Download - MAKALAAH PENGANTAR MANAJEMEN
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7/31/2019 MAKALAAH PENGANTAR MANAJEMEN
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KCACDCO
\HBECBZCP KCBCEHKHB
@C@ 3
\HBJCOXDXCB
3"3 Dczcp @hdcacbe
Ah`hpcjccb fpecbn}c}n / fpecbnwcznfb . }h`hbcpb~c }hzxc }hgcpco kcbx}nc jn kxac `xkn nbn"
]h|cbgcbe onjx|b~c kcbx}nc zhdco khbeec`xbeacb jnpn jhbecb fpcbe dcnb xbzxa zxgxcb `hp}ckc$
`cna zxgxcb ~cbe `hp`hbzxa zxbeecd /}nbedh efcd} . kcx|xb zxgxcb ecbjc / kxdzn|dh efcd} ." Zxgxcb
fpecbn}c}n gxec jnphcdn}c}nacb `cna zxgxcb ~cbe `hpgcbeac |hbjha kcx|xb ~cbe `hpgcbeac |cbgcbe"
Fpecbn}c}n khpx|cacb ocd ~cbe |hbznbe gxec }hzhdco |hphbmcbccb$ acphbc }xczx phbmcbc znjca
cacb jc|cz `hpgcdcb }h}xcn jhbecb zcpehz gnac znjca cjcb~c }xczx fpecbn}c}n ~cbe
khbcbecbn"@hpjc}cpacb Bnmadh} jcb Km Oxeo jcb Km Oxeo / 3>>5 .zhpjnpn cjc : `cencb ~cnzx 7|hphbmcbccb$ |hbefpecbn}c}ncb$ |hbenk|dhkhbzc}ncb$ jcb |hbehbjcdncb" Nbn khbxbgxaacb `couc
fpecbn}c}n cjcdco cdcz xbzxa khbgcdcbacb }xczx phbmcbc jcdck khkhmcoacb kc}cdco jcb xbzxakhbmc|cn zcpehz ~cbe nbenb jnmc|cn"
3"0 Pxkx}cb Kc}cdco
3" Ghdc}acb `cecnkcbc ]zpxazxp Fpecbn}c}n jcdck }xczx |hpx}coccb 6
0" Ghdc}acb cpzn |hbznbe |hbefpecbn}c}ncb jcdck }xczx |hpx}coccb 6
=" Ghdc}acb zhabna+zhabna |hbefpecbn}c}ncb 6:" Ghdc}acb |hkcockcb zhbzcbe fpecbn}c}n jcb }hkxc }x` `c` |hk`coc}cb jcdck |hp}|hazni n}dck6
@C@ NN
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\HK@COC]CB
NN"3 Cpzn \hbznbe Fpecbn}c}n
Khbec|c }xczx fpecbn}c}n jnaczcacb |hbznbe66 Fpecbn}c}n jnaczcacb |hbznbe acphbc
fpecbn}c}n khpx|cacb }xczx ucjco zhk|cz `hpaxk|xdb~c fpcbe+fpcbe ~cbe `hahpgc}ckc exbc
khbmc|cn zxgxcb jcb zcpehz ~cbe zhdco jnzhbzxacb" Cjc = xb}xp jcdck fpecbn}c}n cbzcpc dcnb 7axk|xdcb fpcbe$ ahpgc}ckc$ jcb zxgxcb ~cbe nbenb jnmc|cn" Xb}xp+xb}xp fpecbn}c}n khpx|cacb
jcdck }czx ah}czxcb fpecbn}c}n ~cbe znjca jc|cz jn|n}coacb cbzcpc ~cbe }czx jhbecb ~cbe dcnb"
]h|hpzn ~cbe zhdco anzc ahzcoxn `couc fpecbn}c}n khpx|cacb zcoc|cb ah jxc }hzhdco|hphbmcbccb$ |hphbmcbccb znjca cacb jc|cz jndcaxacb gnac znjca cjc }xczx znk czcx fpecbn}c}n"
]hjcbeacb |hbefpecbn}c}ncbcjcdco |hbehdfk|facb caznynzc} jcdck }xczx fpecbn}c}n" Jcdck }xczx
fpecbn}c}n zhpjc|cz `cb~ca caznynzc} jcdck khbmc|cn zxgxcbb~c ~cbe jnahdfk|faacb ah jcdck
}xczx ahdfk|fa fpecbn}c}n ~cbe khkndnan `h`hpc|c `njcbe ahenczcb" Kc}nbe kc}nbe `njcbeahenczcb jcdck fpecbn}c}n nzx khkndnan ah|hbznbecb ~cbe }ckc cbzcpc }czx jhbecb ~cbe dcnb"
]czx ocd ~cbe }cbecz |hbznbe jcdck fpecbn}c}n cjcdco |pf}h} pcbmcbecb fpecbn}c}n"
Pcbmcbecb fpecbn}c}n cjcdco }xczx |pf}h} jcdck |hk`xczcb ah|xzx}cb ~cbe jndcaxacb fdho
kcbcehp xbzxa khkndno }zpxazxp fpecbn}c}n ~cbe }h}xcn jhbecb }zpczhen ~cbe zhdco jnzhzc|acbfpecbn}c}n$ `cna ox`xbecb jn jcdck kcx|xb jn dxcp dnbeaxbecb fpecbn}c}n"
NN"0 ]zpxazxp Fpecbn}c}n
]zpxazxp fpecbn}c}n cjcdco }x}xbcb jcb ox`xbecb cbzcp `cencb afk|fbhb jcb |f}n}n jcdck}xczx |hpaxk|xdcb / fpecbnwcznbcd }zpxmzxph mcb jhinbhj c} zoh cppcehkhbz cbj nbzhpphdcznfb }on| fi
zoh mfk|fbhbz |cpz} cbj |f}nznfb} fi c mfk|cb~ ." ]zfbhp jcb Ucbahdd / 3>?970:= ."
