Маркетинг

Ainoaea?noaaiiue eiieoao ?O ii aunoaio ia?aciaaieth

Iineee ainoaea?noaaiiue oieaa?neoao

Yeiiiie/aneee oaeoeueoao

NIAEANIAAII: OOAA?AEAeATH:

Aeaeai oaeoeueoaoa yeiiiieee I?i?aeoi? ii o/aaiie
?aaioa

___________ A.I.IIIIAE*
______________

“______”____________ 1997 a. “______” _____________
1997 a.

EO?NIAIE I?IAEO:

I A ? E A O E I A

AUIIEIEE NOOAeAIO:

_________________

A?OIIA: ________

I?iaa?ee:

ae.n.i., i?io. Aeaauaeaiei A.A.

Ioeaiea:

Iine – 1997 a.

– 4 –

A A A Ae A I E A

Auiieiaiea eo?niaiai i?iaeoa ii ia?eaoeiao yaeyaony aaaeiaeoei
i?aeoe/aneei

iaoiaeii inaiaiey nia?aiaiiiai ia?eaoeiaa, eino?oiaioii iiieiaiey
oaoiieiaee i?e-

iyoey ia?eaoeiaiauo ?aoaiee, a oaeaea eeth/aaui n?aaenoaii iaeaaeaiey
?aaioie ia?ea-

oieiaa ia i?aaei?eyoee ethaie oi?iu nianoaaiiinoe.

Eo?niaie i?iaeo ninoieo ec aeaoo /anoae, niioaaonoaothueo
no?oeoo?a eo?na:

iienaiea ia?eaoeiaiaie aeayoaeueiinoe oe?iu ia o?iaia “iia?aoeaiiai
ia?eaoeiaa” e

ia o?iaia “no?aoaae/aneiai ia?eaoeiaa”. A ia?aie /anoe iaiaoiaeeii
inouanoaeoue

iienaiea oe?iu e i?iaanoe aiaeec ia iniiaa iaoiaeeee neooaoeeiiiiai
aiaeeca (iaia-

oiaeeii ioaaoeoue ia ana aii?inu i?eeaaaaiie ieaea iaoiaeeee
neooaoeeiiiiai aiaeeca).

Niaea?aeaiea aoi?ie /anoe eo?niaiai i?iaeoa iniiaaii ia
eniieueciaaiee /aou?ao

iaoiaeee no?aoaae/aneie naaiaioecaoeee ?uieia aeey eiie?aoiie oe?iu:
(1) ii iio?a-

aeoaeyi, (2) ii iniiaiui eiieo?aioiai, (3) ii ia?aiao?ai aiaeeca neeu e
neaainoe

oe?iu a eiieo?aioiie ai?ueaa, (4) ii oicyenoaaiiiio i?ioeeth, –
iaoiaeee, oe?iei

i?eiaiyaiuo ia Caiaaea. Aeaiiua iaoiaeeee a ii?aaeaeaiiie ia?a
ia?a?aaioaiu e aaeai-

oe?iaaiu aaoi?ii eo?niaiai i?iaeoa i?eiaieoaeueii e ?inneeneei
oneiaeyi, enoiaey

ec i?aeoeee ?aaiou ni nooaeaioaie-cai/ieeaie Iineiai oeeeaea Iineianeie
eiiia?-

/aneie aeaaeaiee a 1992 aiaeo, ni nooaeaioaie-aeiaaieeaie e ni
nooaeaioaie-aa/a?ieea-

ie oaeoeueoaoa yeiiiieee e oi?aaeaiey Iineiai oaoie/aneiai oieaa?neoaoa
a 1993 e

1994 aiaeo.

Iniiaiay eaeay, caeiaeaiiay a eo?niaii i?iaeoa, naycaia n oai,
/oi nooaeaio

aeieaeai auiieieoue yoio i?iaeo ia eiie?aoiii i?aaei?eyoee (oe?ia).
Nooaeaio-yeiii-

ieno eae IiAO, oae e IiAOO, aiiaua aiai?y, iiaeao eiaoue naith oe?io
(i?aaei?eyoea),

eeai ?aaioaoue ia iae, eeai, a e?aeiai neo/aa, iaeaaeaoue naiaiaeiui
aeinooiii ia

oe?io eae ia iauaeo ia?eaoeiaiaiai enneaaeiaaiey. Eae iieacaea
i?aeoeea, naaiae-

iyoiea aaeoo?eaiou, iinooiathuea ia YO IiAO e OYO IiAOO, a naiai
aieueoeinoaa,

oaeiaeaoai?ytho oeacaiiui o?aaiaaieyi e e iiiaioo iaienaiey eo?niaiai
i?iaeoa, eae

i?aaeei, eiatho oaea eiio?aeo ia ?aaioo ii niaoeeaeueiinoe n eaeie-eeai
oe?iie.

Nooaeaiou, ia eiathuea aiciiaeiinoe iieo/eoue naiinoiyoaeueiue e
naiaiaeiue aein-

ooi e ?aaeueiiio (“aeeaiio”) iauaeoo ia?eaoeiaiaiai enneaaeiaaiey e,
neaaeiaaoaeueii,

e niioaaonoaothuae no?aoaae/aneie eioi?iaoeee, auiieiytho aeaiiue
eo?niaie i?iaeo

eeai n iiiiuueth iieo/aiey eioi?iaoeee o naieo ?iaeeoaeae, aeeceeo
?iaenoaaiieeia,

ae?ocae e ciaeiiuo; a neo/aa aea i?eioeeieaeueiie iaaiciiaeiinoe aueoe
ia i?aaei?eyoea

(oe?io) – ia iniiaa eeoa?aoo?iuo enoi/ieeia (oi anoue i?iaiaeyo
ia?eaoeiaiaue aia-

eec niioaaonoaothueo ia?aiao?ia “ieoe/aneie oe?iu”). A yoii neo/aa
eo?niaie i?i-

aeo i?eia?aoaao noaoon “o/aaiiai” (a ia “i?aeoe/aneiai”), e nooaeaioii
i?iaeaeuaa-

aony aiaeiae/iay eioaeeaeooaeueiay ?aaioa, /oi e a aa?eaioa n “aeeaie
oe?iu”, ii

ia iniiaa eco/aiey eeoa?aoo?u. A iineaaeiai neo/aa i?aeoe/aneay
yooaeoeaiinoue

eo?niaiai i?iaeoa, iiiyoii, ?acei nieaeaaony, iioiio /oi enoeiiia
iiieiaiea “aee-

auo” ia?eaoeiaiauo i?iaeai inoaaony eae au “ca eaae?ii”.

1-e ?acaeae

———-

IIA?AOEAIIA IIENAIEA OE?IU: AIOO?AIIssss E AIAOIssss N?AAeA

A yoio ?acaeae eo?niaiai i?iaeoa aoiaeeo ?ac?aaioea nooaeaioii
eeth/aauo ia?a-

iao?ia (i?eciaeia, ia?aiaiiuo), iienuaathueo aioo?aiithth e aiaoithth
n?aaeo oe?iu, a

oaeaea, a oaeaea ioaaou ia aii?inu iaoiaeeee neooaoeeiiiiai aiaeeca.

1.1. Iacaaiea oe?iu, aa io?aneaaay i?eiaaeeaaeiinoue, iniiaiua
aeaeu aeayoaeue-

iinoe (oeaaeeoa):

______________________________________________________________

1.2. Iniiaiua oeaee oe?iu, iniiaiua oeaee ia?eaoeiaa, oeaee e
i?ioeaaeo?u ieaie-

?iaaiey, ia?eaoeiaiaua ?aoaiey, eo aiaeec e eiio?ieue, no?oeoo?u
ia?aoiuo naycae

(oeaaeeoa e iieoeoa):

______________________________________________________________

– 5 –

Oaeoi?u

aiaoiae

n?aaeu:

Iae?iyeiiiie/aneea +——————+ +————-+

——————– ¦Aioo?aiiyy n?aaea ¦ ¦ Oeaee oe?iu: ¦

I?aaiaua ¦oe?iu: +—¦ – +—–+

——————– ¦ +—¦ – ¦ ¦

Iieeoe/aneea ¦ ¦ ¦ – ¦ ¦

——————– ¦ ¦ +————-+ ¦

O?iaie eioeyoeee ¦ ¦ ¦ ¦

——————– ¦ ¦ +—————-+ ¦

Iaeiae ¦ ¦ ¦Oeaee ia?eaoeiaa:¦ ¦

——————– ¦ +—¦- ¦ ¦

Iaaeaeoia?. ioiioaiey ¦ ¦___¦- +–¦

——————– ¦ ¦ ¦- ¦ ¦

Nioeeaeueiay n?aaea +——————+ +—————-+
¦

——————- ¦ +——+——+ ¦

Ae?oaea iae?i- ¦ ¦Ieaie?iaaiea ¦ ¦

oaeoi?u: ¦ ¦ +—–¦

——————- ¦ +————-+ ¦

¦ ¦ ¦

+————————-+ +————-+ ¦

¦AIAEEC OAEOI?IA AIAOIAE E¦ ¦Ia?eaoeiaiaua¦ ¦

¦AIOO?AIIAE N?AAeU OE?IU ¦ ¦?aoaiey: +—-¦

+————————-+ ¦ ¦ ¦

¦ ¦ +————-+ ¦

¦ ¦ ¦ ¦

¦ ¦ +————-+ ¦

¦ ¦ ¦ Aiaeec e ¦ ¦

¦ +—————¦ eiio?ieue +—-¦

¦ ¦ ¦ ¦

¦ +————-+ ¦

¦ +———–+ ¦ ¦

¦ ¦ Ia?aoiua ¦ ¦ ¦

+————–¦ nayce +——————+

¦ ¦

+———–+

?en. 1. IIENAIEA OE?IU E AA IE?OAEAIEss

______________________________________________________________

I?eia/aiea. Ia iniiaa i?aaeeaaaaiie noaiu a eo?niaii i?iaeoa
o?aaoaony

ia/a?oeoue iniiaiua aeiee e no?oeoo?iua nayce, caoeene?iaaoue iniiaiua
ia?aiao?u

e i?iaiaeece?iaaoue eeth/aaua ia?aiaiiua aioo?aiiae n?aaeu oe?iu e aa
ie?oaeaiey,

a oaeaea aeeyiey ia yoe ia?aiao?u oaeoi?ia aiaoiae n?aaeu.

1.3. Aioo?aiiyy n?aaea oe?iu: oaoiieiaee, i?iaeoeou, ia?ni-

iae, oeiainu, no?oeoo?u oi?aaeaiey (oeaaeeoa e iieoeoa):

______________________________________________________________

– 6 –

E oeaeyi i?aaei?eyoey (oe?iu), eae i?aaeei, ioiinyony: yooaeoeaiia
i?iecaiaen-

oai, aica?auaiea eaieoaeiaeiaeaiee (eiaanoeoeee), aeinoaoi/ii aunieay
iieaoa o?oaea

ia?niiaea (“/oiau ?aai/ee iia aeeoue aeinoieii” – O.Oyeei?), auiieiaiea
nioeeaeueiuo

iaycaiiinoae ia?aae ia?niiaeii e o.i.

A eo?niaii i?iaeoa o?aaoaony eiie?aoece?iaaoue oeaee
i?aaenoaaeyaiiai i?aaei?e-

yoey, i?e/ai naeaeaoue yoi o?aaoaony aeinoaoi/ii ?aaeenoe/ii.

E oeaeyi ia?eaoeiaa, eae i?aaeei, a oeaeii ioiinyo: oaeiaeaoai?aiea
ioaeae, iio-

?aaiinoae e cai?inia eeeaioia oe?iu, iaania/aiea aunieiai iauaia
i?iaeaae, ?inoa

oaiia i?iaeaae, ?inoa eiieo?aioiiniiniaiinoe, caaiaaaiea ii?aaeaeaiiuo
aeieae e naa-

iaioia ?uiea, ?ino ii?iu i?eauee e anao aa i?iecaiaeiuo
(ninoaaeythueo), caaiaaa-

iea oi?ioaai eieaeaea (ia?aca) oe?iu, iiceoeeiie?iaaiea oi?aiauo
ia?ie e iiiaea

ae?oaea. Oi, /oi oa?aeoa?ii eiaiii aeey aeaiiie oe?iu, e iaiaoiaeeii
iienaoue a eo?-

niaii i?iaeoa. A eo?niaii i?iaeoa o?aaoaony oi/ii caoeene?iaaoue,
eaeea eiaiii

oeaee ia?eaoeiaa aeey aeaiiie i?aaenoaaeaiiie oe?iu caeiaeaiu
?oeiaiaenoaii oe?iu,

eee, a ae?oaeo oa?ieiao, EI? – eeoeaie, i?eieiathueie ?aoaiey.

Iai?eia?, a no?aoaae/aneii ia?eaoeiaa e oi?aaeaiee oe?i no?ai
?acaeoiai ea-

ieoaeecia auaeaeytho aaciaua e iia?aoeaiua oeaee, oeaee aeieain?i/iiai
ieaie?iaaiey,

oeaee ii yooaeoeaiinoe i?iecaiaenoaa e oeaee i?aaiecaoeee (ni. oaae.
1.1. a I?eeiaea-

iee). Aeey eaaeaeie oe?iu eiathony eae iaeioi?ua iauea oeaee, oae e
nianoaaiiua oeaee

oe?iu noaoai eiaeeaeaeoaeueiiai e a?oiiiaiai oa?aeoa?a, io?aaeathuea
i?eaeiaeueiinoue e

ianoaiaea?oiinoue aa aioo?aiiae n?aaeu, aeeythuae ia iiauoaiea
oaeoi?ia eiieo?aio-

iiniiniaiinoe oe?iu aiiaua.

A i?ioeannu ia?eaoeiaiaiai ieaie?iaaiey, eae i?aaeei, aoiaeeo
neaaeothuee e?oa

i?iaeai: i?iaiice?iaaiea ?uieia, auai? ?uieia, auai? iiauo oiaa?ia,
eniuoaiea

iiauo oiaa?ia, oi?aaeaiea i?iecaiaenoaii oiaa?ia e iiiaia ae?oaia.
I?ioeannu no?a-

oaae/aneiai ieaie?iaaiey iau/ii ?aaeecothony iinea aeoaieiai aiaeeca
oaeoi?ia

aiaoiae e aioo?aiiae n?aaeu oe?iu, ?uii/iie neooaoeee, iieoiaoaeae,
eiieo?aioia,

oiaa?a e o.i. No?aoaae/aneia ieaie?iaaiea oanii naycaii ni
no?aoaae/aneei oi?aa-

eaieai oe?iie e iaiin?aaenoaaiii eanaaony no?aoaae/aneiai ia?eaoeiaa.

Aeaeaa neaaeoao aunooieoue a ea/anoaa yenia?oa e ioaaoeoue ia ana
aii?inu i?aae-

eaaaaiie ieaea iaoiaeeee neooaoeeiiiiai aiaeeca:

I a o i ae e e a n e o o a oe e i i i i a i a i a e e c a

———————————————————-

Eino?oeoeey yenia?oo:

1. Ioaaou ia aii?inu aeathony oieueei a ienueiaiiie oi?ia, ia
aeaiiue iiiaio

a?aiaie. 2. Ia eaaeaeue aii?in aeaaony iaeaieaa iieiue ioaao, a
caaeneiinoe io ni-

aea?aeaiey aii?ina. 3. Ioaao aeaaony, ii aiciiaeiinoe, ii neaaeothuae
no?oeoo?a: 3.1.

Ioaao ii nooe aii?ina. 3.2. I?aaeeiaeaiey ii aiciiaeiui iaaeaaii?eyoiui
eciaiaieyi

e aiciiaeiua aeaenoaey ia iaaeaaii?eyoiua eciaiaiey. 3.3. I?aaeeiaeaiey
ii iaeniieue-

ciaaiiui aiciiaeiinoyi e i?aaeiieaaaaiua aeaenoaey ii
iaeniieueciaaiiui aiciiaeiin-

oyi. 3.4. Aiaeec aiiaue iiyaeythueony aiciiaeiinoae e i?aaeiieaaaaiua
aeaenoaey ia

aiiaue iiyaeythueany aiciiaeiinoe. 3.5. Aiaeec ia?u
iaoaeiaeaoai?eoaeueiiai ninoiyiey

e i?aaeiieaaaaiua aeaenoaey ia iaoaeiaeaoai?eoaeueiia ninoiyiea
(iai?eia?: iaiaoiaee-

iua eciaiaiey). 3.6. Aiaeec cai?auathueo oaeoi?ia e i?aaeiieaaaaiua
/iaiaoiaeeiua/

aeaenoaey ia cai?auathuea oaeoi?u. 3.7. Aiaeec naea?aeeaathueo oaeoi?ia
e iaiaoiaeeiua

aeaenoaey ia naea?aeeaathuea oaeoi?u. 3.8. Aiaeec niinianoaothueo
oaeoi?ia e iaiaoi-

aeeiua aeaenoaey ia niinianoaothuea oaeoi?u. 3.9. Ciiu i?eeiaeaiey
oneeee ia: (1)

niinianoaothuea oaeoi?u; (2) iaeo?aeecaoeeth naea?aeeaathueo oaeoi?ia;
(3) o?ainoi?ia-

oeeth naea?aeeaathueo eee cai?auathueo oaeoi?ia. 4. Caeeth/eoaeueiue
aiaeec eioi?iaoeee

ii eaaeaeiio ?acaeaeo (?uiee, oiaa?u, iiaua oiaa?u, iieoiaoaee e
o.ae.): any eioi?-

iaoeey iaiauaaony e naiaeeony a iauoth oaaeeoeo ii a?aoai – neeueiua
noi?iiu e neaaua

noi?iiu ia?eaoeaiaie aeayoaeueiinoe oe?iu, n niioaaonoaothuae ioeaieie.

A i i ? i n u n e o o a oe e i i i i a i a i a e e c a

———————————————————-

(ioaaou aeathony oieueei a ienueiaiiie oi?ia, ia aeaiiue iiiaio
a?aiaie)

A?OIIA 1: ? U I E E

N 1. Ia eaeeo ?uieao ?aaioaao oe?ia ? N 2. Eaeea ec ieo iniiaiua
(iaeaieaa

aaaeiu) aeey aa i?ioeaaoaiey ? N 3. Eaeiaa iauay aieinoue eaaeaeiai
?uiea ? N 4. Eaei-

aa eiii?oiay aieinoue eaaeaeiai ?uiea ? N 5. Eaeiau iniiaiua naaiaiou
eaaeaeiai ?ui-

ea, eioa?anothuea iaoo oe?io ? N 6. Eaeiaa aieinoue eaaeaeiai naaiaioa
eaaeaeiai ?ui-

ea, oiiiyiooiai a aii?ina N 5 ? N 7. Eaeiaa eiii?oiay aieinoue
eaaeaeiai naaiaioa

eaaeaeiai ?uiea, oiiiyiooiai a aii?ina N 6 ? N 8. Eaeiau i?iaiicu
aeeaeaeoaai (0,5

aiaea – 1 aiae) ?acaeoey: 8.1. Iauae aieinoe eaaeaeiai ?uiea ? 8.2.
Eiii?oiie aiein-

oe eaaeaeiai ?uiea ? 8.3. Aieinoe iniiaiuo naaiaioia eaaeaeiai ?uiea,
eioa?anothuea

iaoo oe?io (niioaaonoaaiii ioieoa 5) ? 8.4. Eiii?oiie aieinoe
eaaeaeiai naaiaioa

eaaeaeiai ?uiea, eioa?anothuea iaoo oe?io (niioaaonoaaiii ioieou 5,7)?
N 9. Eae

?aniieaaathony ?uiee, ia eioi?uo iu aeaenoaoai, ii ?aiaai eiiia?/aneie
yooaeoea-

iinoe yenii?oa ? N 10. Aaea iiaoo auoue iiaua ?uiee aeey oiaa?ia
iaoaai i?aaei?ey-

oey? N 11. Eaeiaa eiiutheoo?a ii eaaeaeiio ec ?uieia ii ioieoo 1 e
eaeaeiio ec oiaa-

?ia iaoae oe?iu ia ieo ? N 12. Eaeea i?iaiice?othony n?aaeian?i/iua (2-3
aiaea) ec-

iaiaiey e ii/aio ? N 13. Eae neaaeoao ioaaoeoue iaoae oe?ia ia yoe
aiciiaeiua ecia-

– 7 –

iaiey ? N 14. Ana ee naeaeaii aeey yoiai ? N 15. Niioaaonoaotho ee iaoe
i?iecaiaen-

oaaiiue e nauoiaie iioaioeeaeu oaiaeaioeeyi eciaiaiey ?uiea ii ioieoo 8
ia aeeaeae-

oea 2 – 3 aiaea ? N 16. Eaeiau iaoe n?aaeian?i/iua (2-3 aiaea) ieaiu
ii eaaeaeiio

?uieo ioieoa 1 e ii/aio ? N 17. O/eouaaai ee iu ?acoeueoaou
n?aaeian?i/iuo (2-3

aiaea) i?iaiicia ? N 18. Iieoiatho ee iio?aaeoaee a iaeaieaa aaaeiuo
aeey ian naa-

iaioao iaoe oiaa?u ? N 19. Eaeoth aeieth eaaeaeiai naaiaioa caieiatho
oiaa?u iaoaai

i?aaei?eyoey (a noieiinoiii au?aaeaiee) ? N 20. Niae?aainy ee iu
?anoe?youe i?iaeaaeo

a eaaeaeii eee iaeioi?ii ec naaiaioia ? N 21. *oi iu aeaeaai aeey yoiai
? N 22. *oi

aeeyao ia ni?in ii ioiioaieth e oiaa?ai iaoae oe?iu (ia?a/eneeoue
iieiaeeoaeueiua e

io?eoeaoaeueiua oaeoi?u) ?

