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1989


IBM

21

20

1.

2.
3.

SKU 32%
3

12.8% 0.8%

5 dollar

5 dollar 4 dollar()

20000

1 10
9

5
ABCDEF

(Denmark)(Elephant)
(Elk)

22

2.25

2 1
1.25
25

25

10

1991

600000

11

1.
2.
3.
4.
5.

12

1.60 1.70
1.80

13

20 20
50
10
10
20 10 15
20 !
?10
20!
10 !

15 !
1982
820

1 5

14

30000 25000
25%

7.5%AHardDay'sNight

30
85%

250
15

275
175

1.
2.

150 125

100
185000 150000
115050

60 100 20 100

10

16

25000 20000
10000
120 90

80 95

300
400 6%
4.5%

1.

2.

28 540

2000
800
2000 800

800

17

500

2000 500

15 5

18

2000

70
200 40 150
40
200 70 150

200
200

?!
200

19

10
10
10

10

5
2000

1500

1500 1500
1500
2500
1000 15

20

30000 25000 20000


20000 30000
20000

21


5000 3500 1500

59000
49000
54000 59000

129000

225000
22

225000 175000 50000

200000

23

18
180

120 (
)
120 60

120 60

150

5 30

330 90

300

90 300

24

25

10

1.22

26

2000

14000


14000
50000

14000
420000
2000 1000 1
2000
2000 10
2000
10
10
20 10 50
50

50 50
50
1 1 1
2000
2000 2%
10 2%
27

2000 10
25%
5%2000
4 4
4

4 2000
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2000

11

28

200

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8.

9./
30

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31

12000
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32

.
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33

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34

12

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36

13

37

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14

20
19 19.5

19
20


75%/25%
38

32000
28000 30000
29000 28500 28250

86000
75000 80000
84000
82000

4000

84000 80000
82000
82000 80000
82000 82000 84000
82000 80000
82000

82000 84000
2000

1000
82000

82000
39

15

40


28

10000

10000

15000

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20

5
10%

80

80 65
5200
41

8 12 31
9
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42

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50

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47

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4.

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48

18

1.
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3.

1200

49

45

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50

60

1.

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. 30 15%
.
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51

.
.

19

15000 14000
1000
1000 4
1000
250 250 250 250
52


250 250
250
600 400
600 400 0 0

600 400 100


100 10
400 100

1000

1000 0 0 0

1926

100
200 300
400
100 200 300 400

53

500
200
100 50
500 200 100 50

100 5
10
100 50

50
100 50 60
65 67.50 67.50

20

1.80 1.60
1.72 1.80 1.72 1
54

1.71
1.71


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. 60 30
.

19
20

55

21

.
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.

56

22

5000


! 598000

598000 5000 24

598000
5000

57

.
.

58

59

23

30
600 13

100 30000
10000 12000

30000 12000

10000

pointofpurchase

60

6
7

()
40%

.
.

20000 21000

21000
20000

20%

61

24
11

62

90%

.
.

AT&T MCI
63

25

1.50 2
1.75
1.75 1.75
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50
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64

26

ABC

.
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65

27 24

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30

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33

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66

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69

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71

30 67

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2.
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72

4.

50

73

200 200
200

45
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74

10
11

75

76

77

28


CD
78

CD

29

79

.
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.
.

81

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83


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820000

762000

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88

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31

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(

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32

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15
12 12 80%
3
5
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95

10

1
150 NBC

96

12

10

6
50 49
51
1 1
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3.1819
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5.
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6.

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6.615 450 3005030 18

500

1 120000

98

85000

200000

27.8%

99


20%

30

10
100

2000
1000
1000

1.
2.
3.
4.

101

33

.
.
.

1991

102

103

.
.
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.
.

104

.
24

105

60

106

34

442

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Q.J

107

23

108

abc

109

35

area
500

districtregional
110

35

A.L. 100

40

1000
100000
8
111

1000
100000

112

1502

45% 8%

40% 90%
113

90% 50%

2G

15
114

40

115

116

15

1.
2.
3.
4.
5.
6.
7.
117

8.

1 10 80
60

70
60 10

1.
2.
3.
4.
30

118

36

20%15

200000

119

12 15 100
120

114.16

30
30

90
90

121

1 16 3
1

122

1
980
1 100 6%10
980 980

500

500
250

123

/
/

124

40

40

37

125

72000

126

?!

127

1962 10
1982

128

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