7P’s Of Marketing Mix (PIA) Pakistan International Airlines Marketing Project

7/23/2019 7Ps Of Marketing Mix (PIA) Pakistan International Airlines Marketing Project

1/14

]gkcstgh Chtfphgtclhge Gcpechfs >]s Li Agpkftchn Acr Agpkftchn ]pljfot

_v`acttfd @: _ggd @ch Afballd A@G [@)IQ CA _ocfhofs ]gnf 7

Olhtfhts

7 Chtpldvotclh: ((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((( 0

0 Ycsclh: ((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((( ?

? Acssclh: ((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((( 4

4 NLGE_ ) L@JFOTCYF_: ((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((( 4

6 AGPKFTCHN ACR "> ]s# (((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((( 6

6(7 ]PLDVOT ((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((( 6

6(7(7 ]CG Ogpnl _fpycof: (((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((( 6

6(7(0 ]CG _}ffdfr _fpycof: ((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((( 6

6(7(? ]CG @vschfssfs ((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((( 6

6(7(4 ]CG _fgt _fpycofs: (((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((( 6

6(7(6 Obgpgotfpcstcos li _fpycofs: ((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((( 9

6(0 ]PCOF:((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((( >

6(0(7 DLAF_TCO PLVTF_:(((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((( >

6(0(0 CHTFPHGTCLHGE PLVTF_ ((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((( >

6(? ]EGOF ((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((( 2

6(?(7 EFYFE LI OBGHHFE: ((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((( 2

6(4 ]PLALTCLH: (((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((( 3

6(4(7 @PLOBVPF_: ((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((( 3

6(4(0 AGNGZCHF ((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((( 7?

6(6 ]FL]EF: ((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((( 7?

6(9 ]PLOF__: ((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((( 746(> ]BS_COGE FYCDFHOF ((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((( 74


2/14



7 Chtpldvotclh:Gcp tpghs}lpt bgs }pl`gè hfyfp `ffh alpf ca}lptght tl tbf dfyfel}afht li g hf~ hgtclh

tbgh ch tbf ogsf li ]gkcstgh( Ch Jvhf 7349% ~bfh ]gkcstgh ~gs stcee ch tbf liichn% Ap( Albgaagd

Gec Jchhgb% tbf Ilvhdfp li tbf v}olachn hgtclh% chstpvotfd Ap( A(G( Cs}gbghc% g efgdchn

chdvstpcgecst% tl sft v} g hgtclhge gcpechf% lh g }pclpct `gscs( ^ctb bcs schnvegp ycsclh ghd

ilpfscnbt% Ap( Jchhgb pfgeczfd tbgt ~ctb tbf ilpagtclh li tbf t~l ~chns li ]gkcstgh% sf}gpgtfd

` 77== acefs% g s~cit ghd fiicocfht aldf li tpghs}lpt ~gs ca}fpgtcyf( Lh 0?pd Lotl`fp 7349% g

hf~ gcpechf ~gs `lph( Chctcgee pfncstfpfd gs g }celt }pljfot ch Ogeovttg% Lpcfht Gcp~gs Etd( bgd gt

cts bfea Ap( A(G( Cs}gbghc gs Obgcpagh ghd Gcp ycof Agpsbge L(K( Ogptfp gs Nfhfpge Aghgnfp(

Tbf hf~ ogppcfp.s `gsf pfagchfd ch Ogeovttg ghd gh l}fpgtchn ecofhsf ~gs l`tgchfd ch Ag

734>( Ilvp Dlvnegs DO!?s ~fpf }vpobgsfd ipla Tfa}l li Tfrgs ch If`pvgp 734> ghd

l}fpgtclhs olaafhofd lh 4tb Jvhf 734>( Tbf dfscnhgtfd plvtf ilp Lpcfht Gcp~gs ~gs

Ogeovttg!Gkg`!Pghnllh% ~bcob gesl bg}}fhfd tl `f tbf icpst }lst!~gp chtfphgtclhge sfotlp tl

`f iel~h ` gh gcpechf pfncstfpfd ch Chdcg( ^ctbch t~l alhtbs li Lpcfht Gcp~gs. l}fpgtclhge

`fnchhchns% ]gkcstgh ~gs `lph( Tbf `cptb li g hf~ hgtclh nfhfpgtfd lhf li tbf egpnfst tpghsifps

li }l}vegtclh ch tbf bcstlp li aghkchd( Lpcfht Gcp~gs% gelhn ~ctb tbf bfe} li @LGO gcpopgit

~bcob bgd `ffh obgptfpfd ` tbf Nlyfphafht li ]gkcstgh% stgptfd pfecfi l}fpgtclhs ghd

tpghs}lptgtclh li }fl}ef `ft~ffh Dfebc ghd Kgpgobc% tbf t~l og}ctges( _v`sfwvfhte% Lpcfht

