnmg hiumx hixkmgbom tigfio! fnxmgemgb ygvyo jigfcxcgb tijhianmg
uymvy txcfyo#kmum vixvigvy uiemxm aihn` eitmv fmg#mvmy aihn` hiumx cai`
ocguyjig' Uifmgbomg `yhygbmg jmu~mxmomv jixytmomg hixhmbmn
txcbxmj ~mgb fnxmgemgb cai` tixyum`mmg ygvyo jigyjhy`omg nvnomf
Hmyxmg Txcjcun
Txcfyo Tmumx Tiamgbbmg Mgbbmxmg Hmyxmg TijmumxmgLmovcx
@yhygbmgJmu~m*
xmomv
OcjygnomunTxnhmfn
Lcoyu
TxcjcunTigkymamgTixnoamgmgOxnvixnm
Uiaioun
Jifnm
TijmumxmgAmgbuygb
Tigkymamg
Txnhmfn
Am~mgmgTiamgbbmg
FnuocgKmgbomTigfio
Oytcg#|cye`ix
Tmoiv@mxbm
Tyhanomun
OibnmvmgTiam~mgmg
Jmu~mxmomv
JifnmNfigvnvmu
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hmno vix`mfmt tixyum`mmg fn jmvm ngfn|nfy fmg oiacjtco jmu~mxmomv
hixoitigvngbmg'
Uivnmt oxnvixnm vixuihyv jijnanon uyh oxnvixnm mvmy aihn` kiamug~m
vmovno jmungb*jmungb oxnvixnm fmamj tigixmtmgg~m'
Ygvyo tixnoamgmg hnum fnamoyomg figbmg vmovno uiaioun jifnm fmg
vmovno tijmumxmg amgbuygb' Vmovno uiaioun jifnm fnamoyomg figbmg
jijhymv noamg airmv jifnm unmxmg (viai|nun mvmy xmfnc.! jifnm eivmo
(ocxmg! jmkmam`! mvmy vmhacnf.! fmg jifnm aymx xymgb (tcuvix! xioamji!
tiumg iaiovxcgno! fmg hm`omg hyu.' Uifmgbomg vmovno tijmumxmg amgbuygb
fnamoyomg figbmg ocjygnomun umvy mxm` oitmfm uikyjam` tiamgbbmg
umumxmg jiamayn uyxmv! lmou! viaitcg! mvmy i*jmna'
Ygvyo ocjygnomun txnhmfn hnum fnamoyomg figbmg vmovno tigkymamgtxnhmfn fmg am~mgmg tiamgbbmg' Vmovno tigkymamg txnhmfn fnamoyomg airmv
ocjygnomun fym mxm` mgvmxm omx~mrmg kmum figbmg tiamgbbmg ~mgb
fnxmgemgb ygvyo amgbuygb jijtigbmxy`n txcuiu tijhianmg' Uifmgbomg
vmovno am~mgmg tiamgbbmg fnamoyomg airmv tig~ifnmmg iaijig*iaijig kmum
tiaigbomt cai` omx~mrmg ~mgb vnfmo uiemxm o`yuyu fnvybmuomg fmamj
tigkymamg'
Ygvyo txcjcun tigkymamg hnum fnamoyomg figbmg vmovno fnuocg
kmgbom tigfio! tijhixnmg oytcg#|cye`ix! fmg mfmg~m `mxbm tmoiv'
Fnuocg kmgbom tigfio jixytmomg vmrmxmg o`yuyu hixytm tcvcgbmg `mxbm
tijhianmg uiamjm oyxyg rmovy vixvigvy' Oytcg#|cye`ix jixytmomg
vmrmxmg vixvyanu ygvyo jijtixcai` txcfyo vixvigvy uiemxm bxmvnu mvmy
figbmg `mxbm fnuocg' Uifmgbomg tmoiv `mxbm jixytmomg tigb`ijmvmg
fmxn `mxbm hnmum figbmg jijhian txcfyo ~mgb viam` fntmoivomg'
Ygvyo `yhygbmg jmu~mxmomv hnum fnamoyomg figbmg vmovno tyhanomun!