______________________________________________________________

A?OIIA 2: O I A A ? U (O N E O A E)

N 23. Eaeiau iniiaiua oiaa?u (oneoae /a aeaeueiaeoai neiai “oneoae” –
iioneaao-

ny/) aaoae oe?iu ? Eaeiau ec ieo yenii?oiua ? N 24. Ia eaeie noaaeee
aeeciaiiiai

oeeeea iaoiaeeony eaaeaeue ec ieo? N 25. Eaeiaa eiieo?aioiiniiniaiinoue
eaaeaeiai oiaa-

?a ia eaaeaeii ?uiea e a eaaeaeii naaiaioa ? N 26. Eae e ii/ai
neaaeoao ?anoe?youe

(noaeaoue) anni?oeiaio e ia?aiao?e/aneea ?yaeu oiaa?a (ia) ? N 27. Ia
eaeea ?uiee e

naaiaiou neaaeoao aaanoe iiaua oiaa?u e ii/aio ? N 28. Eae eniieuecotho
iio?aaeoaee

iaoe oiaa?u (oeie/iua e iao?eaeaeueiua niiniau i?eiaiaiey) ? N 29. Eaeea
o?aaiaa-

iey i?aaeuyaeytho iio?aaeoaee e yoei oiaa?ai? N 30. O/eouaaai ee iu
ioaaou ia

ioieou 25-29 i?e ?ac?aaioea iiauo ecaeaeee ? N 31. Eaeia anni?oeiaio
oiaa?ia ia-

oae oe?iu a eaaeaeie no?aia ? N 32. Eae aai iaaei eciaieoue, /oiau
oi?aiaey oea on-

iaoiaa ? N 33. Eaeea oaeoi?u ii?aaeaeytho iieoieo iaoaai oiaa?a a
eaaeaeie ec no?ai,

eoaea iu aai yenii?oe?oai ? N 34. O/eouaaai ee iu ioaaou ia ioieou 31-33
i?e ?ac-

?aaioea iiauo ecaeaeee e aaaaeaiee eo ia ?uiee ? N 35. Iinoaaeaia ee
ia?aae i?iec-

aiaenoaaiieeaie e nauoiaeeaie caaea/a: “Ioeue aeaoaeoia” ? N 36. *oi
aeaeaaony aeey aa

?aaeecaoeee ? N 37. Ianeieueei yooaeoeaiu yoe ia?u ? N 38. *oi
naeaeaii aeey oiai,

/oiau iao oiaa? aue aaconeiaii ociaaaai n?aaee ae?oaeo aiaeiae/iuo ? N
39. Aoaeao

ee iao oiaa? e a aeaeueiaeoai iaeaaeaoue aunieeie iio?aaeoaeueneeie
naienoaaie ii

n?aaiaieth n oiaa?aie eiieo?aioia ? N 40. Neaaeoao ee oeo/oaoue aai
eiieo?aioiinii-

niaiinoue ? N 41. Eaeia aeieaeai auoue ia?aiao?e/aneee ?yae eaaeaeiai ec
iaoeo oiaa?ia?

N 42. Ioaa/aao ee aiaoiee aeae iaoaai oiaa?a nia?aiaiiiio aeecaeio e
o?aaiaaieyi

iieoiaoaeae (ioaeaeueii ii eaaeaeiio ecaeaeeth) ? N 43. Eaeia iauai
aica?auaaiuo iieo-

iaoaeyie oiaa?ia (ioaeaeueii ii eaaeaeiio ecaeaeeth) ? N 44. A /ai
i?e/eiu aica?aoa

(ii eaaeaeiio ecaeaeeth) ? N 45. *oi naeaeaii, /oiau oiaiueoeoue
aica?ao (ii eaaeaeiio

ecaeaeeth) ? N 46. Eaeiaa yooaeoeaiinoue i?eiyouo ia? (ii eaaeaeiio
ecaeaeeth) ?

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– 8 –

A?OIIA 3: I I A U A O I A A ? U (O N E O A E)

A?OIIA 3.1. “CA?EAEI” IIAIAI OIAA?A: IAUAss OA?AEOA?ENOEEA

N 47. Aiciiaeiay i?eaueueiinoue (ii aiaeai) a ia?aua o?e aiaea
i?iaeaaee ? N 48. No-

uanoaothuea eiieo?aiou ? N 49. Aiciiaeiua eiieo?aiou ? N 50. Aieinoue
?uiea ? N 51.

O?iaaiue iaiaoiaeeiuo eiaanoeoeee a i?iecaiaenoai ? N 52. Iaoaioiay
caueoa ? N 53.

Noaiaiue ?enea (ii ioiioaieth e eiiia?/aneie yooaeoeaiinoe yenii?oa
oiaa?a) ?

______________________________________________________________

A?OIIA 3.2. “CA?EAEI” IIAIAI OIAA?A: ?UII*Ass OA?AEOA?ENOEEA

N 54. Eiiutheoo?a e oaiaeaioeee ?uiea ca iineaaeiea 5 eao ? N 55.
N?aaieoaeueiay

oa?aeoa?enoeea iaoaai e eiieo?e?othueo oiaa?ia ? N 56. Aiciiaeiay
aeeeoaeueiinoue

aeeciaiiiai oeeeea iaoaai oiaa?a ? N 57. Eaeia eieaeae iaoaai
i?aaei?eyoey e iieoia-

oaeae e eae eciaieony ii a ?acoeueoaoa aaaaeaiey ia ?uiie yoiai iiaiai
oiaa?a ? N

58. Eae aicaeaenoaotho naciiiua oaeoi?u ia iao oiaa?? N 59. Eaeea
yiioeee niiniaai

aucaaoue iao oiaa? o iieoiaoaeae?

______________________________________________________________

A?OIIA 3.3. “CA?EAEI” IIAIAI OIAA?A: I?IECAIAeNOAAIIAss
OA?AEOA?ENOEEA

N 60. ?aaeai ee na?eeiue auione iiaiai oiaa?a e ia /ai iniiauaaaony
yoi noae-

aeaiea ? N 61. Neieueei a?aiaie iio?aaoaony aeey ia/aea na?eeiiai
auionea? N 62.

Eaeea o?oaeiinoe iiaoo aicieeiooue i?e i?aaiecaoeee i?iecaiaenoaa iiaiai
oiaa?a ? N

63. Ana ee iaiaoiaeeiua iaoa?eaeueiua ?ano?nu aeinooiiu ? N 64. Ana ee
iaiaoiaeeiua

niaoeeaeenou, ?aai/ea aeaenoaeoaeueii aioiau inaaeaaoue iiaue i?iaeoeo
? N 65. Aic-

iiaeii ee i?aaieciaaoue i?iecaiaenoai oiaa?a, i?iaeaaaaiiai iioii ii
eiieo?aioiinii-

niaiie oeaia ? N 66. Eaeei aeieaeai auoue aiaoiee aeae oiaa?a e aai
oiaeiaea?

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– 9 –

A?OIIA 3.4. “CA?EAEI” IIAIAI OIAA?A: ?UII*IUE OANO OIAA?A

N 67. Eae auno?i ioaeiu ?acoeueoaou oanoa ? N 68. Eaeiaa aeieaeia auoue
i?iaeieaeeoaeue-

iinoue oanoa ? N 69. A neieueeeo ai?iaeao aai neaaeoao i?iecaanoe ? N
70. A eaeeo

eiie?aoiuo ai?iaeao aeieaeai auoue i?iecaaaeai oano ? N 71. Aoaeao ee
nio?aiai, ian-

iio?y ia oano, io?ua io eiieo?aioia e ianeieueei yoio io?ua aoaeao
aeeeoaeai ii

a?aiaie ?

______________________________________________________________

A?OIIA 4: I I E O I A O A E E

N 72. Eaeea eiie?aoii ioaeaeueiua eeoea e oe?iu iieoiatho aaoe
oiaa?u; e eaeei

io?aneyi eiaeono?ee, naeueneiai oicyenoaa, cae?aaiio?aiaiey e o.ae. iie
i?eiaaeeaaeao

? N 73. Eaeea ec ieo iaeaieaa i?aaeii/oeoaeueiu aeey aan ? N 74. Eae
yoe naiua

i?aaeii/oeoaeueiua ioiinyony e iaoei oiaa?ai? N 75. *oi aeeyao ia eo
?aoaiea i ii-

eoiea ? N 76. Eaeiau iio?aaiinoe, canoaaeythuea iieoiaoue iao oiaa?, o
eaaeaeiai ia-

oaai eeeaioa (eiio?aaaioa oe?iu) ? N 77. Eaeiau ia?niaeoeau eciaiaiey
yoeo iio-

?aaiinoae o eiio?aaaioia, canoaaeythuea iieoiaoue iao oiaa? ? N 78.
Eaeiau ia?n-

iaeoeau eciaiaiey niiniaia oaeiaeaoai?aiey yoeo iio?aaiinoae o
eiio?aaaioia, can-

oaaeythuea naaiaeiy iieoiaoue iao oiaa? ? N 79. Eoi iaoe iioaioeeaeueiua
iieoiaoaee ?

N 80. Noi?ie?iaaee ee iu ia eaaeaeii ?uiea a?oiio iieoiaoaeae, eioi?uo
iiaeii n/e-

oaoue iinoiyiuie e eioi?ua iaania/eaatho iaoo yeiiiie/aneoth
aaciianiinoue, ?acaeoea

eiiia?/aneeo iia?aoeee a aoaeouai ? N 81. Eoi yaeyaony eeoeaie: a)
eieoeee?othueie

iieoieo; a) aeeythueie ia ?aoaiea i iieoiea; a) i?eieiathueie ?aoaiea;
a) iaiin-

?aaenoaaiii i?eia?aoathueie; ae) iaiin?aaenoaaiii iieuecothueie; a)
eniuouaathueie e

oi?ie?othueie iiaiea i iio?aaeoaeueiuo naienoaao oiaa?a ? N 82.
Neieueei oeiia ii-

oaioeeaeueiuo iieoiaoaeae iaoaai iiaiai oiaa?a iu auaeaeeee ?

______________________________________________________________

A?OIIA 5: A I O O ? A I I ss ss N ? A Ae A O E ? I U

/aieueoeinoai ia?aiaiiuo niaiaaeaao n ia?aiao?aie “aioo?aiiae

n?aaeu oe?iu” ec 1-e /anoe eo?niaiai i?iaeoa ii ia?eaoeiao/

N 83. Eaeiaa iioeaaoeey nio?oaeieeia ? Eae iia niioiineony n
oi?ie?iaaieai oe?-

iaiiie o?oaeiaie ii?aee, nicaeaieai aeaaii?eyoiiai ineoieiae/aneiai
eeeiaoa a eie-

eaeoeaa ? N 84. Eaeiai ia?aciaaiea nio?oaeieeia ? Eaeiaa ?aaeoeey ia
iiaoanoaa ? N

85. Eaeia iiuo nio?oaeieeia: a) oaoie/aneee ? a) eiiia?/aneee ? a)
iauaiey ia

eiino?aiiii ycuea ? a) i?iaaaeaiey ia?aaiai?ia ? N 86. Eiatho ee iaoe
nio?oaeieee

aani?aiyonoaaiiue aeinooi e eioi?iaoeee i ?uieao, eiieo?aioao,
iio?aaeoaeueiuo

naienoaao iaoaai oiaa?a, iocuaia iio?aaeoaeae ? *oi ioaeii naeaeaoue,
/oiau iie

– 10 –

eiaee oaeie aeinooi ? N 87. Eaeia i?aaiecaoeeiiiue eiioaeno: oeaiiinoe
oe?iu, eiaee-

aeaeoaeueiua e a?oiiiaua ii?iu, oi?iaeueiua e iaoi?iaeueiua ioiioaiey,
iaee/ea ?iaen-

oaaiiuo e “eeaiiauo” naycae ? N 88. Eaeiaa a?oeoaeoiieea i?aaiecaoeee:
no?oeoo?u

aeanoe, oeiu iiaaaeaiey e iauaiey, oeiu acaeiiaeaenoaey, noeeue EI?.
N 89. Eaeea

ethaee yaeythony eeth/aauie ia oe?ia, ieeoeaoai?ythueie oniao
aeayoaeueiinoe oe?iu, ini-

aaiii a iaeanoe yenii?oiie? A iieiie ee ia?a eniieuecothony eo
niiniaiinoe ? N 90.

*oi neaaeoao naeaeaoue, /oiau yoe ethaee ?aaioaee n iaeneiaeueiie
ioaea/ae ?

______________________________________________________________

A?OIIA 6: A I A O I ss ss N ? A Ae A O E ? I U

/aieueoeinoai ia?aiaiiuo niaiaaeaao n ia?aiao?aie “aiaoiyy

n?aaea oe?iu” ec 1-e /anoe eo?niaiai i?iaeoa ii ia?eaoeiao/

N 91. Ia?a/eneeoa oaeoi?u aiaoiae n?aaeu, iaiiaeeiio?ieueiua iaoae
oe?ia, ii ei-

oi?ua ieacuaatho ia aa ?acaeoea nouanoaaiiia aeeyiea (iai?eia?:
yeiiiieea /oaiiu

?inoa, ecaea?aeee, iaeiae, i?ioeaioiua noaaee, noieiinoue a?aiaeu e
ia?oaeiaaiey,

o?iaie eioeyoeee, aac?aaioeoeu e o.i./; iio?aaeoaee /oa?aeoa?enoeee,
iaaeee/iinoiia

aeeyiea, i?ioeann i?eiyoey ?aoaiey, i?aaiecaoeee/; iacaaeneiua
n?aaenoaa ia?eaoei-

aiaie eioi?iaoeee /oaeaaeaeaiea, ia/aoue, ?aaeei, eioi?iaoeeiiiua
aaainoaa/; oaoiiei-

aee /aeinoeaeaiey, iaoaiou, ia?aie/aiey ii ?ano?nai/; eiieo?aioeey
/no?aoaaee,

no?oeoo?a, acaeiiioiioaiey a eaiaeao nauoa, iauea oaeoi?u
eiieo?aioeee/; i?aae-

oaeuenoai e ia?eaiaio /yeiiiie/aneia e iieeoe/aneia iiaaaeaiea a naiae
no?aia; a

ae?oaeo no?aiao/; i?aaiu naiioi?aaeaiey ia ianoao; e o.i.) ? N 92.
Eaeia aeeyiea

ia iaoo aeayoaeueiinoue oii eee eiii ?uiea ieaaeoo nouanoaothuea
oaiaeaioeee ?acaeoey

“iaeiio?iee?oaiuo oaeoi?ia aiaoiae n?aaeu” (iae?iyeiiiieea,
iio?aaeoaee, iacaae-

neiua n?aaenoaa ianniaie eioi?iaoeee, eiieo?aioeey, oaoiieiaee,
i?aaeoaeuenoai, ia?-

eaiaio, ianoiua i?aaiu eanoe e o.i.) ? N 93. Eaeia aeeyiea ia iaoo
aeayoaeueiinoue

ia oii eee eiii ?uiea ieaaeoo nouanoaothuea oaiaeaioeee ?acaeoey iaoee e
oaoieee ? N

94. Eaeia aeeyiea ia iaoo aeayoaeueiinoue ia oii eee eiii ?uiea
ieaaeoo oaiaeaioeee

eciaiaiey yeiiiie/aneie neooaoeee a ie?a e a ioaeaeueiuo ?aaeiiao e
no?aiao, eioa-

?anothueo iaoo oe?io ? N 95. Eaeia aeeyiea ia iaoo aeayoaeueiinoue ia
oii eee eiii

?uiea ieaaeoo oaiaeaioeee eciaiaiey ainoaea?noaaiiie iieeoeee e
caeiiiaeaoaeuenoaa

no?ai – eiii?oa?ia iaoeo oiaa?ia ? N 96. Eaeia aeeyiea ia iaoo
aeayoaeueiinoue ia

oii eee eiii ?uiea ieaaeoo oaiaeaioeee eciaiaiey aioo?aiiae iieeoeee
iaoae no?aiu ?

N 97. Anee oe?ia aaaeao yenii?oioth aeayoaeueiinoue, oi eaeiau a aeaiiie
no?aia caeiiu

ioiineoaeueii: – i?aaei?eieiaoaeuenoaa; – i?iecaiaenoaa oiaa?ia,
aiaeiae/iuo iaoaio;

– yenii?oii-eiii?oiuo iia?aoeee; – caueou ie?oaeathuae n?aaeu ?

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– 11 –

A?OIIA 7: E I I E O ? A I Oe E ss E E I I E O ? A I O U

N 98. Eoi iniiaiua eiieo?aiou iaoae oe?iu a eaaeaeie no?aia ii
eaaeaeiio ?uieo e ii

eaaeaeiio naaiaioo ? Eaeoth aeieth ?uiea caieiaao eaaeaeue eiieo?aio ?
N 99. Eaeea ia-

oiaeu eiieo?aioiie ai?ueau iie eniieuecotho? Iieoeoa. N 100. Eaeiau
ia?niaeoeau ?ac-

aeoey eiieo?aioeee; eaeoth aeieth ?uiea a ia?niaeoeaa iiaeao caieiaoue
eaaeaeue eiieo-

?aio ? N 101. Eaeiau o eiieo?aioia ia aiaeiae/iua oiaa?u: – oeaiu; –
oeaiiaay ii-

eeoeea; – ea/anoai oiaa?ia; – oiaeiaea ? N 102. Eaeiau neeueiua e
neaaua noi?iiu

eaaeaeiai eiieo?aioa ? N 103. Ii ioiioaieth e eaeei eiieo?aioai e a
eaeeo no?aiao

iu aeaenoaoai oniaoiaa e ii/aio ? N 104. Eae ?ani?ino?aiyai yoio iiuo
iu ia ae?o-

aea no?aiu ? N 105. Ioaa/atho ee oiaa?u eiieo?aioia oaeei o?aaiaaieyi
iieoiaoa-

eae, eae: – iio?aaeoaeueneea naienoaa; – oeii?acia?u; aan; ?anoaniaea; –
oaeianoai

iieueciaaiey; – iaaeaaeiinoue; – oeaao (aeon; caiao e o.i.) ? N 106.
Eaeiaa aiciiaeiay

?aaeoeey eiieo?aioia ia: – aaaaeaiea iaie iiaiai oiaa?a ia ?uiie; –
eciaiaiea iaie

oeaiu iaoaai oiaa?a; – oaaee/aiea aeiee ?uiea iaoae oe?iu; – oiaiueoaiea
aeiee ?uiea

iaoae oe?iu ? N 107. Eaeea no?aoaaee noeioee?iaaiey nauoa i?eiaiytho
iaoe eiieo-

?aiou ? N 108. *oi iai ecaanoii ioiineoaeueii IEIE? iaoeo eiieo?aioia
? N 109.

*oi iai ecaanoii ioiineoaeueii oaoiieiaee i?iecaiaenoaa iaoeo
eiieo?aioia ? N 110.

Eaeiaa iaoaioiay caueoa oiaa?ia iaoeo eiieo?aioia ? N 111. Eaeiau eo
ioeoeeaeueiua

aeaiiua i i?eaueyo e oauoeao ? N 112. *enei ?aai/eo o eaaeaeiai
eiieo?aioa ? N 113.

Eae eiieo?aiou aaaeoo ?aeeaio naieo oiaa?ia ? N 114. Eae eiieo?aiou
iiaeae?atho na-

aa oi?aaeythueo ? N 115. Eaeiau ?acoeueoaou aunooieaiee iaoeo
eiieo?aioia ia oi?-

aao ? N 116. Eaeiaa o eiieo?aioia ianoaiiaea ni niaaaeaieai nu?ueai e
eiiieaeooth-

ueie ecaeaeeyie ? N 117. Eaeiau eiiia?/aneea ?acoeueoaou eiieo?aioia ia
aunoaaeao

e y?ia?eao ? N 118. *oi ieoao i iaoeo eiieo?aioao ianoiay e
iaoeeiiaeueiay i?anna

oao no?ai, eoaea iu aaaeai yenii?o ? N 119. *oi ecaanoii i i?iaeaaeao e
iieoieao ia-

oeie eiieo?aioaie aei/a?ieo oe?i ?