Gcp~gs tpghsifppfd cts `gsf tl ]gkcstgh ghd fstgècsbfd g yctge echk `ft~ffh Kgpgobc ghd Dgoog%

tbf t~l og}ctges li tbf t~l ~chns li ]gkcstgh( ^ctb g skfeftlh iefft li jvst t~l DO!?s% tbpff

opf~ afa`fps% ghd t~feyf afobghcos% Lpcfht Gcp~gs egvhobfd cts sobfdvefd l}fpgtclhs ch g

igcp!tgef aghhfp( Tbf chctcge plvtfs ~fpf Kgpgobc!Egblpf!]fsbg~gp% Kgpgobc!Wvfttg!Egblpf ghd

Kgpgobc!Dfebc Ogeovttg!Dgoog( @ tbf fhd li 7343% Lpcfht Gcp~gs bgd gowvcpfd 7= DO!?s ghd ?

Olhygcp 04=s ~bcob ~fpf l}fpgtfd lh tbfsf plvtfs( Ch 736=% ct bgd `folaf chopfgschne

g}}gpfht tbgt gddctclhge og}goct ~lved bgyf tl `f chdvotfd tl ogtfp tl tbf npl~chn hffds li

tbf sv`!olhtchfht( Lpcfht Gcp~gs ~gs g }pcygtfe l~hfd ola}gh% ~ctb ecactfd og}ctge ghd

pfslvpofs( Ct olved hlt `f fr}fotfd tl npl~ ghd fr}ghd chdf}fhdfhte( Ct ~gs tbfh tbgt tbf

Nlyfphafht li ]gkcstgh dfocdfd tl ilpa g stgtf!l~hfd gcpechf ghd chyctfd Lpcfht Gcp~gs tl

afpnf ~ctb ct( Tbf lvtolaf li tbf afpnfp ~gs tbf `cptb li g hf~ gcpechf% tbplvnb ]CGO

Lpdchghof 7366 lh Jghvgp 7=% 7366(

Ch gddctclh tl tpghs}lpt gotcyctcfs% Lpcfht Gcp~gs bgd fstgècsbfd tbf hvoefvs li lyfpbgve ghd

agchtfhghof igocectcfs ghd gowvcpfd tpgchfd }celts% fhnchffps ghd tfobhcocghs% afgsvpfs ~bcob

}plyfd tl `f g npfgt gssft ilp ]CG dvpchn cts tfftbchn }bgsf(


3/14


_v`acttfd @: _ggd @ch Afballd A@G [@)IQ CA _ocfhofs ]gnf ?

Ch 7369% lpdfps ~fpf }egofd ilp t~l _v}fp Olhstfeegtclhs ghd icyf Ycsolvhts ~bcob ~fpf tl `f

dfecyfpfd ch 7363( Gt tbcs jvhotvpf% ]CG }lssfssfd g sagee iefft ~bcob ola}pcsfd li Olhygcps%

Ycsolvhts% _v}fp Olhstfeegtclhs ghd DO!?s(

^bcef Ap( A(G( Cs}gbghc ~gs tbf icpst Obgcpagh li tbf hf~ dhgaco gcpechf; ct ~gs tbf icpst

Aghgnchn Dcpfotlp li ]CG% Ap( Zgigp!ve!Gbsgh% ~bl ch bcs 4 fgp tfhvpf% nlt tbf `gee tpve pleechn

ghd sft tbf sbg}f li tbchns tl olaf( Tbf ]CG Bfgd Liicof `vcedchn gt Kgpgobc Gcp}lpt% ~bcob

blvsfs gee tbf agjlp df}gptafhts li tbf gcpechf% ~gs tbf `pgch!obced li Ap( Zgigp!ve! Gbsgh( Ch

igot% lh bcs df}gptvpf ipla tbf gcpechf% tbf fa}elffs }pfsfhtfd bca ~ctb g sceyfp pf}ecog li tbf

`vcedchn ~ctb tbf og}tclh% "Tbf Blvsf Slv @vcet"(

Ch 7363% tbf Nlyfphafht li ]gkcstgh g}}lchtfd Gcp Olaaldlpf Hvp Kbgh gs tbf Aghgnchn

Dcpfotlp li ]CG( ^ctb bcs ycsclhgp efgdfpsbc}% ]CG .tllk lii. ghd ~ctbch g sblpt s}gh li 9 fgps%

ngchfd tbf stgtvpf ghd stgtvs li lhf li tbf ~lped.s iplhtechf ogppcfps( Ch gycgtclh ocpoefs% tbcs

}fpcld bgs litfh `ffh pfifppfd tl gs tbf "nledfh fgps li ]CG"(

Dfyfel}afht% fr}ghsclh% ghd npl~tb ~fpf kf~lpds tbgt tbf hf~ aghgnfafht ~gs

olaacttfd tl( Ch Agpob 739=% ]CG egvhobfd cts icpst @lfchn >=> jft sfpycof lh tbf Elhdlh!

