Маркетинг

IAAEAeOIA?IAeIUE EINOEOOO ?UIEA

EIIO?IEUeIAss ?AAIOA

II EO?NO:

«IA?EAOEIA»

Auiieiee: Aona?ia A.TH.

A?oiia:

I?iaa?ee:

Ioeaiea:

Aeaoa:

Naia?a 1999Niaea?aeaiea

1. Oaia 1. Aii?in 2.

«Ia?eaoeia: ?aaioa ia nianoaaiiue eioa?an, auaiaea aeey ainoaea?noaa.»

2. Oaia 2. Aii?in 1.

«Eae iiaaaeeoue eiieo?aioia? (oeaiiaay e iaoeaiiaay eiieo?aioeey)»

3. Oaia 3. Aii?in 3.

«Enneaaeiaaiea e oaeiaeaoai?aiea ni?ina eee oi?ie?iaaiea ni?ina. Eoi
iiaaaeeo?»

4. Oaia 4. Aii?in 2.

«N?aaenoaa ianniaie eioi?iaoeee e i?iaeaeaeaiea oiaa?ia ia ?uiea.»

5. Oaia 5. Aii?in 3.

«?ieue aeeciaiiiai oeeeea oiaa?a a oi?aaeaiee ia?eaoeiaii»

6. Oaia 6. Aa?eaio 5.

Aan iacia/eee ?oeiaiaeeoaeai ioaeaea ia?eaoeiaiauo enneaaeiaaiee
?inneeneiai ioe?uoiai oieaa?neoaoa. ?anneaaeeoa, eae Au i?aaiecoaoa aai
?aaioo: ?ieue ioaeaea a aeayoaeueiinoe oe?iu, aai ooao, oa?aeoa?enoeea
aaiea aeaiiuo? Eaeea aniaeou ia?eaoeiaiauo enneaaeiaaiee Au aoaeaoa
ii?o/aoue niaoeeaeece?iaaiiui oe?iai?

Aai ii?o/eee i?aaieciaaoue e i?iaanoe ia?eaoeiaiaia enneaaeiaaiea a
nayce n iaiaoiaeeiinoueth i?eiyoey ?aoaiey i ?aaeoeee oe?iu ia nieaeaiea
ii?iu i?eauee. ?ac?aaioaeoa iiae?iaioth iiaeaeue enneaaeiaaiey.

Nienie eeoa?aoo?u

?1.

Oaia 1. Aii?in 2.

«Ia?eaoeia: ?aaioa ia nianoaaiiue eioa?an, auaiaea aeey ainoaea?noaa.»

Ioaao.

Ia?eaoeia – yoi eiiieaeniay nenoaia i?aaiecaoeee i?iecaiaenoaa e nauoa
ia oe?iaiiii o?iaia, i?eaioe?iaaiiay ia aiciiaeii iieiia oaeiaeaoai?aiea
ni?ina (iio?aaiinoae) eiie?aoiuo iio?aaeoaeae e iieo/aiea ia iniiaa
yoiai aunieie i?eauee.

Ia?eaoeia eniieuecoaony oe?iaie – i?iecaiaeeoaeyie aeey ?aoaiea i?iaeai
i?iaiice?iaaiey naiae aeayoaeueiinoe ia ?uiea n o/aoii i?aaeiieaaaaiuo
oaiaeaioeee ?acaeoey n oeaeueth iieo/aiey iaeneiaeueiie i?eauee.

Ia?eaoeiaiaay aeayoaeueiinoue aeieaeia iaania/eaaoue:

iinooieaiea iaaeaaeiie, aeinoiaa?iie e naiaa?aiaiiie eioi?iaoeee i
?uiea, no?oeoo?a e aeeiaieea eiie?aoiiai ni?ina, aeonao e i?aaeii/oaieyo
iieoiaoaeae, o.a. eioi?iaoeeth i aiaoieo oneiaeyo ooieoeeiie?iaaiey
oe?iu:

nicaeaiea oaeiai oiaa?a, iaai?a oiaa?ia (anni?oeiaioa), eioi?ue aieaa
iieii oaeiaeaoai?yao o?aaiaaieyi ?uiea, /ai oiaa?u eiieo?aioia:

iaiaoiaeeiia aicaeaenoaea ia iio?aaeoaey, ia ni?in, ia ?uiie,
iaania/eaathuaa iaeneiaeueii aiciiaeiue eiio?ieue noa?u ?aaeecaoeee.