______________________________________________________________

A?OIIA 8: Oe A E E I A ? E A O E I A A

/aieueoeinoai ia?aiaiiuo niaiaaeaao n ia?aiao?aie “oeaee

ia?eaoeiaa” ec 1-e /anoe eo?niaiai i?iaeoa ii ia?eaoeiao/

N 120. Eaeiau aeieain?i/iua ia?eaoeiaiaua oeaee iaoae oe?iu ? N 121.
Eaeiau n?aae-

ian?i/iua ia?eaoeiaiaua oeaee iaoae oe?iu ? N 122. Eaeiau e?aoein?i/iua
ia?eaoei-

aiaua oeaee iaoae oe?iu ? N 123. Eaeei ia?acii ana yoe oeaee
acaeiioaycaiu ? N

124. Au?aaeaiu ee ana yoe oeaee a oi?ia, oaeiaiie aeey eiio?iey ca
i?eaeeaeaieai e

iei (aeaeaoaeueii a oeeo?iaie oi?ia) ? N 125. Niioaaonoaotho ee ana
oeaee (ioieou

120-124): – eiieo?aioiiniiniaiinoe oiaa?a; – i?anoeaeo e eieaeaeo oe?iu
e aa oiaa-

?ia a aeacao iieoiaoaeae; – ?ano?nai oe?iu; – ioee/eoaeueiui
i?aeiouanoaai oe?iu;

– i?iecaiaenoaaiiui, oaoiieiae/aneei, oeiainiaui e eiui aiciiaeiinoyi
oe?iu; – yo-

oaeoeaiinoe ?aaiou ia?aoiuo naycae (eioi?iaoeeae i iaeiio?iee?oaiuo
oaeoi?ao ie-

?oaeathuae n?aaeu, aeayoaeueiinoe i?aaiecaoeee e ?aaeecaoeee aa
ia?eaoeaiaiai ieaia) ?

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– 12 –

A?OIIA 9: I ? I A ? A I I A I A ? E A O E I A A

/aieueoeinoai ia?aiaiiuo niaiaaeaao n ia?aiao?aie “i?ia?aiia

ia?eaoeiaa” ec 1-e /anoe eo?niaiai i?iaeoa ii ia?eaoeiao/

N 126. Eaeiaa aeiaaeueiay no?aoaaey (aeaaiia aeaei, “ienney”) oe?iu
? N 127.

Eaeiaa aa?iyoiinoue aeinoeaeaiey oeaeae ia?eaoeiaa (ioieou 120-125). N
128. Aeinoa-

oi/ii ee auaeaeaii n?aaenoa aeey aeinoeaeaiey yoeo oeaeae ? N 129.
Eae ?ani?aaeaeaiu

yoe n?aaenoaa iaaeaeo ?acee/iuie ?uieaie, naaiaioaie, oiaa?aie ? N 130.
Eae ?ani?a-

aeaeaiu ?ano?nu i?aaei?eyoey iaaeaeo eino?oiaioaie aeinoeaeaiey oeaeae
ia?eaoeiaa: –

iaania/aieai aunieiai ea/anoaa ecaioiaeaiey oiaa?a; – ?aeeaiie e
ae?oaeie ia?ii-

?eyoeyie oi?ie?iaaiey nauoa; – ?aeeaiie e ae?oaeie ia?ii?eyoeyie
noeioee?iaaiey

nauoa; – nenoaiie oiaa?iaeaeaeaiey; – nenoaiie na?aena e o.i. ? N 131.
Eiaaony ee

aiaeiaie ieai ia?eaoeiaa ? N 132. Eaeiaa i?ioeaaeo?a ieaie?iaaiey
ia?eaoeiaa ? N

133. I?iaiaeeony ee neooaoeeiiiue aiaeec aiiaua ? N 134. Niae?aaony ee
ia?eaoeiai-

aay eioi?iaoeey ii eaaeaeiio ec ?uieia, ia eioi?uo iu aunooiaai ?
/I?eia/aiea: ai-

eaa iiae?iaii oaoiieiaey ninoaaeaiey iieiie IA?EAOEIAIAIE I?IA?AIIU
i?aaenoaaeaia

ieaea/.

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A?OIIA 10: I ? A A I E C A Oe E ss I A ? E A O E I A A

N 135. Eaaony ee eaaeeoeoee?iaaiiue ia?eao-aee?aeoi? ? N 136. Eaeiaa
eaaeeoeeaoeey

eaaeaeiai nio?oaeieea neoaeau ia?eaoeiaa ? N 137. Noeioee?oaony ee eo
eieoeeaoeaa ? N

138. Eae ?ani?aaeaeaia ioaaonoaaiiinoue ca ?aaeecaoeeth ia?eaoeiaiauo
ia?ii?eyoee ?

Eaeiaa no?oeoo?a ?aaiou ioaeaea ia?eaoeiaa oe?iu ? N 139. Iiieiaao ee
ia?niiae

eiioeaioeeth ia?eaoeiaa e i?eiaiyao ee ia i?aeoeea neaaeothuea ec iaa
auaiaeu ?

______________________________________________________________

A?OIIA 11. Oe A I U

N 140. Ianeieueei oeaiu io?aaeatho: ecaea?aeee iaoaai i?aaei?eyoey;
eiieo?aioiinii-

niaiinoue iaoaai oiaa?a; ni?in ia iaai ? N 141. Eaeiaa aa?iyoiay
?aaeoeey iieoia-

oaeae ia iiauoaiea oeai ? N 142. Eaeiaa aa?iyoiay ?aaeoeey iieoiaoaeae
ia iiieaea-

iea oeai ? N 143. Eae ioiinyony iieoiaoaee e onoaiiaeaiiui iaie oeaiai
? N 144.

Eniieuecoaony ee iieeoeea noeioee?othueo oeai ? N 145. Eniieuecoaony
ee iieeoeea

noaiaea?oiuo oeai ? N 146. Eae aeaenoaoao oe?ia, anee eiieo?aiou
eciaiytho oeaiu ? N

147. I?eaeaeaoaeueiu ee iaoe oeaiu ? N 148. Ecaanoiu ee iioaioeeaeueiui
iieoiaoaeyi

iaoe oeaiu ? N 149. Eaeia aeaaiia oneiaea ii?aaeaeyao iaoo oeaiiaoth
iieeoeeo ? N

150. Niioaaonoaotho ee iaoe oeaiu aeaiiiio ?uieo? N 151. Aaaeai ee iu
oeaiiaoth ai?ueao

(oeaiiaoth aieio) oai, aaea yoi aiciiaeii ?

– 13 –

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A?OIIA 12. O I A A ? I Ae A E AE A I E A

N 152. Aaea aaia?aoe/anee iaoiaeyony neeaaeu iaoeo oiaa?ia ? N 153.
Eae auaeyaeeo

ii?yaeie o?ainii?oe?iaee ni anaie ia?aaaeeaie ? N 154. Eaeiaa
i?ioeaaeo?a ia?aaioee

iinooiathueo caeacia ? N 155. Eaeiau ecaea?aeee oiaa?iaeaeaeaiey ? N
156. Iioeiaeueii

ee ?aniieiaeaiu neeaaeu ioiineoaeueii ?aaeiiia oi?aiaee ? N 157. *oi
iiaeii ecia-

ieoue, /oiau onei?eoue e oaeaoeaeoue ia?aaicee, ia nieaeath o?iaiy
ianeoaeeaaiey iieo-

iaoaeae ? N 158. Eae iiaeii oeo/oeoue nio?aiiinoue oiaa?ia a iooe ? N
159. Eaeiaa

noaia iinooieaiey oiaa?a ia ?uiie eaaeaeie no?aiu ? N 160. Eaeiau
oa?ieiaeu aaica

e auaica ? (Ia?a/eneeoue ana) N 161. Eaeiau iiaua eaiaeu
oiaa?iaeaeaeaiey iiaeii

i?aaeeiaeeoue ? N 162. Eiaaony ee iieiue eiiieaeo
oiaa?inii?iaiaeeoaeueiie aeieoiaioa-

oeee ? (Ia?a/eneeoue ana aeieoiaiou).

______________________________________________________________

A?OIIA 13. I ? A A I E C A Oe E ss O I ? A I A E E

N 163. Niioaaonoaoao ee /eneaiiinoue oi?aiaiai ia?niiaea
iinoaaeaiiui oeaeyi

i?aaei?eyoey ? N 164. Niaoeeaeece?oaony ee ia?niiae ii ?uieai e
oiaa?ai ? N 165.

Eaeia o?iaaiue eiiiaoaioeee yoeo ?aaioieeia ? N 166. Eae ii?aaeaeythony
i?aaeiieaaaa-

iua iauaiu i?iaeaae ? N 167. Eae ioeaieaathony ?acoeueoaou ?aaiou
oi?aiaiai ia?niiaea

? N 168. Eaeiaa no?oeoo?a i?aaiecaoeee oi?aiaee ii ioiioaieth e eaaeaeie
no?aia, eo-

aea i?aaei?eyoea aaaeao yenii?o ? N 169. Iiaeii ee yoo no?oeoo?o
i?aaiecaoeee oi?aia-

ee oeo/oeoue ? N 170. Eaeea iaoiaeu oi?aiaee (iai?yioth, iioiaoth,
aeeea?neoth e o.i.)

iu eniieuecoai ? Ii/aio eiaiii yoe ? N 171. Eaeiau ieaiu iaoaai
i?aaei?eyoey ii

ioiioaieth e eaaeaeiio iin?aaeieeo ? N 172. Aaaeoo ee iin?aaeieee
?aaioo n iaoeie oi-

aa?aie ia ieaiiaie iniiaa ? N 173. Ianeieueei aeaenoaey ii eo ieaiai
yooaeoeaiu ?

N 174. Eiio, eiaaea e eae neaaeoao iiii/ue a ?ac?aaioea ieaiia e
?aaeecaoeee eo ? N

175. Eaeay eioi?iaoeey, iinooiathuay io ian iin?aaeieeai, ii eo
iiaieth, eceeoiyy ?

N 176. Eaeie eioi?iaoeee, iinooiathuae io ian iin?aaeieeai, ii eo
iiaieth, iaaeinoaao

? N 177. *oi neaaeoao naeaeaoue, /oiau eni?aaeoue nicaeaaoaany
iieiaeaiea ii ioieoai

175, 176 ? N 178. Eae caaeneo ca?aaioiay ieaoa ?aaioieeia neoaeau nauoa
io eo ae-

oeaiinoe a caeeth/aiee naeaeie ? N 179. Eaeea eiua niiniau iiaoaeaeaiey
e aeoeaiinoe

i?eiaiythony ? N 180. Eae aaaeaony iiaeaioiaea e ia?aiiaeaioiaea
ia?niiaea ? N 181.

Ono?aeaathony ee ano?a/e aeey iaiaia iiuoii iaaeaeo iin?aaeieeaie ec
?aciuo no?ai, a

eioi?ua iu aaaeai yenii?o ? N 182. Neieueei iioaioeeaeueiuo
iieoiaoaeae (eioi?ua

iiaee au eoieoue iieoieo) aaeaaeiaaii ianeoaeeaaao eaaeaeue iao aaaio ?
N 183. Eaeiau

?anoiaeu ia eaaeaeia iinauaiea (eiioaeo) iioaioeeaeueiiai iieoiaoaey ?
N 184. Eae

iiaeii oiaiueoeoue ?anoiaeu ia eaaeaeia iinauaiea (eiioaeo)
iioaioeeaeueiiai iieoiaoaey,

ia nieaeay yooaeoeaiinoe ? N 185. Eniieuecoai ee iu eeceia (naea/o
iai?oaeiaaiey a

a?aiaeo) ? N 186. Eniieuecoai ee iu ?ann?i/eo e ae?oaea oi?iu e?aaeeoa
? N 187. Ea-

eiau nauoiaua ?anoiaeu ia aaeeieoeo i?iaeaiiiai oiaa?a ?

– 14 –

______________________________________________________________

A?OIIA 14. OI?IE?IAAIEA NI?INA E NOEIOEE?IAAIEA NAUOA

(NENOAIA “O I N O E N N”)

N 188. Eiaaony ee o iaoae oe?iu i?ia?aiia OINNOEN ? Anee aea, iieoeoa
aa:

______________________________________________________________

A?OIIA 14.1 ? A E E A I A

N 189. Eaeea oeaee iinoaaeaiu ia?aae ?aeeaiie ? N 190. Neieueei
auaeaeaii ia iaa

n?aaenoa ? N 191. Eae ?anoeaieaatho iieoiaoaee ea/anoai iaoeo
?aeeaiiuo oaenoia e

eeethno?aoeee ? N 192. Eaeeie e?eoa?eyie iu iieuecoainy i?e auai?a
eaiaeia ?ani?a-

aeaeaiey ?aeeaiu ? N 193. I?ineaaeeaathony ee nayce iaaeaeo
aeoeaiinoueth ?aeeaiu e: –

o?iaiai nauoa; – o?iaiai i?eauee ? N 194. Eiaaony ee o iaoae ?aeeaiu
oe?iaiiue

noeeue ? N 195. Oi?ioi ee caiaoai iao oiaa?iue ciae n?aaee
eiieo?e?othueo ?

______________________________________________________________

A?OIIA 14.2 N O E I O E E ? I A A I E A N A U O A

N 196. Anoue ee i?ia?aiia NOEN ? N 197. Eaeiau ?acoeueoaou aa
?aaeecaoeee ? N 198.

Eaeiau i?eaiu NOEN eniieuecothony ? N 199. Eaeiaa yooaeoeaiinoue
eaaeaeiai ec ieo ? N

200. Eniieuecoai ee iu ?ann?i/eo e ae?oaea aeaeu e?aaeeoia a ea/anoaa
noeioeyoi?ia

nauoa ? N 201. Ecaanoiu ee iioaioeeaeueiui iieoiaoaeyi oneiaey
?ann?i/ee e ae?oaeo

aeaeia e?aaeeoia a ea/anoaa noeioeyoi?ia nauoa ? N 202. Ia?aaeaai ee iu
ia?acoeu oi-

aa?a ia i?iao (oanoe?iaaiea) ? N 203. Eaeea eaiaeu ?ani?ino?aiaiey
eioi?iaoeee

OINNOEN iu eniieuecoai: – ?aaeei; – oaeaaeaeaiea; – aunoaaee e y?ia?ee;
– neiiiceo-

iu; – iieac aeaenoaothueo onoaiiaie ? N 204. Eaeea ec ia?a/eneaiiuo a i.
203 eaia-

– 15 –

eia iaeaeaa yooaeoeaiu ? Ii eaeiio e?eoa?eth yooaeoeaiinoe ? N 205.
Eaeea i?eaiu

noeioee?iaaiey nauoa ia?niiaea iu eniieuecoai ? N 206. Eniieuecoai ee iu
i?aieaeue-

ioth oi?aiaeth ?

______________________________________________________________

A?OIIA 14.3 I A A E E E ? E E Y E O I C

N 207. Eiaaony ee ieai oi?ie?iaaiey iauanoaaiiiai iiaiey ? N 208.
I?eaycai ee

ieai oi?ie?iaaiey iauanoaaiiiai iiaiey e ?uieai e oiaa?ai ? N 209.
Eiaaony ee

iaiaaeaea?-aaeieieno?aoi? ii iaaeee ?eeyeoic (oi?ie?iaaieth
iauanoaaiiiai iiaiey) ?

N 210. Ono?aeaaao ee oe?ia i?ann-eiioa?aioeee ? N 211. Iaeaaeaii ee
iieo/aiea aa-

caoii-aeo?iaeueiuo au?acie ?

______________________________________________________________

A?OIIA 14.4 E I I N O ? A I I U A O E E E A E U

N 212. Iieo/aiu ee io eiino?aiiuo aaaioia io/aou i auiieiaiee
athaeaeaoa OINNOEN ?

N 213. Iieo/aiu ee io eiino?aiiuo aaaioia ia?acoeu eniieueciaaiiie
?aeeaiiie i?i-

aeoeoeee: au?acee ec aacao e aeo?iaeia, eeii?ieeee, iaaieoioeeueiu,
oioia?aoee, a

oi?ia io/aoia i naiae ?aaioa ? N 214. Eae eniieuecothony n?aaenoaa
ianniaie eioi?-

iaoeee iaoeie aaaioaie (oeeeaeaie) ? N 215. Eae i?iaiaeyony ii?inu
iioaioeeaeueiuo e

aeaenoaothueo iieoiaoaeae ? Eiathony ee io/aou ia ii?inao ? N 216.
Aeinoaoi/ii ee

i?ioanneiiaeai ninoaa a?oii, aaaeoueo ii?inu ?

______________________________________________________________

– 16 –

A?OIIA 15. O I A E I A E A

N 217. Ianeieueei oiaeiaea niaeaenoaoao i?iaeaaeai, i?eaeaeay aieiaiea ?
N 218. Nio-

?aiyao ee oiaeiaea oiaa? io iia?aaeaeaiee ? N 219. Iaeaa/aao ee
oiaeiaea ?aaioo

i?iaeaaoea ? N 220. Iiaeii ee eniieueciaaoue oiaeiaeo iinea oiai, eae
oiaa? ec iaa

ecuyo iieoiaoaeai ? N 221. Ociaaaai ee iao oiaa? e oiaeiaea ia oiia
ae?oaeo oiaa-

?ia e oiaeiaie a iaaaceia, ia oeeoea, a caaiaeneii oeaoo ? N 222. *oi
ioaeii naea-

eaoue, /oiau iie auee aaconeiaii ociaaaaiu ? N 223. Niioaaonoaoao ee
iauai ?anoa-

niaee (ia?oeiiiinoue) o?aaiaaieyi iieoiaoaeyi e o?aaiaaieyi aeaiiiai
?uiea ?

______________________________________________________________

A?OIIA 16. N A ? A E N

N 224. Aaea aaia?aoe/anee ?aniieiaeaiu iaoe na?aeniua ioieou?
Neeaaeu caianiuo

/anoae ? N 225. Eaeiaa i?iecaiaenoaaiiay iiuiinoue (aieinoue) eaaeaeiai
? N 226. Auee

ee aeaeiau ia ionoonoaea cai/anoae ia neeaaeao ? N 227. Eaeea i?eiyou
ia?u, /oiau

yoiai ia iiaoi?eeinue ? Ianeieueei iie yooaeoeaiu ? N 228. Aaaeaony ee
iao/aiea ?a-

aioieeia na?aena ? Aaea, eiaaea e eae i?ioiaeeee iineaaeiea o/aaiua
naieia?u ? N

229. Eae ii?aaeaeaia eo yooaeoeaiinoue ? N 230. *oi ioaeii naeaeaoue,
/oiau oeo/oeoue

iao/aiea ? N 231. Eaeiau ieieiaeueiue e iaeneiaeueiue n?iee iinoaaee
aeaoaeae e oc-

eia ? N 232. Eaeiau ieieiaeueiue e iaeneiaeueiue n?iee caiaiu
aeaoaeoiuo oceia e

aeaoaeae ecaeaeee, iaoiaeyueony o iieoiaoaey ? N 233. Niioaaonoaotho
ee yoe n?iee

n?ieai eiieo?aioia ? N 234. *oi naeaeaii, /oiau i?aacieoe eiieo?aioia a
yoii iai-

?aaeaiee ? N 235. Eaeiau iocuau iio?aaeoaeae i neoaeaa na?aena ? N
236. Aeoeaia

ee iaoa na?aenia neoaeaa ? E?eoa?ee aeoeaiinoe ? N 237. Aaaeaony ee aa
?aaioa ia

ieaiiaie iniiaa ? N 238. *oi ioaeii naeaeaoue, /oiau ieai aue ?aaiou
na?aeniie

neoaeau iaeneiaeueii aeinoiaa?iui ? N 239. Ii?aaeaeai ee o?iaaiue
na?aena, n/eoathuee-

ny ioee/iui, aeey eaaeaeiai ?uiea, ia eioi?ii aeaenoaoao iaoa
i?aaei?eyoea ? N 240.