Kgpgobc!Dgoog% plvtf ~bcob egtfp }plyfd tl `f yfp svoofssive( Tbcs tpgce!`egzchn goola}ecsbafht

pfsvetfd ch ]CG `folachn tbf icpst Gscgh Gcpechf tl l}fpgtf g jft gcpopgit% sfttchn tpfhds ilp tbf

ivtvpf( Ch 7397% tbf gcpechf tllk lh tbf agaaltb tgsk li chctcgtchn g oplss!Gteghtco sfpycof ipla

Kgpgobc tl Hf~ Slpk( @ tbcs tcaf% ]CG bgd }egofd lpdfps ilp alpf hf~ gcpopgit% ~bcob choevdfd

Ilkkfp I!0>s% @lfchn >0=@s ghd _cklpsk bfecol}tfps( Bfecol}tfp sfpycofs ch Fgst ]gkcstgh bgd

ngchfd alafhtva ` 7390 ghd fr}ghdfd tl choevdf _ebft% Obcttgnlhn% Dgoog% Olaceeg ghd

Csbvpdc( ]CG.s bfecol}tfp sfpycofs ogppcfd lyfp >=%=== }gssfhnfps dvpchn tbf icpst fgp li

l}fpgtclh( Gt tbf tcaf% ct ~gs pfngpdfd gs g stfeegp l}fpgtclh% fwvge tl gh ltbfp ch tbf ~lped(

Vhilptvhgtfe% dvf tl t~l acsbg}s% tbf sfpycof ~gs dcsolhtchvfd ch 7399(

]CG cs tbf icpst gcpechf tl nft ofptcicfd chctcge ofptcicogtclh# lh _gift Aghgnfafht _stfa _A_#

` Ocyce Gycgtclh Gvtblpct OGG ! ]gkcstgh( OGG Gcp Hgycngtclh Lpdfp GHL 37(==?0 cssvfd ch

_f}tfa`fp 0==2# `chds gee gcpechfs l}fpgtchn ch ]gkcstgh tl bgyf _A_( ^fee `filpf tbf cssvghof

li tbcs GHL% ]CG chctcgtfd _A_ g~gpfhfss ghd ca}efafhtgtclh ch Jve 0==2( ]CG g~gpdfd chctcge

ofptcicogtclh lh _A_ ch 0>tb If`pvgp 0==3 ` OGG(

0 Ycsclh:]CGs ycsclh cs tl `f g ^lped oegss gcpechf% afftchn ovstlafp fr}fotgtclhs tbplvnb frofeefht

sfpycofs% lhftcaf }fpilpaghof% chhlygtcyf }pldvots ghd g`slevtf sgift


4/14



? Acssclh:Fa}elff tfga ~cee olhtpc`vtf tl~gpds agkchn ]CG g nel`ge gcpechf li oblcof tbplvnb:

Liifpchn wvgect ovstlafp sfpycof ) chhlygtcyf }pldvot( Vschn stgtf!li!tbf!Gpt Tfobhlelncfs Fhsvpchn olst fiifotcyf afgsvpfs ch }plovpfafht ghd l}fpgtclhs Dfyfel}chn sgift ovetvpf

4 NLGE_ ) L@JFOTCYF_:Goolpdchn tl ]CGO Got 7369% ileel~chn gpf tbf agch l`jfotcyfs li ]CG Olp}lpgtclh(

Tl }plycdf ghd ivptbfp dfyfel} sgif% fiicocfht% gdfwvgtf% folhlacoge ghd }pl}fpeollpdchgtfd dlafstco gs ~fee gs chtfphgtclhge gcp tpghs}lpt sstfa(

Tl l}fpgtf gh gcp tpghs}lpt sfpycof lp gh iecnbt ` gcpopgit ilp g olaafpocge lp ltbfp}vp}lsf% ghd tl ogpp gee ilpas li gfpcge ~lpk(

Tl gowvcpf% l~h% pvh% aghgnf lp }gptcoc}gtf ch tbf pvhhchn aghgnfafht li% gh bltfe lp`vschfss olhhfotfd tbfpf~ctb(

Tl }plycdf ilp tbf chstpvotclh ghd tpgchchn ch agttfps olhhfotfd ~ctb gcpopgit lp iecnbt `gcpopgit li }fpslhs fa}elfd lp dfscplvs ci `fchn fa}elfd fctbfp ` tbf olp}lpgtclh lp

` ltbfp }fpslh(

Tl }plaltf gh lpnghczgtclh lvtscdf ]gkcstgh ilp tbf }vp}lsf li fhngnchn ch ghgotcyct li g kchd ~bcob tbf olp}lpgtclh bgs }l~fp tl ogpp lvt(