Iaeia ec aaaeiaeoeo noi?ii ia?eaoeiaa – aai iai?aaeaiiinoue ia
ia?niaeoeao – ?ane?uaaao ii?aaeaeaiea ia?eaoeiaa eae i?ioeanna,
caeeth/athuaainy a i?iaiice?iaaiee iio?aaiinoae iioaioeeaeueiuo
iieoiaoaeae e oaeiaeaoai?aiee yoeo iio?aaiinoae iooai i?aaeeiaeaiey
niioaaonoaothueo oiaa?ia – ecaeaeee, oaoiieiaee, oneoa e o.ae. I.
Ae?oea? ii?aaeaeyao oeaeue ia?eaoeiaa: «naeaeaoue oneeey ii nauoo
iaioaeiuie. Aai oeaeue – oae oi?ioi iiciaoue e iiiyoue eeeaioa, /oi
oiaa? e oneoaa aoaeoo oi/ii iiaeoiaeeoue iineaaeiaio e i?iaeaaaoue naay
naie».

Yeiiiie/aneee niune i?eiaiaiey ia?eaoeiaa ninoieo a onei?aiee ioaea/e
iniiaiuo e iai?ioiuo n?aaenoa, iiauoaiee iiaeeueiinoe i?iecaiaenoaa e
o?iaiy eiieo?aioiinoe oiaa?ia, naiaa?aiaiiii nicaeaiee iiauo oiaa?ia e
onei?aiiii eo i?iaeaeaeaiee ia i?inoi ia aiaoiea ?uiee, a ia oa ec ieo,
aaea iiaeao auoue iieo/ai iaeneiaeueiue eiiia?/aneee yooaeo.

Ec auoaeceiaeaiiiai auoaeaao, /oi ia?eaoeiaiaay aeayoaeueiinoue
iicaieyao ?aaeeciaaoue aeaaioth oeaeue ethaie eiiia?/aneie oe?iu –
iieo/aiea iaeneiaeueiie i?eauee. Yoi aeinoeaaaony iooai iaeaieaa iieiiai
oaeiaeaoai?aiey iio?aaiinoae iieoiaoaeae. Oaeei ia?acii, ia?eaoeiaiaay
aeayoaeueiinoue oe?i, yaeyaony iieiaeeoaeueiie aeey iauanoaa a oeaeii.

? 2.

Oaia 2. Aii?in 1.

«Eae iiaaaeeoue eiieo?aioia? (oeaiiaay e iaoeaiiaay eiieo?aioeey)»

Ioaao.

Oeaiiaay eiieo?aioeey iaeaieaa oe?iei i?eiaiyaony a neo/aa
noaiaea?oece?iaaiiuo oiaa?ia. Noaiaea?oece?iaaiiue oiaa? oa?aeoa?ai aeey
?uiea niaa?oaiiie eiieo?aioeee e ?uiea ieeaiiieee. Noaiaea?oece?iaaiiue
oiaa? iaeeiaeia ii oa?aeoa?enoeeai.

I?eia? ?uiea niaa?oaiiie eiieo?aioeee: ?uiie oeaiiuo aoiaa, ?uiie
naeueoici?iaeoeoeee, ?uiie iaooai?iaeoeoia. Aeey ?uieia aeaiiuo oiaa?ia
aiciiaeia oieueei oeaiiaay eiieo?aioeey.

I?eia? noaiaea?oece?iaaiiiai oiaa?a i?e ieeaiiieee: noaeaeeoaeiia
i?iecaiaenoai.