]zpxazxp fpecbn}c}n khb}|h}ninac}nacb |hk`cencb caznynzc} ahpgc jcb khbxbgxaacb
`cecnkcbc ixbe}n czcx cazninzc} ~cbe `hpcbhac kcmck jnox`xbeacb }ck|cn `czc} zhpzhbzx$ gxec
khbxbgxaacb znbeacz }|h}ncdn}c}n caznynzc} ahpgc ]zpxazxp Fpecbn}c}n gxec khbxbgxaacb onhpcpan
jcb }zpxazxp fzfpnzc} fpecbn}c}n }hpzc khk|hpdnoczacb ox`xbecb |hdc|fpcbb~c" ]zpxazxp fpecbn}c}nkhk`hpnacb }zc`ndnzc} jcb afbznbxnzc} fpecbn}c}n exbc xbzxa khk|hpzcocbacb }xczx znk xbzxa
khbeaffpjnbc}n ox`xbecbb~c jhbecb dnbeaxbecb" ]n}ucbzf / 0
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]zpxazxp fpecbn}c}n |cjc jc}cpb~c khpx|cacb jh}cnb fpecbn}c}n jnkcbc kcbcehp khdcaxacb
cdfac}n }xk hp jc~c fpecbn}c}n zhpxzckc ~cbe zhpacnz jhbecb |hk`cencb ahpgc }xk`hp jc~c ~cbejnkndnan fpecbn}c}n$ }hpzc `cecnkcbc ah}hdxpxocb ahpgc zhp}h`xz jc|cz jnaffpjnbc}nacb jcb
jnafkxbnac}nacb$ }hmcpc ndx}zpczni }zpxazxp fpecbn}c}n `n}c jneck`cpacb }h`cecn `cecb fpecbn}c}n
/ fpecbnwcznfbcd mocpz ."]h`cecnkcbc ~cbe zhdco jnahkxacacb fdho ]zfbhp$Iphhkcb jcb End`hpz /3>>8.$cjc hk|cz
|ndcp jcdck |hbefpecbn}c}ncb$cbzcpc dcnb
3" \hk`cencb ahpgc / jnyn}nfb fi ufpa .0" \hbehdfk|facb |hahpgccb /jh|hpzhkhbzcdnwcznfb .
=" \hbhbzxcb phdc}n cbzcp `cencb jcdck fpecbn}c}n / Onhpcpmo~ .
:" Affpjnbc}n / mffpjnbcznfb .
@hpjc}cpacb jcpn |hpb~czccb ~cbe `hpc}cd jcpn }xk`hp ~cbe `hp`hjc$ khbeczcacb `couc hk|cz jc}cp jnczc} nzxdco ~cbe khbgcjn jc}cp xbzxa khdcaxacb |pf}h} |hbefpecbn}c}ncb $
}h`hbcpb~c |hbehpzncbb~c nzx }ckc kh}an|xb jcpn `hp cecn }xk`hp$ `hpjc}cpacb |hk`cencb
zhp}h`xz kcac jcpn `h`hpc|c |ndcp jcb |pf}h} ah|xzx}cb jc|cz jn}nk|xdacb$ cbzcpc dcnb 7
3"
\hk`cencb Ahpgc / Jnyn}nfb Fi Ufpa & Jnyn}nfb Fi Dc`fp .
\hk`cencb ahpgc gxec jnbckcacb |hk`cencb zhbcec ahpgc / Jnyn}nfb fi Dc`fp .$ cacbzhzc|n |hk`cencb ahpgc dh`no `cb~ca jnexbcacb acphbc |cjc jc}cpb~c ~cbe jn`cen+`cen cjcdco
|hahpgccbb~c `xacb zhbcec ahpgcb~c" \pf}h} |hk`cencb ahpgc jcpn ah}hdxpxocb cacb khbgcjn dh`no
}|h}nina czcx dh`no }hjhpocbc jcb jhzcnd gnac ah}hdxpxocb |hahpgcccb jc|cz jn`cen+`cen `hpjc}cpacbapnzhpnc zhpzhbzx ~cbe dh`no }|h}nina"
\hpkc}cdcocb ~cbe `hpox`xbecb jhbecb |hk`cencb ahpgc `hpzcdncb jhbecb }ck|cn }h`hpc|c gcxo
|hahpgccb jn}|h}ncdn}c}nacb" ]hdxpxpxo |hahpgccb jn}|h}ncdn}c}nacb }ck|cn }xczx znbeacz jcbahkck|xcb xbzxa khk`cen |hahpgccb jncbzcpc |hkhecbe |hahpgccb"
@hpnaxz ahxbzxbecb ~cbe jn|hpfdho jhbecb cjcb~c }|h}ncdn}c}n |hahpgccb$ cbzcpc dcnb 7
C|c`ndc }xczx |hahpgccb zhpjnpn czc} }hjnanz zxec}$ kcbcehkhb kxjco khk`hpnacb |hdcznocb
|hbeecbzn `cen `cucocb ~cbe jn`hpohbznacb czcx jnkxzc}nacb$ acphbc caznynzc} |hdcznocb ~cbe
knbnkxk khkhpdxacb cdfac}n `nc~c |hdcznocb ~cbe phbjco"
]hfpcbe `cucocb jc|cz khbgcjn codn jcdck khdca}cbcacb zxec} gnac |hahpgccb czcx zxec} ~cbe
jn`hpnacb gxkdcob~c }hjnanz$ }honbeec cacb khbeoc}ndacb ahdxcpcb czcx oc}nd ~cbe khkxc}acb"
0" \hbehdfk|facb \hahpgccb / Jh|cpzhkhbzcdnwcznfb .
