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Демографические, географические и психографические данные в продвижении продукции

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Aeaiia?aoe/aneea, aaia?aoe/aneea e ineoia?aoe/aneea aeaiiua a
i?iaeaeaeaiee i?iaeoeoeee

Aeey oniaoiiai i?iaeaeaeaiey oiaa?ia ia ?uiea iaiaoiaeeii eiaoue /aoeia
i?aaenoaaeaiea i oii , ia eaeiai iieoiaoaey ?ann/eoaia aeaiiay
i?iaeoeoeey. Iioiio nia?aiaiiay ?uii/iay yeiiiieea i?eaioe?iaaia
i?aaeaea anaai ia iieoiaoaey. N oeaeueth iaeaieaa yooaeoeaiiai
i?iaeaeaeaiey i?iaeoeoeee a oe?iao nicaeathony ioaeaeu, caieiathueany
ia?eaoeiaii. O?yinen Aeae. ?iaeaea?n – aeoea-i?aceaeaio oe?iu IBM ii
ia?eaoeiao, oae ii?aaeaeyao iacia/aiea ia?eaoeiaa: “Ia?eaoeia – yoi
i?ioeann onoaiiaeaiey oe?iie niceaeaoaeueiuo ioiioaiee ni n?aaeie, a
eioi?ie iia inouanoaeyao ?aaeecaoeeth naieo oiaa?ia e oneoa… Iaeuecy
caauaaoue i ei?aiiii ?acee/ee iaaeaeo nauoii e ia?eaoeiaii eae aeaoiy
i?eioeeiaie aeayoaeueiinoe oe?iu. A ia?aii neo/aa au iuoaaoanue
caeioa?aniaaoue iieoiaoaey oai, /oi au oaea eiaaoa; ai aoi?ii – au
noa?aaoanue caeiaoue oi, a /ai iieoiaoaeue nai caeioa?aniaai.” Oo aea
iuneue auneacuaaao e i?aeoee ?aeeaiu Aiaa?ae Ainneaeae: “Ethaee ia
/eoatho ?aeeaiiuo iauyaeaiee eae oaeiauo. Iie /eoatho oi, /oi eo
eioa?anoao, e eiiaaea yoei ieacuaaaony ?aeeaiiia iauyaeaiea”

Ia?eaoeia iiiaieee: a iaai aoiaeyo oeaiiaay iieeoeea, ieaie?iaaiea
anni?oeiaioa i?iaeoeoeee, naaiaioaoeey ?uiea, ?ani?aaeaeaiea
i?iaeoeoeee, ?aeeaia e noeioee?iaaiea nauoa. A yoie ?aaioa iia oioaeinue
au iiae?iaiaa inoaiiaeoueny ia oaeii aniaeoa ia?eaoeiaa eae naaiaioaoeey
?uiea, aa i?eioeeiu e e?eoa?ee.

Eco/aiea iio?aaeoaeae iicaieyao auyaeoue a?oiiu iaeaieaa aa?iyoiuo
iieoiaoaeae. Iicaieyao oynieoue, eae a?oiiu iio?aaeoaeae aini?eieiatho
eo nianoaaiiua oiaa?u e oiaa?u eiieo?aioia. Iii iiiiaaao iiiyoue, ia
eaeie ?acoeueoao ?ann/eouaaao iio?aaeoaeue i?e iieoiea. Yoe a?oiiu
iio?aaeoaeae e i?aaenoaaeytho niaith naaiaiou ?uiea.

Ii i?aaeaea /ai aiai?eoue i i?eioeeiao e e?eoa?eyo naaiaioaoeee ?uiea
iaiaoiaeeii neacaoue ianeieueei neia ia iniaaiiinoyo iieoiaoaeueneiai
iiaaaeaiey, aeeythueo ia yoo naaiaioaoeeth.

N?aaee oaeoi?ia, aeeythueo ia iieoiaoaeueneea i?eau/ee, Eioea? auaeaeyao
oaeoi?u eoeueoo?iiai ii?yaeea, nioeeaeueiua oaeoi?u, a oaeaea oaeoi?u
ee/iinoiua e ineoieiae/aneea. E eoeueoo?iui oaeoi?ai ii ioiineo
eoeueoo?o, noaeoeueoo?o e nioeeaeueiia iieiaeaiea. E nioeeaeueiui
oaeoi?ai ioiinyony: ?aoa?aioiua a?oiiu, naiuey, ?iee noaoonu. Ee/iinoiua
oaeoi?u yoi Aic?ano e yoai aeeciaiiiai oeeeea naiuee, ?iae caiyoee,
yeiiiie/aneia iieiaeaiea, ia?ac aeecie, oei ee/iinoe e i?aaenoaaeaiey i
naiii naaa. N?aaee ineoieiae/aneeo oaeoi?ia auaeaeytho iioeaaoeeth,
aini?eyoea, onaiaiea, oaaaeaeaiey e ioiioaiey. A naiae eieaa Eioea?
i?eaiaeeo neaaeothuoth noaio:

