006

 ‫א‬‫א‬‫א‬
ã¹]<gè…‚jÖ]æ<ËÖ]<Üé×Ãj×Ö<íÚ^ÃÖ]<í‰‰ö¹]
‫א‬‫א‬‫א‬‫א‬

‫א‬‫א‬
١٥١
١٥١ ‫א‬
‫א‬
‫א‬‫א‬ 
 W،،‫א‬‫א‬،‫א‬

‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
  ‫א‬ ‫א‬  ،‫א‬   ‫א‬ ‫א‬ ‫א‬ ‫א‬ ‫א‬ 
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
W‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K ‫א‬‫א‬‫א‬

‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
  ‫א‬        ،‫א‬ ‫א‬‫א‬  
‫א‬  ‫א‬ ‫א‬ ‫א‬ ‫א‬ ‫א‬   ‫א‬    ،  
‫א‬،‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
     ‫א‬  ‫א‬   ،‫א‬   
 K‫א‬‫א‬،‫א‬‫א‬

‫א‬???‫א‬‫א‬?‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬

‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
،‫א‬،‫א‬‫א‬‫א‬‫א‬ 
 K‫א‬‫א‬‫א‬‫א‬‫א‬

   W    ‫א‬ ‫א‬  ‫א‬    ‫א‬
 K‫א‬

‫א‬   ‫א‬ ‫א‬‫א‬      
١٥١ ‫א‬

‫א‬‫א‬ 
،‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬
 W،
،‫א‬‫א‬?‫א‬‫א‬?
‫א‬ ‫א‬  ،‫א‬  ‫א‬ ‫א‬  ‫א‬ ‫א‬  
 K??‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬ 
‫א‬  ‫א‬ ‫א‬   ‫א‬    ،‫א‬‫א‬   ‫א‬‫א‬
‫א‬،‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬
‫א‬‫א‬‫א‬?‫א‬‫א‬?‫א‬
 J W‫א‬‫א‬‫א‬‫א‬‫א‬
 W?‫א‬‫א‬?W‫א‬‫א‬‫א‬
،‫א‬L‫א‬‫א‬W‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬W‫א‬‫א‬‫א‬
‫א‬F ‫א‬ ‫א‬  ‫א‬   ،    ‫א‬ 
 KE‫א‬
 ‫א‬  ،‫א‬         W‫א‬  
  ‫א‬ ‫א‬‫א‬ ،‫א‬     ‫א‬  ‫א‬ ‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬
  ‫א‬ ‫א‬   ‫א‬ W‫א‬‫א‬ ‫א‬  
‫א‬   ، ‫א‬  ‫א‬‫א‬‫א‬ ،  ،‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬L‫א‬‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬،?‫?א‬،‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬ ،‫א‬W‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬
١٥١ ‫א‬

‫א‬‫א‬ 
‫א‬‫א‬  ‫א‬ ‫א‬ ‫א‬  W‫א‬   ،‫א‬ ‫א‬ 
‫א‬ K‫א‬‫א‬،‫א‬
  ، ‫א‬    W‫א‬  ‫א‬  ،‫א‬
 ‫א‬  ‫א‬‫א‬    ‫א‬ ‫א‬ ،‫א‬  ‫א‬ 
 K‫א‬
‫א‬‫א‬W‫א‬‫א‬،‫א‬‫א‬‫א‬
‫א‬  ‫א‬       ‫א‬ ‫א‬  W‫א‬
‫א‬ ‫א‬   ‫א‬ ‫א‬ ‫א‬  ‫א‬   W‫א‬ ‫א‬  K‫א‬
،‫א‬‫א‬W‫א‬‫א‬‫א‬K‫א‬‫א‬،‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬،‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬،‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬

 ‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬
‫א‬‫א‬
 ‫א‬‫א‬
١
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬●
K‫א‬،‫א‬‫א‬ 9
K‫א‬‫א‬‫א‬ 9
K‫א‬‫א‬‫א‬‫א‬‫א‬ 9
K،‫א‬‫א‬‫א‬‫א‬ 9
‫א‬‫א‬‫ א‬ ‫א‬
 ‫א‬ 9
K‫א‬‫א‬،‫א‬

 W‫א‬‫א‬●
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬

 J W‫א‬‫א‬‫א‬●
K‫א‬‫א‬‫א‬‫א‬‫א‬ J
 K‫א‬‫א‬‫א‬ J
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ J
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫ א‬J




-١-
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬W 
‫א‬،‫א‬‫א‬‫א‬‫א‬?
 ‫א‬‫א‬
‫א‬ ‫א‬‫א‬?
 ‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬
‫א‬‫א‬،‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬،‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬W‫ א‬J ١
K‫א‬‫א‬W‫ א‬J ٢
K‫א‬‫א‬W‫א‬‫א‬ J ٣
 KW‫א‬ J ٤
‫א‬‫א‬‫א‬،‫א‬‫א‬
‫א‬‫א‬‫א‬ ،‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬‫א‬

 ‫א‬
 ‫א‬‫א‬
 ‫א‬‫א‬ ‫א‬‫א‬K‫א‬‫א‬
‫א‬‫א‬‫א‬W  ‫א‬‫א‬ ،‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬
‫א‬‫א‬‫א‬W
 ‫א‬‫ א‬J ١
 K
K‫א‬KK‫א‬،‫א‬ :‫ א‬-٢
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬W
 ‫א‬‫ א‬J ٣
K
 K‫א‬‫א‬،‫א‬‫א‬‫א‬W‫א‬‫א‬‫א‬‫ א‬J ٤
،‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬

 W‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬KKK‫א‬،‫א‬‫א‬،‫א‬،‫א‬،‫א‬
-٢-
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬ ‫א‬
‫א‬ ، ‫א‬‫א‬
،L‫א‬‫א‬
 
 K‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬
 K‫א‬‫א‬،‫א‬‫א‬‫א‬
 W‫א‬‫א‬W 
‫א‬‫א‬   ،  ‫א‬ ‫א‬     ‫א‬ 
 ‫א‬     ،‫א‬     ‫א‬   ‫א‬ ‫א‬‫א‬
 K‫א‬
‫א‬ ،‫א‬‫א‬
K‫א‬ ‫א‬ ،‫א‬ ‫א‬ ‫א‬ ‫א‬ ،‫א‬ ‫א‬ W ‫א‬ 
‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬
 K‫א‬،‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬E١F‫א‬‫א‬
 E١F
 ‫א‬‫א‬‫א‬‫א‬
     ‫א‬‫א‬ 
‫א‬ ‫א‬ ‫א‬‫א‬  ‫א‬‫א‬
‫א‬ ‫א‬   ‫א‬
   ‫א‬ ‫א‬
‫א‬    ‫א‬‫א‬
    ‫א‬‫א‬