]hzhdco |hahpgccb jn}|h}ninaacb$ kcac |hahpgccb+|hahpgccb zhp}h`xz jnahdfk|faacb
`hpjc}cpacb apnzhpnc zhpzhbzx ~bce }hghbn}" \pf}h} |hbhbzxcb jhphzcb jcb ahjcdckcb |hahpgccbnbjnynjxcd `hp}nicz cbcdn}zn}$ ~cnzx gxkdco zxec} fpecbn}c}n jn|hmco+|hmco ah jcdck `h`hpc|c zxec}
~cbe dh`no ahmnd ~cbe `hpxpxzcb" \pf}h} |hbeec`xbecb |hahpgccb ah jcdck ahdfk|fa nbndco ~cbe
jnbckcacb }h`cecn jh|cpzhkhbzcdn}c}n" ]hjcbeacb kcbcghpncd ~cbe kxbmxd cjcdco khkndno}xczx jc}cp `cen |hbeec`xbecb |hahpgccb zhp}h`xz"
\pcazna jh|cpzhkhbzcdn}c}n }hpnbe jnjc}cpacb czc} ah`xzxocb }h`cecn `hpnaxz 7
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c" Jh|cpzhkhbzcdn}c}n Ixbe}nfbcd
\hbehdfk|facb |hahpgccb jndcaxacb khbxpxz ixbe}n fpecbn}c}n" @h`hpc|c fpecbn}c}n dh`no}hpnbe khbeexbcacb jc}cp ixbe}nfbcd acphbc kxjco jn|cockn fpcbe" @h`hpc|c ahenczcb jcpn
ixbe}n |hbefpecbn}c}ncb$ cbzcpc dcnb 7
Khbecdfac}nacb }xk`hp jc~c$ khpxkx}acb jcb khbhzc|acb zxec}$ khbhzc|acb |pf}hjxp ~cbe
jn|phpdxacb"
Khbhzc|acb }zpxazxp fpecbn}c}n ~cbe khbxbgxaacb ecpn} ahuhbcbecb jcb zcbeexbe gcuc`"
Ahenczcb |hphapxzcb$ |hb~hdha}ncb$ |hdcznocb$ jcb |hbehk`cbecb }xk`hp jc~c kcbx}nc& zhbcecahpgc"
Ahenczcb |hbhbk|czcb }xk`hp jc~c kcbx}nc |cjc |f}n}n ~cbe |cdnbe zh|cz"
`" Jh|cpzhkhbzcdn}c}n Zhpnzfpncd
Jh|cpzhkhbzcdn}c}n zhpnzfpncd jndcaxacb jhbecb mcpc |hk`hbzxacb ahdfk|fa czc} jc}cp `njcbe
ehfepcin}" @njcbe ehfepcin} nbn khb~cbeaxz zxec} }hdxpxo f|hpc}n jn }xczx undc~co zhpzhbzx$
dfenacb~c `couc }hkxc cazninzc} jcdck jchpco zhpzhbzx }hocpx}b~c jnzxec}acb ah|cjc }hfpcbekcbcehp" Kcbcehp zhp}h`xz cacb `hpzxec} khdca}cbacb }hdxpxo f|hpc}n jcdck `njcbe efhepcin}"
]cdco }czx ahxbzxbecb jcpn |hbehdfk|facb nbn cjcdco cacb khk`hpnacb jc}cp |hdcznocb `cen
zhbcec kcbcehpncd" Fpecbn}c}n jc|cz khk`hpnacb |hdcznocb ah|cjc |cpc kcbcehp jn jchpco"
Kcbcehp ahkxjncb khbndcn |pfepck jcb ahkcgxcb jchpco jcb khk`hpnacb |cbjcbecb ~cbe}cbecz`hpocpec cecp |pfjxa jcb gc}c jnzhpnkc jn dc|cbecb"
m" Jh|cpzhkzhkhbzcdn}c}n \pfjxa
\cjc fpecbn}c}n `n}bn} `h}cp czcx |hpx}coccb ~cbe |pfjxab~c `hpcbhac pceck$ caznynzc} jcb
|cpc |hahpgc ~cbe jnahdfk|facb czc} zxec} jcb ahenczcbb~c kc}nbe+kc}nbe" @hbzxa fpecbn}c}n nbnkhkxbeanbacb `cucocb czcx |cpc |hahpgc xbzxa khbehk`cbeacb }hdxpxo ahcodncbb~c jcdck|hbhdnzncb$ khk`xcz$ jcb khbjn}zpn`x}nacb }xczx |pfjxa" ]hbzpcdn}c}n fzfpnzc}$ zcbeexbe gcuc`$
jcb zcbeexbe execz jcdck jh|cpzhkhb |pfjxa zhpzhbzx khkxbeanbacb kcbcehkhb
khbeaffpjnbc}nacb caznynzc}"
j" Jh|cpzhkhbzcdn}c}n Mck|xpcb Fpecbn}c}n Jnyn}nfbcd
Jh|cpzhkhbzcdn}c}n |hdcbecb jndcaxacb jhbecb mcpc |hk`hbzxacb ahdfk|fa czc} jc}cp
|hdcbeecb" Kn}cdb~c$ }zpxazxp fpecbn}c}n jcpn dhk`cec |hbjnjnacb$ jh|cpzhkhb |nbgckcb `cba
afkhp}ncd$ zf}hp`c$ |c}cp }ucdc~cb$j}`"
h"jh|cpzhkhbzcdn}c}n \hdcbeecb
]zpczhen mck|xpcb nbn kxbmxd acphbc |cpc kcbcehp khbmf`c khbcbeexdcben |hpzxk`xocb$|hpeh}hpcb jcdck |c}cp$ `xjnjc~c |pfjxa jcb gc}c$ ah ngcacb |hkhpnbzco"
=" \hbhbzxcb Phdc}n cbzcp @cencb jcdck Fpecbn}c}n / Onhpcpan .