Oaeoi?u ieacuaathuea aeeyiea ia iieoiaoaeueneia iiaaaeaiea

Oaeoi?u eoeueoo?iiai Nioeeaeueiua oaeoi?u:

ii?yaeea: Eoeueoo?a ?aoa?aioiua a?oiiu

Noaeoeueoo?a Naiuey

Nioeeaeueiia iieiaeaiea ?iee noaoonu

iieoiaoaeue

ee/iinoiua oaeoi?u: Ineoieiae/aneea oaeoi-

Aic?ano e yoai aeeciai- ?u : Iioeaaoeey

iiai oeeeea naiuee Aini?eyoea

?iae caiyoee Onaiaiea

Yeiiiie/aneia Oaaaeaeaiey

iieiaeaiea e ioiioaiey

Ia?ac aeecie

Oei ee/iinoe e

i?aaenoaaeaiey i naiii

naaa

Aeey aieaa oi/iiai i?iaiice?iaaiey iieoiaoaeueneiai iiaaaeaiey
ia?eaoieiae iuoathony iino?ieoue iiaeaeue iieoiaoaeueneiai iiaaaeaiey.
Iia ninoieo ec o?ao iniiaiuo ninoaaeythueo. Ai-ia?auo, yoi
iiaoaeeoaeueiua oaeoi?u ia?eaoeiaa (oiaa?, oeaia, iaoiaeu
?ani?ino?aiaiey e noeioee?iaaiea nauoa) e i?i/ea ?acae?aaeeoaee (
yeiiiie/aneea, iao/ii-oaoie/aneea, iieeoe/aneea e eoeueoo?iua). Ana yoe
oaeoi?u aeeytho ia “/a?iue yuee” niciaiey iieoiaoaey. Eioea? n/eoaao,
/oi a yoii “/a?iii yueea” iaoiaeyony oa?aeoa?enoeee iieoiaoaey a oaeaea
i?ioeann i?eiyoey ei ?aoaiey i iieoiea, oi anoue oi, /oi i?iecaiaeeoaeue
iaiin?aaenoaaiii iaaethaeaoue ia iiaeao. I?ioeann i?eiyoey ?aoaiey i
iieoiea eiaao ianeieueei noaaeee.

“Iniciaiea i?iaeaiu

Iiene eioi?iaoeee

Ioeaiea aa?eaioia

?aoaiea i iieoiea

?aaeoeey iieoiaoaey”

Iineaaeiyy ninoaaeythuay iiaeaee iieoiaoaeueneiai iiaaaeaiey ii Eioea?o
yoi ioaaoiua ?aaeoeee iieoiaoaey. E iei ioiinyony auai? oiaa?a, ia?ee,
aeeea?a, a?aiaie iieoiee, a oaeaea auai? aa eiie?aoiiai iauaeoa.

Ia?eaoeia i?aaeeaaaao o?e no?aoaaee ioaaoa ?uiea, a aeaoo ec eioi?uo aai
naaiaioaoeey eiaao ia?ainoaiaiiia cia/aiea.

O?e aa?eaioa no?aoaaee ioaaoa ?uiea

1.

Eiiieaen

ia?eaoeiaa ?uiie

oe?iu

Iaaeeooa?aioee?iaaiiue ia?eaoeia

2.

Aa?eaio 1 eiiieaena naaiaio ?uiea 1

ia?eaoeiaa oe?iu

Aa?eaio 2 eiiieaena naaiaio ?uiea 2

ia?eaoeiaa oe?iu

Aa?eaio 3 eiiieaena naaiaio ?uiea 3

ia?eaoeiaa oe?iu

Aeeooa?aioee?iaaiiue ia?eaoeia

3.

Eiiieaen naaiaio ?uiea 1

ia?eaoeiaa

oe?iu naaiaio ?uiea 2

naaiaio ?uiea
3

Eiioeaio?e?iaaiiue ia?eaoeia

A aeaiiii neo/aa ian eioa?anotho aeeooa?aioee?iaaiiue ia?eaoeia e
eiioeaio?e?iaaiiue ia?eaoeia oae iie iiae?acoiaaatho naaiaioaoeeth
?uiea. Iaaeeooa?aioee?iaaiiue ia?eaoeia iiae?acoiaaaao aaeeiue eiiieaen
ia?eaoeiaa oe?iu iai?aaeaiiue ia ?uiie a oeaeii, aac aai aeaeaiey ia
ioaeaeueiua naaiaiou. A neo/aa n eiioeaio?e?iaaiiui ia?eaoeiaii, aaeeiue
eiiieaen ia?eaoeiaa oe?iu iai?aaeai eeoue ia iaeei naaiaio ?uiea, iaeio
eaoaai?eth iieoiaoaeae. Aeeooa?aioee?iaaiiue ia?eaoeia icia/aao
nouanoaiaaiea ?acee/iuo aa?eaioia ia?eaoeiaa, iai?aaeaiiuo ia ?acee/iua
naaiaiou ?uiea.

Ii eaeei aea i?eioeeiai i?iecaiaeeony naaiaioe?iaaiey ?uiea? A aeaiiii
neo/aa eniieuecothony aeaiia?aoe/aneee, aaia?aoe/aneee e
ineoia?aoe/aneee i?eioeeiu.

Aeaiia?aoe/aneee i?eioeei naaiaioaoeee ?uiea iiae?acoiaaaao aeaeaiea
?uiea ia /anoe ii neaaeothuei oa?aeoa?enoeeai eae aic?ano, iie o?iaaiue
aeioiaeia e eo enoi/iee, ia?aciaaiea, ?ana, iaoeeiiaeueiinoue, ?iae
caiyoee, ?aeeaeiciua oaaaeaeaiey, ?acia? naiuee e yoai aa aeeciaiiiai
oeeeea.

Aic?ano. Aic?ano yaeyaony iaeiie ec aaaeiaeoeo oa?aeoa?enoee eioi?oth
iaiaoiaeeii o/eouaaoue i?e i?iaeaeaeaiee oiaa?a. I?iecaiaeeoaee aeieaeiu
eiaoue aaeaeaaoiia i?aaenoaaeaiea i oii eaeay aic?anoiay a?oiia noaiao
iniiaiui iio?aaeoaeai eo i?iaeoeoeee e enoiaey ec yoeo aeaiiuo no?ieoue
naith ?aeeaiioth eiiiaieth. Anee i?aaeiieaaaaony, /oi iniiaiui
iio?aaeoaeai oiaa?a noaioo aeaoe, oi ii aeieaeai eiaoue
niioaaonoaothuoth oiaeiaeo e aai ?aeeaia aeieaeia auoue iaoeaeaia eiaiii
ia aeaoae, oi anoue aeieaeia aucuaaoue o ieo aeaeaiea i?ineoue
?iaeeoaeae i?eia?anoe aeaiiua oiaa?u.