Aieueoeinoai oiaa?ia yaeythony aeeooa?aioee?iaaiiuie. Oi anoue oiaa?u
noiaee, ii eiatho ?acee/iua oa?aeoa?enoeee. Yoi oiaa?u oe?iei
iio?aaeaiey: einiaoeea, iaeaaeaea, iaoaue; oiaa?u aeeeoaeueiiai
iieueciaaiey: auoiaay oaoieea, aaoiiiaeee; a oae aea oaeea oiaa?u eae
naiieaou, noaiee e i?i/.

Aeey aeeooa?aioee?iaaiiuo oiaa?ia iniiaiui aeaeii eiieo?aioeee yaeyaony
iaoeaiiaay eiieo?aioeey.

Aeey oiaa?ia oe?iei iio?aaeaiey yoi oaeea iieacaoaee eae iniaua
naienoaa, oiaeiaea, ?anoaniaea, aiaoiee aeae, aeecaei. Aeey oiaa?ia
ia?iaeiiai iio?aaeaiey oaeeo eae auoiaay oaoieea, iaaaeue, aaoiiiaeee a
ea/anoaa iaoeaiiaie eiieo?aioeee eae aanieaoiay aeinoaaea iio?aaeoaeth,
iino-i?iaeaaeiia eniieueciaaiea e o.i.

I?eia?: ana iniiaiua oe?iu i?iecaiaeeoaee aaoiiiaeeae eiatho naith
na?aenioth naoue, iiiaea oe?iu, oi?aothuea iaaaeueth, inouanoaeytho
aanieaoioth nai?eo ia aeiio o iieoiaoaey. I?e i?iecaiaenoaa aeooia
i/aiue aaaeai aeecaei oeaeiia. Aeey iaieoeia aaaeai iauai ?anoaniaee.
Oe?iaie, ieacuaathueie oi?aiaua oneoae, eniieuecothony oaeea oi?iu
iaoeaiiaie eiieo?aioeee eae niaoeeaeueiua oe?iaiiua iaeaou, i?iaeeaiea
a?aiaie ?aaiou, eioa?ae, iiaea?ee-noaaie?u.

Iaeiaei iauei aeey anao aeeooa?aioee?iaaiiuo oiaa?ia yaeyaony
iaiaoiaeeiinoue a aieueoeo aeiaeaieyo a ?aeeaio.

? 3.

Oaia 3. Aii?in 3.

«Enneaaeiaaiea e oaeiaeaoai?aiea ni?ina eee oi?ie?iaaiea ni?ina. Eoi
iiaaaeeo?»

Ioaao.

A ia?eaoeiaa ?acee/atho neaaeothuea ninoiyiey ni?ina:

Io?eoeaoaeueiue ni?in.

Ionoonoaea ni?ina.

Ne?uoue ni?in.

Iaaeathuee ni?in.

Ia?aaoey?iue ni?in.

Iieiioeaiiue ni?in.

*?acia?iue ni?in.

Ia?aoeeiiaeueiue ni?in.

E?iia yoiai aiciiaeii

Yoe aeaeu ni?ina iiaeii iauaaeeieoue a aeaa a?oiiu:

Iniciaiiue ni?in.

Ne?uoue ni?in.

A ia?aii neo/aa iio?aaeoaee iniciatho e i?aaenoaaeytho naie
iio?aaiinoe, a a neo/aa ne?uoiai ni?ina

? 4.

Oaia 4. Aii?in 2.

«N?aaenoaa ianniaie eioi?iaoeee e i?iaeaeaeaiea oiaa?ia ia ?uiea.»

Ioaao.

?aeeaia – ethaay ieaoiay oi?ia i?aaenoaaeaiey e i?iaeaeaeaiey eaeae,
oiaa?ia e oneoa eae i?aaeei n oi/ii oeacaiiui enoi/ieeii oeiaine?iaaiey.

E?oiiua i?aaei?eyoey o?aoyo ia ?aeeaio io 1% aei 20% io iauaia
iieo/aiiuo aeioiaeia, i?e n?aaeiai o?iaia 5%. ?aeeaia ?aoaao ?acee/iua
caaea/e.