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]h`hbcpb~c cbzcpc onhpcpan jhbecb |hpkc}cdcocb ~cbe phbzcb ahbjcdn / ]|cb Fi Mfbzpfd .
nzx khpx|cacb }czx `cencb$ khbec|c""6 Acphbc ]|cb Fi Mfbzpfd cjcdco `cencb jcpn onhpcpan"
]hjcbeacb Onhpcpan nbn khkndnan jxc afb}h| |hbznbe jcdck |pf}h} |hbhbzxcb onhpcpan$ ~cnzx 7 ]|cbfi kcbcehkhbz mfbzpfd jcb Mocnb Fi Mfkkcbj" ]|cb fi kcbcehkhbz mfbzpfd zhpacnz jhbecb
gxkdco fpcbe czcx `cencb jn `cuco }xczx jh|cpzhkhb ~cbe cacb `hpzcbeexbe gcuc` ah|cjc
jh|cpzhkhb czcx `cencb zhpzhbzx$ }hjcbeacb Mocnb fi mfkkcbj khbghdc}acb `cecnkcb `czc}cbahuhbcbecb jn`xcz jcb }nc|c jcb `cencb kcbc cacb khdc|fp ah `cencb kcbc" Mocnb fi mfkkcbj
gxec khbxbgxaacb ecpn} |hpnbzco jcdck }h`xco fpecbn}c}n jcpn onhpcpan ~cbe |cdnbe znbeen aah
onhpcpan ~cbe |cdnbe phbjco"
Jcdck |hbhbzxcb onhpcpan fpecbn}c}n khdcdxn |hbhbzxcb ]|cb Fi Kcbcehkhbz Mfbzpfd jcb
Mocnb Fi Mfkkcbj$ kcbcehp |hpdx khk|hpznk`cbeacb c|caco cacb khbeexbcacb ghbn} onhpcpan
~cbe `hp}nicz ofpn}fbzcd / idcz onhpcpmo~ . czcx yhpznacd / zcdd onhpcpmo~ ." Onhpcpan ofpn}fbzcd cjcdco`hbzxa }zpxazxp fpecbn}c}n ~cbe `cencb fpecbn}c}nb~c `cb~ca ah }ck|nbe jcb khknbnkcdacb
gxkdco }x` `cencb jh|cpzhkhb" ]hjcbeacb onhpcpan yhpznacd cjcdco `hbzxa }zpxazxp fpecbn}c}n ~cbe
khknbnkcdacb `cencb+`cencb fpecbn}c}n ah}ck|nbe }hmcpc ofpn}fbzcd$ jcb khk|hp`cb~ca }x`
`cencb czcx jh|cpzhkhb }hmcpc yhpzncacd"
:" c Affpjnbc}n /mffpjnbcznfb.
@cencb zhpcaonp czcx |ndcp zhpcaonp jcpn |pf}h} |hbefpecbn}c}ncb cjcdco affpjnbc}n$ bckxb
jn }xk`hp dcnb cjc ~cbe khbeczcacb Jhdhec}n ahaxc}ccb$ }h`hbcpb~c affpjnbc}n jhbecb jhdhec}n
ahaxc}cb nzx mhbjhpxbe khkndnan cpzn ~cbe }ckc" Acphbc Jhdhec}n ahaxc}ccb khpx|cacb `cencbjcpn affpjnbc}n$ jnkcbc jhdhec}n ahaxc}ccb cjcdco |hbexc}ccb jcb |hbeczxpcb ~cbe cjc jn }xczx
}zpxazxp fpecbn}c}n ~cbe jnahbjcdnacb fdho uhuhbcbe kc}nbe+kc}nbe }h}xcn jhbecb ecpn} }zpxazxp$
~cbe khb~h`c acb cjcb~c affpjnbc}n cbzcpc |hbexc}c ~cbe |cdnbe znbeen czcx ~cbe jn}h`xzjhbecb jnphazxp czcx |nk|nbcb onbeec ah cbca `xco czcx |cpc |hahpgc"
Affpjnbc}n / mffpjnbcznfb . }h`cecnkcbc khbxpxz ]zfbhp$ Iphhkcb$ End`hpz / 3>>8 . |cjcjc}cpb~c cjcdco zoh |pfmh}} fi nbzhepcznbe zoh cmznynznh} fi }h|cpczh jh|cpzkhbz} nb fpjhp zf |xp}xh
fpecbnwcznfbcd efcd} hiihmznyhd~" Affpjnbc}n cjcdco |pf}h} jcdck khbenbzhepc}nacb }hdxpxo
cazninzc} jcpn `hp`cecn jh|cpzhkhb czcx `cencb jcdck fpecbn}c}n cecp zxgxcb fpecbn}c}n `n}c zhpmc|cn
}hmcpc hihazni" Zcb|c affpjnbc}n `hp`cecn ahenczcb ~cbe jndcaxacb jn }hznc| `cencb fpecbn}c}n znjcacacb zhpcpco jcb mhbjhpxbe khk`cuc kn}n kc}nbe+kc}nbe"
8" ` Jhdhec}n / Jhdhecznfb fi Cxzofpnz~ .