Anee i?iaiaeece?iaaoue ?aeeaiiua ?ieeee oaeeo oiaa?ia iieacuaaaiua ii
oaeaaeaeaieth, oi iiaeii caiaoeoue, /oi ?aeeaie?othony aeaeaei ia ana
i?aaeiaou, eioi?ua i?enoonoaotho a aeecie ?aaaiea, a eeoue iaeioi?ua.
Oae iao ?aeeaiu aeaoneie iaeaaeaeu eee iaoae, ii caoi eiaiii ia aeaoae
?ann/eoaiu iiiaea ?ieeee ?aeeaie?othuea eiioaou (Milky Way, Chupa
Chups), iaeioi?ua iaieoee (Yupi), a oaeaea any ?aeeaia ea?ooae. Yoi
naycaii n oai, /oi aeaoe ia i?eieiatho iau/ii iaiin?aaenoaaiiiai o/anoey
a ?aoaiee i iieoiea inoaeueiuo oiaa?ia, oae eae aei ii?aaeaeaiiiai
aic?anoa yoi aeaeatho eo ?iaeeoaee. Yoe ?ieeee iieacuaatho, oi /oi
aaaeii aeey aeaoae: ia i?inoi nai oiaa?, a i?eaeaeaoaeueiue aeey ?aaaiea
ia?ac /aeiaaea, eioi?ue ii niiaeao ia naay i?eia?eoue eoiea eaaeaiaoe
*oia *oin eee eoeeo Aa?ae. E?iia oiai iaaei caiaoeoue, /oi aeaoe
yaeythony iaeaieaa iiaeaoeeaie ?aeeaia eaoaai?eae iio?aaeoaeae.

Neaaeothuay eaoaai?ey – iieiaeaaeue. Niaeo? ?aeeaie?oaiuo oiaa?ia aeey
iieiaeaaee cia/eoaeueii oe?a. Aa aeaeaiey aeinoaoi/ii ieanoe/iu,
iiyoiio o iieiaeaaeiuo a?oii ia neiaeii au?aaioaoue iiaua
iio?aaeoaeueneea i?eau/ee. N?aaee oaeaaeceiiiie ?aeeaiu iiaeii
auaeaeeoue ianeieueei eaoaai?ee oiaa?ia, ?aeeaia eioi?uo iaoeaeaia
i?aaeaea anaai ia iieiaeaaeue: iiyoue aea iiiaea eiioaou (Stripes, Lion,
Topic, Snikers), i?aeoe/anee ana ni?oa aeaaaoaeueiie ?aceiee e
aace?iaaiiuo iaieoeia, ii ?aeeaie?othony iie nianai eia/a, /ai
aiaeiae/iay i?iaeoeoeey aeey aeaoae. Oae aea ia iieiaeaaeue iaoeaeaia
?aeeaia iaeioi?uo einiaoe/aneeo n?aaenoa ( Eea?anee), aiia?aoo?u (
oioiaiia?aou Iaea?ieae, ii/oe any aiia?aoo?a Oeeeein), iaeaaeaeu e
iaiaeay /anoue ?aeeaiu ?acaea/aiee (ii/iuo eeoaia, aeeneioae). Aeey yoie
?aeeaiu oa?aeoa?ai aeinoaoi/ii noiaeee noeaia?ee: au aoaeaoa oaeei aea
oaea/eeaui, e?aneaui, ethaeiui, e?ooui, n/anoeeaui e i?eaeaeaoaeueiui,
aai aoaeao oae aea aanaei, eioa?anii e oi?ioi eae aa?iyi ?aeeaiu, anee
au eoieoa Nieea?n, Noeii?ie, Oaiiaen, Eiea-eieo eee Eea?anee. ?aeeaiu
aeey iieiaeaaee e aeaoae iauaaeeiyao oi, /oi a iniiaiii ?aeeaie?othony
oiaa?u iianaaeiaaiua, ia o?aaothuea aieueoeo i/aiue cao?ao.

?aeeaia aea oiaa?ia, eioi?ua noiyo aei?iai e iieoiathony /aeiaaeii ia
eaaeaeue aeaiue ( iaaaeue, aaoiiiaeee, auoiaay oaoieea, aei?iaay
iaeaaeaea, ?aaiou thaaee?ia), ?ann/eoaia aeaaiui ia?acii ia ethaeae
n?aaeiaai aic?anoa. Ia ethaeae iiaeeeiai aic?anoa, ?ann/eoaii
n?aaieoaeueii iaaieueoia /enei ?aeeaiiuo ?ieeeia e ?aeeaiiie eioi?iaoeee
aiiaua (?a/ue eaeao oieueei i ?innee), oioy aeiey ethaeae yoie
aic?anoiie eaoaai?ee o ian i/aiue aaeeea. N?aaee oiaa?ia, ?aeeaia
eioi?uo iaoeaeaia ia yoo eaoaai?eth i?aiaeaaeatho eaea?noaa (Iaiaaeie,
Aeoia?, aeoaieiu). Aiciiaeii oaeay “aeene?eieiaoeey” iiaeeeuo ethaeae
iauyniyaony ieceei o?iaiai eo aeioiaeia, oi anoue iaaeinooiiinoueth aeey
ieo iiiaeo oiaa?ia e oneoa, a oae aea oai /oi yoi ethaee n onoiyaoeieny
acaeyaeaie ia aeeciue, iieoiaoaeueneea i?eau/ee eioi?uo o?oaeiaa anaai
iiaeaeathony eciaiaieth, /oi aeaeaao e?aeia o?oaeiui i?iecaiaenoai
?aeeaiu aeey ieo.