Aeaeu ?aeeaiu:

Eioi?iaoeaiay (ia yoaia auaaaeaiey oiaa?a ia ?uiie):

?anneacaoue ?uieo: i iiyaeaiee iiaeiie, ia eciaiaiee oeai, iauyniaiea
i?eioeeiia aeaenoaey oiaa?a;

oi?ie?iaaiea ia?aca i?aaei?eyoey.

Oaauaoaeueiay (ia yoaia ?inoa):

oi?ie?iaaiea i?aaeii/oaiee e ia?ea oiaa?a, oaaaeaeaiea eoieoue.

Iaiiieiathuay (ia yoaia c?aeinoe):

iaiiiieoue iio?aaeoaeth, /oi oiaa? iiaeao iiiaaeiaeoueny a aeeaeaeoaa
a?aiy;

iiaeaea?aeeaaao o iio?aaeoaey inaaaeiieaiiinoue i oiaa?a, i oii, aaea
aai iiaeii i?eia?anoe.

Eaiaeu ?ani?aaeaeaiey ?aeeaiu:

aeey oiaa?ia i?iiuoeaiiiai iacia/aiey:

niaoeeaeueiua aeo?iaeu 91%

aunoaaee, y?ia?ee 80%

niaoeeaeueiua i?iniaeou 70%

iaiin?aaenoaaiiua ia?aaiai?u 65%

aacaou e aeo?iaeu iauaai iacia/aiey 60%

eaoaeiae 50%

niaoeeaeueii nicaeaiiua ?aeeaiiua ?ieeee 20%

aeey oiaa?ia ia?iaeiiai iio?aaeaiey:

aacaou e aeo?iaeu iauaai iacia/aiey

oaeaaeaeaiea

?annueea ii ii/oa.

I?e i?eiyoee ?aoaiey auaeaeeoue aeaiueae ia ?aeeaiu iaaei o/eouaaoue,
/oi ?aciaue eiioaeo ia eiaao ieeaeie eiiia?/aneie oeaiiinoe. Oieueei
nenoaiaoe/aneay ?aeeaiiay eiiiaiey iiaeao aeaoue ?acoeueoaou.

Oaeaaeceiiiay ?aeeaia.

Yoa ?aeeaia i/aiue yooaeoeaia, o.e. aeioiaeeo aei aieueoiai eiee/anoaa
iio?aaeoaeae, ii aei?iai noieo.

Aa iniaaiiinoe:

iio?aaeoaeue ioaeaeaaony aeiiaoieie aeaeaie, iiyoiio
i?iaeieaeeoaeueiinoue aeieaeia auoue ia aieaa 60 naeoiae (naiua aaaeiua
ia?aua 10 naeoiae);

iaeaieaa aaaeii ecia?aaeaiea, /ai caoe;

ia neaaeoao aeoaee?iaaoue ecia?aaeaiea oaenoii;

oeo?u aeieaeiu ienaoueny ia /enoii ye?aia;

aiai?yuee aeieaeai auoue ca eaae?ii.

?aaeei?aeeaia.

Yoa ?aeeaia oaeaea i/aiue yooaeoeaia.

Aa iniaaiiinoe:

naiay iia?aoeaiay;

iiaeao canoaoue iio?aaeoaey a ethaii ianoa;

iniiaiui o?aaiaaieai yaeyaony ia?auaiea ia e oe?ieei iannai, a e
eiie?aoiiio iio?aaeoaeth;

naiua aaaeiua ia?aua 10 naeoiae;

aeieaeii auoue iocueaeueiia nii?iaiaeaeaiea;

iineaaeiaaoaeueiinoue i?aaeuyaeaiey eioi?iaoeee aeieaeia auoue oaeay:
*oi? Eae? Aaea?

? 5.

Oaia 5. Aii?in 3.

«?ieue aeeciaiiiai oeeeea oiaa?a a oi?aaeaiee ia?eaoeiaii.»

Ioaao.

AEeciaiiue oeeee i?iaeoeoa – yoi eiioeaioeey, eioi?ay iuoaaony iienaoue
nauo i?iaeoeoa, i?eaueue, iio?aaeoaeae, eiieo?aioia e no?aoaaeth
ia?eaoeiaa n iiiaioa iinooieaiey oiaa?a ia ?uiie e aei aai niyoey n
?uiea.