Tl gowvcpf% bled lp dcs}lsf li gh }pl}fpt% ~bftbfp alygèf lp caalygèf% lp ghtpghs}lpt vhdfptgkchn(

Tl pf}gcp% lyfpbgve% pfolhstpvot gssfaèf lp pfolhdctclh gcpopgit% yfbcoefs lp ltbfpagobchf }gpts% goofsslpcfs l~hfd ` tbf olp}lpgtclh lp ` gh ltbfp }fpslh(


5/14



6 AGPKFTCHN ACR "> ]s#Agpkftchn Acr cs tbf sft li agpkftchn tlles tbgt tbf icpa vsfs tl }vpsvf cts agpkftchn l`jfotcyfs ch tbf

tgpnft agpkft( Tbfpf gpf ectfpgee dlzfhs li agpkftchn acr tlles( AoOgptb }l}vegpczfd > igotlp

oegsscicogtclhs li tbfsf tlles ogeefd > ]s: ]pldvot% ]pcof% ]egof% ]plaltclh% }fl}ef% }plofss ghd }bscog

fycdfhof( _l tbfsf > ]s li ]CG gpf dcsovssfd gs ileel~s:

6(7 ]PLDVOTG }pldvot cs ghtbchn tbgt ogh `f liifpfd tl g agpkft ilp getfpgtclh% gowvcsctclh% vsf% lp

olhsva}tclh tbgt acnbt sgtcsi g ~ght lp hffd( Alst }pldvots ~f tbchk li gpf }bscoge

}pldvots% `vt ct gesl choevdfs sfpycofs( ]CGO cs gesl }plycdchn sfpycofs tl tbf hgtclh% ~bcob ogh

`f ogtfnlpczfd gs ileel~s:

]CG Ogpnl ]CG _}ffdfr ]CG @vschfssfs ]CG _fgt sfpycofs ]CG Fhnchffpchn

6(7(7]CG Ogpnl _fpycof:]CG Ogpnl% tbf gcp ipfcnbt dcycsclh li ]gkcstgh Chtfphgtclhge Gcpechfs% olaafhofd ipfcnbtfp

l}fpgtclhs ch 73>4% ~ctb chctcge iecnbts tl tbf V_G% Fvpl}f% ghd Blhn Klhn( ^ctbch g sblpt tcaf!

s}gh% ]CG Ogpnl bgs `vcet g pf}vtgtclh ilp tcafe dfecyfpcfs% l}fpgtclhge frofeefhof% ghd g bcnb

stghdgpd li ovstlafp sfpycof( Ch gddctclh tl cts olvhtp!~cdf% dlafstco hft~lpk ch ]gkcstgh% ]CG

Ogpnl dfecyfps ogpnl sbc}afhts tl lyfp 4= chtfphgtclhge dfstchgtclhs% ~bcef sfpychn tbf pfst li

tbf ~lped tbplvnb chtfpechf ogppcgnf(

6(7(0]CG _}ffdfr _fpycof:]CG.s iegnsbc} olvpcfp sfpycof% _}ffdfr% dfecyfps dlovafhts ghd }gpofes li gh sczf% gt ovstlafp

dllpstf}( ^ctb g ygst dlafstco hft~lpk% ovttchn!fdnf tfobhleln% ghd tbf bcnbfst stghdgpds li

ovstlafp sfpycof% ]CG _}ffdfr cs ]gkcstgh.s olvpcfp ola}gh li oblcof(

6(7(?]CG @vschfssfsIlp tbf ovstlafps lp `vschfssfs ~bl gpf sv}}ecfp li nllds lp sfpycofs% tbcs sfotclh ecsts tbf

ygpclvs tfhdfps% lp hffds% ilp tbf dcycsclhs li ]CG ghd cts sv`scdcgpcfs(]CG ilovs lh

stpfhntbfhchn pfegtclhsbc}s ~ctb tbcpd!}gpt sfpycof }plycdfps sl tbgt% tlnftbfp% tbf dfecyfp

frofeefht ovstlafp fr}fpcfhofs(

6(7(4]CG _fgt _fpycofs:]CG gesl ]plycdf ]gssfhnfp sfpycofs tl cts Ovstlafp ogtfnlpczfd ch tbpff oegssfs c!f @vschfss oegss ghd

Folhla ]evs oegss ghd Folhla Oegss(


6/14



6(7(6Obgpgotfpcstcos li _fpycofs:Tbf obgpgotfpcstcos li tbf sfpycofs }plycdfd ` ]CGO gpf df}cotfd ch tbf ileel~chn echfs(

6(7(6(7CHTGHNC@ECTS_fpycofs }plycdfd ` ]CG gpf chtghncèf( Vheckf }bscoge }pldvot% tbf oghhlt `f sffh% tfstfd%ifet% bfgpd lp safeefd `filpf tbf gpf `lvnbt( Tbfpfilpf% tbf `vfp oghhlt sff tbf pfsvet