Iie. Iiiaea oiaa?u ii naiaio iacia/aieth, a neaaeiaaoaeueii e ii niiniao
eo i?iaeaeaeaiey ?acee/athony a caaeneiinoe io oiai i?aaeiacia/aiu ee
iie aeey ioae/ei eee aeey aeaiuei. Eiaiii aeaiueiu yaeythony aeoeaiuie
iieoiaoaeyie einiaoeee, n?aaenoa ooiaea ca eiaeae e aieinaie,
aeaeaie/aneeo n?aaenoa, ia?othia?ee e aeaineie iaeaaeaeu e aieueoae
/anoe auoiaie oaoieee, eae i?aaeei iie ?aoatho eaeea i?iaeoeou iieoiaoue
aeey naiuee.

Yoi aeaeaei ia iieiue nienie oiaa?ia, ?aoaiea i iieoiea eioi?uo /anoi
caaeneo io aeaiuei. “Eiathueany naaaeaiey, eaaeaony, aiai?yo i
eeaea?noaa aeaiuei-iieoiaoaeueieoe. I?e/eiu: 1. AEaiueiu aunooiatho eae
“eiio?iea?u” aeioiaeia e aeaaininoiyiey naiuee. 2. Iie aea aeaeatho
iieoiee aeey anae naiuee. Ii ioeaieai ieienoa?noaa oi?aiaee NOA, ia
aeieth aeaiuei i?eoiaeeony 85% ?icie/iuo iieoiie” Niioaaonoaaiii
?aeeaia iiiaeo aauae iai?aaeaia eiaiii ia aeaiuei. A caaeneiinoe io
iacia/aiey oiaa?a, ?aeeaia i?aaeeaaaao /oi-oi, /oi naeaeaao aeaiueio
e?aneaaa e i?eaeaeaoaeueiaa, eeai /oi-oi, /oi niiaeao iaeaa/eoue ae
aeeciue. Niioaaonoaaiii, ?aeeaia oiaa?ia aeey ioae/ei i?aaeeaaaao
/oi-oi, iaeaaeay /ai iie noaioo aieaa nieeaeiuie, i?eaeaeaoaeueiuie e
ioaeanoaaiiuie, eee iiiiaeao ?aoeoue eaeea-oi eiua i?iaeaiu.

Iaeiaei, iaiaoiaeeii o/eouaaoue, /oi eae “aeaineay” oae e “ioaeneay”
?aeeaia iaiaeii?iaeiu. Eae i?aaeei, eiie?aoiue oiaa? ?ann/eoai ia ia
anao aeaiuei, a ia aeaiuei ii?aaeaeaiiiai aic?anoa, n ii?aaeaeaiiui
o?iaiai aeioiaeia e ii?aaeaeaiiui iniaaiiinoyie oa?aeoa?a. *ai aieaa
io/aoeeai i?aaenoaaeyao i?iecaiaeeoaeue iioaioeeaeueiiai iieoiaoaey, oai
yooaeoeaiaa aoaeao i?iaeaeaeaiea oiaa?a.

AEeciaiiue oeeee naiuee. AEeciaiiue oeeee – iineaaeiaaoaeueiinoue
aaaeiuo yoaiia a aeecie ac?ineiai /aeiaaea. AEeciaiiue oeeee naiuee
ia?aiao? aieaa neiaeiue, /ai i?inoi aic?ano eee iie, oae eae ii
aeeth/aao a naay yoe e iaeioi?ua ae?oaea aaaeiua oa?aeoa?enoeee.
“AEeciaiiue oeeee naiuee ia/eiaaony ni anooieaiey a a?ae e
i?iaeieaeaaony anth aeeciue. Aai iiaeii iiae?acaeaeeoue ia yoaiu,
ioia/aiiua ?iaeaeaieai aeaoae, aic?anoii ieaaeoaai ?aaaiea, ioaeaeaieai
aeaoae aeey ia?aciaaiey nianoaaiiui aeiiii e nia?oueth iaeiiai ec
noi?oaia.”

Yoai oieinoie aeecie. Iaeeiieea, aeeaouea ioaeaeueii. Iie oaea iieeioee
aeii, aaea au?inee, ii aua ia caaaee nianoaaiiiai.

Iieiaeiaeaiu aac aeaoae.

Iieiaeua noi?oae n aeaoueie (ieaaeoaio ec eioi?uo iaiaa 6 eao).

Iieiaeua noi?oae n aeaoueie (ieaaeoaio ec eioi?uo aieaa 6 eao)

Iiaeeeua noi?oae ( noa?oa 45 eao) n aeaoueie.

“Ionoia aiacaei” o.a. noi?oae, aeaoe eioi?uo oaea iieeioee ?iaeiie aeii.

Aaeianoaothuaa eeoei

Yoai aeeciaiiiai oeeeea naiuee ianiiiaiii aicaeaenoaoao ia oi, /oi iia
iieoiaao. Yoi i?iaeeeoiaaii ?acee/eyie a iio?aaiinoyo ethaeae ia ?aciuo
yoaiao eo naiaeiie aeecie. Noe?aeueiua iaoeiu /aua iieoiatho iieiaeua
noi?oae n aeaoueie aei 6 eao. Iaeeiieea, aeeaouea ioaeaeueii ethaee
(1yoai) – iniiaiua iieoiaoaee iieooaa?eeaoia.