Ia?eaoieiae caeioa?aniaaiu a aeeciaiiii oeeeea oiaa?a a neeo ?yaea
i?e/ei. Ai – ia?auo, iaeioi?ua aiaeeoeee iaia?oaeeee, /oi aeeciue oiaa?a
noaea ei?i/a, /ai ?aiueoa. Ai – aoi?uo, iiaay i?iaeoeoeey o?aaoao
?anooueo eiaanoeoeee. A – o?aoueeo, yoa eiioeaioeey iicaieyao
ia?eaoieiao i?aaeaeaeaoue eciaiaiey ai aeonao iio?aaeoaeae, eiieo?aioeee
e iiaeaea?aeee eaiaeia ?aaeecaoeee e niioaaonoaaiii i?eniinaaeeaaoue
ieai ia?eaoeiaa. A – /aoaa?ouo, eiioeaioeey aeeciaiiiai oeeeea iicaieyao
ia?eaoieiao i?iaiaeece?iaaoue oiaa?iue anni?oeiaio, eioi?ue oe?ia aoaeao
i?aaeeaaaoue; iiiaea eiiiaiee no?aiyony aeinoe/ue a naiai i?iecaiaenoaa
naaeaine?iaaiiiai ni/aoaiey iiauo, ?acaeaathueony e c?aeuo oiaa?ia.

Aeaeu aeeciaiiuo oeeeeia oiaa?ia neeueii ?acee/athony eae ii
i?iaeieaeeoaeueiinoe, oae e ii oi?ia.

1. O?aaeeoeeiiiay e?eaay – aeeth/aao io/aoeeaua ia?eiaeu aaaaeaiey,
?inoa, c?aeinoe, niaaea.

Eeanne/aneay e?eaay – iienuaaao /?acau/aeii iiioey?iue i?iaeoeo ni
noaaeeueiui nauoii ia i?ioyaeaiee aeieaiai ia?eiaea a?aiaie.

E?eaay oaea/aiey – iienuaaao oiaa?, eioi?ue iieo/aao auno?ue aeao e
iaaeaiea iiioey?iinoe.

I?iaeieaeeoaeueiia oaea/aiea – i?iyaeyaony oae aea, ca eneeth/aieai
oiai, /oi «inoaoi/iue» nauo i?iaeieaeaaony a ?acia?ao, ninoaaeythueo
iacia/eoaeueioth aeieth io i?aaeiaai iauaia ?aaeecaoeee.

5. Naciiiay e?eaay (e?eaay iiaeu) – eiaao ianoi, eiaaea oiaa? oi?ioi
i?iaeaaony a oa/aiee ia?eiaeia, ?acianaiiuo ai a?aiaie.

6. E?eaay aiciaiiaeaiey (iinoaeueaee) – iienuaaao oiaa?, eioi?ue,
eacaeinue au, onoa?ae, ii aiiaue iieo/ee iiioey?iinoue.

7. E?eaay i?iaaea – oa?aeoa?ecoao i?iaeoeo, eioi?ue aiiaua ia eiae
oniaoa.

Yoaiu aeeciaiiiai oeeeea oiaa?a.

Ia yoaia aiaae?aiey oeaeue – nicaeaoue ?uiie aeey iiaiai oiaa?a. Oaii
?inoa i?iaeaae caaeneo io iiaeciu i?iaeoeoeee e io oiai, ianeieueei aa
aeaeaao iio?aaeoaeue. Iau/ii iiaeeoeeaoeey i?iaeoeoa oaaee/eaaao
i?iaeaaee auno?aa, /ai e?oiiia iiaiaaaaeaiea. Ia yoii yoaia oieueei
iaeia eee aeaa oe?iu auoiaeyo ia ?uiie e eiieo?aioeey ia?aie/aia. Iioa?e
auaatho ec – ca aieueoeo cao?ao i?iecaiaenoaa e ia?eaoeiaa;
niioaaonoaaiii aeiey i?eauee ieceay. Ia?aua iio?aaeoaee – iiaaoi?u,
eioi?ua aioiau eaeoe ia ?ene, iiaoo iicaieeoue naaa yoi e iieo/atho
oaeiaieuenoaea io ?aiooaoeee ia?auo iieoiaoaeae. A caaeneiinoe io
i?iaeoeoa e auai?a iio?aaeoaeueneiai ?uiea oe?ia iiaeao ia/eiaoue n
aunieie i?anoeaeiie oeaiu eee ieceie oeaiu ianniaiai ?uiea.
I?iaeaeaeaiea aeieaeii auoue eioi?iaoeaiui, e aeaeaoaeueiu aanieaoiua
ia?acoeu.