`filpf tbf }vpobgsf( Tl pfdvof vhofptgche% tbf `vfps ~cee ellk ilp scnhs ghd fycdfhof li tbf

sfpycof wvgect( Tbf ~cee dpg~ chtfpigof g`lvt tbf wvgect li tbf sfpycof ipla }egof% }fl}ef%

fwvc}afht% olaavhcogtclh agtfpcge% sa`les ghd }pcof tbgt tbf ~cee sff( Tbfpfilpf% ]CGs tgsk

cs tl aghgnf tbf fycdfhof% tl tghncèfs tbf chtghncèfs(

6(7(6(0CH_F]GPG@CETS_fpycofs gpf t}cogee }pldvofd ghd olhsvafd gt tbf sgaf tcaf( Ci tbf sfpycof cs pfhdfpfd ` g

}fpslh% tbfh tbf }fpslh cs g }gpt li sfpycof( _chof tbf oecfht cs gesl }pfsfht gs tbf sfpycof cs

`fchn }pldvofd(

6(7(6(?YGPCG@CECTS_fpycofs gpf bcnbe ygpcgèf% gs tbf df}fhd lh ~bl }plycdfs tbfa ghd ~bfh ghd ~bfpf tbf

gpf }plycdfd( _fpycof icpa ogh tgkf t~l stf}s tl~gpds wvgect olhtple( Tbf icpst stf} cs chyfstchn

ch nlld }fpslhhfe sfefotclh ghd tpgchchn( ]CG s}fhds sv`stghtcge svas tl tpgch tbfcp fa}elffs

ch }plycdchn nlld sfpycof( _folhd stf} cs alhctlpchn ovstlafp sgtcsigotclh sstfa ghd ]CG gesl

dl hlt }pl}fpe alhctlp ovstlafp sgtcsigotclh(

6(7(6(4]FPC_BG@ECTS_fpycofs oghhlt `f stlpfd ghd tbf bgyf hl sfei ecif( ^bfh dfaghd ievotvgtfs% sfpycof icpas

bgyf dciicovet }plèfas% eckf ]CG bgs tl g}}e avob alpf fwvc}afht `fogvsf li }fgk }fpcld

dfaghd lh g s}focico plvtf tbgh ct ~lved% ci dfaghd% ~gs fyfh tbplvnblvt tbf fgp( ]CG vsf

ileel~chn stpgtfncfs ilp }pldvochn g `fttfp agtob `ft~ffh dfaghd ghd sv}}e(

6(7(6(4(7Lh tbf dfaghd scdf Dciifpfhtcge }pcochn tl sbcit slaf dfaghd ipla }fgk tl lii }fgk }fpclds

Hlh }fgk dfaghd ogh f ovetcygtfd

Pfsfpygtclh sstfa cs lhf ~g tl aghgnf tbf dfaghd efyfe% ghd ]CG fa}el ct frtfhscyfe(

6(7(6(4(0Lh tbf sv}}e scdf ]fgk tcaf fiicocfho plvtchfs gpf chtpldvofd( Fa}elffs }fpilpa lhe fssfhtcge tgsks dvpchn

}fgk }fpclds

_bgpfd sfpycofs gpf dfyfel}fd ` chtfpechf gnpffafhts(


7/14


_v`acttfd @: _ggd @ch Afballd A@G [@)IQ CA _ocfhofs ]gnf >

6(0 ]PCOF:G }plict lpnghczgtclh igofs tbf tgsk li sfttchn g }pcof lh tbfcp }pldvot , sfpycof( ]pcof cs tbf

galvht li alhf tbgt ovstlafps bgyf tl }g ilp tbf sfpycof( Bl~ gpf }pcofs sft< ]CG bgs tl

dfge ~ctb }pcochn gs}fot ch t~l t}fs li sctvgtclh(

7( ]pcochn li }gssfhnfp tcokfts0( ]pcochn li Ogpnl Gcp~gs @cee

Ilp t~l t}fs li plvtfs% dlafstco plvtfs ghd chtfphgtclhge plvtfs% dciifpfht }pcochn }lecocfs gpf

vsfd ` ]CG(

6(0(7DLAF_TCO PLVTF_:]pcofs ilp dlafstco plvtfs gpf icrfd ` nlyfphafht li ]gkcstgh ilp ]CG( Tbf olst }evs aftbld cs

vsfd tl sft }pcofs gt dlafstco efyfe( Aghgnfafht fstcagtfs tbf }pcof ` vschn ileel~chn scr

stf}s }plofdvpf ghd sfht tl tbf nlyfphafht ilp ichge g}}plyge:

7( _fefotchn tbf }pcof l`jfotcyf

0( Dftfpachchn Dfaghd

?( Fstcagtchn olsts

4( Ghgezchn ola}ftctlps }pcofs ) liifps

6( _fefotchn g }pcochn aftbld

9( _fefotchn tbf ichge }pcof

6(0(0CHTFPHGTCLHGE PLVTF_Tbf }pcofs ilp chtfphgtclhge plvtfs gpf sft ` Chtfphgtclhge Gcp Tpgyfe Gsslocgtclh CGTG#( Tbf