O?iaaiue aeioiaeia. “?uiee ninoiyo ec ethaeae, ?aniieaaathueo
aeaiueaaie, eioi?ua iiaeii iio?aoeoue, e a aieueoeinoaa neo/aaa o?iaaiue
aeioiaeia yaeyaony naiui aaaeiui oaeoi?ii, ii?aaeaeythuei, /oi e
neieueei iio?aaeoaeue iieoiaao. *enei iio?aaeoaeae a a?oiiao n ?aciui
o?iaiai aeioiaea neoaeeo iieacaoaeai iioaioeeaeueiiai iauaia nauoa.”
Ciaiey i niioiioaiee a iauanoaa ethaeae n ?aciuie aeioiaeaie iiiiaaao,
oaeaea ieaie?iaaoue iauai i?iecaiaenoaa oiaa?ia aeey ?aciuo neiaa
ianaeaiey. ?aeeaia oiaa?ia, ?ann/eoaiiay ia ethaeae n aunieei o?iaiai
aeioiaeia ia oieueei ia ieaaeaony aeaenoaaiiie aeey ethaeae
iaeiiaania/aiuo, ii e, aa?iyoii, auciaao o ieo iaeioi?ia ?acae?aaeaiea.

?iee e noaoonu. ?ieue e noaoon /aeiaaea a iauanoaa oae eee eia/a eiaao
ioiioaiea e o?iaith aai aeioiaeia. Iiiaea aaue niiniaiu iiae/a?eiooue
noaoon /aeiaaea, i?iaeaiiino?e?iaaoue aai ?ieue. “*aeiaae /anoi
inoaiaaeeaaao naie auai? ia oiaa?ao, aiai?yueo i aai noaoona a iauanoaa.
Oae, i?aceaeaiou oe?i aaeyo ia aaoiiiaeeyo “Ia?naaean” e “Eaaeeeeae”,
iinyo aei?iaea einothiu e iuetho aenee “Eaooe Na?e”.” *anoi aeaeaiea
iiaeoaa?aeeoue naie noaoon n iiiiuueth “aauae-neiaieia” naienoaaiii aeey
iieiaeaaee. E oaeei i?aaeiaoai ioiinyony iaeee n iacaaieyie ethaeiuo
a?oii, eiaeaiua eo?oee “einooe”, oe?aoaiey-neiaieu ( iai?eia? iaoeeoee
eee ciae aia?oee) e iiiaia ae?oaia, /oi iiiiaaao i?iaeaiiino?e?iaaoue
naith eaeaioeoeeaoeeth n ?ieueth e noaoonii, iieacaoue i?eiaaeeaaeiinoue
e ii?aaeaeaiiie a?oiia. Iaeiaei iiiaea neiaieu noaoona ieacuaathony
?acee/iuie ia oieueei aeey ?aciuo iauanoaaiiuo eeannia, ii e aeey ?aciuo
aaia?aoe/aneeo ?aeiiia. Oae anee ia iineianeie aeeneioaea aeaaooea a
ei?ioeie thaea ia auciaao oaeeaeaiey, oi ia aeeneioaea a Aa?iaiee oaeie
aiaoiee aeae aoaeao aini?eiyo eia/a.

?iae caiyoee. ”Aeayoaeue ?uiea no?aieony auaeaeeoue oaeea a?oiiu ii
?iaeo caiyoee, /eaiu eioi?uo i?iyaeytho iiauoaiiue eioa?an e aai oiaa?ai
e oneoaai. Oe?ia iiaeao aeaaea niaoeeaeece?iaaoueny ia i?iecaiaenoaa
oiaa?ia, ioaeiuo eaeie-oi eiie?aoiie i?ioanneiiaeueiie a?oiia”. Anee
oe?ia niaoeeaeece?oaony ia i?iecaiaenoaa oiaa?ia aeey eiie?aoiie
i?ioanneiiaeueiie a?oiiu, oi eiaao ianoi eiioeaio?e?iaaiiue ia?eaoeia,
iaoeaeaiiue eeoue ia iaeei naaiaio ?uiea. E oaeei oiaa?ai iiaeii
ioianoe niaoeeaeueioth ?aai/oth iaeaaeaeo, iaeioi?ua eino?oiaiou. Oaeea
oiaa?u, eae i?aaeei, ia ioaeaeathony a oe?ieie ?aeeaiiie eiiiaiee,
aaaeii, /oiau iie oi?ioi naay ca?aeiiaiaeiaaee o oao, aeey eiai iie
i?aaeiacia/aiu.

Ia?aciaaiea. Ia?aciaaiea neacuaaaony i?aaeaea anaai ia iauae eoeueoo?a
iio?aaeoaey e iau/ii ?anniao?eaaaony eae iniiaaiea aeey naaiaioe?iaaiey
?uiea ia naii ii naaa a aianoa n ae?oaeie i?eciaeaie (aic?ano, iie,
o?iaaiue aeioiaeia e ae?oaea). “Ia?aciaaiea iaiueoa neacuaaaony ia oii,
/oi eiaiii ethaee iieoiatho, /ai ia oii, eie iie iieoiatho e a eaeie
ia?a iie iiaeaa?aeaiu aeeyieth ?aeeaiu.” I?aaeiieiaeeoaeueii ethaee n
aieaa aunieei o?iaiai ia?aciaaiey, aeieaeiu auoue aieaa ?aoeeiiaeueiuie
e i?eaee?/eauie a ioiioaiee iieoiie, ii /anoi yiioeeiiaeueiue oaeoi?,
iniaaiiinoe oa?aeoa?a ieacuaatho aieaa neeueiia aeeyiea ia
iio?aaeoaeueneea i?eau/ee, ia?aaaoeaay oaeoi? ia?aciaaiey.