Aeiaaaeaiu ee aei iieoiaoaey aa?aioee ioee/iiai na?aena ? N 241.
Eiathony ee noai-

aea?ou ianeoaeeaaiey ? N 242. *?aaaoi ee iaauiieiaiea noaiaea?oia
/oanoaeoaeueiuie

naieoeeyie aeey ia?niiaea ? N 243. Aaaeaony ee ii?in eeeaioia
ioiineoaeueii ea/anoaa

na?aena ? N 244. Ieaie?othony ee iiaua oi?iu na?aena ? /Caaa?oaiea
iaoiaeeee/

______________________________________________________________

EOAE, a 1-i ?acaeaea eo?niaiai i?iaeoa – IIENAIEA AIAOIAE E
AIOO?AIIAE N?AAeU

OE?IU E NEOOAOeEIIIUE AIAEEC IA?EAOEIAIAIE AeAssOAEUeIINOE OE?IU –
aiciiaeiu ?acee/-

iua iiaeoiaeu e auai?o e aiaeeco eeth/aauo ia?aiaiiuo aiaoiae e
aioo?aiiae n?aaeu:

yoi caaeneo io iaiin?aaenoaaiiie eiie?aoeee e oao eee eiuo ?acee/iuo
aeeciaiiuo

?aaeee (e neooaoeaiuo, e no?aoaae/aneeo), eioi?uo iiaeao eee aeieaeia
i?eaea?aeeaaoue-

ny eiie?aoiay oe?ia. Iienaiea enoiaeiuo oa?aeoa?enoee (ia?aiao?ia,
i?eciaeia, ia-

?aiaiiuo, ioeaieaaaiuo naycae e ioiioaiee) yoiai iauaeoa aeieaeii, a
oeaeii, iniiau-

aaoueny ia i?aaeeiaeaiiuo eeth/aauo iiceoeeyo “neaiciiai aeaenoaey”.

– 17 –

2-e ?acaeae

———-

I A O I Ae E E E N O ? A O A A E * A N E I E

N A A I A I O A Oe E E ? U I E I A

A aeaiiii ?acaeaea iaiaoiaeeii i?iaanoe no?aoaae/aneee
ia?eaoeiaiaue aiaeec

aeayoaeueiinoe Aaoae oe?iu. Aeey yoiai neaaeoao iienaoue
no?aoaae/aneea oeaee (“ien-

neth”) oe?iu e i?iaanoe nenoaiii-no?aoaae/aneiai aiaeec aeayoaeueiinoe
oe?iu (ni.

?en. 2. “No?oeoo?a nenoaiii-no?aoaae/aneiai iiaeoiaea ia?eaoeiaa e
oi?aaeaiey oe?-

iie”):

+————–+ +————–+

¦ Aeieain?i/iia ¦ ¦ Iia?aoeaiia ¦

¦ ieaie?iaaiea +——¦ ieaie?iaaiea ¦

¦ (1 + 4 eao) ¦ ¦ (1 + 12 ian.)¦

+————–+ +————–+

+——————–+ +———-+ +————+ +———–+

¦ Ia?eaoeiaiaay no?a-¦ ¦Oi?iaeueiua¦ ¦Iaoi?iaeueiua¦ ¦Aiieiuaiea ¦

¦ oaaey oe?iu ¦ ¦no?oeoo?u ¦ ¦no?oeoo?u ¦ ¦OYI a aeeciue¦

+——————–+ +———-+ +————+ +———–+

EEANNEOEEAOeEss IAUEO NO?AOAAEE:

+—————–+

¦No?aoaae/aneea ¦ – i?iaeaia au?aaioee aeaaiuo oeaeae oe?iu;

¦i?eaioe?u (oeaee) ¦ – oi?ioee?iaaiea no?aoaae/aneeo caaeaiee;

+—————–+ – no?aoaae/aneay ?aaeecaoeey caiuneia.

+—————–+

¦No?aoaaey aeciana¦ – aeaeu i?iaeoeoeee e oaoiieiaee oe?iu;

¦(I?N) ¦ – ia?eaoeiaiaay no?aoaaey aeciana;

+—————–+ – ia?aiao?u yooaeoeaiinoe (aeiey ?uiea, ii?-

ia i?eauee, iauai i?iaeaae, naaiaio ?uiea).

+—————–+

¦I?aaiecaoeeiiiay ¦ – oi?ie?iaaiea oe?iaiiie o?oaeiaie ii?aee;

¦no?aoaaey ¦ – nicaeaiea aeaaii?eyoiiai NIE eieeaeoeaa;

+—————–+ – nicaeaiea i?aaiecaoeeiiii-oi?aaeai/aneiai

iioaioeeaea aeey ?aoaiey caaea/ ii au?aaioea

yooaeoeaiie no?aoaaee e oniaoiii i?iaaaea-

iee aa a aeeciue.

+—————–+

¦Iia?aoeaiay ¦ – i?iecaiaenoai (?eoi, oaii, ea/anoai);

¦no?aoaaey ii ¦ – oaoiieiaee; oaoiieiae/aneea iiaoanoaa;

¦ooieoeeyi ¦ – IEIE?;

+—————–+ – ia?eaoeia (?aeeaia, OINNOEN, e o.i.).

+—————–+

¦Eniieueciaai. oae-¦ – i?aaiecaoeeiiiue eiioaeno: oeaiiinoe oe?-

¦oi?ia i?aaiecaoee-¦ iu, eiaeeaeaeoaeueiua e a?oiiiaua ii?iu;

¦iiiie eoeueoo?u ¦ – a?oeoaeoiieea i?aaiecaoeee: no?oeoo?u aea-

+—————–+ noe, oeiu iiaaaeaiey, oeiu acaeiiaeaenoaee;

– noeeue EI?, eaaeeoeeaoeey ia?niiaea, ?aae-

oeey ia iiaoanoaa; e o.i.

+—————–+

¦O/ao oaeoi?ia ¦ – ?aniiciaiea oa?ic aeey nouanoaiaaiey oe?iu;

¦aiaoiae n?aaeu ¦ – eniieueciaaiea iaiaeeaeaiiuo aiciiaeiinoae;

+—————–+ – oi?aaeaiea ia iniiaa ?aiaee?iaaiey no?aoa-

ae/aneeo caaea/, ii neaaui neaiaeai; e o.ae.

————————————————————–

^ ^ ^ ^ Oaeoi?u aiaoiae n?aaeu: Aeeiaieea aiaoiae n?aaeu:

¦ ¦ ¦ ¦ – yeiiiie/aneea; – “niieieiay”;

¦ ¦ ¦ ¦ – nioeeaeueiua; – “niiioaiiay” (iaiaee-

¦ ¦ ¦ ¦ – iieeoe/aneea; aeaiii aicieeatho
i?iaeaiu;

¦ ¦ ¦ ¦ – ?aaeiiaeueiua; e ae?. – “e?eceniay”;

– “eiieo?aioiay”; e o.i.

?en. 2. No?oeoo?a nenoaiii-no?aoaae/aneiai iiaeoiaea

ia?eaoeiaa e oi?aaeaiey oe?iie

No?aoaae/aneia oi?aaeaiea ia?eaoeiaii – iaeaieaa nia?aiaiiay
iiaeeoeeaoeey

no?aoaaee oi?aaeaiey i?aaei?eyoeai, oa?aeoa?iay i?aaeaea anaai aeey
aia?eeaineie

i?aeoeee 1980-o aiaeia, i?eiaiyaiia iau/ii ii “neieuecyuae nenoaia”
1+4 eao (oi

anoue i?iecaiaeeony 5-eaoiaa no?aoaae/aneia ieaie?iaaiea, a eioi?ii
?aaeecoaony

– 18 –

1-e aiae “iyoeeaoee”, a /a?ac aiae ninoaaeyaony iiaay aeanyoeeaoea n
o/aoii i?ioaae-

oaai ia?eiaea ?aaiou oe?iu). Iiae yoei iiiyoeai iiieiaaony
niaieoiiinoue eiiieaen-

iuo nenoai ei?ii?aoeaiiai ieaie?iaaiey e ?aaeecaoeee iaia/aiiuo
aeieain?i/iuo

i?ia?aii.

Nooue eiiieaeniuo nenoai no?aoaae/aneiai oi?aaeaiey ninoieo a
oii, /oi ia

oe?ia, n iaeiie noi?iiu, nouanoaoao /aoei auaeaeaiiia e /aoei
ioi?ieaiiia e i –

n o e o o oe e i i a e e c e ? i a a i i i a oi?aaeaiea, o.i.
OI?IAEUeIIA, oi

anoue aiieiuaaiia a niaoeeaeueiuo aeieoiaioao; n ae?oaie noi?iiu,
no?oeoo?a oi?aaea-

iey oe?iu, nenoaiu e iaoaieciu acaeiiaeaenoaey ioaeaeueiuo aa
iiae?acaeaeaiee iino?i-

aiu oaeei ia?acii, /oiau iaania/eoue ?aaeecaoeeth aeieain?i/iie
no?aoaaee aeey iiaaaeu

a eiieo?aioeee e nicaeaoue oi?aaeai/aneee eino?oiaioa?ee aeey
i?aa?auaiey aeieain?i/-

iuo no?aoaaee a oaeouea i?iecaiaenoaaiii-oicyenoaaiiua ieaiu,
iiaeeaaeauea inouano-

aeaieth ia i?aeoeea – yoi eae au IAOI?IAEUeIIA NO?AOAAE*ANEIA
OI?AAEAIEA.

Ioi?ieyeinue iii eae “oaoieei-yeiiiie/aneia ieaie?iaaiea” (OYI) n
iiae?iaiie

i?i?aaioeie anao iaoo?aeueiuo iieacaoaeae e aeaeei ieaie?iaaieai
ieaiia-niao –

“?ac?aaioeie athaeaeaoia” (BUDGETING). Ieaiu-niaou a oa/aiea aiaea a
i?eioeeia iiaoo

auoue ia?aniio?aiu, anee yoi aeeeooaony oicyenoaaiiie ianoaiiaeie.
Iaeiaei ethaia

ia?a?ani?aaeaeaiea, naeaeaiiia a iia?aoeaiii ii?yaeea aeaaiui
oi?aaeythuei iiae?acaea-

eaiey, aeieaeii auoue iainiiaaii ia?aae ooaa-eaa?oe?ie i?e?inoii
i?eauee eee i?a-

aeioa?auaieai iioa?ue a ?acoeueoaoa eciaiaiey eiiutheoo?u.

Ia?aiia/aeueii ooieoeey no?aoaae/aneiai oi?aaeaiey oe?iie ai
aiaoiae n?aaea

i?eiyea oi?io aeieain?i/iiai ieaie?iaaiey – LONG – RANGE PLANNING
(aeineiaii: iea-

ie?iaaiea aeeeiiiai ?aaeeona aeaenoaey). Yoio iiaeoiae aue naycai ia
yeno?aiieyoeee

neiaeeaoeony a i?ioeii no?oeoo?iuo oa?aeoa?enoee e oaiaeaioeee ?acaeoey
oe?iu, i?e

aianaiee a yeno?aiieyoeeiiiua iiaeaee iaeioi?uo ioeaiie aoaeouaai.
Caoai iiyaeeny

no?aoaae/aneee ia?eaoeia.

Iiiaea oi?aaeythuea niiiaaaeenue a iieaciinoe e oeaeaniia?aciinoe
yoeo iiaia-

aaaeaiee, eai, ii eo iiaieth, aia?eeaineay i?iiuoeaiiinoue e
eiiia?oeey aei neo ii?

aiieia aac iaai iaoiaeeeenue. Iaeiaei iaaieiaiea e aeeiaie/iie,
neiaeiie, iaii?aaea-

eaiiie aiaoiae n?aaea, a eioi?ie ieacaeenue iiiaea oe?iu, iiiaei ec ieo
noieei ia

oieueei e?oiiuo oeiainiauo iioa?ue, ii e naiiai yeiiiie/aneiai
nouanoaiaaiey. II-

AAss O?OAeIINOUe, AANUeIA NOUANOAAIIAss A AeAEA ?AAEECAOeEE OI?IOEO
IEAIIA: “?ac?ua”

iaaeaeo ooaaiuie iiae?acaeaeaieyie ei?ii?aoeaiiai ieaie?iaaiey e
iia?aoeeiiiuie

no?oeoo?iuie aaeeieoeaie ei?ii?aoeee – caaiaeaie, nauoiauie eiioi?aie,
eiino?oeoi?n-

eeie ath?i e IEE e eaai?aoi?eyie ei?ii?aoeee, – oi anoue n oaie, eoi
iaiin?aaenoaai-

ii i?iaiaeeo ieaiu a aeeciue.

E?iia oiai, ai iiiaeo neo/ayo ieacaeinue, /oi iinea nicaeaiey e
?acaa?ouaaiey

ieaiiai-ooaaiuo iiae?acaeaeaiee ia iaaethaeaeinue na?ueaciiai iiauoaiey
o?iaiy i?eauee

ei?ii?aoeee e, neaaeiaaoaeueii, n oi/ee c?aiey yoiai eiia/iiai e?eoa?ey
ioeaiee aeay-

oaeueiinoe iie naay ia ieoiaee, o?aaoy, iaeiaei, aieueoeo cao?ao ia
naia niaea?aea-

iea. A 1970-1980 aa. aue iaeaeai iiaue iooue e eni?aaeaieth yoiai
iieiaeaiey, eioi-

?ue e naycai ni no?aoaae/aneei ia?eaoeiaii e no?aoaae/aneei oi?aaeaieai.
Aia?aua

NO?AOAAE*ANEIA OI?AAEAIEA auei ?ac?aaioaii a ia/aea 1970-o aiaeia
e?oiiaeoae aia-

?eeaineie eiinoeueoaoeaiie oe?iie ii oi?aaeaieth “I a e E e i c e” e
aiaae?aii, ia-

/eiay n 1972 aiaea, a ei?ii?aoeeyo “Aeaeaia?ae Yeaeo?ee”, “IBM”,
“Oaenan Eino?o-

iaion”, “Eiea-Eiea”, “THieii Ea?aaeae”, “A?iei” e ae?. Ii neiaai
i?aceaeaioa “IBM”

O.Ea?e, yoa nenoaia “i?eaioe?iaaea ia ?uiie caao?aoiaai aeiy”. A ia/aea
1980 aa.

yoa no?aoaaey oi?aaeaiey eniieueciaaeanue 45% ei?ii?aoeee ec /enea 500.
Oaeei ia?a-

cii, a no?aoaae/aneii ia?eaoeiaa i?aaenoaaeyaony ia i?inoi ?acoeueoao
iao/ii-i?ee-

eaaeiuo ?ac?aaioie aia?eeaineeo o/aiuo, ii e ?aaeueiia oi?aaeai/anea
iiaiaaaaeaiea,

oe?iei ?ani?ino?aieaoaany e ii?aaaeaaoaa naay a nia?aiaiiie aia?eeaineie
i?aeoeea

(?en. 2). Ia iniiaaiee aeaiiiai iiaeoiaea i?aaeeaaaaony i?iaanoe:

Iienaiea no?oeoo?u nenoaiii-no?aoaae/aneiai iiaeoiaea ia?eaoeiaa e
oi?aaeaiey

Aaoae oe?iie:

______________________________________________________________

– 19 –

Aeaeaa – o?aaoaony ioaaoeoue ia aii?inu e iin/eoaoue
niioaaonoaothuea aaeeu ii

i?aaeeaaaaiui /aou?ai iaoiaeeeai no?aoaae/aneie naaiaioaoeee ?aaiou
Aaoae oe?iu.

2.1. IAOIAeEEA NO?AOAAE*ANEIE NAAIAIOECAOeEE ?UIEA II IIO?AAEOAEssI

==============================================================

IAUANOAAIIUE EEANN OA?AEOA?ENOEEA EEANNA

% io anaai naaiaioa oe?iu) (eee NIOeEAEUeIIE NO?AOU)

==============================================================

AUNOEE AUNOUE

(AA)

_____________________________________________________________

AUNOEE IECOEE

(AI)

_____________________________________________________________

N?AAeIEE AUNOEE

(NA)

_____________________________________________________________

N?AAeIEE IECOEE

(NI)

_____________________________________________________________

IECOEE AUNOEE

(IA)

_____________________________________________________________

IECOEE IECOEE

(II)

________________________________________________________________

– 20 –

Iineieueeo iaeia ec iniiaiuo oeaeae ia?eaoeiaa – oaeiaeaoai?aiea
ioaeae, iio?aa-

iinoae, cai?inia eeeaioia /”iio?aaeoaeae”/, oi eiaiii n yoiai e
ia/eiaaony eo

naaiaioaoeeey (?acaeaiey ii ioiineoaeueii iaeii?iaeiui a?oiiai ii
aua?aiiui i?ecia-

eai). Eeeaioaie, eee “iio?aaeoaeyie” iiaoo auoue eae ioaeaeueiua
oece/aneea eeoea,

eae a?oiiu, no?aou, eeannu; oae e th?eaee/aneea eeoea – oe?iu,
i?aaei?eyoey, io?an-

ee, oa??eoi?ee, iaeiiaoe, aeaaea ana iauanoai a oeaeii (anee aoaeoo
auaeaeaiu niio-

aaonoaothuea e?eoa?ee naaiaioaoeee ii ii?aaeaeaiiiio i?eciaeo).

Aeey aaoae oe?iu noaaeony eeth/aaay eiie?aoiay ia?eaoeiaiaay
caaea/a: ii?aaea-

eeoue, eoi eiaiii e ii/aio yaeyaony iio?aaeoaeai, caeac/eeii oiai eee
eiiai oiaa-

?a (oneoae). O?aaoaony ii?aaeaeeoue, i?aaenoaaeoaee eaeeo nioeeaeueiuo
no?ao (a?oii,

eeannia), n eaeie noaeoeueoo?ie, a eaeii eiee/anoaa e ii/aio yaeythony
caeac/eeaie

Aaoae oe?iu.

Eae i?aaeei, nooaeaiou, ?aaioathuea a oe?ia, aeinoaoi/ii eaaei
ni?aaeythony n

yoie caaea/ae, aeaaea ia i?iaiaey niaoeeaeueiuo ia?eaoeiaiauo
enneaaeiaaiee ii iio?aae-

oaeyi (ia iniiaa ioeaiie yenia?oia, ?aaioathueo n caeac/eeaie). A
ea/anoaa aaciaie

iiaeii eniieueciaaoue iaoiaeeeo naaiaioecaoeee ?uiea ii nioeeaeueiui
no?aoai NOA (Ni.

Oeeeii Eioea? “Iniiau ia?eaoeiaa” . – I.: I?ia?ann. 1991. N. 187).

O?aaoaony i?eia?ii ii oaeie aea noaia eeanneoeoee?iaaoue ii
nioeeaeueiui no?aoai

– a?oiiu eeeaioia Aaoae oe?iu e ii?aaeaeeoue eo a eiee/anoaaiiii
au?aaeaiee. Ii

aieueoiio n/aoo, aeey oi/iie e aeoaieie ioeaiee nioeeaeueiie
no?aoeoeeaoeee ?uieia

o?aaoaony i?iaiaeeoue niaoeeaeueiua ia?eaoeiaiaua nioeeieiae/aneea
enneaaeiaaiey naa-

iaioecaoeee aaoae eeeaioo?u.

A caeeth/aiea ii IAOIAeEEA NO?AOAAE*ANEIE NAAIAIOECAOeEE ?UIEA II
IIO?AAEOAEssI

iaaiaoiaeeii iaienaoue iauea auaiaeu ii oe?ia ia iniiaa ia?eaoeiaiaiai
aiaeeca ?ui-

eia iio?aaeoaeae:

_____________________________________________________________

2.2. IAOIAeEEA NAAIAIOAOeEE ?UIEIA II INIIAIUI EIIEO?AIOAI

(Ni.: “Nia?aiaiiue ia?eaoeia” / Iiae ?aae. O?ooeeiai A.A. – I.:
Oeiainu e noa-

oenoeea, 1991. N. 89-90)

Eeno ioeaiee eiieo?aioiiniiniaiinoe Aaoae oe?iu ioiineoaeueii
eiieo?aioia A e A.

Aaoa oe?ia: ___________________________________________

Oe?ia “A” (iaciaeoa):___________________________________

Eae iieacae iiuo ?aaiou ii iaoiaeeeai aeaiiiai eo?niaiai i?iaeoa,
iiaeiaiiai

?iaea oaaeeoeu aeinoaoi/ii n aieueoei eioa?anii caiieiytho yenia?ou –
aee?aeoi?a oe?i,

eo caianoeoaee, ia/aeueieee iiae?acaeaeaiee, aaaeouea niaoeeaeenou.
Iniaaiia aeooaeue-

ia iieo/aaiay eioi?iaoeey – anee ecaanoiu “auoiaeiua aeaiiua”
eiieo?aioia oe?iu. Ia

Caiaaea, eae i?aaeei, iniiaiua ia?aiao?u oe?iu eiathony a ioe?uoie
ioaeeeaoeee. O

ian aea, a ?innee, i?eoiaeeony ioeaieaaoue eiieo?aioia, eae i?aaeei,
einaaiiuie ia-

oiaeaie.