Ia noaaeee ?inoa oeaeue ia?eaoeiaa – ?anoe?eoue nauo e niaieoiiinoue
aeinooiiuo iiaeeoeeaoeee i?iaeoeoa. Aua ianeieueei oe?i i?iieeatho ia
aunieii?eaueueiue ?uiie, eiathuee aieueoie iioaioeeae, e io?aneaaie nauo
auno?i oaaee/eaaaony. Ioiineoaeueiua i?eauee auniee, iineieueeo aiaaoue
ianniaue ?uiie i?eia?aoaao ioee/eoaeueiua i?iaeoeou o ia?aie/aiiiai
/enea oe?i e aioia ieaoeoue ca ieo. Aeey niioaaonoaey ?anoouaio ?uieo
i?aaeeaaathony iiaeeoeoee?iaaiiua aa?eaiou aaciaie iiaeaee, nauo
?anoe?yaony, eiaaony aeeaiacii oeai e eniieuecoaony oaaaeaeathuay
ianniaay ?aeeaia.

Ai a?aiy yoaia c?aeinoe eiiiaiee iuoathony nio?aieoue ioee/eoaeueiia
i?aeiouanoai (oaeia, eae aieaa ieceay oeaia, ia?aiao?u i?iaeoeoeee e
?anoe?aiiay aa?aioey) eae iiaeii aeieueoa. Io?aneaaie nauo
noaaeeece?oaony ii ia?a ianuuaiey ?uiea, ia iaai i?iieeatho iiiaea oe?iu
aeey eniieueciaaiey ana aua cia/eoaeueiiai ni?ina. Eiieo?aioeey
aeinoeaaao iaeneioia. A ?acoeueoaoa nie?auathony i?eauee a oeaeii ii
io?anee e a ?an/aoa ia aaeeieoeo i?iaeoeoeee, iineieueeo
?ani?ino?aiyaony i?aaeinoaaeaiea neeaeie. Ia yoii yoaia iieoiee
niaa?oaao ianniaue ?uiie ni n?aaeieie aeioiaeaie.

Ia yoaia niaaea o oe?i anoue o?e aeueoa?iaoeaiuo iai?aaeaiey aeaenoaee.
Ai – ia?auo, iiaeii nie?aoeoue ia?eaoeiaiaua i?ia?aiiu, nieaeay oai
naiui eiee/anoai i?iecaiaeeiuo i?iaeoeoia; /enei oi?aiauo oi/ae, /a?ac
eioi?ua inouanoaeythony i?iaeaaee, e eniieuecoaiia i?iaeaeaeaiea. Ai –
aoi?uo, iaeeaeoue i?iaeoeo, eciaiea aai iieiaeaiea ia ?uiea, oiaeiaeo
eee nauaay aai ii ae?oaiio. A – o?aoueeo, i?ae?aoeoue auione
i?iaeoeoeee.

Ia yoii yoaia nie?auaaony nauo a io?anee e iiiaea oe?iu ooiaeyo n ?uiea,
iineieueeo nie?auaaony /enei iio?aaeoaeae e iie ?aniieaaatho iaiueoeie
aeioiaeaie. Oiaa?iue anni?oeiaio eiioeaio?e?oaony ia aieaa oi?ioi
i?iaeaaaaiuo iiaeaeyo, ioaeaeueiuo iaaaceiao e oeaiao, a i?iaeaeaeaiee a
eioi?iaoeeiiiii noeea iiae/a?eeaathony aeinooiiinoue e oeaiu.