-٣-
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
‫א‬    ‫א‬‫א‬، ‫א‬      ‫א‬ ‫א‬ 
 W‫א‬‫א‬،‫א‬‫א‬
 W‫א‬‫א‬EF
 W‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬،‫א‬‫א‬‫א‬ J ١
     ، ‫א‬ ‫א‬     ‫א‬  J ٢
K‫א‬
‫א‬‫א‬،‫א‬‫א‬‫א‬ J ٣
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬ ‫א‬ J ٤
 K‫א‬
 W‫א‬‫א‬EF
‫א‬‫א‬‫א‬
،‫א‬‫א‬ ،‫א‬‫א‬‫א‬‫א‬ ،‫א‬
 W‫א‬‫א‬‫א‬‫א‬
،‫א‬ ‫א‬ ‫א‬  ‫א‬ ‫א‬  ‫א‬    J ١
 K
 ‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬‫א‬ ‫א‬ J ٢
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬
 K‫א‬ J ٣
 W‫א‬‫א‬EF
   ‫א‬‫א‬  ‫א‬‫א‬ ‫א‬  ‫א‬ ‫א‬
 K‫א‬‫א‬،‫א‬‫א‬
‫א‬   ،‫א‬          ‫א‬  J ١
 K‫א‬‫א‬،‫א‬
K‫א‬‫א‬‫א‬ J ٢
 K‫א‬‫א‬‫א‬‫א‬‫א‬ J ٣
-٤-
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬EF
 W‫א‬‫א‬
 K‫א‬‫א‬ J ١
 K‫א‬‫א‬ J ٢
 W‫א‬W 
 ‫א‬ ‫א‬ ‫א‬   ‫א‬       
 W‫א‬،‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬ J
K‫א‬‫א‬‫א‬ J
K‫א‬‫א‬‫א‬ J
K‫א‬‫א‬‫א‬‫א‬‫א‬ J
K‫א‬‫א‬‫א‬‫א‬ J
K‫א‬‫א‬‫א‬ J
K‫א‬‫א‬‫א‬‫א‬ J
 K‫א‬‫א‬‫ א‬J
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‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫ א‬
K‫א‬‫א‬‫א‬‫א‬‫• א‬
KEF‫א‬‫א‬‫א‬‫• א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫• א‬
 K •
 K‫א‬‫א‬‫א‬ •
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫• א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫• א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫• א‬











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‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬‫א‬W 
‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬
 ،‫א‬‫א‬??،‫א‬
،،‫א‬‫א‬‫א‬،‫א‬‫א‬
‫א‬ ‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬،
   ‫א‬    ،Maslow ? ‫א‬ ?   ،‫א‬
‫א‬  ‫א‬ ‫א‬  ?  ? ‫א‬ ‫א‬     ، 
‫א‬ ‫א‬‫א‬،‫א‬‫א‬
 K‫א‬‫א‬،‫א‬‫א‬،‫א‬،‫א‬،‫א‬
 ‫א‬E١F‫א‬‫א‬
 
‫اﻟﺤﺎﺟﺔ إﻟﻰ ﺗﺤﻘﻴﻖ اﻟﺬات‬

‫اﻟﺤﺎﺟﺔ إﻟﻰ ﺗﺤﻘﻴﻖ اﻟﻤﻜﺎﻧﺔ‬
‫اﻻﺟﺘﻤﺎﻋﻴﺔ‬ 
‫اﻟﺤﺎﺟــــﺔ إﻟﻰ اﻻﻧﺘﻤﺎء‬
‫اﻟﺤﺎﺟــــــــﺔ ﻟﻸﻣـــــــــﻦ‬

‫ واﻟﻤﺄوى‬، ‫ واﻟﺸﺮاب‬، ‫ﺣﺎﺟﺎت ﻓﺴﻴﻮﻟﻮﺟﻴﺔ اﻟﺤﺎﺟﺔ ﻟﻠﻄﻌﺎم‬ 
 
 E١F
 ‫א‬
 W‫א‬‫א‬
-٧-
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬W‫א‬‫א‬E١F
‫א‬F‫א‬‫א‬‫א‬‫א‬‫א‬
 KEKKKKKKKKKKK‫א‬‫א‬
،‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬
 W‫א‬W‫א‬‫א‬E٢F
‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬
‫א‬‫א‬‫א‬، ‫א‬ ‫א‬‫א‬
 K‫א‬‫א‬
 W‫א‬‫א‬W‫א‬‫א‬E٣F
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫ א‬ ‫א‬‫א‬‫א‬‫א‬
 K
 W‫א‬‫א‬‫א‬W‫א‬‫א‬‫א‬E٤F
‫א‬‫א‬ ‫א‬ ‫א‬ ‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬
‫א‬‫א‬‫א‬، ‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫ א‬ ‫א‬،‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬
 K
 W‫א‬‫א‬‫א‬‫א‬W‫א‬‫א‬E٥F
‫א‬ ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬

 ‫א‬، ‫א‬‫א‬‫א‬،‫א‬
 
 ‫א‬‫א‬‫א‬
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‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 

 ‫א‬‫א‬ ‫א‬،‫א‬‫א‬‫א‬‫א‬ 
 K‫א‬‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬



‫ﻣﺪرج ﻣﺎﺳﻠﻮ‬

‫ﻣﻔﺘﺎح رﺟﻞ اﻟﺘﺴﻮﻳﻖ ﻟﻔﻬﻢ اﻟﺤﺎﺟﺎت اﻻﻧﺴﺎﻧﻴﺔ وﺗﻔﺴﻴﺮ اﻟﻌﺪﻳﺪ‬ 
‫ﻣﻦ دواﻓﻊ وﺗﺼﺮﻓﺎت اﻟﻤﺴﻨﻬﻠﻚ‬




 W‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫אא‬ •
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬ •
 K‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬ •
 W‫א‬W 
‫א‬  ‫א‬ ‫א‬ ‫א‬  ‫א‬   ‫א‬  ‫א‬  
 W‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬
 KPhisical NeedsG
 KEmotianal NeedsG
KNeeds MentalG
 KNeeds SpiritualG
‫א‬‫א‬‫א‬

 ‫א‬،‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬،
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‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 ‫א‬‫א‬،‫א‬‫א‬،E‫א‬‫א‬F
KKKKKKKKKKK‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬
 WE٢F‫א‬‫א‬
 E٢F
 ‫א‬‫א‬
‫א‬
‫א‬ ‫א‬‫א‬
‫א‬
 ،  ‫א‬ 
   ‫א‬ 
 ‫א‬،‫א‬،‫א‬‫א‬  ‫א‬ 
 ،  ‫א‬ 
 ‫א‬‫א‬‫א‬،‫א‬  ‫א‬  
 ‫א‬‫א‬  ‫א‬ 
 ‫א‬،‫א‬،‫א‬  ‫א‬ 
 ‫א‬  ‫א‬ 
 ‫א‬،،‫א‬،  ‫א‬ 
‫א‬،‫א‬ ‫א‬
 ‫א‬،‫א‬  ‫א‬ 
 ‫א‬‫א‬،‫א‬‫א‬،‫א‬‫א‬،‫א‬  ‫א‬ 
 ‫א‬،‫א‬‫א‬  ‫א‬‫א‬ 
 ،‫א‬‫א‬،‫א‬‫א‬  ‫א‬ 
 ‫א‬،‫א‬  ‫א‬  
 ‫א‬،‫א‬  ‫א‬‫א‬ 
 ‫א‬‫א‬،‫א‬  ‫א‬
 ‫א‬،‫א‬،‫א‬‫ א‬ ‫א‬ 
 ‫א‬‫א‬،‫א‬‫א‬،‫א‬  ‫א‬ 
 ‫א‬،‫א‬‫א‬  ‫א‬  
 ‫א‬‫א‬‫א‬،‫א‬،‫א‬  ‫א‬
 ‫א‬  ‫א‬
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‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
‫א‬
‫א‬ ‫א‬‫א‬
‫א‬
 ‫א‬‫א‬،‫א‬  ‫א‬ 
 ‫א‬،‫א‬،‫א‬‫א‬،‫א‬  ‫א‬ 
 ‫א‬  ‫א‬  
 ‫א‬،‫א‬،‫א‬‫ א‬ ‫א‬‫א‬
 ‫א‬‫א‬‫א‬  ‫א‬‫א‬