Eino?oeoeey yenia?oo: naeaeaeoa ioiaoeo io 1 aei 5 ii eaaeaeie ec
ieaea i?eaaaeai-

iuo a?oii iieacaoaeae (ii no?ieai) aeey ioeaiee iiceoeee Aaoaai
i?aaei?eyoey a eii-

eo?aioiie ai?ueaa: 5 – yaiue eeaea? a io?anee; 4 – auoa n?aaeiaai
o?iaiy, iieacaoa-

ee noaaeeueiua; 3 – n?aaeiee o?iaaiue, iieiia niioaaonoaea io?ineaaui
noaiaea?oai; 2

– anoue iiaiae aeey aaniieienoaa, oooaeoaiea iieacaoaeae; 1 –
iieiaeaiea aeinoaoi/ii

o?aaiaeiia, i?aaei?eyoea iiiaei a neooaoeeth e?ecena.

Ii eaaeaeiio oaeoi?o eiieo?aioiiniiniaiinoe Aaoae oe?iu e
oe?i-eiieo?aioia

n/eoaaony n?aaeiee aaee e caoai ioeaiee n?aaieaathony, e ia iniiaa ieo
aeaeathony au-

aiaeu.

– 21 –

2.2. IAOIAeEEA NO?AOAAE*ANEIE NAAIAIOAOeEE ?UIEIA

II INIIAIUI EIIEO?AIOAI

===================================================================

Oaeoi?u eiieo?aioiiniiniaiinoe ¦ AAOA ¦ Eiieo?aiou ¦

¦ OE?IA ¦ A ¦ A ¦

===================================================================

1.I?IAeOEO: /oi-oi iaaei iaienaoue ii i?iaeoeoo:

eaeie eiaiii i?iaeoeo (oiaa?, oneoaa)

___________________________________________________________________

===================================================================

Oaeoi?u eiieo?aioiiniiniaiinoe ¦ AAOA ¦ Eiieo?aiou ¦

¦ OE?IA ¦ A ¦ A ¦

===================================================================

Ea/anoai ¦ ¦ ¦ ¦

Oaoie/aneea ia?aiao?u ¦ ¦ ¦ ¦

I?aai caiaiu ecaeaeey ¦ ¦ ¦ ¦

Noeeue ¦ ¦ ¦ ¦

I?anoeae oi?aiaie ia?ee ¦ ¦ ¦ ¦

Oiaeiaea ¦ ¦ ¦ ¦

Aaaa?eou ¦ ¦ ¦ ¦

O?iaaiue ?aiiioiiai ianeoaeeaaiey ¦ ¦ ¦ ¦

Aa?aioeeiue n?ie ¦ ¦ ¦ ¦

Iiiai aa?eaioiinoue eniieueciaaiey ¦ ¦ ¦ ¦

Oieeaeueiinoue (ionoonoaea aiaeiaia) ¦ ¦ ¦ ¦

Oieaa?naeeci ¦ ¦ ¦ ¦

Iaaeaaeiinoue ¦ ¦ ¦ ¦

N?ie neoaeau ¦ ¦ ¦ ¦

Caueuaiiinoue iaoaioaie ¦ ¦ ¦ ¦

¦ ¦ ¦ ¦

IAUEA AUAIAeU:

____________________________________________________________________

2.2.

===================================================================

Oaeoi?u eiieo?aioiiniiniaiinoe ¦ AAOA ¦ Eiieo?aiou ¦

¦ OE?IA ¦ A ¦ A ¦

===================================================================

2.OeAIA

?uii/iay ¦ ¦ ¦ ¦

Aeiaiai?iay ¦ ¦ ¦ ¦

I?aeneo?aioiay ¦ ¦ ¦ ¦

I?ioeaio neeaeee n oeaiu ¦ ¦ ¦ ¦

Iaeiaiaay neeaeea (iaeeaeea?) ¦ ¦ ¦ ¦

N?ie ieaoaaea ¦ ¦ ¦ ¦

Oneiaea e?aaeeoa ¦ ¦ ¦ ¦

Oneiaea oeiaine?iaaiey ¦ ¦ ¦ ¦

(a neo/aa iieoiee) ¦ ¦ ¦ ¦

IAUEA AUAIAeU:

____________________________________________________________________

2.2.

===================================================================

Oaeoi?u eiieo?aioiiniiniaiinoe ¦ AAOA ¦ Eiieo?aiou ¦

¦ OE?IA ¦ A ¦ A ¦

===================================================================

3. EAIAEU NAUOA ¦ ¦ ¦ ¦

¦ ¦ ¦ ¦

Oi?iu nauoa : ¦ ¦ ¦ ¦

-i?yiay aeinoaaea ¦ ¦ ¦ ¦

-oi?aiaua i?aaenoaaeoaee ¦ ¦ ¦ ¦

-i?aaei?eyoey-i?iecaiaeeoaee ¦ ¦ ¦ ¦

-iioiaua iin?aaeieee ¦ ¦ ¦ ¦

-eiienneiia?u e iaeea?u ¦ ¦ ¦ ¦

-aeeea?u ¦ ¦ ¦ ¦

– 22 –

2.2.

===================================================================

Oaeoi?u eiieo?aioiiniiniaiinoe ¦ AAOA ¦ Eiieo?aiou ¦

¦ OE?IA ¦ A ¦ A ¦

===================================================================

¦ ¦ ¦ ¦

Noaiaiue ioaaoa ?uiea ¦ ¦ ¦ ¦

?aciauaiea neeaaeneeo iiiauaiee ¦ ¦ ¦ ¦

Nenoaia eiio?iey caiania ¦ ¦ ¦ ¦

Nenoaia o?ainii?oe?iaee ¦ ¦ ¦ ¦

¦ ¦ ¦ ¦

IAUEA AUAIAeU:

____________________________________________________________________

===================================================================

Oaeoi?u eiieo?aioiiniiniaiinoe ¦ AAOA ¦ Eiieo?aiou ¦

¦ OE?IA ¦ A ¦ A ¦

===================================================================

4. I?IAeAEAEAIEA I?IAeOEOIA IA ?UIEA ¦ ¦ ¦ ¦

¦ ¦ ¦ ¦

?aeeaia: aeey iio?aaeoaeae ¦ ¦ ¦ ¦

aeey oi?aiauo iin?aaeieeia ¦ ¦ ¦ ¦

¦ ¦ ¦ ¦

Eiaeeaeaeoaeueiay i?iaeaaea: ¦ ¦ ¦ ¦

-noeioeu aeey iio?aaeoaeae ¦ ¦ ¦ ¦

-aeaiiino?aoeeiiiay oi?aiaey ¦ ¦ ¦ ¦

-iieac ia?acoeia e ecaeaeee ¦ ¦ ¦ ¦

-iao/aiea e iiaeaioiaea nauoiauo neoaea ¦ ¦ ¦ ¦

¦ ¦ ¦ ¦

I?iaeaeaeaiea i?iaeoeoia ii eaiaeai oi?aiaee: ¦ ¦ ¦ ¦

-aeaiiino?aoeey i?iaeoeoia ¦ ¦ ¦ ¦

-i?iaeaaea ia eiieo?niie iniiaa ¦ ¦ ¦ ¦

-i?aiee oi?aiaui iin?aaeieeai ¦ ¦ ¦ ¦

-eoiiiu ¦ ¦ ¦ ¦

-?oeiaiaenoaa ii eniieiaieth ¦ ¦ ¦ ¦

Nenoaia OINNOEN ¦ ¦ ¦ ¦

I?iaeaaea ii oaeaaeci?o ¦ ¦ ¦ ¦

N?aaenoaa ianniaie eioi?iaoeee ¦ ¦ ¦ ¦

IAUEA AUAIAeU:

____________________________________________________________________

?ACOEUeOAOU IAOIAeEEE NO?AOAAE*ANEIE NAAIAIOAOeEE ?UIEIA

II INIIAIUI EIIEO?AIOAI

——————————————————————-

Oaeoi?u eiieo?aioiiniiniaiinoe ¦ AAOA ¦ Eiieo?aiou ¦

¦ OE?IA ¦ A ¦ A ¦

——————————————————————-

IAUAA EIEE*ANOAI AAEEIA : ¦ ¦ ¦ ¦

——————————————————————-

Iauea auaiaeu ii oe?ia ii ?anniao?eaaaiui i?eciaeai e
EIEE*ANOAAIIUI

?ACOEUeOAOAI i?eiaiaiey IAOIAeEEE NO?AOAAE*ANEIE NAAIAIOAOeEE ?UIEIA
II

INIIAIUI EIIEO?AIOAI :

_____________________________________________________________

– 23 –

Iaoiaeeea 2.3. EIIO?IEUeIUE EENO AeEss NO?AOAAE*ANEIAI AIAEECA NEEU E
NEAAINOE

AAOAE OE?IU A EIIEO?AIOIIE AI?UeAA

(Eeoa?aoo?a ni.: “Nia?aiaiiue ia?eaoeia” / Iiae ?aae. O?ooeeiai
A.A. –

I.: Oeiainu e noaoenoeea, 1991. N. N.96-98)

O?aaoaony i?iaanoe yenia?oioth ioeaieo ia?aiao?ia aaoae oe?iu ii
neaaeothuei

e?eoa?eyi: A?aoa 5 – Eeaea? ia ?uiea A?aoa 4 – Auoa n?aaeiaai o?iaiy
(iieacaoaee

noaaeeueiua) A?aoa 3 – Onoie/eaua iiceoeee ia ?uiea. Iieiia
niioaaonoaea io?anea-

aui noaiaea?oai A?aoa 2 – Anoue iiaiae aeey aaniieienoaa ; ioia/aii
oooaeoaiea iiea-

caoaeae A?aoa 1 – Iieiaeaiea o?aaiaeiia. I?aaei?eyoea iiiaei a
e?ecenioth neooaoeeth A

ea/anoaa yenia?oia aunooiatho ?oeiaiaeeoaee (eo caianoeoaee) oe?iu, EI?
e EE?.

Ii eaaeaeiio ia?aiao?o n/eoaaony n?aaeiee aaee e aeaeathony iauea
auaiaeu.

——————————————————————

INIIAIUA A?OIIU IIEACAOAEAE ¦1¦2¦3¦4¦5¦

——————————————————-¦-¦-¦-¦-¦-¦

OEIAINU. ¦ ¦ ¦ ¦ ¦ ¦

No?oeoo?a aeoeaia ¦ ¦ ¦ ¦ ¦ ¦

Iio?aaeoaeueneee e?aaeeo ¦ ¦ ¦ ¦ ¦ ¦

Eiaanoeoeeiiiua ?ano?nu ¦ ¦ ¦ ¦ ¦ ¦

Aeaeaeaiea aeaiaaeiie iaee/iinoe ¦ ¦ ¦ ¦ ¦ ¦

Iiceoeee aacoauoi/iiai aaaeaiey aeae ¦ ¦ ¦ ¦ ¦ ¦

Ioiioaiea iauaia i?iaeaae e noieiinoe eniieuecoaiuo aeoe- ¦ ¦ ¦ ¦ ¦ ¦

aia ¦ ¦ ¦ ¦ ¦ ¦

Ioiioaiea iniiaiiai eaieoaea e iai?ioiiio ¦ ¦ ¦ ¦ ¦ ¦

Yooaeoeaiinoue auiieiaiey ieaia athaeaeaoiiai i?aaei?eyoey ¦ ¦ ¦ ¦ ¦ ¦

Aeioiae ia iiaua eiaanoeoeee ¦ ¦ ¦ ¦ ¦ ¦

?acia? nianoaaiiinoe ¦ ¦ ¦ ¦ ¦ ¦

Aeeiaieea aeeaeaeaiaeia ¦ ¦ ¦ ¦ ¦ ¦

IAUEA AUAIAeU:

____________________________________________________________________

——————————————————————

INIIAIUA A?OIIU IIEACAOAEAE ¦1¦2¦3¦4¦5¦

——————————————————-¦-¦-¦-¦-¦-¦

I?IECAIAeNOAI. ¦ ¦ ¦ ¦ ¦ ¦

Eniieueciaaiea i?ecaiaenoaaiiuo iiuiinoae ¦ ¦ ¦ ¦ ¦ ¦

I?iecaiaenoaaiiua i?ioeannu ¦ ¦ ¦ ¦ ¦ ¦

Yooaeoeaiinoue ia?aoiaea ia auione iiaie i?iaeoeoeee ¦ ¦ ¦ ¦ ¦ ¦

Eiee/anoai ?aai/ae neeu ¦ ¦ ¦ ¦ ¦ ¦

I?iecaiaeeoaeueiinoue o?oaea ¦ ¦ ¦ ¦ ¦ ¦

Caianu nu?uey ¦ ¦ ¦ ¦ ¦ ¦

Iauai i?iaeaae a ?an/aoa ia iaeiiai caiyoiai ¦ ¦ ¦ ¦ ¦ ¦

Iauai i?iaeaae ia aae. eai. aeiaeaiee a ini. oiiaeu ¦ ¦ ¦ ¦ ¦ ¦

Aic?ano oaoiieiae/aneiai iai?oaeiaaiey ¦ ¦ ¦ ¦ ¦ ¦

Eiio?ieue ea/anaa ¦ ¦ ¦ ¦ ¦ ¦

Naiaa?aiaiiinoue iinoaaie aioiaie i?iaeoeoeee ¦ ¦ ¦ ¦ ¦ ¦

I?iaeieaeeoaeueiinoue i?inoiaa iai?oaeiaaiey ii i?a.-oao. i?¦ ¦ ¦ ¦ ¦ ¦

Iaee/ea i?ieca. ieiuaaeae aeey ?anoe?aiey i?ieca-aa ¦ ¦ ¦ ¦ ¦ ¦

?aciauaiea iai?oaeiaaiey ¦ ¦ ¦ ¦ ¦ ¦

IAUEA AUAIAeU:

____________________________________________________________________

——————————————————————

INIIAIUA A?OIIU IIEACAOAEAE ¦1¦2¦3¦4¦5¦

——————————————————-¦-¦-¦-¦-¦-¦

I?AAIECAOeEss E OI?AAEAIEA. ¦ ¦ ¦ ¦ ¦ ¦

Eiyooeoeeaio aaeieieno?aoeaiie iaa?ocee (AOI+EO?/?E) ¦ ¦ ¦ ¦ ¦ ¦

Nenoaia nayce ¦ ¦ ¦ ¦ ¦ ¦

*aoeinoue ?acaeaeaiey iieiiii/ee e ooieoeee a AOI ¦ ¦ ¦ ¦ ¦ ¦

Oaeo/anoue ia?niiaea AOI ¦ ¦ ¦ ¦ ¦ ¦

Ea/anoai eniieuecoaiie a oi?aaeaiee eioi?iaoeee ¦ ¦ ¦ ¦ ¦ ¦

Nei?inoue ?aaae?iaaiey ia i?ienoiaeyuea eciaiaiey ¦ ¦ ¦ ¦ ¦ ¦

IAUEA AUAIAeU:

____________________________________________________________________

– 24 –

2.3.

——————————————————————

INIIAIUA A?OIIU IIEACAOAEAE ¦1¦2¦3¦4¦5¦

——————————————————-¦-¦-¦-¦-¦-¦

IA?EAOEIA. ¦ ¦ ¦ ¦ ¦ ¦

Aeiey ?uiea nauoa, eiio?iee?oaiay i?aaei?eyoeai ¦ ¦ ¦ ¦ ¦ ¦

?aiooaoeey i?iaeoeoeee ia ?uiea ¦ ¦ ¦ ¦ ¦ ¦

I?anoeae oi?aiaie ia?ee ¦ ¦ ¦ ¦ ¦ ¦

?anoiaeu ii nauoo i?iaeoeoeee ¦ ¦ ¦ ¦ ¦ ¦

O?iaaiue ianeoaeeaaiey iio?aaeoaeae ¦ ¦ ¦ ¦ ¦ ¦

I?a.-oao. n?aaenoaa aeey nauoa i?iaeoeoeee ¦ ¦ ¦ ¦ ¦ ¦

Oi?aiaue aiia?ao i?aaei?eyoey ¦ ¦ ¦ ¦ ¦ ¦

Oeaiu ia ecaeaeey e oneoae ¦ ¦ ¦ ¦ ¦ ¦

*enei iio?aaeoaeae i?iaeoeoeee ¦ ¦ ¦ ¦ ¦ ¦

?anoiaeu ii nauoo ¦ ¦ ¦ ¦ ¦ ¦

Ea/anoai iinooiathuae eioi?iaoeee i ?uiea ¦ ¦ ¦ ¦ ¦ ¦

IAUEA AUAIAeU:

____________________________________________________________________

——————————————————————

INIIAIUA A?OIIU IIEACAOAEAE ¦1¦2¦3¦4¦5¦

——————————————————-¦-¦-¦-¦-¦-¦

NINOAA ?AAI*AE NEEU. ¦ ¦ ¦ ¦ ¦ ¦

AOI – aaeieieno?aoeaii-oi?aaeai/aneee ia?niiae; ¦ ¦ ¦ ¦ ¦ ¦

EO? – eiaeaia?ii-oaoie/aneea ?aaioieee; ¦ ¦ ¦ ¦ ¦ ¦

?E – ?aai/ee eeann (ia?niiae, caieiathueeny ¦ ¦ ¦ ¦ ¦ ¦

i?aeiouanoaaiii oece/aneei o?oaeii) ¦ ¦ ¦ ¦ ¦ ¦

IAUEA AUAIAeU:

____________________________________________________________________

Iauea auaiaeu ii oe?ia ii oeacaiiui i?eciaeai ia iniiaaiee
ia?eaoeiaiaiai

aiaeeca iaoiaeeee 2.3 – EIIO?IEUeIIAI EENOA AeEss NO?AOAAE*ANEIAI
AIAEECA

NEEU E NEAAINOE AAOAE OE?IU A EIIEO?AIOIIE AI?UeAA:

_____________________________________________________________

Iaoiaeeea 2.4. NO?AOAAE*ANEAss NAAIAIOAOeEss EIIEO?AIOIA II

OICssENOAAIIIIO I?IOEETH

(Enoi/iee: N.Paley “The Manager`s Guide to Competitive

Marketing Strategies. N.Y. 1989. P. 84-88).

Eino?oeoeey: naeaeaeoa ioiaoeo io 1 aei 5 ii eaaeaeie ec ieaea
i?eaaaeaiiuo

a?oii iieacaoaeae (ii no?ieai) aeey ioeaiee iiceoeee Aaoaai
i?aaei?eyoey a

eiieo?aioiie ai?ueaa: 5 – yaiue eeaea? a io?anee; 4 – auoa n?aaeiaai
o?iaiy,

iieacaoaee noaaeeueiua; 3 – n?aaeiee o?iaaiue, iieiia niioaaonoaea
io?ineaaui

noaiaea?oai; 2 – anoue iiaiae aeey aaniieienoaa, oooaeoaiea
iieacaoaeae; 1 –

iieiaeaiea aeinoaoi/ii o?aaiaeiia, i?aaei?eyoea iiiaei a neooaoeeth
e?ecena.