Ioeaiea eiioeaioeee aeeciaiiiai oeeeea oiaa?a.

Aeaiiay eiioeaioeey eioa?ania e iieacia aeey ia?eaoieiaia; iaeiaei oioy
iia e aeaao oi?iooth aaco aeey ieaie?iaaiey i?iaeoeoa, ii ia aeieacaea
naith iieaciinoue a i?iaiice?iaaiee ii neaaeothuei i?e/eiai. Ai –
ia?auo, yoaiu, iauay i?iaeieaeeoaeueiinoue e oi?ia aeeciaiiiai oeeeea
iaiythony a caaeneiinoe io i?iaeoeoa. Ai – aoi?uo, aiaoiea oaeoi?u,
oaeea, eae yeiiiieea a oeaeii, o?iaaiue eioeyoeee e noeeue aeecie
iio?aaeoaeae, iiaoo ieacaoue aieueoia aicaeaenoaea ia ninoiyiea
i?iaeoeoa e nie?aoeoue eee oaeeeieoue aeeciaiiue oeeee. A – o?aoueeo,
eiiiaiey iiaeao auoue a ninoiyiee ia oieueei oi?aaeyoue aeeciaiiui
oeeeeii, ii e oaeeeiyoue aai. Yooaeoeaiue ia?eaoeia iiaeao i?eaea/ue
iiaue naaiaio ?uiea, iaeoe iiaia i?eiaiaiea aeey i?iaeoeoa eee nicaeaoue
aieueooth iiaeaea?aeeo aeeea?ia. A – /aoaa?ouo, iaeioi?ua eiiiaiee iiaoo
aeaeaoue naiinauaathueany i?aaeneacaiey, eiaaea iie i?iaiice?otho
iaaeaiea i?iaeaae e caoai ono?aiytho ia?eaoeiaiaoth iiaeaea?aeeo. Anee
au iie yoiai ia naeaeaee, i?iaeoeou iiaee au ia iioa?iaoue ii?aaeaiea.

Enneaaeiaaiey iieacuaatho, /oi:

o?oaeii i?aaeneacaoue, eiaaea ia/iaony neaaeothuay noaaeey, eae aeieai
iia i?iaeeeoueny e eaeeo o?iaiae aeinoeaiao nauo;

yoai i?iaeoeoa a aeeciaiiii oeeeea ia iiaeao auoue oi/ii ii?aaeaeai;

/aou?a iniiaiuo oacu oeeeea ia ?acaeaeythony ia /aoeea yoaiu. A
ii?aaeaeaiiua iiiaiou iiaeao ieacaoueny, /oi i?iaeoeo aeinoea c?aeinoe,
eiaaea ii oaeoe/anee aeinoea a?aiaiiie noaaeeecaoeee ia yoaia ?inoa.

? 6.

Oaia 6. Aa?eaio 5.

Ioaao.

NIENIE EEOA?AOO?U

Eioea? O. Iniiau ia?eaoeiaa: Ia?. n aiae. / Iau. ?aae. e anooi.neo.
A.I.Iaiueeiaie. – I.: I?ia?ann, 1993. – 736 n.

Ia?eaoeia ai aiaoiayeiiiie/aneie aeayoaeueiinoe (oa?ieiieiae/aneee
neiaa?ue)/ Iiae. ?aae. I.N.Caaueyeiaa. – I.:Iaaeaeoia?.ioiioaiey, 1992.
– 248 n.

Oeonia A.I. Iniiau ia?eaoeiaa. – I.: Ecaeaoaeuenoai I?EI?, 1997. – 160
n.

Yaain Aeae.I., Aa?iai A. Ia?eaoeia: Nie?.ia?. n aiae./Aao.i?aaeene. e
iao/. ?aae.A.A.Ai?y/aa. – I.: Yeiiiieea, 1993. – 335 n.

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7. I?iaae

6. Aiciaiiaeaiea (iinoaeueaey)

5. Naciiiinoue (Iiaea)

4. I?iaeieaeeoaeueiia oaea/aiea

3. Oaea/aiea

2. Eeanne/aneee

1. O?aaeeoeeiiiue

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