vmovno oibnmvmg tiam~mgmg jmu~mxmomv! fmg vmovno jifnm nfigvnvmu'
Tyhanomun mfmam` ytm~m jigkmgbomy fmg jijtigbmxy`n tmumx umumxmg
figbmg jijtyhanomunomg amtcxmg vm`ygmg! hxcuyx! mxvnoia! amtcxmg
hixomam! fmg jmkmam` tixyum`mmg' Oibnmvmg tiam~mgmg jmu~mxmomv fmtmv
jigngbomvomg envxm hmno tixyum`mmg fn jmvm jmu~mxmomv figbmg
jijhixnomg ymgb fmg rmovy figbmg gnmv hmno' Uifmgbomg jifnm
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nfigvnvmu mfmam` ytm~m tixyum`mmg jigentvmomg nfigvnvmu |nuyma mbmx
fnoigman jmu~mxmomv! uitixvn acbc tixyum`mmg! hxcuyx! vmgfm! lcxjyanx! mamv
vyanu! omxvy hnugnu! hmgbygmg! fmg tmomnmg'
6'2'6' Tigivmtmg Hmyxmg @mxbm
@nxmxon tig~yuyg tigbijhmgbmg tigivmtmg hmyxmg `mxbm fmtmv
fnan`mv tmfm Bmjhmx ==' Vixfmtmv igmj lmovcx ~mgb hixtigbmxy` fmamj
jigigvyomg tigivmtmg hmyxmg `mxbm txcfyo cai` tixyum`mmg' Oiigmj
lmovcx vixuihyv mfmam`;
=' Cxnigvmun tigfmtmvmg (tixyum`mmg hixyum`m jigemtmn uyxtayu uihiumx
jygbong fmg jigyvytn uijym hnm~m.'
8' Cxnigvmun omtmunvmu (tixyum`mmg jijmglmmvomg omtmunvmu txcfyoun
uihmno jygbong ygvyo jijmuvnomg oiuinjhmgbmg mgvmxm tixjngvmmgfigbmg tigmrmxmg.'
5' Cxnigvmun tixjngvmmg (tixyum`mmg hixyum`m jijmounjyjomg
tixjngvmmg! jigbigman oijmjtymg hian ~mgb hix|mxnmun! jigmrmxomg
jivcfi tijhm~mxmg ~mgb jijygbongomg tigngbomvmg tigkymamg.'
6' Hnm~m (tixyum`mmg jigbmnvomg mgvmxm `mxbm ~mgb momg fnoigmomg
figbmg hnm~m txcfyoun! hnm~m tig~ixm`mg! uixvm hnm~m tijmumxmg
txcfyo.'
9' Tixumngbmg (tixyum`mmg jijtix`mvnomg tixhmgfngbmg `mxbm figbmg`mxbm ~mgb fnoigmomg tiumngb.'
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9 6 5
+Xiuvcxmg Tn{{m P
Tigbijhmgbmg uvxmvibn tijmumxmg fnamoyomg figbmg tigbijhmgbmg
ocjtcgig hmyxmg tijmumxmg tixyum`mmg' Xiuvcxmg tn{{m uihmbmn kignu
yum`m kmum jijnanon anjm ocjtcgig hmyxmg tijmumxmg ~mgb tmangb
tcoco! ~mnvy hmyxmg txcjcun! hmyxmg `mxbm! hmyxmg txcfyo! hmyxmg
fnuvxnhyun! fmg hmyxmg uyjhix fm~m jmgyunm' Fmxn oianjm hmyxmg vixuihyv!
hixfmumxomg `muna tijhchcvmg fmg txncxnvmu fmxn oxnvixnm*oxnvixnm hmyxmg
uvxmvibn tijmumxmg tmfm Vmhia ==! jmom ~mgb jigkmfn txncxnvmu tixvmjm
hmbn xiuvcxmg Tn{{m @yv mfmam` hmyxmg txcfyo ~mgb uiamgkyvg~m fnnoyvn
cai` hmyxmg uyjhix fm~m jmgyunm! figbmg gnamn hchcv ~mgb hixtmyv vnfmovixamay kmy`' @ma ngn fnuihmhomg omxigm Tn{{m @yv hixyum`m
jigbijhmgbomg yum`mg~m airmv tigbijhmgbmg txcfyo kmumg~m! hmno
figbmg jigbijhmgbomg txcfyo g~mvm (vmgbnhaitxcfyev. airmv jmomgmg
~mgb fnumknomg! jmytyg figbmg jigbijhmgbomg txcfyo vnfmo g~mvm
(ngvmgbnhai txcfyev. airmv cxmgb mvmy UFJ ~mgb jijhixnomg tiam~mgmg'
Fn`mxmtomg figbmg oihix`munamg fmamj jijhixnomg txcfyo vixhmno fmg
tiam~mgmg airmv UFJ ~mgb vixamvn` jmom xiuvcxmg jmjty jixmn` tmgbum
tmumx ~mgb aihn` aymu' Uifmgbomg xiuvcxmg Tn{{m P uihmbmn tijhmgfngb
aihn` jijnan` hmyxmg txcjcun uihmbmn txncxnvmu tixvmjm fmamj