Aaoa oe?ia: ____________________________________________

Oe?ia A: ____________________________________________

Oe?ia A: _____________________________________________

– 25 –

Iaoiaeeea 2.4. NO?AOAAE*ANEAss NAAIAIOAOeEss EIIEO?AIOIA II
OICssENOAAIIIIO I?IOEETH

——————————————————————

¦ Oe?ia ¦ Eiieo?aiou¦

A?OIIU IIEACAOAEAE AAOAE OE?IU E ——————— ¦

AAOEO EIIEO?AIOIA ¦ Iacaai.¦ A ¦ A ¦

¦ 1-5 ¦ 1-5 ¦ 1-5 ¦

——————————————–¦———¦—–¦—–¦

(1) ? U I I E : ¦ ¦ ¦ ¦

1. ?ACIA?U ?UIEA ¦ ¦ ¦ ¦

Ia eaeii ii aaee/eia ?uiea iia?e?oaoa Au ¦ ¦ ¦ ¦

e eaaeaeue ec aaoeo eiieo?aioia? ¦ ¦ ¦ ¦

Ii?aaeaeeoa naaiaiou ?uiea: ¦ ¦ ¦ ¦

– aaia?aoe/aneea ¦ ¦ ¦ ¦

– aeaiia?aoe/aneea ¦ ¦ ¦ ¦

– ineoia?aoe/aneea ¦ ¦ ¦ ¦

– nioeeaeueiua aiiaua ¦ ¦ ¦ ¦

– nioeeaeueiua ii no?aoai: ¦ ¦ ¦ ¦

IAUEA AUAIAeU:

____________________________________________________________________

AA ¦ ¦ ¦ ¦

AI ¦ ¦ ¦ ¦

NA ¦ ¦ ¦ ¦

NI ¦ ¦ ¦ ¦

IA ¦ ¦ ¦ ¦

II ¦ ¦ ¦ ¦

IAUEA AUAIAeU:

____________________________________________________________________

Oeaaeeoa, eae Au e eae eiieo?aiou nauaatho ¦ ¦ ¦ ¦

i?iaeoeoeeth : ¦ ¦ ¦ ¦

ia iaeiii ?uiea ¦ ¦ ¦ ¦

ia iiiaeo ?uieao ¦ ¦ ¦ ¦

ia ianoiii (?aaeiiaeueiii) ?uiea ¦ ¦ ¦ ¦

ia iaoeeiiaeueiii (aioo?aiiai) ?uiea ¦ ¦ ¦ ¦

ia iaaeaeoia?iaeiii ?uiea ¦ ¦ ¦ ¦

IAUEA AUAIAeU:

____________________________________________________________________

——————————————————————

¦ Oe?ia ¦ Eiieo?aiou¦

A?OIIU IIEACAOAEAE AAOAE OE?IU E ——————— ¦

AAOEO EIIEO?AIOIA ¦ Iacaai.¦ A ¦ A ¦

¦ 1-5 ¦ 1-5 ¦ 1-5 ¦

——————————————–¦———¦—–¦—–¦

2.INIAAIIINOE AIAAe?AIEss IA ?UIIE ¦ ¦ ¦ ¦

Anoue ee n?aaee aaoeo eiieo?aioia a io?anee: ¦ ¦ ¦ ¦

a Aaoae oe?ia yaiue eeaea? (Aea-5…Iao-1): ¦ ¦ ¦ ¦

Eoi neaaeoao ca yoei eeaea?ii: ¦ ¦ ¦ ¦

a io?anee: ¦ ¦ ¦ ¦

a Aaoae oe?ia: ¦ ¦ ¦ ¦

¦ ¦ ¦ ¦

Eae Au e Aaoe eiieo?aiou aiaae?eeenue (eee ¦ ¦ ¦ ¦

aiaae?ythony ia ?uiie: iaieoeoa ea/anoaaiioth ¦ ¦ ¦ ¦

oa?aeoa?enoeeo ¦ ¦ ¦ ¦

e ioeaieoa a aaeeao: ¦ ¦ ¦ ¦

IAUEA AUAIAeU:

____________________________________________________________________

– 26 –

2.4.

——————————————————————

¦ Oe?ia ¦ Eiieo?aiou¦

A?OIIU IIEACAOAEAE AAOAE OE?IU E ——————— ¦

AAOEO EIIEO?AIOIA ¦ Iacaai.¦ A ¦ A ¦

¦ 1-5 ¦ 1-5 ¦ 1-5 ¦

——————————————–¦———¦—–¦—–¦

¦ ¦ ¦ ¦

Oeaaeeoa, no?aoaaee eaeiai oeia i?eaea?aeeaa- ¦ ¦ ¦ ¦

aoanue Au e eaaeaeue ec Aaoeo eiieo?aioia: ¦ ¦ ¦ ¦

– iai?aaeaiiie ia iia?aaeaiea eiieo?aioia ¦ ¦ ¦ ¦

– iai?aaeaiiie ia ii?aaeaiea eeaea?a: ¦ ¦ ¦ ¦

– ii /eneo iiaiaaaaeaiee ¦ ¦ ¦ ¦

– ii /eneo IEIE? ¦ ¦ ¦ ¦

– ii oaiiai ?inoa iauaiia i?iaeaae ¦ ¦ ¦ ¦

– ii ae?oaei ia?aiao?ai (eaeei): ¦ ¦ ¦ ¦

____________________________________________________________________

– no?aoaaee neaaeiaaiey ca eeaea?ii: ¦ ¦ ¦ ¦

____________________________________________________________________

– no?aoaaee, a i?eioeeia iai?aaeaiiua ia ¦ ¦ ¦ ¦

oi, /oi au iineaaeiei auoue ia ?uiea: ¦ ¦ ¦ ¦

____________________________________________________________________

– ecaaaaiey ?enea e?oiiuo iiaiaaaaeaiee ¦ ¦ ¦ ¦

– ecaaaaiea ?enea e?oiiuo eiaanoeoeee ¦ ¦ ¦ ¦

– aeaeaao oi, /oi i?eieiaao “na?ay ianna” ¦ ¦ ¦ ¦

i?aaei?eyoee ¦ ¦ ¦ ¦

____________________________________________________________________

– ae?oaea no?aoaaee: iaieoeoa e ioeaieoa: ¦ ¦ ¦ ¦

____________________________________________________________________

IAUEA AUAIAeU:

____________________________________________________________________

——————————————————————

¦ Oe?ia ¦ Eiieo?aiou¦

A?OIIU IIEACAOAEAE AAOAE OE?IU E ——————— ¦

AAOEO EIIEO?AIOIA ¦ Iacaai.¦ A ¦ A ¦

¦ 1-5 ¦ 1-5 ¦ 1-5 ¦

——————————————–¦———¦—–¦—–¦

3.NOAIAIUe AOssAEAAIEss A ?UIIE ¦ ¦ ¦ ¦

?annoaiiaea i?ei?eoaoia Aaoae oe?iu e Aaoeo ¦ ¦ ¦ ¦

eiieo?aioia ia aeaiiii ?uiea : iaieoeoa e ¦ ¦ ¦ ¦

ioeaieoa: ¦ ¦ ¦ ¦

____________________________________________________________________

Neieueei ?ano?nia Au e Iie cao?a/eaaaoa ia ¦ ¦ ¦ ¦

oi, /oi au oaea?aeaoue ?uiie: ¦ ¦ ¦ ¦

– aieueoua cao?aou ?ano?nia (aunieii?e?e- ¦ ¦ ¦ ¦

oaoiue ?uiie) ¦ ¦ ¦ ¦

– cao?aou ?ano?nia ia n?aaeiai o?iaia (iiae- ¦ ¦ ¦ ¦

ii aanoe iia?aoeee e ia ae?oaeo ?uieao) ¦ ¦ ¦ ¦

– 27 –

– ia?aie/aiiua cao?aou ?ano?nia (aiciiaeii ¦ ¦ ¦ ¦

aeaeaiea oeoe n aeaiiiai ?uiea ) ¦ ¦ ¦ ¦

____________________________________________________________________

IAUEA AUAIAeU:

____________________________________________________________________

——————————————————————

¦ Oe?ia ¦ Eiieo?aiou¦

A?OIIU IIEACAOAEAE AAOAE OE?IU E ——————— ¦

AAOEO EIIEO?AIOIA ¦ Iacaai.¦ A ¦ A ¦

¦ 1-5 ¦ 1-5 ¦ 1-5 ¦

——————————————–¦———¦—–¦—–¦

4. ?UII*IUE NI?IN ¦ ¦ ¦ ¦

Ianeieueei auno?i Au e Aaoe eiieo?aiou ¦ ¦ ¦ ¦

i?eniinaaeeaathony e iaiaeeaeaiiui neooaoeeyi, ¦ ¦ ¦ ¦

aicieeathuei ia ?uiea: iaieoeoa e ioeaieoa ¦ ¦ ¦ ¦

____________________________________________________________________

Ianeieueei aeaeie yaeyaony eo ?uii/iay ¦ ¦ ¦ ¦

no?aoaaey: ¦ ¦ ¦ ¦

– inoaaeytho ?uiie a neo/aa iaaeaiey ni?ina ¦ ¦ ¦ ¦

– eiioeaio?e?otho oneeey ia eeth/aauo iiceoeeyo ¦ ¦ ¦ ¦

a neo/aa oaaee/aiey ni?ina ¦ ¦ ¦ ¦

– no?aiyony ca?aaioaoue eae iiaeii aieueoa ¦ ¦ ¦ ¦

i?eauee a neo/aa noaaeeecaoeee nauoa ¦ ¦ ¦ ¦

____________________________________________________________________

– ae?oaea iniaaiiinoe ?uii/iiai ni?ina: ia- ¦ ¦ ¦ ¦

ieoeoa e ioeaieoa: ¦ ¦ ¦ ¦

____________________________________________________________________

IAUEA AUAIAeU:

____________________________________________________________________

——————————————————————

¦ Oe?ia ¦ Eiieo?aiou¦

A?OIIU IIEACAOAEAE AAOAE OE?IU E ——————— ¦

AAOEO EIIEO?AIOIA ¦ Iacaai.¦ A ¦ A ¦

¦ 1-5 ¦ 1-5 ¦ 1-5 ¦

——————————————–¦———¦—–¦—–¦

5. ?UII*IAss AeEAA?NEOEEAOeEss ¦ ¦ ¦ ¦

¦ ¦ ¦ ¦

Eae Au e Aaoe eiieo?aiou ?aaae?otho ia ii- ¦ ¦ ¦ ¦

yaeaiea aiciiaeiinoae aeeaa?neoeoee?iaaoue ¦ ¦ ¦ ¦

naith oicyenoaaiioth aeayoaeueiinoue: ¦ ¦ ¦ ¦

– inaaeaatho iiaue aecian, naycaiiue n in- ¦ ¦ ¦ ¦

iiaiui i?iecaiaenoaii ¦ ¦ ¦ ¦

– inaaeaatho iiaoth io?aneue, naycaiioth n in- ¦ ¦ ¦ ¦

iiaiui i?iecaiaenoaii ¦ ¦ ¦ ¦

– inaaeaatho iiaoth noa?o oicyenoaaiiie aeay- ¦ ¦ ¦ ¦

oaeueiinoe, naycaiioth n iniiaiui i?iecaiae- ¦ ¦ ¦ ¦

noaii ¦ ¦ ¦ ¦

– inaaeaatho niaaeiua i?iecaiaenoaaiiua i?i- ¦ ¦ ¦ ¦

oeannu, eioi?ua oaoiieiae/anee aeiiieiytho ¦ ¦ ¦ ¦

iniiaiia i?iecaiaenoai ¦ ¦ ¦ ¦

– 28 –

——————————————————————

¦ Oe?ia ¦ Eiieo?aiou¦

A?OIIU IIEACAOAEAE AAOAE OE?IU E ——————— ¦

AAOEO EIIEO?AIOIA ¦ Iacaai.¦ A ¦ A ¦

¦ 1-5 ¦ 1-5 ¦ 1-5 ¦

——————————————–¦———¦—–¦—–¦

5. ?UII*IAss AeEAA?NEOEEAOeEss ¦ ¦ ¦ ¦

– oi?ie?otho nianoaaiioth nauoiaoth naoue ¦ ¦ ¦ ¦

(o.i.aa?oeeaeueiay eioaa?aoeey i?iecaiaenoaa) ¦ ¦ ¦ ¦

– aeeaa?neoeoee?otho naith oic. aeayoaeueiinoue a ¦ ¦ ¦
¦

niaa?oaiii iiaii iai?aaeaiee, ieeae ia ¦ ¦ ¦ ¦

naycaiiii n i?ioeeai iniiaiiai i?iecaiaenoaa ¦ ¦ ¦ ¦

____________________________________________________________________

– ae?oaia: iaieoeoa e ioeaieoa ¦ ¦ ¦ ¦

____________________________________________________________________

IAUEA AUAIAeU:

____________________________________________________________________

Aaoa oe?ia:

_____________________________________________________

Oe?ia A:

_____________________________________________________

Oe?ia A:

_____________________________________________________

2.4.

——————————————————————

¦ Oe?ia ¦ Eiieo?aiou¦

NOIIA A?OII IIEACAOAEAE AAOAE OE?IU E ——————— ¦

AAOEO EIIEO?AIOIA ¦ Iacaai.¦ A ¦ A ¦

¦ 1-5 ¦ 1-5 ¦ 1-5 ¦

——————————————–¦———¦—–¦—–¦

?UIIE ¦ ¦ ¦ ¦

1. ?ACIA?U ?UIEA ¦ ¦ ¦ ¦

2. INIAAIIINOE AIAAe?AIEss IA ?UIIE ¦ ¦ ¦ ¦

3. NOAIAIUe AOssAEAAIEss A ?UIIE ¦ ¦ ¦ ¦

4. ?UII*IUE NI?IN ¦ ¦ ¦ ¦

5. ?UII*IAss AeEAA?NEOEEAOeEss ¦ ¦ ¦ ¦

——————————————————————-

IAUAss NOIIA A AAEEAO II ?UIEO ¦ ¦ ¦ ¦

——————————————————————-

IAUEA AUAIAeU II ?UIEO:

——————————————————————-

– 29 –

I?eia/aiea. Ii eaaeaeiio ioieoo aeaeaoaeueii naeaeaoue oaeaea
nianoaaiiua aeiiieia-

iey e ooi/iaiey; iai?eia?, ioeaiea ?acia?ia ?uiea (aeaiia?aoe/aneiai,
ineoia?aoe-

/aneiai, nioeeaeueiiai, aaia?aoe/aneiai) aeathony eioaa?e?iaaiiui
iieacaoaeai. AEaea-

oaeueii i?eaanoe i?eia?u ?an/aoa ia?aiao?ia yoeo ?uieia. Iai?eia?,
aeaiia?aoe/an-

eee naaiaio: ioae/eiu io 25 aei 50 eao, aeaiueiu io 30 aei 45 eao;
n?aaee anao iio?a-

aeoaeae iie ninoaaeytho ii?yaeea 80% naaiaioa nauoa. Anoue ee aaca
n?aaiaiey n ae?o-

aeie oe?iaie ii oeacaiiui naaiaioai ? Iiae “nioeeaeueiui neiai aiiaua”
iiae?acoiaaa-

aony oio nioeeaeueiue neie, eioi?ue ianeoaeeaaaony Aaoae oe?iie e
eiieo?aioaie a

iaeneiaeueiie ia?a; iinea oiai, eae au au/eneeee naie iauee ?uii/iue
naaiaio iio-

?aaeoaeae, caoai eaeao ioaeaeueiay aeeooa?aioeeaoeey ii no?aoai.

Ii iiaiaeo aiaae?aiey ia ?uiie Aaoae oe?iu e Aaoeo eiieo?aioia:
ii?aaeaeyaony

/a?ac i?eaioe?iai/iue i?ioeaio caoaa/aiiiai (eee aeaeaaiiai) naaiaioa
ia aeaiiii

?uiea, e aeaeathony iiyniythuea iienaiey. I?ioeaiou caoai ia?aaiaeyony a
niioaaonoao-

thuea aaeeu n?aaiaiey.

I?iaeieaeaiea iaoiaeeee 2.4

——————————————————————

¦ Oe?ia ¦ Eiieo?aiou¦

A?OIIU IIEACAOAEAE AAOAE OE?IU E ——————— ¦

AAOEO EIIEO?AIOIA ¦ Iacaai.¦ A ¦ A ¦

¦ 1-5 ¦ 1-5 ¦ 1-5 ¦

——————————————–¦———¦—–¦—–¦

(2) I ? I Ae O E O: ¦ ¦ ¦ ¦

1. INAIAIEA I?IECAIAeNOAA ECAeAEEE ¦ ¦ ¦ ¦

¦ ¦ ¦ ¦

Ianeieueei yooaeoeaii aeaenoaoaoa Au e Aaoe ¦ ¦ ¦ ¦

eiieo?aiou a iaeanoe eiio?iey ca cai?inaie ¦ ¦ ¦ ¦

e aeaeaieyie iio?aaeoaeae: iaieoeoa e ioea- ¦ ¦ ¦ ¦

ieoa: ¦ ¦ ¦ ¦

____________________________________________________________________

Oeaaeeoa eae Au e eae Iie aeaenoaotho i?e ca- ¦ ¦ ¦ ¦

iieiaiee “ieoe” a iio?aaeoaeueneii ni?ina: ¦ ¦ ¦ ¦

– caioneatho a i?iecaiaenoai iaeio iiaeaeue ec- ¦ ¦ ¦ ¦

aeaeey ¦ ¦ ¦ ¦

– caioneatho a i?iecaiaenoai ianeieueei ¦ ¦ ¦ ¦

iiaeaeae ¦ ¦ ¦ ¦

– iiaeeoeoee?otho i?aaeiea iiaeaee i?iaeoeoeee ¦ ¦ ¦
¦

– ae?oaia: iaieoeoa e ioeaieoa ¦ ¦ ¦ ¦

____________________________________________________________________

Oeaaeeoa iaeaieaa aa?iyoiua aa?eaiou aeaei- ¦ ¦ ¦ ¦

aiai iiaaeaiey: ¦ ¦ ¦ ¦

– niaeaenoaea aieaa /anoiio eniieueciaaieth ¦ ¦ ¦ ¦

iio?aaeoaeyie auioneaaiie i?iaeoeoeee ¦ ¦ ¦ ¦

– iiene iiauo iio?aaeoaeae i?iaeoeoeee ¦ ¦ ¦ ¦

– iiene iiauo noa? ieiaiaiey i?iaeoeoeee ¦ ¦ ¦ ¦

– iiene iiauo noa? i?eiaiaiey aeey iaoa?ea- ¦ ¦ ¦ ¦

eia e eiiieaeoothueo ecaeaeee auioneaaiie ¦ ¦ ¦ ¦

i?iaeoeoeee ¦ ¦ ¦ ¦

____________________________________________________________________

– ae?oaia: iaieoeoa e ioeaieoa ¦ ¦ ¦ ¦

____________________________________________________________________

IAUEA AUAIAeU:

____________________________________________________________________

– 30 –

2.4.

——————————————————————

¦ Oe?ia ¦ Eiieo?aiou¦

A?OIIU IIEACAOAEAE AAOAE OE?IU E ——————— ¦

AAOEO EIIEO?AIOIA ¦ Iacaai.¦ A ¦ A ¦

¦ 1-5 ¦ 1-5 ¦ 1-5 ¦

——————————————–¦———¦—–¦—–¦

2. AEECIAIUE OeEEE I?IAeOEOA ¦ ¦ ¦ ¦

¦ ¦ ¦ ¦

Ianeieueei yooaeoeaii Au e Aaoe eiieo?aiou ¦ ¦ ¦ ¦

aeaenoaotho a iaeanoe i?iaeeaiey aeeciaiiai ¦ ¦ ¦ ¦

oeeeea ecaeaeee: iaieoeoa e ioeaieoa: ¦ ¦ ¦ ¦

____________________________________________________________________

——————————————————————

¦ Oe?ia ¦ Eiieo?aiou¦

A?OIIU IIEACAOAEAE AAOAE OE?IU E ——————— ¦

AAOEO EIIEO?AIOIA ¦ Iacaai.¦ A ¦ A ¦

¦ 1-5 ¦ 1-5 ¦ 1-5 ¦

——————————————–¦———¦—–¦—–¦

3. EIIEO?AIOeEss ECAeAEEE ¦ ¦ ¦ ¦

A eaeie ia?a Au e Aaoe eiieo?aiou iuoathony ¦ ¦ ¦ ¦

oaaee/eoue naith aeieth ?uiea – ca n/ao neaaeo- ¦ ¦ ¦ ¦

thueo ia?: ¦ ¦ ¦ ¦

– eiieo?aioeee oi?aiauo ia?ie iioiauo oe?i ¦ ¦ ¦ ¦

– i?iaeaeaeaiea ia ?uiea oieeaeueiuo, ia eia- ¦ ¦ ¦ ¦

thueo aiaeiaia ecaeaeee ¦ ¦ ¦ ¦

____________________________________________________________________

– ae?oaia: iaieoeoa e ioeaieoa ¦ ¦ ¦ ¦

____________________________________________________________________

IAUEA AUAIAeU:

____________________________________________________________________

——————————————————————

¦ Oe?ia ¦ Eiieo?aiou¦

A?OIIU IIEACAOAEAE AAOAE OE?IU E ——————— ¦

AAOEO EIIEO?AIOIA ¦ Iacaai.¦ A ¦ A ¦

¦ 1-5 ¦ 1-5 ¦ 1-5 ¦

——————————————–¦———¦—–¦—–¦

4. ANNI?OEIAIO I?IAeOEOeEE ¦ ¦ ¦ ¦

¦ ¦ ¦ ¦

Ianeieueei oe?ie anni?oeiaio ecaeaeee e on- ¦ ¦ ¦ ¦

eoa, i?aaeeaaaaiuo aaoeie eiieo?aioaie: ¦ ¦ ¦ ¦

iaieoeoa e ioeaieoa ¦ ¦ ¦ ¦

Ianeieueei aeoaiea ia Aaoeo e ia Eo i?aaei- ¦ ¦ ¦ ¦

?eyoeyo oaoiieiae/aneay ia?aaioea iinooia- ¦ ¦ ¦ ¦

thuaai nu?uey, iaoa?eaeia e eiiieaeoothueo: ¦ ¦ ¦ ¦

iaieoeoa e ioeaieoa: ¦ ¦ ¦ ¦

____________________________________________________________________

Eiieo?aiou e Au auioneaaoa : ¦ ¦ ¦ ¦

– iaeei aeae i?iaeoeoeee ¦ ¦ ¦ ¦

– iiiaeanoai aeaeia i?iaeoeoeee ¦ ¦ ¦ ¦

– nenoaiu acaeiinaycaiiuo ecaeaeee ¦ ¦ ¦ ¦

____________________________________________________________________

– 31 –

2.4.