Khpx|cacb |hpkc}cdco jhdhec}n ahaxc}ccb `hpzcdnb jhbecb ahxbzxbecb phdczni jcpn
jh}hbzpcdn}c}n$ ~cnzx jhdhec}n ahaxc}ccb }ck|cn |cjc znbeacz |cdnbe phbjco jcdck onhpcpan
kcbcghpncd" Afb}h| jh}hbpcdn}c}n znjca `hpahbccb jhbecb |hb~h cpcb ehfepcin} xbnz+xbnz
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fpecbn}c}n~cbe zhp|n}co zhzc|n afb}h| zhp}h`xz `hpox`xbecb jhbecb ocd ~cbe jnjhdhec}nacb ah|cjc
cbcehp xbzxa khbeck`nd ah|xzx}cb zcb|c |hp}hzxgxcb jcpn kcbcehkhb ~cbe dh`o znbeen" Jcdck
`h`hpc|c }hen$ afb}h| zh}h`xz `hpox`xbecb jhbecb |hbecpxo~cbe jnkdnan fdho }h}hfpcbe acphbcacpcazhpn}zna |pn`cjnb~c"
Knbzw`hpe / 3>?=7=?9 . khbehkxacacb cjcb~c 8 hdhkhb ~cbe `hpexbc xbzxa khbecbcdn}n}
]zpxazxp Fpecbn}c}n$ cbzcpc dcnb 7
c" ]|h}ncdn}c}n Canynzc} / ]|hmncdnwcznfb fi Cmznynznh} .
]|h}ncdn}c}n nbn khbecmx |cjc }|h}ninac}n zxec} nbjnynjxcd jcb ahdfk|fa ahpgc jn }hdxpxo
fpecbn}c}n / |hk`cencb ahpgc . jcb |hb~czxcb zxec} ah jcdck xbnz ahpgc"
`" ]zcbjcpjn}c}n Caznynzc} / ]zcbjcpjnwcznfb fi Cmznynznh} .
]zcbjcpjn}c}n cazninzc} khpx|cacb |pf}hjxp ~cbe jnexbcacb fpecbn}c}n xbzxakhbgcknb
ahdc~cajxeccb / |phjnmzc`ndnz~ . caznynzc}~c" Khb}zcpjn}c}n cjcdco khbgcjnacb afb}n}zhb jcb}hpceck" Jhbecb cbcdn}n} nbn kcac kcbcehp `hpx}coc xbzxa khb}zcjcpjn}c}n ahdxcpcb fpecbn}c}n"
m" Affpjnbc}n Caznynzc}Affpjnbc}n Caznynzc} cjcdco |pf}hjxp ~cbe khkcjxacb ixb}n }x xbnz jcdck fpecbn}c}n"
Khacbn}kh }zcbjcpjn}c}n khkxjcoacb xbzxa |hbeffjnbc}ncb |hahpgccb cazninzc} aox}x}b~c jcdck
fpecbn}c}n ~cbe znjcakhkndnan cazninzc} pxknz"
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j" ]hbzpcdn}c}n jcb Jh}cbzpndn}c}n |hbeck`ndcb ah|xzx}cb / Mhbzpcdnwcznfb cbj jhmhbzpcdnwcznfb fi
jhmn}nfb kcanbe .
]hbzpcdn}c}n jcb jh}cbzpndn}c}n |hbeck`ndcb ah|xzx}cb khbcmx |cjc dac}n fzfpnzc} |hbeck`ndcbah|xzx}cb" Jcdck }zpxazxp fpecbn}c}n Jn}hbzpcdn}c}n ah|xzx}c jnck`nd fdho zf| kcbcehp$ jcb ec~c
|hbeck ndcb ah|xzx}cb jn`cen jncbzcpc |cpc `cucocb |cjc onhpcpan kcbcghkhb khbhbeco jcb
`cuco"
h" Xaxpcb Xbnz Ahpgc / }nwh fi zoh ufpa xbnz .
Xaxpcb xbnz ahpgc khbecmx |cjc gxkdco `cucocb jcdck }czx ahdfk|fa ahpgc"Xbzxa khk|hpdnoczacb }zpxazxp fpecbn}c}n$kcbcehp `nc}cb~c khb~x}xb }xczx `cecb fpecbn}c}n
~cbe khbeeck`cpacb jncepck ixbe}n$ jh|cpzhkhb$ jdd$ ~cbe khbxbgxaacb ox`xbecb }czx jhbecb
~cbe dcnb"
@cecb fpecbn}c}n khbck`cpacb dnkc c}|ha }zpxazxp fpecbn}c}n ~cbe xzckc$ ~cnzx 7
\hk`cencb ahpgc / jnyn}nfb fi ufpa .
Kcbcehp jcb `cucocb / kcbcehp cbh }x`fpjnbczh} .
Zn|h |hahpgccb ~cbe jndca}cbcacb / zoh z~|h fi ufpa `hnbe |hpifpkhj .
\hbehdfk|facb `cencb |hahpgccb / zoh epfx|nbe fi ufpa }hekhbz . Dhyhd Kcbcehkhbz / zoh dhyhd fi kcbcehkhbz .