Iaoeeiiaeueiinoue. Iieoiaoaeueneea i?eau/ee e iioeau ethaeae ?aciuo
iaoeee ioee/athony. A nia?aiaiiii auno?i iaiythuainy ie?a yoe ?acee/ey
cia/eoaeueii iaiueoa /ai a i?ioeii aaea eee aeaaea 50 eao iacaae, ii oai
ia iaiaa iie aei neo ii? nouanoaotho. Iai?eia? thaeaia ni nioaeie eiaeae
ia noaioo iieoiaoue e?aiu aeey caaa?a, a iaa?eoyiee ia aoaeoo iieoiaoue
aeaei?aoeaioth einiaoeeo aeey naaoeieiaeeo aeaiuei. A inoaeueiii aea,
iaoeeiiaeueiua ioee/ey a iieoiaoaeueneeo i?eau/eao /anoi auaatho naycaiu
n ianoiaeeoaeuenoaii.

Nioeeaeueiia iieiaeaiea. Nioeeaeueiia iieiaeaiea, oae aea eae e
aeeciaiiue oeeee naiuee – neiaeiay oa?aeoa?enoeea. Nioeeaeueiia
iieiaeaiea ii?aaeaeytho noiie?oy ?iae caiyoee, nioeeaeueiia
i?ienoiaeaeaiea, nioeeaeueiia ie?oaeaiea, a oaeaea enoi/iee e ?acia?u
aeioiaeia. Iaeiaei, yoa oa?aeoa?enoeea aeaenoaaiia oieueei a noaaeeueiuo
iauanoaao, e, neaaeiaaoaeueii, a naaiaeiyoiae ianoaaeeueiie ?innee aa
i?eiaiyoue iaeaaei. A nayce n ia?aiaiaie a iauanoaa a oa/aiee
ianeieueeeo eao iiiaea niaieee ?iae caiyoee e nioeeaeueiia ie?oaeaiey,
eciaieeenue enoi/ieee e ?acia?u aeioiaeia, ii aeaeaei ia ana aua niiaee
naiieaeaioeoeoee?iaaoueny ni naie iiaui nioeeaeueiui iieiaeaieai.

Aaia?aoe/aneee i?eioeei naaiaioe?iaaiey ?uiea eiaao iniaaiii aaaeiia
cia/aiea oae eae iieoiaoaeueneea i?eau/ee ai iiiaii caaenyo io
ianoiaeeoaeuenoaa. I?e eniieueciaaiee yoiai i?eioeeia aaaeiu oaeea
oa?aeoa?enoeee ?aaeiia eae aaee/eia ianaeaiey, ieioiinoue ianaeaiey,
eeeiao. ?acee/iua ?aaeiiu yoi ?acee/iay eoeueoo?a, o?aaeeoeee, eeeiao,
eaiaeoaoo a cia/eo e ?acee/iua iio?aaiinoe ianaeaiey. Oae a
ionoeueiaineeo no?aiao aoaeao e?aeia ieceei iio?aaeaiea naeieiu e
aeeiaieueiuo iaieoeia, a no?aiao n aea?eei eeeiaoii iio?aaeaiea
i?ioeaaeeoaeueiuo iaieoeia aoaeao auoa /ai a no?aiao n oia?aiiui e
oieiaeiui eeeiaoii, iiiaeanoai ae?oaeo i?eia?ia oaeaea iiaeoaa?aeaeaao
iaiaoiaeeiinoue o/eouaaoue ?aaeiiaeueiua iniaaiiinoe a i?iaeaeaeaiee
i?iaeoeoeee. Oioy ia anaaaea yoe iniaaiiinoe iai?yioth caaenyo io
iauaeoeaiuo i?e/ei. Eioea? ieoao ia enneaaeiaaieyo aia?eeaineie oe?iu
“Iaaeeaia?e”, eco/aaoae ?aaeiiaeueiua iniaaiiinoe iio?aaeaiey.
Oaeeaeoaeueiui ioe?uoeai ieacaeinue e oi, /oi a ?aciuo ?aeiiao no?aiu
ethaee i?aaeii/eoatho ?aciua eaea?noaa, ioioneaaiua aac ?aoeaioa, ?aciua
iaieoee, anoue aeaaea ?acee/ey a /anoiuo eiaanoeoeeyo. Iaeoe i?e/eiu
yoiai oaeaaony ia anaaaea, ii anee ciaoue i oaeeo ?acee/eyo, oi yoi
iiaeao auoue iieacii, aeey oiai /oiau eo/oa iiiyoue iio?aaiinoe
ianaeaiey aeaiiiai ?aaeiia e o/anoue eo a naiae aeayoaeueiinoe.

Ineoia?aoe/aneee i?eioeei. Iiiaea ?acee/ey a oa?aeoa?a niaa?oaaiuo
iieoiie iiaeii iauynieoue oieueei ineoieiae/aneei neeaaeii ethaeae. E
ineoia?aoe/aneei iniiaaieyi naaiaioe?iaaiey ?uiea iiaeii ioianoe oei
ee/iinoe e i?aaenoaaeaiey i naiii naaa, ia?ac aeecie, oa?aeoa?
iiaaaeaiey e iaeioi?ua ae?oaea ineoieiae/aneea iniaaiiinoe. Nyieaeae
ieoao, /oi Aeueo?aae Iieeooe eeanneoeoee?iaae ethaeae ii oaeiio
i?eciaeo, eae neeiiiinoue e ?eneo. A oiaea aai enneaaeiaaiey
iaia?oaeeeinue, /oi ethaee aieaa neeiiiua e ?eneo ioioiaa e /aua
iieoiatho nia?aiaiioth auoiaoth oaoieeo.