——————————————————————

¦ Oe?ia ¦ Eiieo?aiou¦

A?OIIU IIEACAOAEAE AAOAE OE?IU E ——————— ¦

AAOEO EIIEO?AIOIA ¦ Iacaai.¦ A ¦ A ¦

¦ 1-5 ¦ 1-5 ¦ 1-5 ¦

——————————————–¦———¦—–¦—–¦

4. ANNI?OEIAIO I?IAeOEOeEE ¦ ¦ ¦ ¦

– ae?oaia: iaieoeoa e ioeaieoa. ¦ ¦ ¦ ¦

____________________________________________________________________

IAUEA AUAIAeU:

____________________________________________________________________

——————————————————————+

A?OIIU IIEACAOAEAE ¦Aaoa ¦Eiieo?aiou ¦

Aaoae oe?iu e eiieo?aioia “A” e “A” ¦oe?ia¦ A ¦ A ¦

————————————————+—–+—–+—–¦

5. EIINO?OEOeEss E AeECAEI I?IAeOEOIA ¦ ¦ ¦ ¦

Eaeie aeaeinoueth iaeaaeatho i?iecaiaenoaaiiua aaoe ¦ ¦ ¦ ¦

nenoaiu e nenoaiu eiieo?aioia, eiaeaia?- ¦ ¦ ¦ ¦

ii-eiino?oeoi?neea iiae?acaeaeaiey,iaieoeoa e ioea-¦ ¦ ¦ ¦

ieoa: ¦ ¦ ¦ ¦

____________________________________________________________________

Eiieo?aiou i?aaeii/eoatho auione: ¦ ¦ ¦ ¦

-i?iaeoeoeee ianniaiai ni?ina(noaiaea?oeciaaiiua) ¦ ¦ ¦ ¦

-iiaeeoeoee?iaaiiuo noaiaea?oiuo ecaeaeee(iiaua ¦ ¦ ¦ ¦

iiaeaee n oeo/oaieai ioaeaeueiuo oa?aeoa?enoee) ¦ ¦ ¦ ¦

-i?iaeoeoeee,i?eniiniaeaiiie e ioaeaeai e cai?inai ¦ ¦ ¦ ¦

eiie?aoiuo iio?aaeoaeae (niaoeeaeece?iaaiiay i?i-¦ ¦ ¦ ¦

aeoeoeey): ¦ ¦ ¦ ¦

____________________________________________________________________

-ae?oaia, iaieoeoa e ioeaieoa: ¦ ¦ ¦ ¦

____________________________________________________________________

IAUEA AUAIAeU:

____________________________________________________________________

———————————————————————–

¦ Oe?ia ¦ Eiieo?aiou¦

A?OIIU IIEACAOAEAE AAOAE OE?IU E ——————— ¦

AAOEO EIIEO?AIOIA ¦ Iacaai.¦ A ¦ A ¦

¦ 1-5 ¦ 1-5 ¦ 1-5 ¦

————————————————¦———¦—–¦—–¦

6. IIAUA ECAeAEEss ¦ ¦ ¦
¦

Eae aaaeoo naay aaoe eiieo?aiou e Au a ioiioaiee ¦ ¦ ¦ ¦

neaaeothueo iai?aaeaiee ?ac?aaioee iiauo ecaeaeee: ¦ ¦ ¦
¦

-inouanoaeythony oaoie/aneea iiaiaaaaeaiey (?ac?a-¦ ¦ ¦
¦

aioea i?eioeeieaeueii iiauo i?iaeoeoia) ¦ ¦ ¦
¦

-iiaeeoeeaoeey auioneaaiuo ecaeaeee (niaa?oainoai- ¦ ¦ ¦
¦

aaiea eiathueony ia?aiao?ia i?iaeoeoeee): ¦ ¦ ¦
¦

____________________________________________________________________

– 32 –

2.4.

———————————————————————–

¦ Oe?ia ¦ Eiieo?aiou¦

A?OIIU IIEACAOAEAE AAOAE OE?IU E ——————— ¦

AAOEO EIIEO?AIOIA ¦ Iacaai.¦ A ¦ A ¦

¦ 1-5 ¦ 1-5 ¦ 1-5 ¦

————————————————¦———¦—–¦—–¦

6. IIAUA ECAeAEEss ¦ ¦ ¦
¦

-inaiaiea niaaeiuo oaoiieiae/aneeo i?ioeannia n ¦ ¦ ¦
¦

oeaeueth auionea iiaie i?iaeoeoeee(aiaae?aiea iiaie ¦ ¦ ¦
¦

oaoiieiaee a i?iecaiaenoai) ¦ ¦ ¦ ¦

-aeeaa?neoeeaoeey i?iecaiaenoaa aeey auionea iiaie ¦ ¦ ¦
¦

i?iaeoeoeee ¦ ¦ ¦
¦

-aianaiea einiaoe/aneeo eciaiaiee e ia?ai?iaeaaea ¦ ¦ ¦
¦

nouanoaothueo ia ?uiea ecaeaeee ¦ ¦ ¦
¦

-iaoiaeaeaiea iiauo ?uieia nauoa aeey nouanoaothuae ¦ ¦ ¦
¦

i?iaeoeoeee ¦ ¦ ¦
¦

-inouanoaeaiea eiiia?/aneeo iiaiaaaaeaiee,iicai- ¦ ¦ ¦ ¦

eythueo i?eaea/ue e oie aea naiie i?iaeoeoeee aieia- ¦ ¦ ¦
¦

iea iiauo iio?aaeoaeae: ¦ ¦ ¦ ¦

________________________________________________________________________

-ae?oaia, iaieoeoa e ioeaieoa: ¦ ¦ ¦
¦

________________________________________________________________________

IAUEA AUAIAeU:

____________________________________________________________________

——————————————————————

¦ Oe?ia ¦ Eiieo?aiou¦

A?OIIU IIEACAOAEAE AAOAE OE?IU E ——————— ¦

AAOEO EIIEO?AIOIA ¦ Iacaai.¦ A ¦ A ¦

¦ 1-5 ¦ 1-5 ¦ 1-5 ¦

——————————————–¦———¦—–¦—–¦

7. IA?ANIIO? ANNI?OEIAIOA AUIONEAAIIE I?IAeOEOeEE ¦ ¦ ¦ ¦

¦ ¦ ¦ ¦

Aeaeinoue aaoae oe?iu e eiieo?aioia a iaeanoe ¦ ¦ ¦ ¦

eiio?iey ca niioaaonoaeai naieo i?iecaiaenoaaiiuo¦ ¦ ¦ ¦

iiuiinoae oneiaeyi ?uiea. ¦ ¦ ¦ ¦

Eaeiio aa?eaioo Au e aaoe eiieo?aiou ioaeatho ¦ ¦ ¦ ¦

i?aaeii/oaiea: ¦ ¦ ¦ ¦

-oiaiueoaiea eiee/anoaa i?iecaiaenoaaiiuo iiuiin- ¦ ¦ ¦ ¦

oae, auioneathueo ecaeaeey,ni?in ia eioi?ua ia/ae ¦ ¦ ¦ ¦

nieaeaoueny ¦ ¦ ¦ ¦

-no?aieaiea eeeaeaee?iaaoue o naay iiuiinoae,au- ¦ ¦ ¦ ¦

auioneathueo ecaeaeey,ni?in ia eioi?ua ia/ae nie- ¦ ¦ ¦ ¦

aeaoueny: ¦ ¦ ¦ ¦

_____________________________________________________________________

-ae?oaia,iaieoeoa e ioeaieoa: ¦ ¦ ¦ ¦

_____________________________________________________________________

IAUEA AUAIAeU:

____________________________________________________________________

+—————–+

IAUAss NOIIA AAEEIA II I?IAeOEOO E IAUEA AUAIAeU: ¦ ¦ ¦ ¦

+—————–+

_____________________________________________________________

– 33 –

I?eia/aiea. Eiaaony aeinoaoi/ii aaaeiay e aeinoaoi/ii
eioa?aniay i?iaeaia

“aeeciaiiiai oeeeea oneoa”; ianeieueei auaiaeii aai i?iaeeyoue eee
nicaeaaaoue iiaua oe-

iu oneoa ? “Aeaeinoue” iiieiaaony eae nei?inoue i?eniiniaeaiey
(aaeaioaoeee) nicaea-

aaaiuo ia?aiao?ia oe?iu e eciaiaieth oaeoi?ia aiaoiae n?aaeu, eee e
eciaiythueiny

o?aaiaaieyi caeac/eea.

I?iaeieaeaiea iaoiaeeee 2.4.

——————————————————————+

A?OIIU IIEACAOAEAE ¦Aaoa ¦Eiieo?aiou ¦

Aaoae oe?iu e eiieo?aioia “A” e “A” ¦oe?ia¦ A ¦ A ¦

————————————————+—–+—–+—–¦

(3) Oe A I U: ¦ ¦ ¦ ¦

1. IIAUA ECAeAEEss ¦ ¦ ¦ ¦

Eae aaaeoo naay aaoe eiieo?aiou e Au a iaeanoe ¦ ¦ ¦ ¦

oeaiiia?aciaaiey ia iiaua ecaeaeey: iaieoeoa e ¦ ¦ ¦ ¦

ioeaieoa a aaeeao (iauay, a?oaay ioeaiea): ¦ ¦ ¦ ¦

____________________________________________________________________

Oeaaeeoa, eaeea aeaeu oeai Au e Aaoe eiieo?aiou ¦ ¦ ¦ ¦

no?aiyony eniieueciaaoue: ¦ ¦ ¦ ¦

-caauoaiiua oeaiu,/oiau eae iiaeii auno?aa i?iaeae-¦ ¦ ¦ ¦

aaoue ecaeaeey e iieo/aoue i?eaueue ¦ ¦ ¦ ¦

-caauoaiiua oeaiu,/oiau iieo/eoue aieueoa i?eauee ¦ ¦ ¦ ¦

-aieaa ieceea oeaiu,/oiau auno?aa i?iaeaoue ecaeaeey¦ ¦ ¦ ¦

ia ?uiea ¦ ¦ ¦ ¦

-“ia ie?oae?iiua oeaiu” (ianeieueei ieaea e?oaeie ¦ ¦ ¦ ¦

noiiu) ¦ ¦ ¦ ¦

-neaaeiaaiea a oeaiao ca eeaea?ii io?anee ¦ ¦ ¦ ¦

-oeaiu n aiciauaieai ecaea?aeae i?iecaiaenoaa ¦ ¦ ¦ ¦

____________________________________________________________________

-ae?oaia iaieoeoa e ioeaieoa: ¦ ¦ ¦ ¦

____________________________________________________________________

IAUEA AUAIAeU:

____________________________________________________________________

——————————————————————+

A?OIIU IIEACAOAEAE ¦Aaoa ¦Eiieo?aiou ¦

Aaoae oe?iu e eiieo?aioia “A” e “A” ¦oe?ia¦ A ¦ A ¦

————————————————+—–+—–+—–¦

(3) Oe A I U: ¦ ¦ ¦ ¦

2. Auioneaaiua (inaiaiiua) i?iaeoeou ¦ ¦ ¦ ¦

Eaeie iieeoeee i?eaea?aeeaaaoanue Au e Aaoe eii- ¦ ¦ ¦ ¦

eo?aiou a ioiioaiee oaea inaiaiiuo ia i?iecaiae- ¦ ¦ ¦ ¦

noaa aeaeia ecaeaeee e oneoa, iaieoeoa e ioeaieoa ¦ ¦ ¦ ¦

a aaeeao: ¦ ¦ ¦ ¦

____________________________________________________________________

No?aieoanue ee Au e Aaoe eiieo?aiou i?eiaiyoue ¦ ¦ ¦ ¦

neaaeothuea iiaeoiaeu e oeaiiia?aciaaieth: ¦ ¦ ¦
¦

-iinoaiaiiia nieaeaiea oeai (AeA-5 aaeeia) ¦ ¦ ¦ ¦

-naaiaioe?iaaiea oeai (oi anoue onoaiiaeaiea ?ac- ¦ ¦ ¦ ¦

ee/iuo oeai ii naaiaioaoeeyi ?uiea) ¦ ¦ ¦ ¦

-aaaaeaiea aeaeeo oeai ¦ ¦ ¦ ¦

-aaaaeaiea i?aeiouanoaaiiuo oeai (o/eouaathueo oeaiu¦ ¦ ¦ ¦

eiieo?aioia) ¦ ¦ ¦ ¦

-i?iaeaaea ecaeaeee n oauoeii (iau/ii-a iaaeaaeaea ¦ ¦ ¦
¦

oaaee/eoue naith aeieth ?uiea a ia?niaeoeaa): ¦ ¦ ¦ ¦

____________________________________________________________________

– 34 –

IAUEA AUAIAeU:

____________________________________________________________________

+—————–+

IAUAss NOIIA AAEEIA II OeAIAI E IAUEA AUAIAeU: ¦ ¦ ¦ ¦

+—————–+

____________________________________________________________________

——————————————————————+

A?OIIU IIEACAOAEAE ¦AAOA ¦EIIEO?AIOIA¦

Aaoae oe?iu e eiieo?aioia”A” e “A” ¦OE?IA¦ “A” ¦ “A” ¦

————————————————+—–+—–+—–¦

(4) I?IAeAEAEAIEA I?IAeOEOIA IA ?UIEA: ¦ ¦ ¦ ¦

1. ?AEEAIA ¦ ¦ ¦ ¦

Eaeie oi?ia ?aeeaiu Au e Aaoe eiieo?aiou ioaeatho¦ ¦ ¦ ¦

i?aaeii/oaiea: ¦ ¦ ¦ ¦

-noeioee?iaaiea i?iaeaaee ioaeaeueiui eeoeai ¦ ¦ ¦ ¦

-eioi?ie?iaaiea niaoeeaeueii aua?aiiie aoaeeoi?ee ¦ ¦ ¦ ¦

i iaee/ee i?iaeoeoa ia ?uiea ¦ ¦ ¦ ¦

-aeaiiino?aoeey aiciiaeiinoae i?eia?aoaiey ecaeaeee ¦ ¦ ¦ ¦

n iiiiuueth n?aaenoa ?aeeaiu (iai?eia?,eoiiiia a ¦ ¦ ¦ ¦

aacaoao,ia oaeaaeaeaiee n ?aeeaiiuie ?ieeeaie, ¦ ¦ ¦ ¦

iauyaeaieyie,aeathueie i?aai ia i?eia?aoaiea oi- ¦ ¦ ¦ ¦

aa?a ni neeaeeie): ¦ ¦ ¦ ¦

____________________________________________________________________

-ae?oaia, iaieoeoa e ioeaieoa a aaeeao: ¦ ¦ ¦ ¦

____________________________________________________________________

IAUEA AUAIAeU:

____________________________________________________________________

——————————————————————

¦ Oe?ia ¦ Eiieo?aiou¦

A?OIIU IIEACAOAEAE AAOAE OE?IU E ——————— ¦

AAOEO EIIEO?AIOIA ¦ Iacaai.¦ A ¦ A ¦

¦ 1-5 ¦ 1-5 ¦ 1-5 ¦

——————————————–¦———¦—–¦—–¦

2. NAUOIAUA NEOAEAU ¦ ¦ ¦ ¦

Eaeiai ?iaea nauoiaua iiae?acaeaeaiey e neoaeau ¦ ¦ ¦ ¦

eiathony o Aan e o eiieo?aioia:ioeaieoa a aaeeao:¦ ¦ ¦ ¦

____________________________________________________________________

Eeanneoeoee?oeoa eo ii: ¦ ¦ ¦ ¦

-?acia?o nauoiauo iiae?acaeaeaiee ¦ ¦ ¦ ¦

-oa??eoi?eaeueiiio ?aniieiaeaieth ¦ ¦ ¦ ¦

-nenoaiu iieaou o?oaea oi?aiauo ?aaioieeia ¦ ¦ ¦ ¦

-o?iaith iao/aiey eaae?ia ¦ ¦ ¦ ¦

-oaoie/aneie iniau?iiinoe ¦ ¦ ¦ ¦

____________________________________________________________________

-ae?oaia:iaieoeoa e ioeaieoa: ¦ ¦ ¦ ¦

____________________________________________________________________

– 35 –

IAUEA AUAIAeU:

____________________________________________________________________

——————————————————————+

A?OIIU IIEACAOAEAE ¦AAOA ¦EIIEO?AIOIA¦

Aaoae oe?iu e eiieo?aioia”A” e “A” ¦OE?IA¦ “A” ¦ “A” ¦

————————————————+—–+—–+—–¦

3. NIAeAENOAEA NAUOIAUI I?AAIECAOeEssI ¦ ¦ ¦ ¦

Eae oanii eioaa?e?iaaia o Aan e o eiieo?aioia ¦ ¦ ¦ ¦

aeayoaeueiinoue nauoiauo neoaea ni no?aoaaeae i?aae- ¦ ¦ ¦ ¦

i?eyoey e ioeaieoa a aaeeao: ¦ ¦ ¦ ¦

____________________________________________________________________

Iai?aaeaiu ee oneeey a iaeanoe i?iaeaeaeaiey ec- ¦ ¦ ¦ ¦

aeaeee ia ?uiea ia: ¦ ¦ ¦ ¦

-iiiu?aiea eniieueciaaiey ecaeaeey eae iiaeii aieue-¦ ¦ ¦ ¦

oei /eneii iio?aaeoaeae ¦ ¦ ¦ ¦

-aieaa oaniay eiiia?aoeey n aeeea?aie ¦ ¦ ¦ ¦

-noeioee?iaaiea yooaeoeaiinoe ?aaiou nauoiauo ¦ ¦ ¦ ¦

iiae?acaeaeaiee ¦ ¦ ¦ ¦

____________________________________________________________________

-ae?oaia: iaieoeoa e ioeaieoa a aaeeao: ¦ ¦ ¦ ¦

____________________________________________________________________

IAUEA AUAIAeU:

____________________________________________________________________

+—————–+

IAUAss NOIIA AAEEIA II I?IAeAEAEAIETH I?IAeOEOIA ¦ ¦ ¦ ¦

IA ?UIEA E AUAIAeU: +—————–+

____________________________________________________________________

——————————————————————+

A?OIIU IIEACAOAEAE ¦AAOA ¦EIIEO?AIOIA¦

Aaoae oe?iu e eiieo?aioia”A” e “A” ¦OE?IA¦ “A” ¦ “A” ¦

————————————————+—–+—–+—–¦

(5) I?AAIECAOeEss NAUOA E ?ANI?AAeAEAIEA ¦ ¦ ¦ ¦

I?IAeOEOeEE IA ?UIEA: ¦ ¦ ¦ ¦

¦ ¦ ¦ ¦

1. IAUAss NO?OEOO?A EAIAEIA NAUOA ¦ ¦ ¦ ¦

eaeie no?aoaaee i?eaea?aeeaaaoanue Au e Aaoe eiieo-¦ ¦ ¦ ¦

?aiou a iaeanoe nauoa,/oiau aueoe ia aeaiiue ?u- ¦ ¦ ¦ ¦

iie,iaieoeoa e ioeaieoa a aaeeao: ¦ ¦ ¦ ¦

____________________________________________________________________

Oeaaeeoa aeaeu no?aoaaee: ¦ ¦ ¦ ¦

-nauo i?iaeoeoeee n aeinoaaeie a? iaiin?aaenoaaiii ¦ ¦ ¦ ¦

eiia/iiio iio?aaeoaeth ¦ ¦ ¦ ¦

-nauo /a?ac oi?aiauo iin?aaeieeia ¦ ¦ ¦ ¦

____________________________________________________________________

-ae?oaia (iaieoeoa, ioeaieoa a aaeeao) ¦ ¦ ¦ ¦

____________________________________________________________________

– 36 –

IAUEA AUAIAeU:

____________________________________________________________________

——————————————————————+

A?OIIU IIEACAOAEAE ¦AAOA ¦EIIEO?AIOIA¦

Aaoae oe?iu e eiieo?aioia”A” e “A” ¦OE?IA¦ “A” ¦ “A” ¦

————————————————+—–+—–+—–¦

¦ ¦ ¦ ¦

2. ?ACIA?U EAIAEIA NAUOA ¦ ¦ ¦ ¦

Eaeea oi?iu nauoa i?eiaiyaoa Au e Aaoe eiieo- ¦ ¦ ¦ ¦

?aiou: ¦ ¦ ¦ ¦

-eneeth/eoaeueiia(ia?aie/aiiia)?ani?aaeaeaiea ¦ ¦ ¦ ¦

-eioaineaiia(nauo e?oiiuie ia?oeyie) ¦ ¦ ¦ ¦

-auai?i/iia ?ani?aaeaeaiea(ia naaiaiou ?uiea n ¦ ¦ ¦ ¦

aieueoei nauoiaui iioaioeeaeii) ¦ ¦ ¦ ¦

____________________________________________________________________

-ae?oaea oi?iu:eaeea,ioeaieoa a aaeeao ¦ ¦ ¦ ¦

____________________________________________________________________

IAUEA AUAIAeU:

____________________________________________________________________

——————————————————————+

A?OIIU IIEACAOAEAE ¦AAOA ¦EIIEO?AIOIA¦

Aaoae oe?iu e eiieo?aioia”A” e “A” ¦OE?IA¦ “A” ¦ “A” ¦

————————————————+—–+—–+—–¦

3. I?EOIIIAEAIEA EAIAEIA NAUOA ¦ ¦ ¦ ¦

OI?IU ?ACAEOEss NAUOIAIE NAOE) ¦ ¦ ¦ ¦

¦ ¦ ¦ ¦

Eaeea iiaua oi?iu e eaiaeu nauoa eniieuecoaoa Au ¦ ¦ ¦ ¦

e Aaoe eiieo?aiou aeey iieo/aiey iiauo ?uieia: ¦ ¦ ¦ ¦

iaieoeoa e ioeaieoa a aaeeao: ¦ ¦ ¦ ¦

Eaeea eaiaeu nauoa eniieuecothony: ¦ ¦ ¦ ¦

-oa,eioi?ua aeiiieiytho nouanoaothuea ¦ ¦ ¦ ¦

-oa,eioi?ua eiieo?e?otho n nouanoaothueie eaiaea- ¦ ¦ ¦ ¦

ie nauoa ¦ ¦ ¦ ¦

____________________________________________________________________

-ae?oaia:iaieoeoa e ioeaieoa a aaeeao: ¦ ¦ ¦ ¦

____________________________________________________________________

IAUEA AUAIAeU:

____________________________________________________________________

——————————————————————+

A?OIIU IIEACAOAEAE ¦AAOA ¦EIIEO?AIOIA¦

Aaoae oe?iu e eiieo?aioia”A” e “A” ¦OE?IA¦ “A” ¦ “A” ¦

————————————————+—–+—–+—–¦

4. EIIO?IEUe CA EAIAEAIE NAUOA ¦ ¦ ¦ ¦

Eaeei ia?acii Au e Aaoe eiieo?aiou inouanoaeytho¦ ¦ ¦ ¦

eiio?ieue ca eaiaeaie nauoa:iaieoeoa e ioeaieoa a¦ ¦ ¦ ¦

aaeeao: ¦ ¦ ¦ ¦

____________________________________________________________________

– 37 –

2.4.