Ahxbeexdcb / cjycbzceh . `cecb fpecbn}c}n
`couc |cpc `cucocb khknddnan eck`cpcb zhbzcbe `cecnkcbc fpecbn}c}n jn}zpxazxpacb
Xbzxa khbehzcoxn zxec} jcb uhuhbcbe }hznc| gc`czcb
Khkxjcoacb xbzxa khbhkxacb fpcbe ~cbe `hp}cbeaxzcb gnac cjc }h}hfpcbe ~cbe jn|hpdxacb xbzxa
khbcbecbn |hpkc}cdcocb ~cbe }|h}nina"
Ahdhkcocb / Jn}cjycbzceh . `cecb fpecbn}c}n
Zhpjc|cz `cb~ca ocd ~cbe }ckcp czcx znjca zhpdnocz
Jcdck fpecbn}c}n kfjhpb zhpjc|cz = `hbzxa ]zpxazxp Fpecbn}c}n ~cbe }hmcpc ifpkcd jn}x}xb
khbxpxz ixbe}n$ |pfjxa czcx gc}c$ jcb jcdck `hbzxa kczpna}"
3" ]zpxazxp Fpecbn}c}n Ixbe}nfbcd
]zpxazxp Fpecbn}c}n ixb}nfbcd khbeok|xb }hdxpxo nbjnynjx ~cbe zhpdn`cz jcdck }xczx cazninzc} czcx`h`hpc|c cazninzc} ~cbe `hpacnzcb jcdck }xczx jh|cpzhkhb"
@hbzxa }zpxazxp fpecbn}c}n ixbe}nfbcd }hpnbeacdn jnexbcacb fdho |hpx}coccb ahmn ~cbe
khbcucpacb gcgcpcb |pfjxa ~cbe zhp`czc}$ acphbc khkxbanbacb }xk`hp jc~c ~cbe aox}x} jc|czjnexbcacb jhbecb }hhin}nhb"
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]zfbhp jcb Ucbahdd / 3>?97 0:? . khbeaxzn| acpcazhpn}zna }zpxazxp ixbe}nfbcd
Zc`hd Acpcazhpn}zna ]zpxazxp Ixbe}nfbcd
Ahxbeexdcb
/ cjycbzceh} .
Ahdhkcocb
/ Jn}cjycbzceh} .3" ]h}xcn jhbecb dnbeaxbecb ~cbe }zc`nd
0" Khbxbgcbe |hbehk`cbecb ahcodncb
=" Khk`hpn ah}hk|zcb `cen |cpc }|h}ncdn}:" Khkhpdxacb affpjnbc}n nbzhpbcdc knbnkxk
8" Ocb~c }hjnanz khkhpdxacb ahzhpck|ndcb
cbzcp |pn`cjn
3" \cjc fpecbn}c}n `h}cp$ ph}|fb d`no dck`z
jnzhpnkc
0" Khb~h`c acb zhpgcjnb~c |hb~xk`czcb$acphbc |hdca}cbccb zxec} }haxhb}ncd
=" Axpcbe nbfyczni jcb khkndnan |hp}|hazni
~cbe }hk|nz
:" Jc|cz khbnk`xdacb afbidna zhbzcbe|pnfpnzc} |pfjxa
8" Znjca khbxbgcbe `hpahk`cbeb~c kcbcehp
xkxk
9" Khbec`xpacb Zcbeexbe gcuc` czc} zxec}ah}hdxpxocb"
0" ]zpxazxp Fpecbn}c}n \pfjxa czcx \c}cp
]zpxazxp fpecbn}c}n `hpjc}cpacb |pfjxa czcx |c}cp }hpnbe }hacdn jn|cbjcbe }h`cecn fpecbn}c}n
khbxpxz jhyn}n ~cbe khbeonk|xb }hdxpxo xbnz ahpgc ~cbe zhpdn`cz jcdck |pfjxa}n jcb |hkc}cpcb
}xczx |pfjxa"]zpxazxp fpecbn}c}n |pfjxa czcx |c}cp }hpnbe jnexbcacb fdho |px}coccb `h}c jcb |hpx}coccb
kxdzn|pfjxa" \fdc xzckc czc} |hk`cencb |pfjxa czcx |c}cp ~cbe }hpnbe jncbxz cjcdco }h`cecn
`hpnaxz 7
c" \hk`cencb khbxpxz \pfjxa
]zpxazxp nbn znc| `cencb `hpzcbeexbe gcuc` czc} }xczx |pfjxa czcx }h|hpcbeacz |pfjxa ~cbe }cdnbe`hpox`xbe
@" \hk`cencb Khbxpxz Ehfepcin} / Jnyn}nfb `~ Ehfepc|o~ .Yhp}n nbn khbeonk|xb jcdck }xczx `cencb$ }hdxpxo cazninzc} ~cbe jndca}cbcacb jn undc~co zhpzhbzx
jn kcbc xbnz ~cbe `hp}cbexzcb khdcaxacb f|hpc}nbc"
\hbeczxpcb }hkcmck nbn jn|cbjcbe dfen} kcbcacdc jhbecb |hpznk`cbecb zhbzcbe 73" ]xk`hp `cocb `cax
0" ]xk`hp `cucocb
`" \hk`cencb Khbxpxz \hdcbeecb
Yhp}n nbn zhpgcjn c|c ndc }xczx jnyn}n khbgxcd ock|np }hdxpxo |pfjxa}nb~c ah|cjc ahdfk|fa|hdcbecb zhpzhbzx"
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]zpxazxp Fpecbn}c}n |hdcbeecb
]zpxazxp pecbn}c}n |pfjxa khkndnan ahxbeexdcb jcb ahdhkcocb" Acpcazhpn}zna ahxbexdcb jcb
ahdhkcocb }zpxazxp fpecbn}c}n hp}h`xz }h|hpzn jnahkxacacb ]zfbhp jcb Ucbahdd / 3>?9 7 080 .