 W‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬W 
    ،   ‫א‬‫א‬ ‫א‬ ‫א‬   ‫א‬ 
 K‫א‬‫א‬،
 W‫א‬ J ١
J ‫א‬‫א‬‫א‬‫א‬‫א‬J  ‫א‬
 K‫א‬‫א‬
  ‫א‬‫א‬‫א‬‫א‬، ‫א‬
  ،           ‫א‬   ، 
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬ J ٢
،‫א‬
 ‫א‬‫א‬
‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬،
 W‫א‬‫א‬‫א‬‫א‬‫א‬‫ א‬J ٣
‫א‬ ‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬W ‫א‬‫א‬‫א‬G
‫א‬،‫א‬‫א‬،‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬ ،
 K‫א‬
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‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
K‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬‫א‬
‫א‬ ‫א‬ ‫א‬ ‫א‬  ‫א‬  ، ‫א‬  ‫א‬  ‫א‬ 
 KKKKKKKKKKK
‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬W‫א‬G
‫א‬‫א‬‫א‬‫א‬،‫א‬ ‫א‬ 
،‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬KKKKKKKK‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬،
 Patronaye Buying MotivesW‫א‬‫א‬ J ٤
‫א‬‫א‬،‫א‬
،‫א‬‫א‬ ‫א‬‫א‬    ‫א‬
‫א‬،‫؟‬‫؟‬‫؟‬ ‫؟‬ ‫؟‬‫א‬
 K‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬
،‫א‬،‫א‬‫א‬ KKKKKKK
،‫א‬ ‫א‬  ، ‫א‬ ‫א‬ ‫א‬  ‫א‬ ‫א‬   ‫א‬ 
 KKKKKKKKKKKKK‫א‬‫א‬‫א‬،‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫א‬ ‫א‬  ، ‫א‬  Expected Peroformance ‫א‬ ‫א‬‫א‬  ‫א‬ 
‫א‬ ‫א‬   ‫א‬  Experienced Peroformance ‫א‬ ‫א‬
‫א‬‫א‬‫א‬ ،‫א‬
 KKKKKKKKKKKKKK‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬?،‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬ ‫א‬? Buying Habit
‫א‬‫א‬E‫א‬ ‫א‬F
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‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
‫א‬ F  ‫א‬   ‫א‬    ، ‫א‬  ،‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬E
 ‫؟‬‫א‬W‫א‬‫א‬‫א‬‫א‬‫א‬W ‫א‬
‫א‬‫א‬ ‫א‬‫א‬‫א‬‫א‬
‫א‬    ‫א‬      ‫א‬   ‫א‬ ‫א‬ 
 K ‫א‬‫א‬
‫א‬‫א‬‫א‬
 ‫א‬ ‫א‬  ، ‫א‬  ،‫א‬  ‫א‬ ‫א‬    
‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
    ‫א‬   ،‫א‬ ‫א‬   ، ‫א‬ ‫א‬  ‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫؟‬‫א‬‫א‬W‫א‬‫א‬W 
‫א‬‫א‬ ،‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬
 K‫א‬
 K‫א‬
 K‫א‬‫א‬‫ א‬
،‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬
‫א‬  ‫א‬‫א‬   ، ‫א‬  ‫א‬ ‫א‬ ‫א‬     
 K‫א‬‫א‬
،‫א‬  ‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬ 
 K‫א‬‫א‬‫א‬‫א‬،‫א‬
‫א‬ Value Analysis‫א‬‫א‬‫א‬‫א‬
، Gap Analysis ‫א‬ ‫א‬  ‫א‬‫א‬ ‫א‬    ‫א‬‫א‬ ‫א‬  ‫א‬
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‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
       ، ‫א‬ ‫א‬‫א‬   ‫א‬   
‫א‬ ،‫א‬
 ‫א‬‫א‬    ‫א‬ ‫א‬   ،    ‫א‬  
‫א‬F ‫א‬  
‫א‬‫א‬‫א‬،E‫א‬ ‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬E TQMF‫א‬‫א‬‫א‬ ‫א‬‫א‬
،‫א‬‫א‬‫א‬ Dependability‫א‬‫א‬
 K‫א‬‫א‬
 ‫؟‬‫א‬W 
‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬
‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 W
 W‫א‬ J ١
‫א‬ ،‫א‬    ‫א‬ ‫א‬  ‫א‬  ‫א‬ ‫א‬‫א‬ 
‫א‬‫א‬،‫א‬ ‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬
 K‫א‬‫א‬
 W‫א‬E٢F
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬،
W‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬W،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
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‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
     ‫א‬‫א‬ ‫א‬‫א‬   ‫א‬‫א‬ ‫א‬‫א‬‫א‬  
E ٣F‫א‬E ٢FE ١F‫א‬،‫א‬‫א‬
‫א‬E٧FE٦FE٥FE٤F
 KKE٩FE٨F


‫א‬KKKK‫א‬،‫א‬ 
‫א‬KKKKKKKKKK‫א‬ 
 KKKKKK  


،‫א‬‫א‬ ‫א‬‫א‬ 
، ،‫א‬‫א‬‫א‬‫א‬‫א‬ 
‫א‬ ‫א‬‫א‬‫א‬‫א‬‫א‬ ، ‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬ ‫א‬، ‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬
‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬،
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
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‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬‫א‬‫א‬W
‫א‬  ‫א‬    KKKKK ‫א‬ ‫א‬ ‫א‬ ‫א‬ ‫א‬  
   KKKK ‫א‬ ‫א‬  ‫א‬ ‫؟‬ KKKK ‫א‬    ‫؟‬KKKKK ‫א‬
 W‫؟‬KKKKKK‫א‬‫א‬KKKK‫א‬

‫א‬ ‫א‬‫א‬‫א‬ 

 W‫א‬L‫א‬L‫א‬W
 W
 W‫א‬‫)ﺃ( א‬
‫א‬‫א‬‫א‬‫א‬E‫א‬‫א‬F‫א‬‫א‬
  KKKKKKK‫א‬           ‫א‬ 
 ‫א‬  ‫א‬ ‫א‬‫א‬   ‫א‬‫א‬   ‫א‬ ‫א‬
 W‫א‬‫א‬
‫א‬‫א‬،‫א‬ ،‫א‬‫א‬‫א‬‫א‬‫ א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬ ‫א‬ ‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬،‫א‬،‫א‬‫א‬‫א‬
، ، ‫א‬‫א‬‫א‬‫א‬‫א‬
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬
 W‫א‬‫א‬ E١F
‫א‬،‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬،E‫א‬‫א‬F ‫א‬‫א‬،
 ‫א‬  
    ‫א‬         ‫א‬   
 ‫א‬‫א‬،‫א‬‫א‬ ،‫א‬‫א‬ ‫א‬‫א‬
 K،‫א‬‫א‬
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‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬
‫א‬ ‫א‬    ‫א‬  ‫א‬ ‫א‬   W  K 
 K‫א‬
‫א‬ ‫א‬   ‫א‬  ،‫א‬  ‫א‬  W‫א‬ ‫א‬‫א‬  K
‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬   ‫א‬  ‫א‬   ‫א‬ ‫א‬   W‫א‬‫א‬  K 
،‫א‬‫א‬،‫א‬‫א‬،‫א‬
‫א‬‫א‬‫א‬،‫א‬‫א‬
 K
 W‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬ −
،‫א‬      ‫א‬     ‫א‬    −
    ‫א‬   ‫א‬ ‫א‬     
 K‫א‬
 K‫א‬‫א‬‫א‬،‫א‬‫א‬ −
   ‫א‬ ، ‫א‬  ‫א‬  ‫א‬   −
 K‫א‬
 W‫א‬ E٢F
‫א‬‫א‬ ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬،‫א‬‫א‬‫א‬‫א‬،‫א‬
‫א‬،‫א‬‫א‬،‫א‬،‫א‬،‫א‬‫א‬
 K‫א‬‫א‬
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‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬
 W‫א‬‫א‬‫א‬
 
،‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
 ‫א‬    ،‫א‬       ‫א‬   ‫א‬ ‫א‬ 
 K‫א‬‫א‬‫א‬‫א‬
‫א‬،‫א‬
 K‫א‬‫א‬‫א‬،‫א‬
 ‫א‬     ‫א‬ ‫א‬   ‫א‬  ‫א‬  ‫א‬  
‫א‬   ‫א‬ ،     ‫א‬     ،‫א‬ 
 K‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬ ‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬،‫א‬
 ‫א‬ ،‫א‬‫א‬‫א‬‫א‬‫ א‬
،‫א‬‫א‬‫א‬،‫א‬
 K‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬ E٣F
،‫א‬ ،
K‫א‬   ‫א‬   ‫א‬ ‫א‬  ‫א‬‫א‬  ‫א‬   
‫א‬    ، ‫א‬   ‫א‬   ‫א‬  ‫א‬  
      ‫א‬‫א‬ ‫א‬ ‫א‬   ‫א‬  
‫א‬‫א‬‫א‬‫א‬‫א‬،
 K‫א‬‫א‬‫א‬،‫א‬،‫א‬‫א‬‫א‬،‫א‬
- ١٨ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬EF
‫א‬  ‫א‬  ‫א‬ ‫א‬  ‫א‬ ‫א‬   ‫א‬ ‫א‬
‫א‬‫א‬‫א‬   ‫א‬
‫א‬‫א‬ K‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬
 K‫א‬‫א‬‫א‬K‫א‬‫ א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬K‫א‬‫א‬‫ א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬K‫א‬

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‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬W 
 W
 W‫א‬‫ א‬E١F
‫א‬ ‫א‬ ‫א‬    ‫א‬ ‫א‬  ‫א‬   ‫א‬
،‫א‬‫א‬‫א‬‫א‬،،‫א‬
‫א‬‫א‬ K‫א‬‫א‬‫א‬K‫א‬،‫א‬
 W‫א‬
‫א‬‫א‬‫א‬  W -١
 K‫א‬‫א‬‫א‬‫א‬
   ‫א‬    ‫א‬   W  ‫א‬ ‫א‬ -٢
‫א‬ ،‫א‬‫א‬‫א‬‫א‬‫א‬  ،‫א‬
 K‫א‬
    ‫א‬ ‫א‬  ‫א‬   W ‫א‬  -٣
W،

 ‫א‬‫א‬ 
 ‫א‬‫א‬ 


 
 W‫א‬‫ א‬E٢F
‫א‬‫א‬‫א‬‫א‬‫א‬ 
 ،‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬
 K‫א‬‫א‬
- ٢٠ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 K‫א‬‫א‬‫א‬‫א‬

 ‫؟‬KKKKK
K‫א‬‫• א‬
 K‫• א‬
K‫א‬ •
K‫א‬ •
K‫א‬‫א‬‫א‬‫א‬ •
 K‫א‬‫• א‬

- ٢١ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬
 K‫א‬L‫• א‬
 K‫א‬‫א‬‫א‬‫• א‬
 K‫א‬‫א‬‫א‬‫א‬ •
 K‫א‬ •
 K‫א‬L‫• א‬
 K‫א‬‫א‬‫א‬ •
 K‫א‬‫א‬‫א‬‫• א‬
 K‫א‬‫א‬‫• א‬
 K‫א‬‫א‬‫א‬‫• א‬
 K‫א‬‫א‬‫א‬‫א‬‫• א‬

Niche Market StrategyW‫א‬‫א‬W
: ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬ −
 K
  ‫א‬‫א‬‫א‬ −
K‫א‬‫א‬ −
K‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬  ‫א‬‫א‬ ‫א‬ ‫א‬ ‫א‬ ‫א‬  ‫א‬ ‫א‬  ،‫א‬  ‫א‬
‫א‬ ‫א‬  ‫א‬  ،   ‫א‬ ‫א‬     
، ،‫א‬‫א‬‫א‬ 
‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K
‫א‬‫א‬    ،    ‫א‬    ‫א‬ 
    ‫א‬   ،   ‫א‬   ،‫א‬
، ،‫א‬‫א‬ ‫א‬
- ٢٢ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
‫א‬‫א‬E‫א‬‫א‬‫א‬F‫א‬
 KTarget Market‫א‬‫א‬
‫א‬   ،‫א‬ ‫א‬  ‫א‬  ‫א‬ ‫א‬  
 ‫א‬ ‫א‬،E‫א‬F
،‫א‬‫א‬KKKKKKKKK ‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬ ‫א‬
 KKKKKKKKKKKKKK
 W
 Market Segmentation‫א‬ 
 ‫א‬،‫א‬

‫א‬

 


‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬
 ‫א‬‫א‬‫א‬ ،‫א‬‫א‬ ‫א‬ ‫א‬
،E‫א‬F،E‫א‬‫א‬F
 K‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬
‫א‬‫א‬‫א‬،
،‫א‬ ‫א‬‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ ‫א‬
‫א‬‫א‬‫א‬،
   ‫א‬  ‫א‬  ‫א‬ ،‫א‬ ‫א‬  ‫א‬  ‫א‬
 K‫א‬‫א‬‫א‬
- ٢٣ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 ‫؟‬‫א‬‫א‬W 
   ‫א‬ ‫א‬  ‫א‬     ‫א‬  
    ‫א‬ ‫א‬   ‫א‬ ‫א‬   ‫א‬ ، 
 ،‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬
 ‫א‬‫א‬
 ،‫א‬‫א‬
 