Ia?ac aeecie. n.149 Ia?ac aeecie yoi eiiieaen oaeeo oa?aeoa?enoee eae
iauiinoue ioiioaiee, oeaiiinoiua e?eoa?ee e oa?aeoa? iiaaaeaiey. A
caaeneiinoe io yoeo iniaaiiinoae a?oiie?otho iio?aaeoaeae. Aieae e Eaae
ieooo: “AEeciue ethaiai /aeiaaea i?ioaeaao eaeei-oi ii?aaeaeaiiui
ia?acii, eioi?ue ii aeaeaao ooaa?aeeoue, iiaeaea?aeaoue,
i?iaeaiiino?e?iaaoue, aeaeay yoio ia?ac iineaaeiaaoaeueiui, c?eiui e
ociaaaaiui ni noi?iiu. Iineieueeo ia?ac aeecie iineaaeiaaoaeai e
iaaeyaeai, i?eaea?aeeaathueany aai eeoea nei?aa anaai aoaeoo
aaeeiiia?acii ?aaae?iaaoue ia eiiioieeaoeee ia?eaoeiaa, aoaeoo
i?eia?aoaoue iaeeiaeiaua eee noiaeiua oiaa?u.” Ia?ac aeecie i/aiue
aaaeiay oa?aeoa?enoeea aeey i?iaeaeaeaiey oiaa?a, aa iaiaoiaeeii
o/eouaaoue a ?aeeaia. *anoi a ?aeeaia iieoiaoaeth i?aaeeaaatho ia i?inoi
oiaa?, ii e naycaiiue n iei ia?ac aeecie. Oae, neaa?aou Eyiae
annioeee?othony n ioaaaeiui e ioaeanoaaiiui iooaoanoaaiieeii ec
?aeeaiiiai ?ieeea e niioaaonoaothuei ia?acii aeecie, a eioa Oieaeaea?n a
i?aaenoaaeaiee c?eoaeae ieacuaaaony naycaii n niaa?oaiii ae?oaie
aeeciueth: oeoei naiaeiui n/anoueai.

Oei ee/iinoe e i?aaenoaaeaiea i naiii naaa. “Oei ee/iinoe-
niaieoiiinoue ioee/eoaeueiuo ineoieiae/aneeo oa?aeoa?enoee /aeiaaea,
iaania/eaathueo ioiineoaeueiua iineaaeiaaoaeueiinoue e iinoiyinoai aai
ioaaoiuo ?aaeoeee ia ie?oaeathuoth n?aaeo”. Ia?ac, eioi?ue
au?eniauaaaony a ?aeeaia oiaa?ia aeieaeai auoue aeecie i?aaenoaaeaieyi i
naaa iioaioeeaeueiiai iieoiaoaey. Ciaiey i oeia ee/iinoe /aeiaaea,
iicaieytho i?iaiice?iaaoue aai iieoiaoaeueneia iiaaaeaiea.

?aoa?aioiua a?oiiu – a?oiiu, ieacuaathuea i?yiia eee einaaiiia aeeyiea
ia ioiioaiey eee iiaaaeaiea /aeiaaea. Ia?eaoieiae no?aiyony auyaeoue ana
?aoa?aioiua a?oiiu eiie?aoiiai ?uiea, ia eioi?ii iie i?iaeatho naie
oiaa?u.

Eioea? auaeaeyo o?e iooe aeeyiey ?aoa?aioiuo a?oii:

“1.Eiaeeaeae noaeeeaaaony n iiauie aeey iaai i?iyaeaieyie iiaaaeaiey e
ia?acaie aeecie.

2.A?oiia aicaeaenoaoao ia ioiioaiey eiaeeaeaea, aai i?aaenoaaeaiey i
naiii naaa, iineieueeo ii, eae i?aaeei, no?aieony “aienaoueny” a
eieeaeoea.

3.A?oiia iiaeoaeeeaaao eiaeeaeaea e eiioi?iiinoe, /oi iiaeao iiaeeyoue
ia auai? ei eiie?aoiuo oiaa?ia e ia?ie.”

Aeeyiea a?oiiu neacuaaaony aua neeueiaa, eiaaea oiaa? yaeyaony
?aaeueiinoueth aeey oao, eiai iieoiaoaeue oaaaeaao. ?aoa?aioiie a?oiiie
iiaoo auoue eae i?aaenoaaeoaee oiai eeann e eioi?iio i?eiaaeeaaeeo
iieoiaoaeue, oae e i?aaenoaaeoaee aieaa aunieiai eeanna, n aieaa
aunieeie aeioiaeaie.

Ineoieiae/aneea oaeoi?u. ?yae ineoieiae/aneeo iiiyoee, oaeeo eae iioea,
aini?eyoea, onaiaiea, oaaaeaeaiey, ioiioaiea, aeoeaii i?eiaiythony i?e
eco/aiee iio?aaeoaeae.

Iioea.” Iioea – ioaeaea, noaaoay noieue ianoiyoaeueiie, /oi canoaaeyao
/aeiaaea eneaoue iooe e niiniau aa oaeiaeaoai?aiey.” A neooaoeee n
iieoiaoaeai iioea, oi anoue iaiaoiaeeiinoue i?eia?aoaiey oiai eee eiiai
yaeyaony i?e/eiie iieoiee.

Aini?eyoea. Eae aini?eieiaao iio?aaeoaeue oiaa? e oi /oi n iei naycaii
(?aeeaio, oiaeiaeo)? Enneaaeiaaoaee n/eoatho, /oi aeey aieaa
yooaeoeaiiai aini?eyoey ?acae?aaeeoaee (a aeaiiii neo/aa eioi?iaoeey i
oiaa?a) aeieaeiu auoue naycaiu n ianouiuie iio?aaiinoyie iieoiaoaey, eo
aeieaeiu iaeeaeaoue, iie aeieaeiu ?acei ioee/aoueny io iau/iuo.