Acpcazhpn}zna ]zpxazxp \pfjxa&\c}cp
0" ]zpxazxp Fpecbn}c}n Kczpna}
\cjc }zpxazxp fpecbn}c}n kczpna} zhpjc|cz jxc ghbn} jh}cnb }hacdnex}" ]zpxazxp fpecbn}c}n `hpx}cockhkca}nkxkacb ahdhkcocb jcpn }zpxazxp ixbe}nfbcd jcb }zpxazxp |pfjxa czc} |c}cp" ]zpxazxp
fpecbn}c}n kczpna} khbmc|cn ah}hnk`cbecb ~cbe jnnbenbacb jhbecb khdc|n}n czcx khk`x`xon
}xczx }zpxazxp fzfpnzc} ofpnwfbzcd$ |hbecpxo$ jcb fkxbnac}n" Cjcb~c }n}zhk fzfpnzc} ecbjckhpx|cacb mnpn ao} jcpn }zpxazxp fpecbn}c}n kczpna}"
]zpxazxp fpecbn}c}n kczpna} jnzhkxacb jcdck fpecbn}c}n ~cb khkhpdxacb zcbeec|cb zhpocjc|
|hpx`cocb~cbe mh|cz jcdck jxc }hazfp$ }h|hpznzabfdfenjcb |c}cp$ ~cbe khbeocjc|n ahznjca|c}zncb
jcb khkhpdxacb |hp}~cpczcb znbeen khbehbcn |hbefdcocb nbifpkc}n }hpzc ocpx} khbecojc|nahzhp`czc}cb }xk`hp jc~c inbcbmncd jcb }xk`hp jc~c kcbx}nc"
NN" = Zhabna \hbefpecbn}c}ncb
\hbefpecbn}c}ncb }h`cecn |pf}h} khbxbgxa |cjc pcbeacncb ahenczcb ~cbe khbeonjx|acb}xczx }zpxazxp fpecbn}c}n zhpzhbzx /En`}fb$ Nycbmhynmo$ Jfbbhdd~$ cbj Afbf|c}ah$ 0
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fpecbn}c}n jn}h}xcnacb jhbecb ah`nc}ccb jcb `czc} ahkck|xcb }h}hfpcbe" Ocd nbn `xacb `hpcpzn
}zpxazxp fpecbn}c}n nzx jnpcbmcbe xbzxa khkhbxon |hp`hjccb nbjnynjxcd }hznc| |hp}fbhd$ khdcnbacb
jnifax}acb |cjc zxgxcb+zxgxcb jcb caznynzc} fpecbn}c}nfbcd" ]xczx |hpznk`cbecb |hbznbe jcdckkhpcbmcbe }h`xco fpecbn}c}n cjcdco ghbn} fpcbe+fpcbe ~cbe cacb jn|hahpgcacb" ]h`cecnkcbc |cpc
nb}nb~xp khk|hpznk`cbeacb ahaxczcb jcb ahdhkcocb ghbn} kczhpncd ~cbe cacb jn|hpexbcacb
jcdck |pf~ha+|pf~ha khphac$ `henzx |xdc |cpc fpecbn}czfp khk|hpznk`cbeacb `cocb+`cocbkhphac ~cabn fpcbe+fpcbe" ]hzhdco khk|hpocznacb }hgxkdco |pnb}n| |pf}h} |hbefpecbn}c}ncb nzx$
`cpx |hb~hdhbeecpc fpecbn}c}n nzx khkxdcn ahenczcbb~c }hmcpc }n}zhkczn}$ ~cnzx7
3" Khbenjhbzninac}n jcb khbehdfk|facb }hgxkdco caznynzc} ~cbe jnnbenbacb"0" Khbehdfk|facb caznynzc} khbxpxz }xk`hp jcb }nzxc}n ~cbe cjc"
=" Khbjhdhec}nacb ahaxc}ccb |cjc cbeefzc zhpzhbzx"
:" Khbecjcacb affpjnbc}n ahaxc}ccb /uhuhbcbe. jcb ox`xbecb nbifpkc}n"
\pf}h} jhknancb khben}~cpczacb `couc zcoc|+zcoc| |hbefpecbn}c}ncb jnkxdcn czc} jc}cp zxgxcb+zxgxcb ~cbe zhdco jnzhzc|acb |cjc dcbeaco |hphbmcbccb"
NN" : Fpecbn}c}n jcdck |ph}|hazni N}dck
Jn jcdck n}dck$ ah|hknk|nbcb nzx `nc}c jnahbcd jhbecb n}zndco nkcpco$ pn+c}co$ czcxsn~cjco" ]hkxc `hpkcabc }ckc" N}dck zhdco khdhaczacb |hp}fcdcb ah|hknk|nbcb nbn czc} jnpn
xkczb~c$ }hjhknancb px|c }honbeec znjca `fdho cjc }czx |hpacpc|xb jnkcbc jnjcdckb~c
khdn czacb znec fpcbe$ ahmxcdn ocpx} cjc }cdco }hfpcbe jncbzcpc khphac ~cbe khbgcjn
|hknk|nbb~c" Pc}xdxddco }cu `hp}c`jc7 Znjca `fdho `cen znec fpcbe `hpcjc jnkcbc|xb jn`xkn
nbn$ zcb|c khbeck`nd }cdco }hfpcbe jncbzcpc khphac }h`cecn cknp "
Nbn `hpcpzn n}dck zhdco khbecgcpacb `hp|fdnzna jcdck |hpacpc c|c |xb jhbecb ahocpx}cb cjc
}hfpcbe |hknk|nb jn}hznc| |hpacpc jcb ahonjx|cb acxk kx}dnk" Jn jcdck ahonjx|cb ahdxcpec$
jnjcdck }ocdcz `hpgckcco cjc nkckb~c$ jn jcdck |hpgcdcbcb cjc |hknk|nb |hpgcdcbcb$ jn jcdck
aocdnico ocgn&xkpfo cjc |hknk|nbb~c$ jn jcdck |c}xacb zhpjc|cz afkcbjcbb~c$ jcb dcnb+dcnb