 W‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬    ‫א‬      ‫א‬ ‫א‬  J ١
 K‫؟‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
      ‫א‬  ‫א‬ ‫א‬   J ٢
‫א‬    ‫א‬   K‫א‬ ‫א‬  ‫א‬ ‫א‬   ،‫א‬
 K‫א‬‫א‬،‫א‬‫א‬‫א‬
‫א‬   ،‫א‬ ‫א‬  ‫א‬  ‫א‬   ‫ א‬J ٣
  F ‫א‬ ‫א‬      ،    ‫א‬
 ‫א‬ E‫א‬
 K‫א‬‫א‬‫א‬‫א‬
،‫א‬ ‫א‬، ‫א‬‫א‬‫א‬ J ٤
 K‫א‬،‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬J ٥
‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬
 E‫א‬،‫א‬F ،
 W
 K ‫א‬‫א‬W‫א‬‫ א‬EF
 K‫א‬‫א‬‫א‬W‫א‬‫ א‬EF
  ‫א‬  ‫א‬ ‫א‬  ‫א‬ ‫א‬   W‫א‬ ‫ א‬EF
‫א‬‫א‬‫א‬‫א‬ ،‫א‬
 K‫א‬‫א‬
- ٢٤ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬W 
‫א‬‫א‬‫א‬
 W‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬  J ١
 K
،‫א‬‫א‬ J ٢
 K‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬ J ٣
 K‫א‬‫א‬‫א‬ J ٤
 W‫א‬‫א‬‫א‬W ‫א‬
‫א‬‫א‬‫א‬‫א‬
 J W‫א‬‫א‬
 K‫א‬‫א‬‫א‬ J ١
 K‫א‬‫א‬‫א‬‫א‬ J ٢
 K‫א‬‫א‬ J ٣
‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬ ‫ א‬J ٤
 K‫א‬
 W‫א‬‫א‬‫א‬W
،‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬ 
 ‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬،
 J W‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫ א‬J ١
 K‫א‬‫א‬‫א‬‫ א‬J ٢
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ J ٣
 K‫א‬‫א‬
- ٢٥ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬W 
 W‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬،‫א‬‫א‬ J ١
‫א‬‫א‬‫א‬ J ٢
 K
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫ א‬J ٣
   ، ‫א‬  ‫א‬ ‫א‬   ‫א‬     J ٤
 W‫א‬‫א‬‫א‬
 ‫؟‬‫א‬ J
 ‫؟‬‫א‬‫א‬‫א‬ J
‫؟‬‫א‬‫א‬ J
 W‫א‬W 
‫א‬ ‫א‬   ‫א‬  ‫א‬   ‫א‬ ‫א‬ ‫א‬ 
‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬
 W‫א‬ E١F
‫א‬‫א‬ ،‫א‬‫א‬  ‫א‬
 ‫א‬ ‫א‬   ‫א‬ ‫א‬  ‫א‬ ‫א‬ ‫א‬ ‫א‬ ‫א‬
،‫א‬‫א‬‫א‬،‫א‬
‫א‬‫א‬،?‫א‬‫?א‬،‫א‬‫א‬‫א‬
 W‫א‬‫א‬K‫א‬
 W‫ א‬J ١
‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
 W‫ א‬J ٢
‫א‬‫א‬ ‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬،
- ٢٦ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫ א‬J ٣
‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬، ‫א‬
 K
 W‫ א‬J ٤
  ، ‫א‬   ‫א‬     ‫א‬   
‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫ א‬J ٥
‫א‬‫א‬‫א‬‫א‬
‫א‬           ،   
‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬

 W‫א‬ J ٦
–‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬–
 W‫א‬
 KEKKK،‫א‬،‫א‬،،‫א‬F‫א‬‫א‬‫• א‬
 K‫א‬١٠٠٠٠٠،٥٠٠٠٠‫א‬‫א‬ •
 KEKKK‫א‬،،F‫א‬ •
 KE،F‫• א‬
 KEKKK،،F‫א‬‫• א‬
 KE١٠٠٠٠،٥٠٠٠،٣٠٠٠F‫א‬ •
 KEKKK،،،F‫א‬‫א‬‫• א‬
 KEKKK،،F‫א‬‫• א‬
 KKK‫א‬،‫א‬،F‫• א‬
- ٢٧ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 KEKKKF‫• א‬
 KEKKK،،F‫א‬‫• א‬
،‫א‬‫א‬‫א‬‫א‬ ‫א‬
‫א‬ ،‫א‬ ‫א‬‫א‬‫א‬ ‫א‬
       ‫א‬ ‫א‬ ‫א‬ ‫א‬  ‫א‬ 
‫א‬    ‫א‬  ‫א‬ ‫א‬     ‫א‬  
 K‫א‬‫א‬‫א‬‫א‬

 W‫א‬‫א‬‫ א‬E٢F
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬
  ‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬
‫א‬‫א‬ ..K
 W‫א‬‫א‬
 W‫ א‬J ١
 K
 W‫א‬‫ א‬J ٢
 K
 W‫א‬‫ א‬J ٣
‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬
 K‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬‫א‬ E٣F
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬
  ‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬،‫א‬
 K‫א‬‫א‬‫א‬‫א‬
- ٢٨ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫ א‬E٤F
   ‫א‬     ‫א‬ ‫א‬‫א‬    ‫א‬  ‫א‬
 W‫א‬‫א‬‫א‬،‫א‬‫א‬
 J ‫א‬ ‫א‬ W ‫א‬ J
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
،،‫א‬‫א‬ W ‫א‬ J
 K‫א‬‫א‬،‫א‬‫א‬‫א‬
‫א‬   ‫א‬    W ‫א‬ ‫א‬   J
 ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬W J
 ‫א‬،  ‫א‬‫א‬ ،‫א‬‫א‬‫א‬
‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬ KKKKKK‫א‬KKKKK‫א‬
 ‫א‬ ‫א‬   ‫א‬   ‫א‬   ‫א‬ ‫א‬  
 K‫א‬
 W‫א‬‫א‬‫ א‬E٥F
‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬  ‫א‬
‫א‬،‫א‬‫א‬‫א‬، ‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬ ‫א‬ ‫א‬ ‫א‬‫א‬ ‫א‬
 W،‫א‬‫א‬
 KE‫א‬KKK،FW‫• א‬
 KEKKK،FW‫א‬‫א‬ •
 KE‫א‬،،‫א‬FW‫א‬ •
 K،،W‫א‬‫א‬‫א‬ •
 K‫א‬،،،،W‫א‬‫א‬ •
 K،،W‫א‬ •
- ٢٩ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 K‫א‬‫א‬‫א‬‫• א‬
 W‫ א‬E٦F
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬،‫א‬‫א‬،‫א‬‫א‬
 ‫א‬،
،‫א‬    ‫א‬ ‫א‬     ،   ‫א‬ 
،‫א‬‫א‬ ‫א‬‫א‬‫א‬
‫א‬K‫א‬‫א‬‫א‬‫א‬
،، ‫א‬ ‫א‬
 K‫א‬‫א‬‫א‬،‫א‬،‫א‬KKK

 ‫א‬‫א‬‫א‬ E٧F
   ‫א‬ ‫א‬     ‫א‬  ‫א‬  
 ‫א‬  ‫א‬ ‫א‬‫א‬  ‫א‬ ،    ‫א‬   F
 K‫א‬‫א‬E‫א‬‫א‬
 W‫א‬‫א‬‫א‬W 
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬  
‫א‬،E‫א‬‫א‬‫א‬F‫א‬‫א‬‫א‬‫א‬‫א‬
  ،‫א‬‫א‬‫א‬  ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬

 ‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬E‫א‬‫א‬‫א‬F‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬
 ،‫א‬
 WE‫א‬‫א‬‫א‬F
 KE‫א‬‫א‬F‫א‬ J ١
 K‫א‬‫א‬‫א‬E‫א‬‫א‬F‫א‬ J ٢
 KJ –‫א‬‫א‬ J ٣
- ٣٠ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫ א‬E١F
  ‫א‬ ‫؛‬‫א‬           ‫א‬ ‫א‬ 
‫א‬‫א‬ ‫א‬‫א‬‫א‬‫א‬
‫א‬‫؛‬‫א‬
  ،‫א‬   ‫א‬  ،‫א‬  ‫א‬  ‫א‬ 
 ‫א‬ ‫א‬  ‫א‬  ‫א‬ ،‫א‬ ،‫א‬‫א‬  ‫א‬‫א‬  
 K‫א‬،‫א‬،‫א‬،‫א‬‫א‬
 W‫א‬‫א‬‫ א‬E٢F
‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬
 ‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬،
‫א‬،
 ‫א‬
 K‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫ א‬E٣F
‫א‬           ‫א‬  
‫א‬‫א‬ ‫א‬K‫א‬ ‫א‬
 W‫א‬‫א‬،‫א‬‫א‬
 K J ١
 K ‫א‬‫א‬ J ٢
 K‫א‬‫א‬ J ٣
 K ‫א‬‫א‬‫א‬ J ٤
 W‫א‬‫א‬‫ א‬E٤F
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬
 ‫א‬ ‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬‫א‬K‫א‬
. ‫א‬،‫א‬،‫א‬‫א‬‫א‬‫א‬،‫א‬
- ٣١ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬ E٥F
‫א‬‫א‬  ‫א‬ ‫א‬      ‫א‬ ‫א‬  ‫א‬‫א‬  
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬
 W‫א‬‫א‬
   ‫א‬  ‫א‬    ‫א‬  ‫א‬  ‫א‬‫א‬ 
،‫א‬‫א‬ ‫א‬،‫א‬‫א‬
‫א‬،‫א‬‫א‬،‫א‬‫א‬
 ‫א‬       ‫א‬ ،‫א‬  ‫א‬ ‫א‬ ‫א‬
‫א‬ ‫א‬‫א‬ ‫א‬ ‫א‬ ‫א‬ ‫א‬   ،  ‫א‬ ‫א‬  ‫א‬
 K‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬W
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬
 ،   ‫א‬ ‫א‬     W ‫א‬  E١F
  ‫א‬‫א‬  F  ‫א‬‫א‬  ‫א‬ ‫א‬  
 K‫א‬‫א‬،‫א‬‫א‬E‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬  W‫א‬ E٢F
 K‫א‬‫א‬–‫א‬
،‫א‬‫א‬‫א‬ W‫א‬ E٣F
 K‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬  W‫א‬‫א‬‫א‬ E٤F
K‫א‬‫א‬‫א‬‫א‬،‫א‬
 W‫א‬‫א‬‫א‬W‫א‬
 W‫א‬‫א‬
‫א‬ ‫א‬‫א‬ ‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
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‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
W‫א‬ E١F
 W‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬ •
،‫א‬‫א‬‫א‬‫א‬
‫א‬ ‫א‬ Johnson & Johnson
 K‫א‬‫א‬
 W‫א‬‫א‬‫א‬ •
   ‫א‬    ،   ‫א‬‫א‬  ‫א‬   
 K‫א‬‫א‬،‫א‬
 W‫א‬‫א‬ E٢F
‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬
 ،‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬،
 W‫א‬‫א‬‫א‬ •
‫א‬ ،‫א‬   ‫א‬ ‫א‬     ‫א‬‫א‬  
‫א‬،‫א‬ ‫א‬،‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬ •
،‫א‬ ‫א‬ ‫א‬‫א‬ 
 K‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬ •
 ،‫א‬     ،‫א‬   ،‫א‬    
 ، ‫א‬‫א‬      ‫א‬‫א‬   ،‫א‬ ‫א‬ 
 KKK‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬،‫א‬ 
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‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
‫א‬‫א‬
 K?‫א‬?‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬
 KKKK‫א‬
 K‫א‬‫א‬L‫א‬ 9
 KE‫א‬‫א‬FW‫א‬‫א‬ 9
 KE‫א‬FW‫א‬‫א‬ 9
 KE‫א‬FW‫א‬ 9
 K‫א‬‫א‬L‫א‬‫א‬ 9
 KE‫א‬FW‫א‬‫א‬‫א‬ 9
 KE‫א‬‫א‬FW‫א‬‫א‬‫א‬‫א‬ 9
 K‫א‬‫א‬‫א‬‫א‬ 9
‫؟‬‫א‬‫א‬ ‫א‬‫א‬ 9
 ‫؟‬
 K‫؟‬‫؟‬‫א‬‫א‬‫א‬ 9
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‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬ J ٤
 K‫א‬‫א‬‫א‬‫• א‬
K‫א‬‫א‬‫א‬‫א‬ •
 K‫א‬‫א‬‫א‬‫א‬‫א‬ •
 K‫א‬‫א‬‫א‬‫א‬‫א‬ •
 K‫א‬‫א‬‫א‬ •
 K‫א‬‫א‬‫א‬‫א‬‫א‬ •
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ •
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ •
 K‫א‬‫א‬‫א‬ •
 K‫א‬‫א‬‫א‬‫א‬‫א‬W‫א‬ •








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‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬W
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬ ‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬، ‫א‬‫א‬‫א‬
‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬
 ‫א‬‫א‬E٢F‫א‬‫א‬

 ‫اﻟﻔﺮص‬
‫اﻟﺘﺴﻮﻳﻘﻴﺔ‬

‫ﻋﻭﺍﻤل‬ ‫ﻣﺼ ﺎدر اﻟﻘ ﻮة‬  ‫أهﺪاف‬
‫اﻹدارة‬
‫واﻟﻀﻌﻒ ﻟﻠﻤﻨﻈﻤﺔ‬ ‫اﻟﻌﻠﻴﺎ‬

‫ﻣﻌﻴﺎر اﻟﺘﺼﻔﻴﺔ‬  ‫ﺘﻘﻴﻴﻡ‬
‫اﻟﻤﻨﺘﺞ أو ﺧﺪﻣﺔ‬

 ‫إﺳﺘﺮاﺗﻴﺠﻴﺎت‬
‫وﺧﻄﻂ‬
 ‫إﺳﺘﺮاﺗﻴﺠﻴﺔ‬


 E٢F
 ‫א‬‫א‬
‫א‬ ‫א‬ ،‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ ، 
 J   J ‫א‬‫א‬‫א‬ ‫א‬
‫א‬‫א‬‫א‬‫א‬‫ א‬،‫א‬
،‫א‬‫א‬ ،‫א‬‫א‬‫א‬
 ، ‫א‬    E ١ F‫א‬ ،   
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‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
  ،‫א‬ ‫א‬‫א‬   ‫א‬  ‫א‬    ،‫א‬ ‫א‬‫א‬ ‫א‬
،‫א‬‫א‬‫א‬،‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬K‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬W
  ‫א‬ ‫א‬        ‫א‬ 
‫א‬ ‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬
،‫א‬  ‫א‬ ‫א‬‫א‬ ‫א‬   ‫א‬ ‫א‬   ‫א‬
 K‫א‬‫א‬‫א‬E٣F‫א‬‫א‬
 E٣F
 ‫א‬‫א‬

  