Onaiaiea. “Onaiaiea – ii?aaeaeaiiua ia?aiaiu i?ienoiaeyuea a iiaaaeaiee
eiaeeaeaea iiae aeeyieai iaeiieaiiiai ei iiuoa.” Iio?aaeoaeue oaea
iieueciaaeny aiaeiae/iuie oiaa?aie ae?oaeo ia?ie, e ii oaea aini?eieiaao
e?eoe/ii iiaue oiaa?, aio anoue n /ai aai n?aaieoue. Oae ethaee,
aeaiueae eioi?uo i?iiaee a “III” eee “Oeaaoa” n iaiueoei aeiaa?eai
ioiineoueny e ae?oaei eiiia?/aneei aaieai e aeoeeiia?iui iauanoaai.

Oaaaeaeaiey. “Oaaaeaeaiea – iuneeoaeueiay oa?aeoa?enoeea eiaeeaeaeii
/aai-eeai”. Iieoiaoaee iuneaiii iaaeaeytho oiaa?u ii?aaeaeaiiuie
ea/anoaaie, aoaeue oi ia iniiaa oaea niaa?oaiiie iieoiee, ?aeeaiu, eee
iocuaia ciaeiiuo.

Ioiioaiea. “Ioiioaiea- neiaeeaoaany ia iniiaa eiathueony ciaiee
onoie/eaay aeaaii?eyoiay eee iaaeaaii?eyoiay ioeaiea eiaeeaeaeii
eaeiai-eeai iauaeoa eee eaeae, eniuouaaaiia e iei /oanoai e
iai?aaeaiiinoue aiciiaeiuo aeaenoaee.” Iieoiaoaeae iiaeii ?acaeaeeoue ii
eo ioiioaieth e aeaiiiio oiaa?o, eo ioiioaiea iiaeao auoue
ainoi?aeaiiui, iieiaeeoaeueiui, aac?acee/iui, io?eoeaoaeueiui eee
a?aaeaeaaiui. Oeaeue ia?eaoeiaa au?aaioaoue eae iiaeii aieaa
aeia?iaeaeaoaeueiia ioiioaiea e oiaa?o e e oe?ia a oeaeii.

* *

*

“Aianoi oiai /oiau ?aca?anuaaoue oiaa?u, aecian auoyaeaaao ec
iio?aaeoaey aai cai?inu e iuoaaony eo oaeiaeaoai?eoue.” Ciaiey i
cai?inao ?acee/iuo eaoaai?ee iio?aaeoaeae, ananoi?iiiaa enneaaeiaaiea eo
iio?aaiinoae eaaeeo a iniiaa naaiaioe?iaaiey ?uiea. ?uiie naaiaioe?otho
ii o?ai iniiaiui i?eioeeiai: aeaiia?aoe/aneiio, aaia?aoe/aneiio o
ineoia?aoe/aneiio, ia aeaeaei ia anaaaea eniieueciaaiea eeoue iaeiiai ec
yoeo i?eioeeiia yaeyaony aeinoaoi/iui aeey iieo/aiey iauaeoeaiie ea?oeiu
iio?aaeoaeueneiai ?uiea. I?e iaiaoiaeeiinoe yoe i?eioeeiu iiaoo auoue
eniieueciaaiu iaeiia?aiaiii, /oi naeaeaao enneaaeiaaiea iaeaieaa iieiui
e en/a?iuaathuei, a oae aea iicaieeo aeiaeoueny oniaoa a i?iaeaeaeaiee
i?iaeoeoeee. “Ethaee iieoiatho aaue ia ?aaee aauae, a aeey oiai, /oiau
eo eae-oi eniieueciaaoue. Iie i?eia?aoatho eo n oeaeueth ?aoeoue naie
i?iaeaiu.” Oieueei aeineiiaeueii ciay yoe i?iaeaiu, aeoaiei i?iieeioa a
eo nooue, oe?ia iiaeao iiii/ue iio?aaeoaeyi e aeinoe/ue nianoaaiiiai
i?ioeaaoaiey.

O?yinen Aeae. ?iaeaea?n “IBM. Acaeyae ecioo?e. *aeiaae. Oe?ia.
Ia?eaoeia.” I “I?ia?ann” 1990 n.146

Nyieaeae *., O?aeao?aa? A., ?iooeie E. “?aeeaia: oai?ey i?aeoeea” I
“I?ia?ann” 1989 n.142

Eioea? Oeeeii “Iniiau ia?eaoeiaa” I “I?ia?ann” 1990 n.182

oai aea n.204

oai aea n. 272

Nyieaeae *., O?aeao?aa? A., ?iooeie E. “?aeeaia: oai?ey i?aeoeea” n.144

oai aea n. 146

oai aea

Eioea? Oeeeii “Iniiau ia?eaoeiaa” n. 192

oai aea n. 195

Nyieaeae *., O?aeao?aa? A., ?iooeie E. “?aeeaia: oai?ey i?aeoeea” n.145

Nyieaeae *., O?aeao?aa? A., ?iooeie E. “?aeeaia: oai?ey i?aeoeea” n.
149

Eioea? Oeeeii “Iniiau ia?eaoeiaa” n. 196

oai aea n.190

Eioea? Oeeeii “Iniiau ia?eaoeiaa” n. 197

oai aea n. 202

oai aea n. 203

oai aea n. 203

Iie Oieai “Ia/eiath naia aeaei” I “Oaeno” 1992 n.151

O?yinen Aeae. ?iaeaea?n “IBM. Acaeyae ecioo?e. *aeiaae. Oe?ia.
Ia?eaoeia.” n.174

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