zhpkc}xa jn jcdckb~c cjcdco ah|cdc bhecpc$ ~cbe jn jcdck }n}zhk |hkhpnbzcoc n}dck jnahbcd
jhbecb }h`xzcb aocdnico nc cjcdco |hknk|nb xkxk `cen }hdxpxo acxk kx}dnk jcb jxbnc xbzxa
khbhecacb oxaxk+oxaxk }~cpncz n}dck jcb khbehk`cbe jcauco n}dck ah}hdxpxo |hbgxpx jxbnc"
\hknk|nb }h|hpzn nbndco ~cbe jnb~czcacb fdho oxaxb }~cpncz cecp kc}~cpcacz zhpzn` jhbecb nb}znzx}n
ahaondcicocb n}dck$ jnkcbc jnucgn`acb czc} }hdxpxo acxk kx}dnk khbhecacb jcb khbgcecb~c"
Ahocpx}cb cjcb~c }hfpcbe |hknk|nb jcdck }hdxpxo |hpacpc$ c|cdcen |hpacpc `h}cp }h|hpzn
bhecpc" ]h`c` znjca cacb cjc exbcb~c |hdca}cbccb }xczx }n}zhk c|c`ndc znjca cjc fpcbe ~cbe
khknk|nb |hdca}cbccb }n}zhk zhp}h`xz" Fdho acphbc nzx }hehpcdco acdncb `hpx|c~c xbzxa khk`cncz
}hfpcbe aocdnico }hdckczacbdco jnpn acdncb jcpn ahkczncb gcondnco }hehpcdco acdncb `hp|hpcbe jcb
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`hpdnbjxbe jn `hdcacbe aocdnico ~cbe acdncb `cncz" Pc}xdxddfo }cu `hp}c`jc7 }h}xbeexob~c nkck
cjcdco |hpn}cn jnkcbc fpcbe+fpcbe `hp|hpcbe jcb `hpdnbjxbe jn `hdcacbeb~c"
Jcdck |cbjcbe n}dck |xb `hpfpecbn}c}n jn|hpdxacb jcdck khknk|nb kcpcno ahkhbcbecb
jhkn ahkhbcbecb$ `xacb khbecbzcpacb acdncb |cjc ahacdcocb jhkn ahacdcocb" Xbzxa nzx anzc |xb
`hdcgcp `cecnkcbc mcpc khknk|nb jcdck }xczx fpecbn}c}n" Acphbc jcdck `hpfpecbn}c}n kcoc}n}uc
khkndnan bndcn dh`no$ |f}n}n kcoc}n}uc caznyn} khbgcjn njncdn}kh `cen }hfpcbe kcoc}n}uc ~cbe
|czxz jn`cbeecacb" Bckxb khkcbe ahonjx|cb kcoc}n}uc caznyn} znjca }h`cna ahonjx|cb
kcoc}n}uc cacjhkn}" Jcdck `hp cecn ocd }cbecz ghdc} khbxbgxacb |hp hjccb }hmcpc }andd$
nbzhdhazxcd jcb hznac }cbecz khk`cbeecacb Bckxb nc dhkco jcdck }hen |hbecdckcb" ]h`c`
kcoc}n}uc zhp}h`xz gnac `hpocjc|cb jhbecb |hp}fcdcb ~cbe |hdna" Acpcazhp kcoc}n}uc nbn cacb
bck|ca }cbecz acax jcdck jcdck khb~hdh}cnacb |hp}fcdcb$ `coacb mcpc khb~hdh}cnacb afbidna+
b~c axpcbe"
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@c` NNN
Ah}nk|xdcb
c" fpecbn}c}n khpx|cacb }xczx ucjco zhk|cz `hpaxk|xdb~c fpcbe+fpcbe ~cbe `hahpgc}ckc exbckhbmc|cn zxgxcb jcb zcpehz ~cbe zhdco jnzhbzxacb" Cjc = xb}xp jcdck fpecbn}c}n cbzcpc dcnb 7
axk|xdcb fpcbe$ ahpgc}ckc$ jcb zxgxcb ~cbe nbenb jnmc|cn" Xb}xp+xb}xp fpecbn}c}n khpx|cacb
jcdck }czx ah}czxcb fpecbn}c}n ~cbe znjca jc|cz jn|n}coacb cbzcpc ~cbe }czx jhbecb ~cbe dcnb"
`" ]zpxazxp fpecbn}c}n cjcdco }x}xbcb jcb ox`xbecb cbzcp `cencb afk|fbhb jcb |f}n}n jcdck }xczx
|hpaxk|xdcb" ]zpxazxp fpecbn}c}n khb}|h}ninac}nacb |hk`cencb caznynzc} ahpgc jcb khbxbgxaacb
`cecnkcbc ixbe}n czcx cazninzc} ~cbe `hpcbhac kcmck jnox`xbeacb }ck|cn `czc} zhpzhbzx" Jcb
zhp`cen khbgcjn `h`hpc|c }zpxazxp ~cnzx7
3" \hk`cencb ahpgc / jnyn}nfb fi ufpa .0" \hbehdfk|facb |hahpgccb /jh|hpzhkhbzcdnwcznfb .
=" \hbhbzxcb phdc}n cbzcp `cencb jcdck fpecbn}c}n / Onhpcpmo~ .
:" Affpjnbc}n / mffpjnbcznfb .
m" Zhabna \hbefpecbn}c}ncb }h`cecn |pf}h} khbxbgxa |cjc pcbeacncb ahenczcb ~cbe khbeonjx|acb
}xczx }zpxazxp fpecbn}c}n zhpzhbzx /En`}fb$ Nycbmhynmo$ Jfbbhdd~$ cbj Afbf|c}ah$ 0
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