 ‫א‬‫א‬
‫א‬ ‫א‬‫א‬‫א‬ ‫א‬
‫א‬ ‫א‬ ‫א‬
 
 ‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬
 W‫א‬‫א‬،‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬EF
‫א‬‫א‬  ‫א‬‫א‬‫א‬
‫א‬ ،،‫א‬
‫א‬ ،‫א‬‫א‬ ‫א‬‫א‬
‫א‬ ،‫א‬
 K‫א‬‫א‬‫א‬
- ٣٧ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
‫א‬‫א‬‫א‬‫א‬‫א‬
  ‫א‬    ، ‫א‬ ‫א‬  ‫א‬     ، 
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬EF
‫א‬‫א‬ ‫א‬ ‫א‬ ‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬ ،
    ‫א‬        ‫א‬  ‫א‬  
 K‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬‫א‬EF
            ‫א‬  ‫א‬  
‫א‬‫א‬‫א‬  ‫א‬‫א‬‫א‬،‫א‬ 
L ‫א‬‫א‬‫א‬
L،‫א‬
 K‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬‫א‬EF
‫א‬ ،  ‫א‬ ‫א‬‫א‬
 K‫א‬‫א‬،
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬     ،‫א‬ ‫א‬  ‫א‬     ‫א‬  ‫א‬ 
‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬
 K ‫א‬
 ‫א‬‫א‬ ‫א‬‫א‬ 
 ،‫א‬‫א‬ ‫א‬‫א‬‫א‬ ‫א‬
‫א‬ ‫א‬  ‫א‬      ‫א‬ ‫א‬  
 K‫א‬‫א‬‫א‬‫א‬‫א‬
- ٣٨ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬‫א‬‫א‬W 
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ 
‫א‬‫א‬،‫א‬ ‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬
 K‫א‬،‫א‬‫א‬
 W‫א‬‫א‬EF
‫א‬‫א‬‫א‬‫א‬
  ‫א‬ ‫א‬ ‫א‬ ‫א‬   ،‫א‬ ‫א‬  ‫א‬ ‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬ 
 K‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬EF
‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬
‫א‬‫א‬ ‫א‬،‫א‬
        ‫א‬  ‫א‬  ‫א‬ ‫א‬ ‫א‬ 
‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬
 ‫א‬‫א‬ ‫א‬‫א‬‫א‬‫א‬ 
 K‫א‬
 W‫א‬‫א‬‫א‬EF
    ‫א‬   ‫א‬ ،    ‫א‬ 
 ‫א‬ ‫א‬      ،‫א‬        ،‫א‬
‫א‬ ‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬EF
       ‫א‬‫א‬ ‫א‬‫א‬ ‫א‬ ‫א‬  
‫א‬‫א‬‫א‬‫א‬ ،‫א‬
 K‫א‬‫א‬
- ٣٩ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬EF
 ،‫א‬
 ‫א‬ ‫א‬  ،   ‫א‬     ‫א‬ ‫א‬ 
‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬  ‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬EF
، ‫א‬ ‫א‬ ‫א‬‫א‬  ‫א‬‫א‬   ‫א‬ ‫א‬  ‫א‬ 
‫א‬  
   ‫א‬            ‫א‬   
‫א‬ ‫א‬  ‫א‬‫א‬     ‫א‬   ‫א‬   ،‫א‬
‫א‬‫א‬‫א‬ ،‫א‬‫א‬ ‫א‬‫א‬‫א‬
         ‫א‬ ‫א‬  ‫א‬ 
 K‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬‫א‬W ‫א‬
 ‫א‬    ‫א‬ ‫א‬   ‫א‬‫א‬  
  ،‫א‬  ‫א‬    ‫א‬ ‫א‬   ‫א‬‫א‬ ‫א‬‫א‬
‫א‬‫א‬‫א‬ ‫א‬ ‫א‬‫א‬‫א‬
  ،‫א‬‫א‬‫א‬‫א‬
K‫א‬‫א‬KKKKK‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬  ‫א‬ ‫א‬‫א‬‫א‬ K K‫א‬
 W‫א‬‫א‬‫א‬‫א‬‫א‬،

 W‫א‬‫א‬E١F
   ‫א‬  ‫א‬  ‫א‬   ‫א‬‫א‬  
 W
- ٤٠ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬ G
‫א‬‫א‬‫א‬ ،‫א‬ ‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬K K‫א‬‫א‬‫א‬‫א‬
 KK‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬ ‫א‬‫א‬ W‫א‬‫א‬ G
، ‫א‬ ،‫א‬  ‫א‬ ، ‫א‬    ،‫א‬ ‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ ،‫א‬
 K‫א‬
‫א‬‫א‬‫א‬،‫א‬ ‫א‬ G
 ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬W‫א‬‫א‬E٢F
  ،‫א‬  ‫א‬ ‫א‬ ‫א‬ ‫א‬     ، ‫א‬
 K‫א‬‫א‬
 ‫א‬   ‫א‬       W‫א‬ ‫א‬ G
‫א‬،‫א‬‫א‬‫א‬ ،‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
،‫א‬ ‫א‬ ‫א‬    ‫א‬‫א‬   W‫א‬  ‫א‬ G
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬


- ٤١ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬‫א‬W
  ‫א‬   ‫א‬ ،    ‫א‬ ‫א‬  
‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬  ‫א‬ ،‫א‬
‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬
   ‫א‬           ‫א‬ 
‫א‬‫א‬‫א‬،‫א‬‫א‬، 
‫א‬‫א‬،‫א‬ ‫א‬ ‫א‬‫א‬
 W‫א‬‫א‬‫א‬
 W‫א‬‫א‬ E١F
  ‫א‬‫א‬
‫א‬‫א‬‫א‬  ‫א‬‫א‬‫א‬ ‫א‬،‫א‬‫א‬‫א‬
 W،‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬
‫א‬‫א‬‫א‬ W‫א‬L‫א‬ G
  ‫א‬  ‫א‬ ‫א‬        ‫א‬ ‫א‬ 
‫א‬  ‫א‬ ‫א‬    W     ‫א‬  ،‫א‬
W ،‫א‬ ‫א‬   ‫א‬     W ، ‫א‬ ‫א‬
 K‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬ W‫א‬ ‫א‬‫א‬ G
 ‫א‬‫א‬ 
 ‫א‬‫א‬‫א‬ ‫א‬ ‫א‬ ،‫א‬ ‫א‬ ،‫א‬
 K‫א‬‫א‬،‫א‬‫א‬
‫א‬ ‫א‬‫א‬ ،‫א‬ ‫א‬‫א‬‫א‬ G
،‫א‬ ‫א‬ ،‫א‬ ‫א‬
،‫א‬ ‫א‬     ‫א‬ ‫א‬‫א‬   ‫א‬     
 K‫א‬‫א‬
- ٤٢ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬ E٢F
 ،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬ ‫א‬‫א‬  K‫א‬‫א‬‫א‬ ‫א‬
‫א‬  ،‫א‬   ‫א‬   ‫א‬ ‫א‬‫א‬ ‫א‬    ‫א‬
 W‫א‬‫א‬‫א‬‫א‬
‫א‬ ‫א‬‫א‬‫א‬ W‫א‬‫א‬ G
‫א‬،‫א‬ ‫א‬ ،‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
  ‫א‬ ‫א‬ ‫א‬‫א‬ ‫א‬‫א‬    W‫א‬ ‫א‬ G
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬
،‫א‬‫א‬ ‫א‬‫א‬‫א‬‫א‬ W‫א‬‫א‬‫א‬ G
  ‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬
 K‫א‬
‫א‬‫א‬  ‫א‬ ‫א‬‫א‬‫א‬ W‫א‬‫א‬ G
‫א‬  ‫א‬      ‫א‬  ،‫א‬   ‫א‬
  ‫א‬   ‫א‬ ‫ א‬  ،‫א‬    ،‫א‬   
 K
  ‫א‬   ‫א‬  ‫א‬   W‫א‬ ‫א‬ G
      ‫א‬          ‫א‬
 ‫א‬  ‫א‬  ،‫א‬     ،‫א‬ ‫א‬  ‫א‬
 K‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬ E٣F
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬‫א‬،‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬
- ٤٣ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬W 
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬  K‫א‬‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬،‫א‬‫א‬‫א‬ ‫א‬ ‫א‬
،‫א‬ ‫א‬‫א‬  ،‫א‬        ‫א‬  
‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬ ‫א‬،‫א‬
 K‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬
‫א‬        W‫א‬ ‫א‬  ‫א‬  E١
 K‫א‬‫א‬،‫א‬‫א‬‫א‬
‫א‬‫א‬ W‫א‬  E٢
‫א‬‫א‬‫א‬ ،‫א‬
     ‫א‬  ،‫א‬   ‫א‬  ‫א‬ 
 K‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬ W   ‫א‬ E٣
 ‫א‬‫א‬      ‫א‬    ،‫א‬
 K‫א‬
   ،‫א‬  ‫א‬  ‫א‬    
  ‫א‬ ‫א‬  ‫א‬  ،‫א‬‫א‬ ‫א‬    
‫א‬ ،‫א‬‫א‬‫א‬ ‫א‬
 K،‫א‬‫א‬‫א‬
- ٤٤ -
 ‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬
‫א‬
 ‫א‬
٢
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫• א‬
K‫א‬‫א‬‫א‬‫• א‬
‫א‬،‫א‬‫א‬‫א‬‫א‬ •
 K‫א‬‫א‬
   ‫א‬ ،   ‫א‬    ‫• א‬
 K‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫• א‬
     ‫א‬      ‫א‬ •
 K