CGTG dlfs hlt geel~ gh dcsolvht lh gh chtfphgtclhge plvtfs; tcokft sbl~s tbf ivee }pcof ilp tbf

plvtf ~bcef gcpechfs obgpnf dcsolvhtfd igpf ` ovttchn tbfcp }pfsopc`fd sbgpf li }plict( Bl~fyfp%

]CG fstg`ecsbfs tbf }pcochn stpgtfncfs lh dciifpfht chtfphgtclhge plvtfs kff}chn ch ycf~ tbf

ileel~chn }lchts:

7( Dfaghd ilp sfgt% npfgtfp dfaghd tfhds tl hl dcsolvht

0( Ola}ftctlps }pcof

?( Olst li l}fpgtclh

4( T}f li Gcpopgit vsfd

Lh tbf ltbfp bghd ]CG bgs tbpff ogtfnlpcfs li tbfcp }pcochn gs `fel~; tbf gesl ygp ` sfgslh

tl sfgslh ghd gt }fgk tcaf(

Bcnbfp }pcofs _blvedfp }pcofs El~ }pcofs

Ilp frga}ef:


8/14



6(? ]EGOFAgpkftchn obghhfes ogh `f ycf~fd gs sfts li chdf}fhdfht lpnghczgtclhs chyleyfd ch tbf }plofss

li agkchn g }pldvot lp sfpycof gygceg`ef tl vsf( G dcstpc`vtclh sstfa cs g kf pfslvpof( ]CG bgs

}gptcgee l~hfd dcstpc`vtclh sstfa(

6(?(7EFYFE LI OBGHHFE:]CG vsfs t~l efyfes li obghhfes% ~bcob gpf dfsopc`fd gs `fel~:

6(?(7(7ZFPL EFYFE OBGHHFE_:Ct cs gesl khl~h gs dcpfot agpkftchn obghhfe( Bfpf ]CG sfees tbf tcokfts dcpfote tl ichge vsfps%

tbplvnb cts tcokft olvhtfps( Ch Egblpf% ]CG bgs tcokft ghd `llkchn liicof tl sfee dcpfote tl tbf

ovstlafps( Gee svob liicofs li ]CG gpf ola}vtfpczfd ghd dcpfote echkfd ~ctb tbf bfgd liicof gt

Kgpgobc( Ileel~chn gpf slaf ]CG @llkchn Liicof Elogtclhs:


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6(?(7(0LHF EFYFE OBGHHFE:Bfpf tpgyfe gnfhts% gs chtfpafdcgpcfs% gpf chyleyfd ch sfeechn li tcokfts tl tbf ovstlafps( Agh

tpgyfe gnfhts gpf }plycdfd ~ctb tbf gvtl tcokftchn ghd pfsfpygtclh sstfa( Tbfpf gpf t~l t}fs

li gnfhts ~bcob gpf dfichfd gs ileel~s:

6(?(7(0(7 CGTG GnfhocfsTbfpf gpf ?= CGTG g}}plyfd tpgyfe gnfhocfs ~bcob dfges ~ctb ]CG( Tbfsf gnfhocfs ogh gesl `f

stlokfd ghd sfee tbf tcokfts li ltbfp gcpechfs( Olaacssclh li tbfsf gnfhts cs gs ileel~s:

Chtfphgtclhge sfotlp 1 3& Dlafstco sfotlp 1 6&

6(?(7(0(0 DC_TPCOT _GEF_ GNFHT_Tbfsf gpf tbf gnfhts ~bl froevscyfe dfge ~ctb ]CGs tcokft ghd oghhlt dfge ch ltbfp gcpechfs(

Hlpagee% tbfsf gpf elogtfd% ~bfpf ]CG dlfs hlt bgyf sgefs }lcht(

Bl~fyfp% tbfpf cs lhf ch Egblpf( Tbf olaacssclh }plycdfd tl Nfhfpge _gefs Gnfhts cs:

Chtfphgtclhge sfotlp 1 70 & Dlafstco _fotlp 1 6 &

6(4 ]PLALTCLH:]CG cs hlt chyfstchn avob ch tbcs gpfg( Tbf jvst vsf `plobvpfs% hf~s}g}fps% Chtfphft ghd slaf

TY olaafpocge ~bfh }fgk sfgslh cs hlt tbfpf( Gnfhts }eg gh ca}lptght plef ch }plaltclh gs

tbf olhychof tpgyfefp tl tpgyfe tbplvnb ]CG( _laf `plobvpfs gpf ecstfd `fel~:

6(4(7@PLOBVPF_:6(4(7(7VAPGB AGDF FG_CFP:]CG liifps alpf iecnbts tl Jfddgb ch Ag% Jvhf ghd Jve ilp Vapgb( Tbfsf gddctclhge iecnbts ~cee

hlt lhe }plycdf alpf tpgyfe l}tclhs tl Vapgb ]cenpcas `vt ~cee gesl fhg`ef alpf }fl}ef tl

}fpilpa tbf ble pctvge( ]cenpcas ogh hl~ fhjl olailptg`ef ghd evrvpclvs jlvphf ch @lfchn!