——————————————————————+

A?OIIU IIEACAOAEAE ¦AAOA ¦EIIEO?AIOIA¦

Aaoae oe?iu e eiieo?aioia”A” e “A” ¦OE?IA¦ “A” ¦ “A” ¦

————————————————+—–+—–+—–¦

4. EIIO?IEUe CA EAIAEAIE NAUOA ¦ ¦ ¦ ¦

Eaeea iiaeoiaeu eniieuecothony: ¦ ¦ ¦ ¦

-auiieiaiea ooieoeee iioiauo iin?aaeieeia ¦ ¦ ¦ ¦

-auiieiaiea ooieoeee ?icie/iuo oi?aiaoeaa ¦ ¦ ¦ ¦

-nicaeaiea nenoaiu o?ai/aecia ¦ ¦ ¦ ¦

-aieaa ouaoaeueiue eiio?ieue i?iecaiaenoaaiiuo i?i-¦ ¦ ¦ ¦

oeannia ¦ ¦ ¦ ¦

-eiiaeie?iaaiea ?acee/iuo aa?eaioia n oai,/oiau¦ ¦ ¦ ¦

aeiaeoueny eae iiaeii aieueoae yeiiiiee ia ?anoiaeao¦ ¦ ¦ ¦

ii nauoo ¦ ¦ ¦ ¦

____________________________________________________________________

-ae?oaea aa?eaiou: iaieoeoa e ioeaieoa a aaeeao: ¦ ¦ ¦ ¦

____________________________________________________________________

IAUEA AUAIAeU:

____________________________________________________________________

——————————————————————+

A?OIIU IIEACAOAEAE ¦AAOA ¦EIIEO?AIOIA¦

Aaoae oe?iu e eiieo?aioia”A” e “A” ¦OE?IA¦ “A” ¦ “A” ¦

————————————————+—–+—–+—–¦

¦ ¦ ¦ ¦

IAUAss NOIIA AAEEIA II I?IAeAEAEAIETH I?IAeOEOA ¦ ¦ ¦ ¦

E I?AAIECAOeEE NAUOA E ?ANI?AAeAEAIEss I?IAeOEOeEE +—–+—–+—–¦

IA ?UIEA, IAUEA AUAIAeU: ¦ ¦ ¦ ¦

+—————–+

____________________________________________________________________

IAUEA AUAIAeU II ANAI IAOIAeEEAI NO?AOAAEANEIE NAAIAIOAOeEE

AAOAE OE?IU E EIIEO?AIOAI

Aaoa oe?ia: _______________________________

Oe?ia A: _______________________________

——————————————————————

¦ Oe?ia ¦ Eiieo?aiou¦

?OIIU IIEACAOAEAE AAOAE OE?IU E ——————— ¦

AAOEO EIIEO?AIOIA ¦ Iacaai.¦ A ¦ A ¦

¦ 1-5 ¦ 1-5 ¦ 1-5 ¦

——————————————–¦———¦—–¦—–¦

1. ?UIIE ¦ ¦ ¦ ¦

2. I?IAeOEO ¦ ¦ ¦ ¦

3. OeAIU ¦ ¦ ¦ ¦

4. I?IAeAEAEAIEA I?IAeOEOIA IA ?UIEA ¦ ¦ ¦ ¦

5. I?AAIECAOeEss NAUOA ¦ ¦ ¦ ¦

——————————————————————-

IAUAss NOIIA AAEIA NO?AOAAE*ANEIE NAAIAIOECAOeEE AAOAE OE?IU

E EIIEO?AIOIA “A” e”A” II OICssENOAAIIIIO +—————–+

I?IOEETH E IAUEA AUAIAeU: ¦ ¦ ¦ ¦

+—————–+

————————————————————–

– 38 –

————————————————————–

I ? E E I AE A I E ss

Oaaeeoea I-1. Oeaee aeieain?i/iiai ieaie?iaaiey ii i?ei?eoa-

oai a ?acaeouo eaieoaeenoe/aneeo no?aiao

—————————————————————–

ssiiiey NOA Aaeeeia?eoaiey

—————————————————————–

AACIAUA OeAEE OE?IU: I?EI?EOAOU:

1. Iauai i?iaeaae 1 4 5

2. Oaii ?inoa iauaia i?iaeaae 3 3 1

3. I?eaueue e aa i?iecaiaeiua:

3.1. ?acia? i?eauee 2 6 4

3.2. Ii?ia i?eauee ia aanue eaieoae 9 8 2

3.3. Ioiioaiea i?eauee e aeoeeiia?-

iiio eaieoaeo 17 6 17

3.4. Ioiioaiea i?eauee e iauaio

i?iaeaae 4 10 10

3.5. N?aaeiaa eaaae?aoe/iia ioeeiia-

iea i?eauee 19 21 23

3.6. Aeioiae ia iaeio aeoeeth 18 8 11

4. Aeiey ia ?uiea 10 9 6

5. No?oeoo?a eaieoaea 14 1 9

6. Aeeaeaeaiaeu 8 13 16

7. Oeaia aeoeee 22 15 23

8. Eiiiainaoeee ?aaioieeai 11 16 22

9. O?iaaiue ea/anoaa i?iaeoeoeee 20 17 14

10. Aaciaay iieeoeea ?inoa 6 2 7

11. Aaciaay iieeoeea onoie/eainoe 13 14 20

12. Aaciaay iieeoeea ecaea/aiey

i?eauee 5 5 8

13. Aaciaay iieeoeea a ioiioaiee

nioeeaeueiie ioaaonoaaiiinoe 17 19 18

IIA?AOEAIUA OeAEE

1. Caaeaiea ii aeiaaaeaiiie noieiinoe 15 22 19

2. Eiaanoeoeee ia iaeiiai ?aaioathuaai 21 20 21

3. Caaeaiea ii i?iecaiaeeoaeueiinoe

o?oaea 7 19 12

4. Eiyooeoeeaio iai?a/eaaaiinoe ea-

ieoaea 16 13 16

5. Iieeoeea a iaeanoe nieaeaiey ec-

aea?aeae 12 11 3

6. Ae?oaia 23 23 13

———————————————————

Enoi/iee: E i i i O. No?aoaaey e no?oeoo?a yiiineeo i?aae-

i?eyoee: Ia?. n aiae. – I.: I?ia?ann. 1987. N. 87.

– 39 –

Oaaeeoea I-2. Oeaee yiiineeo i?aaiecaoeee (ii?in a 269 i?ioeaa-

oathueo eiiiaiee) ii i?ei?eoaoai eaaeaeiai aeiea

—————————————————————

I?ei?eoao, oa?aeoa?enoeea oeaee %

—————————————————————

AACIAAss OeAEUe

1. Neoaeaiea iaoeee, ia?iaeo. Niaianoiia i?ioeaaoaiea 55%

2. Oi?ioee i?iaeoeo ii ?acoiiie oeaia. Ea/anoai a 49%

ia?aoth i/a?aaeue

3. Iaoeeiiiue i?ia?ann, caaiaaaiea aeiaa?ey 15%

4. Aeaaininoiyiea ?aaioieeia, oaaaeaiea e ia?niiaeo 13%

5. Ni?aaaaeeeaay i?eaueue 3%

IAUAss IIEEOEEA

1. I?ia?anneaiinoue, aeoeaiinoue, niceaeaoaeueiinoue 45%

2. I?ia?ann oaoiieiaee oe?iu 39%

3. Iao/iue, aiaeeoe/aneee iiaeoiae 17%

4. Aunieay yooaeoeaiinoue (i?iecaiaeeoaeueiinoue) 12%

EIAeAEN IIAAAeAIEss

1. Nio?oaeie/anoai 55%

2. I?aaeaiiinoue 31%

3. Ioaaonoaaiiinoue, eniieiaiea aeieaa 21%

4. I?eyciue e o/oeainoue 21%

5. Aa?aaeeeainoue, aeeo?aoiinoue, oa?iaeeainoue 19%

6. Ii?aeueiay onoie/eainoue 18%

7. Ona?aeea 15%

8. Aiae?inoue 10%

9. Aeaaiaea?iinoue 8%

10. I?eeaaeaiea 6%

11. *oanoai ai?aeinoe ca naith ?aaioo 5%

—————————————————————–

Enoi/iee: E i i i O. No?aoaaey e no?oeoo?a yiiineeo i?aae-

i?eyoee: Ia?. n aiae. – I.: I?ia?ann. 1987. N. 85.

Oaae. I-3. Oa?aeoa?enoeee nioeeaeueiuo eeannia ii Oeeeio
Eioea?o:

(E iaoiaeeea naaiaioaoeee 2.1.)

1. Yeeoa iauanoaa : eiaieoua naiuee, aeeaouea ia ianeaaeoaiia
aiaaonoai. AEa?o-

aotho aeaiueae ia aeaaioai?eoaeueiua oeaee, aeaaeatho aieaa
/ai iaeiei aeiiii,

iinueatho aeaoae a /anoiua oeieu. Ia i?eaueee naia aiaaonoai
aunoaaeyoue ia

iieac. Neoaeao ?aoa?aioiie a?oiiie aeey ae?oaeo eeannia.
?UIIE: ae?aaioeai-

iinoe, aioeeaa?eao, aeiia, oneoae ii i?aaiecaoeee ioaeuoa e
iooaoanoaee.

2. Eeoea naiaiaeiuo i?ioannee eee aecianiaiu, iieo/athuea aunieea
aeioiaeu a ne-

eo naiae eneeth/eoaeueiinoe e niiniaiinoae. AEaaeaeoo i?eciaiey
naiaai nioee-

aeueiiai iieiaeaiey e aeaiiino?aoeaii o?aoyo aeaiueae.
No?aiyony ia?aeoe a

aunoee eeann. ?UIIE: aei?iaea aeiia, yoou, ieaaaoaeueiua
aannaeiu, aei?iaea

aaoiiiaeee.

3. Aeaeathuea ea?uea?o eeoea naiaiaeiuo i?ioannee, oi?aaeythuea,
aecianiaiu. I?i-

yaeytho caaioo ia ia?aciaaiee, aeooiaiie aeecie, eoeueoo?a e
iauanoaaiiuo

aeaeao. ?UIIE : oi?ioea aeiia, iaaaeue (oi?ioay), iaeaaeaea,
auoiaua i?eai?u.

4. Neoaeauea, i?aaei?eieiaoaee, “?aai/ay a?enoie?aoey”, n?aaeiee
ninoaa EO?.

Icaai/aiu: niaethaeaieai ii?i e i?aaee eoeueoo?u, nicaeaieai
naaa i?aiea

?aniaeoaaaeueiinoe. ?uiie: oiaa?u oeia “naeaeae nai”,
oicyenoaaiiuo i?e-

iaaeeaaeiinoae, iaeaaeaeu no?iaiai noeey.

5. Iaeeea neoaeauea, eaaeeoeoee?iaaiiua e
iieo-eaaeeoeoee?iaaiiua ?aai/ea.

Icaaea/aiu : i?iaeaiaie oe?aieaiey naiaai iieiaeaiey a
iauanoaa, /aoeiai

?acaeaeaiey ?ieae iieia. ?UIIE: nii?o.oiaa?u, ieai, oiaa?u aeey
aeiiaoiaai

oicyenoaa.

6. Iaeaaeeoeoee?iaaiiua ?aai/ea, ethaee, aeeaouea ia iiniaey.
?uiie: ieuaauo

i?iaeoeoia, oaeaaeci?ia, iiaea?aeaiiuo aaoiiiaeeae,
iiaea?aeaiiuo eaa?oe?.

– 40 –

Iniiaiay eeoa?aoo?a:

——————-

1. Aeaaeaiey ?uiea: Ia?eaoeia: Ia?. n o?./ A?iai Aeaeai e

ae?. – I.: Yeiiiieea, 1993. – 574 n.

2. A i n i o o E. No?aoaae/aneia oi?aaeaiea. – I.: Yei-

iiieea. 1989.

3. A a ? a i e o a e e e A. A. I?iaeaiu iaaeaeoia?iaeiiai

ia?eaoeiaa. – I.: II. 1984.

4. Aaaaeaiea a ?uii/ioth yeiiiieeo: Iiae ?aae. A.ss.Eeaoeoea,

E.I.Ieeoeeiie. – I.: Auno. oe., 1994. – 447 n.

5. Ana i ia?eaoeiaa: Nai?iee iaoa?eaeia aeey ?oeiaiaeeoa-

eae i?aaei?eyoee, yeiiiie/aneeo e eiiia?/aneeo neoaea. – I.:

Aceioo-Oeaio?. 1992. – 367 n.

6. Ae e o o e ue A., O a ? o a a i O. I?aeoe/aneee

ia?eaoeia: O/aa. iiniaea / Ia?. n iai. A.I.Iaea?iaa; Iiae ?aae.

E.N.Ieiueei. – I.: Auno. oe. 1995. – 255 n.: ee.

7. C a a ue y e i a I. N., Ae a i e ae i a A. A. Oi?io-

ea oniaoa: ia?eaoeia /noi aii?inia – noi ioaaoia i oii, eae

yooaeoeaii aeaenoaiaaoue ia aiaoiai ?uiea/. – I.: II. 1991.

8. E i o e a ? O. Iniiau ia?eaoeiaa. Naieo-Iaoa?ao?a: AI

“EI?OIA”, AICO “Eeoa?a iethn”. 1994. – 699 n.

9. I i ? o a ? I. Iaaeaeoia?iaeiay eiieo?aioeey: eiieo?aioiua

i?aeiouanoaa no?ai: Ia?. n aiae. – I., 1993.

10. I?aaeea ?uiea / Iiae ?aae. i?io. A.Ae.Uaoeieia. – I.:

Iaaeaeoia?. ioiioaiey. 1994. – 352 n.

11. ? a / i a i Ae. Aeae., I a n e i i I. O., A i o a e E.

E., O e e e Ae. A. Nia?aiaiiue aecian: O/aaiee a 2-o oiiao:

Ia?. n aiae. – I.: ?anioaeeea. 1995. O. 1. – 431 n.: ee. O. 2.

– 478 n.: ee.

12. N a e n Ae ae. ?uii/iay yeiiiieea e ?inney: Ia?. n aiae.

– I.: Yeiiiieea. 1994. – 333 n.

13. Y a a i n Ae ae., A a ? i a i A. Ia?eaoeia: Nie?.

ia?. n aiae. / Aao. i?aaeene. e iao/. ?aae. A.A.Ai?y/aa – I.:

Yeiiiieea. 1993 – 335 n.

Aeiiieieoaeueiay eeoa?aoo?a:

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1. A a e a a a i i a a E. A . Iioiaay oi?aiaey: ia?ea-

oeia e eiiia?oeey. – I.: Yeiiiieea. 1990.

2. A e y e N. Iaaeee ?eeyeoic. *oi yoi oaeia? – I.:

I?ia?ann. 1990.

3. A a n e e ue a a TH. I. Oi?aaeaiea ?acaeoeai i?iecaiae-

noaa: iiuo NOA. – I.: Iaoea. 1989.

4. A a ? / e e i a a E. I. Ia?eaoeia e iaaeaeoia?iaeiia

eiiia?/aneia aeaei: O/aaiee aeey AOCia e eo?nia EIE. – I.: Aiao-

oi?aecaeao. 1990.

5. A i ? y / a a A. A. Eco/aiea aiaoiaoi?aiauo ?uieia.

– I.: II. 1984.

6. Ae ae i i a a i A e a. I?eeeaaeiay iauay oai?ey

nenoai. A 2-o ei.: Ia?. n aiae. – I.: Ie?. 1981.

7. Ae i e e i n e a y I. A., N i e i a ue a a E. A.

Ia?eaoeia e eiieo?aioiiniiniaiinoue i?iiuoeaiiie i?iaeoeoeee. –

I: Ecae-ai noaiaea?oia. 1991.

8. E n a a i e i A. I. Eaae?u oi?aaeaiey a ei?ii?aoeeyo

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9. E i i i O. No?aoaaey e no?oeoo?a yiiineeo i?aaei?eyoee.

– I.: I?ia?ann. 1987.

10. I a e i e e e a i *. ssiiineay i?iiuoeaiiay nenoaia.

– I.: I?ia?ann. 1988.

11. Ia?eaoeia ai aiaoiayeiiiie/aneie aeayoaeueiinoe i?aaei?e-

yoey. – I.: Aiaoi?aecaeao. 1989.

12. Ia?eaoeia i?iiuoeaiiuo oiaa?ia: Ia?. n aiae. / Iiae

?aae. A.E.Naaeiaa. – I. – I?ia?ann. 1978.

13. I i c ae ? a a a ?. A., Oe u a e / e i E. E. Ia?ea-

oeia: Eae iiaaaeaeaoue ia ?uiea. – I.: OeN, 1991. – 304 n.

14. Nia?aiaiiue ia?eaoeia / Iiae ?aae. A.A.O?ooeeiai. – I.:

OeN. 1991.

15. O a ? a e I a e e a e. Eae ooeaeaoue n?aaee aeoe.

A a i a o E a ? e i o. Aeaeiaay no?aoaaey: Eiioeaioeey, niaea?aea-

iea, neiaieu. – Ooa, Iineaa. IAI (Iaaeaeoia?iaeiay Aeaaeaiey ia-

iaaeaeiaioa). Yeiiiieea. 1993. – 367 n.

16. ss e i e e a E e. Ea?uea?a iaiaaeaea?a. – I.: I?ia?ann.

1990.

(N) Iineee ainoaea?noaaiiue oaoie/aneee oieaa?neoao,

oaeoeueoao yeiiiieee e oi?aaeaiey, eaoaae?a ia?eaoeiaa

e i?aaei?eieiaoaeuenoaa. I?ioanni?, aeieoi? nioeeieiae/aneeo

iaoe Aeaauaeaiei A.A.; annenoaio Aa?aneiiaa I.E.

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