tigbijhmgbmg uvxmvibn tijmumxmgg~m' Omxigm airmv txcjcun ~mgb
bigemx jmom Xiuvcxmg Tn{{m P hnum jigngbomvomg oijmjtymg jigmxno
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8
Txcjcun Tigkymamg 4'4>44 =
Tijmumxmg Amgbuygb 4'==66 8 4'=44 8
+Xiuvcxmg Tn{{m P
Ygvyo ocjygnomun txnhmfn hnum fnamoyomg figbmg vmovno tigkymamg
txnhmfn fmg am~mgmg tiamgbbmg' Fmg `muna tijhchcvmg fmg txncxnvmu fmxnoifym vmovno ngn (Vmhia =9.! jigygkyoomg hm`rm ygvyo ocjygnomun
txnhmfn! oifym xiuvcxmg umjm*umjm aihn` jijtxncxnvmuomg vmovno
tigkymamg txnhmfn! figbmg hchcv ~mgb xiamvnl kmy` aihn hiumx' @ma ngn
fnuihmhomg omxigm tigkymamg txnhmfn aihn` ocgfyunl fmamj jigkyma
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txcfyo fmxn ngfyuvxn xiuvcxmg! uiamng nvy tigkymamg txnhmfn aihn` iliovnl
fmamj jijhixnomg tigbivm`ymg fmg tijm`mjmg oitmfm ocguyjig
jigbigmn txcfyo xiuvcxmg! ui`ngbbm ocguyjig aihn` jyfm` ygvyo
jijnan` txcfyo ~mgb `mxyu fnhiang~m ygvyo fnocguyjun' Xiuvcxmg Tn{{m
@yv viam` jiamoyomg tigkymamg txnhmfn figbmg mfmg~m uybbiuvn|i uiaangb
tmfm Vig Jcjigv cl Vxyv` ~mgb fnvixmtomgg~m'
Vmhia =9' Hchcv fmg txncxnvmu uyh oxnvixnm (vmovno. ocjygnomun txnhmfn
Vmovno Hchcv Txncxnvmu HchcvTijhmgfngb+
Txncxnvmu
Tijhmgfngb+
Tigkymamg Txnhmfn 4'> = 4'029 =
Am~mgmg Tiamgbbmg 4'= 8 4'=89 8
+Xiuvcxmg Tn{{m P
Ygvyo txcjcun tigkymamg hnum fnamoyomg figbmg vmovno fnuocg
kmgbom tigfio! tijhixnmg oytcg#|cye`ix! fmg mfmg~m `mxbm tmoiv' Fmg
`muna tijhchcvmg fmg txncxnvmu fmxn oivnbm vmovno ngn (Vmhia =29 8 4'890 8
Oytcg#\cye`ix 4'404< 5 4'=49 5@mxbm Tmoiv 4'28=> = 4'
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24
`muna tijhchcvmg fmg txncxnvmu fmxn oivnbm vmovno ngn (Vmhia =2.!
jigygkyoomg hm`rm ygvyo `yhygbmg jmu~mxmomv! oifym xiuvcxmg umjm*
umjm aihn` jijtxncxnvmuomg vmovno jifnm nfigvnvmu figbmg jigentvmomg
nfigvnvmu |nuyma mbmx fnoigman jmu~mxmomv! uitixvn acbc tixyum`mmg! hxcuyx!
vmgfm! lcxjyanx! mamv vyanu! omxvy hnugnu! hmgbygmg! fmg tmomnmg'
Vmhia =2' Hchcv fmg txncxnvmu uyh oxnvixnm (vmovno. `yhygbmg jmu~mxmomv
Vmovno Hchcv Txncxnvmu HchcvTijhmgfngb+
Txncxnvmu
Tijhmgfngb+
Tyhanomun 4'=>>2 8 4'890 8
OibnmvmgTiam~mgmgJmu~mxmomv 4'4220 5 4'=49 5
Jifnm Nfigvnvmu 4'288< = 4'
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2=
fntixvnjhmgbomg fmamj tigivmtmg `mxbm mbmx vnfmo omam` hixumngb mfmam`
`mxbm fmxn tiumngb fmamj ngfyuvxn xiuvcxmg tn{{m'
Lmovcx oifym ~mgb jigkmfn tixvnjhmgbmg hmbn xiuvcxmg Tn{{m @yv
fmamj jigivmtomg `mxbm txcfyo mfmam` lmovcx gnamn hmbn tiamgbbmg!
fijnonmg kybm xiuvcxmg tijhmgfngb jijtixvnjhmgbomg lmovcx ngn
uihmbmn lmovcx txncxnvmu oifym'
Hixmxvn oifym tixyum`mmg jigbmey tmfm hixmtm tixonxmmg `mxbm
~mgb hixuifnm fnhm~mxomg cai` tiamgbbmg ygvyo gnamn ~mgb jixiom ~mongn
momg jixiom vixnjm' Lmovcx ngn jijnanon hchcv ~mgb vnfmo vixamay hixhifm
figbmg lmovcx cxnigvmun tixjngvmmg' Lmovcx gnamn hmbn tiamgbbmg ngn