>>>s


10/14


_vàcttfd @: _ggd @ch Afballd A@G [@)IQ CA _ocfhofs ]gnf 7=

6(4(7(0]CG .@VDNFT IECNBT. ! FHJLS V] TL ?3& DC_OLVHT LH PFNVEGP IGPF_:]CG chtpldvofs @vdnft Iecnbt ft~ffh Kgpgobc% Egblpf% ghd Csegag`gd(

Ie ]CG.s hf~ GTP V} tl 7=kn bghd `gnngnf geel~fd Hl obfokfd!ch gnngnf Olhdctclh g}}e

6(4(7(?]CG IEFRC@EF IGPF_ ! ]EGH GBFGD ) ]GS EF__: @llk Chtfphgtclhge lp Dlafstco iecnbts gs fgpe gs }lsscèf `fogvsf tbf fgpecfp lv `v%

tbf obfg}fp lv ie(

G ygpcft li dcsolvhts ch @vschfss% Folhla ]evs% ) Folhla Oegssfs( Tbf `fhfict li fyfh el~fp igpfs ch tbf efgh tpgyfe }fpcld( Iefrcèf Igpfs gpf g}}ecogèf lh sfotlps ~bfpf Pfyfhvf Aghgnfafht cs ca}efafhtfd( Olhdctclhs g}}e


11/14



6(4(7(4IES @V_CHF__ OEG__ ^CTB G IPFF TCOKFT: @v tbpff tcokfts ghd nft lhf IPFF @v lhf tcokft ghd }g LHES 6=& ilp lvp ola}ghclh Tbf liifp cs gygcegèf lh Chtfphgtclhge plvtfs lhe Tbcs liifp cs hlt gygcegèf lh VK% V_G ) Oghgdg sfotlps Tbcs igocect cs lhe ygecd ilp tbf sfotlps ~bfpf PA cs hlt ca}efafhtfd

6(4(7(6DC_OLVHT TL _TVDFHT_ LH CHTFPHGTCLHGE GHD DLAF_TCO _FOTLP_: 06& dcsolvht liifpfd tl stvdfhts lh Dlafstco plvtfs( 7=& dcsolvht lh Chtfphgtclhge plvtfs cs ygecd lhe lh tbf plvtfs ~bfpf PA cs hlt

ca}efafhtfd

Liifp ogh `f gygcefd froevscyfe ipla ]CG @llkchn Liicofs lp tbf ]CG olvhtfps gt tbfgcp}lpt(

Tbf liifp cs gygcegèf lhe ilp Folhla Oegss }gssfhnfps


12/14



6(4(7(9]CG _]FFDFR DFECYFP_ ^CTB _]FFD% PFECG@CECTS% GHDGIILPDG@CECTS:

]CG _}ffdfr dfecyfps dlovafhts ghd }gpofes tl lvp dllpstf}% ~ctb g ygst dlafstcohft~lpk% ovttchn!fdnf tfobhleln% ghd tbf bcnbfst stghdgpds li ovstlafp sfpycof(

]CG _}ffdfr liifps g pghnf li iefrc`ef dfecyfp l}tclhs tl svct lvp `vdnft ghd lvphffds(

_gaf Dg _}ffd Lyfphcnbt _}ffd _folhd Dg _}ffd _fgslhge ]pldvots Hf~#

6(4(7(>OECOK .H. IES ^CTB ]CG ^F@ TCOKFTCHN:

_fovpf lhechf opfdct ogpd tpghsgotclh Olhyfhcfht goofssc`cect ipla blaf lp liicof


13/14


_v`acttfd @: _ggd @ch Afballd A@G [@)IQ CA _ocfhofs ]gnf 7?

6(4(7(2IPFF ]COK ) DPL] _FPYCOF: ]CG hl~ liifps tbf ipff }cok ghd dpl} sfpycof ipla lvp dllp tl gcp}lpt( Tbcs liifp ~cee `f liifp lhe ilp @vschfss oegss(

6(4(0 AGNGZCHF]CG ~cee ncyf gdyfptcsfafht ch dciifpfht agngzchfs lhof gitfp t~l alhtb ~ctb g olv}lh li 76&

lii ch tbf ileel~chn agngzchfs(

Tcafs Agngzchfs _}cdfp Gvplpg

6(4(0(7Hf~s}g}fp Gdyfptcsfafht]CG ~cee ipfwvfhte ncyf tbf gdyfptcsfafht ch tbf alst pfgdg`ef hf~s}g}fps% afhtclhfd gs

`fel~: Jvhn Dg~h @vschfss pfolpdfp

^f bgyf }eghhfd tl fhecnbtfh lvp ivtvpf }eghs tl lvp obfpcsbfd ovstlafps ch tbf v}olachn

alhtb(

6(6 ]FL]EF:Gh fssfhtcge chnpfdcfht tl gh sfpycof }plycsclh cs tbf vsf li g}}pl}pcgtf stgii ghd }fl}ef(

Fssfhtcge ci tbf lpnghczgtclh ~ghts tl l`tgch g ilpa li ola}ftctcyf gdyghtgnf( Olhsvafps agkf

jvdnafhts ghd dfecyfp }fpof}tclhs li tbf sfpycof `gsfd lh tbf fa}elffs tbf chtfpgot ~ctb(

_tgii sblved bgyf tbf g}}pl}pcgtf chtfp}fpslhge skcees% gttctvdf% ghd sfpycof khl~efdnf tl

}plycdf tbf sfpycof tbgt olhsvafps gpf }gchn ilp( Agh @pctcsb lpnghczgtclhs gca tl g}}e ilp

tbf Chyfstlps ch ]fl}ef goopfdctgtclh% ~bcob tfees olhsvafps tbgt stgii cs tgkf ogpf ` tbf

ola}gh ghd tbf gpf tpgchfd tl ofptgch stghdgpds(

Tbfpf gpf tltge 0=%636 fa}elffs ~lpkchn ch ]gkcstgh Chtfphgtclhge Gcp}lpt ]CG# ~bcob choevdfs

@lgpd li Dcpfotlps% Olp}lpgtf sfopftgp% Bfgd li Chtfphge Gvdct% Frfovtcyf Aghgnfafht ghd

Gvdctlps vhdfp dciifpfht df}gptafhts(


14/14



6(9 ]PLOF__:Ch ]CG tbf }plofss cs tcaf ~bfh tbf ovstlafps `v tbf tcokfts ghd tbf tcaf li tbfcp eghdchn tl

tbfcp dfstchgtclh( Tcokftchn liicofs gpf gygceg`ef ilp ovstlafps gt gee tbfpf hfgp dfstchgtclh( Ch

]gkcstgh ]CG bgyf gcp}lpts ch dciifpfht octcfs( Cts v} tl tbf sfpycofs pfofcyfp ipla ~bfpf tbf

~ght tl ie(

Icpst tbf ovstlafp Pfsfpyf g sfgt% tbgh }vpobgsf tbf tcokft ipla bcs,bfp hfgpfst ]CG Tcokftchn

Liicof tbgh gitfp bgychn tcokft tbf ovstlafp bgs tl pfgob gt gcp}lpt gt tbf tcaf afhtclhfd Ch

tbf tcokft gs stgtfd g`lyf tbgt tcaf cs tbf }lcht ~bcob dfocdf tbf ola}eftf }plofss li tbcs

_fpycof sl ~bfh ovstlafp pfgob tl Gcp}lpt gt tbf tcaf afhtclhfd bf,sbf ogh ie gitfp slaf

sfovpct oefgpghof tl~gpd bcs dfscpfd dfstchgtclh ~ctb npfgt olailpt tbplvnb ]CG(

6(> ]BS_COGE FYCDFHOFCt cs tbf agtfpcge }gpt li g sfpycof( _tpcote s}fgkchn tbfpf gpf hl }bscoge gttpc`vtfs tl g sfpycof%

sl g olhsvafp tfhds tl pfe lh agtfpcge ovfs( Tbfpf gpf agh frga}efs li }bscoge fycdfhof%

choevdchn slaf li tbf ileel~chn:

]gokgnchn( Chtfphft,~f` }gnfs( ]g}fp~lpk svob gs chylcofs% tcokfts ghd dcs}gtob hltfs#( @plobvpfs( Ivphcsbchns( _cnhgnf svob gs tblsf lh gcpopgit ghd yfbcoefs#( Vhcilpas( @vschfss ogpds( Tbf `vcedchn ctsfei svob gs }pfstcnclvs liicofs lp sofhco bfgdwvgptfps#( Agce`lrfs ghd agh ltbfps ( ( ( ( ( ( Tbf frcstfhof li gcpopgits% tcokft liicofs% fhycplhafht% gcp `vsfs% gcp }lpts gpf tbf

fycdfhofs ilp ovstlafps li ]CG

Ileel~chn Icnvpfs sbl~s tbf ]bscoge Fycdfhof li ]CG:

Jchhgb Tfpachge Kgpgobc% ]gkcstgh Geegag Cw`ge Chtfphgtclhge Gcp}lpt%Egblpf % ]gkcstgh

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