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‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬
 K‫א‬

 ‫א‬‫א‬‫א‬
 ‫א‬،‫א‬‫א‬‫א‬J  ‫א‬J 
 ‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬
،‫א‬‫א‬‫א‬‫א‬،‫א‬،‫א‬
 K‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
  ‫א‬،‫א‬
 ‫א‬ 
،‫א‬‫א‬‫א‬،‫א‬ ‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬‫א‬W
،‫א‬‫א‬  ‫א‬،‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬،‫א‬‫א‬،‫א‬‫א‬
 W‫א‬W 
 J W‫א‬
 ‫؟‬‫א‬‫א‬،‫א‬‫א‬‫א‬ E١F
، ‫א‬ ‫א‬‫א‬‫א‬ E٢F
 K‫א‬‫א‬‫א‬،‫א‬‫א‬،‫א‬
 K‫א‬‫א‬‫א‬،‫א‬‫א‬ E٣F
‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬
 ‫א‬ E٤F
 K‫א‬
 K‫א‬ E٥F
 ‫א‬‫א‬‫א‬  ‫א‬ E٦F
 K‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬
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‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ E٧F
‫א‬‫א‬‫א‬
 ‫א‬‫א‬،‫א‬،‫א‬
 K‫א‬‫א‬
‫א‬‫א‬ ‫א‬‫א‬‫א‬‫א‬‫א‬ E٨F
‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬
 K‫א‬
‫א‬‫א‬‫א‬ E٩F
 ،‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬E
 ‫א‬‫א‬F ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ E١٠F
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ E١١F
 K‫א‬‫א‬‫א‬‫א‬
 W‫א‬W 

 
 ‫א‬،‫א‬‫א‬‫א‬
،‫א‬ ‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫א‬
 W‫א‬‫א‬
 K ‫א‬‫א‬‫א‬ E١F
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬  ‫א‬ E٢F
 K‫א‬
 K،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ E٣F
‫א‬‫א‬ 
 ‫א‬‫א‬ ‫א‬ E٤F
 K‫א‬‫א‬‫א‬‫א‬
،‫א‬،‫א‬‫א‬‫א‬‫א‬ E٥F
 K‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬ E٦F
- ٤٧ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬ E٧F

 K‫א‬‫א‬
،‫א‬‫א‬ E٨F
 K‫א‬‫א‬،
 ‫א‬‫א‬‫א‬‫א‬ E٩F
 K‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬ E١٠F
 K‫א‬‫א‬‫א‬
 ‫א‬‫א‬ ‫א‬‫א‬‫א‬‫א‬‫א‬ 
‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬، 
 ‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬

 
 ‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬
 W‫א‬W 
 J W‫א‬‫א‬‫א‬
W EF
،‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬،‫א‬،‫א‬
 K‫א‬‫א‬،‫א‬‫א‬‫א‬،‫א‬
W EF
‫א‬‫א‬،‫א‬، ‫א‬
 K‫א‬
- ٤٨ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
 W‫א‬W ‫א‬
،‫א‬‫א‬
 W‫א‬E٣F‫א‬‫א‬


 ‫א‬ 

‫ﻧﻈﺎم اﻟﻤﻌﻠﻮﻣﺎت‬ 

‫اﻟﻤﺤﻴﻄﺔ‬
‫ﻧﻈﺎم‬
‫א‬
‫ﻣﻌﻠﻮﻣﺎت‬ 
‫اﻟﻤﻨﺎﻓﺴﻴﻦ‬

‫א‬ 

‫اﻹدارﻳﺔ‬

 E٣F
 ‫א‬‫א‬‫א‬‫א‬‫א‬
 J W‫א‬‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬ W ‫א‬‫א‬‫א‬ J ١
‫א‬‫א‬،‫א‬‫א‬‫א‬،‫א‬‫א‬،‫א‬‫א‬
 K‫א‬‫א‬
،‫א‬‫א‬W‫א‬‫א‬ J ٢
،‫א‬،‫א‬W  ‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬،‫א‬
‫א‬(Subsystem)W‫א‬ J ٣
‫א‬‫א‬،‫א‬‫א‬
 K‫א‬‫א‬
- ٤٩ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
 W‫א‬W 
‫א‬‫א‬‫א‬‫א‬
 J W‫א‬
 ‫א‬‫א‬‫א‬W‫ א‬EF
 K
‫א‬‫א‬W ‫א‬‫ א‬EF
،‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬
‫א‬‫א‬ W‫ א‬EF
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬W‫א‬‫א‬‫ א‬EF
  ‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬
- ٥٠ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
 W‫א‬W 
 W‫א‬E٤F‫א‬‫א‬‫א‬‫א‬‫א‬

 
 
 
.‫ ﺗﺠﻤﻴﻊ اﻟﻤﻌﻠﻮﻣﺎت‬-
.‫ ﺗﺒﻮﻳﺐ اﻟﻤﻌﻠﻮﻣﺎت‬-  ‫א‬
.‫ ﺗﺤﺮﻳﺮ وﺗﺤﻠﻴﻞ اﻟﻤﻌﻠﻮﻣﺎت‬-
.‫ ﻣﺘﺎﺑﻌﺔ وﺗﺠﺪﻳﺪ اﻟﻤﻌﻠﻮﻣﺎت‬-
 ‫א‬
.‫ ﺣﻔﻆ وﺗﺴﺠﻴﻞ‬-  ‫א‬
 ‫א‬
 

 Feed Back 
 E٤F
‫א‬
 W‫א‬W 
 W‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬ EF
‫א‬‫א‬ ‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬،‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫א‬ ‫א‬‫א‬‫א‬
 – J 
 W‫א‬
- ٥١ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
 W E١F
،‫א‬،‫א‬ ‫א‬ ‫א‬‫א‬‫א‬‫א‬
 ‫א‬KKKK،‫א‬،‫א‬‫א‬،‫א‬‫א‬، ‫א‬،‫א‬
 K‫א‬‫א‬‫א‬
 W E٢F
 ‫א‬،‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬
 ‫א‬
 K،
 W E٣F
‫א‬‫א‬‫א‬‫א‬‫א‬
  ‫א‬‫א‬‫א‬،
،‫א‬‫א‬‫א‬‫א‬‫ א‬،‫א‬‫א‬
 W‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ K 
 K‫א‬‫א‬‫א‬،‫א‬
 K‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬ K
،‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬
 ‫א‬ K 
 K‫א‬‫א‬‫א‬‫א‬
 KK‫א‬‫א‬‫א‬ K 
K‫א‬‫א‬،‫א‬ K 
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ K 
‫א‬ ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
Raw Data‫א‬‫א‬‫א‬، ‫א‬ ‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬
 K‫א‬‫א‬‫א‬
- ٥٢ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
 ActivitiesW‫א‬ EF
‫א‬‫א‬‫א‬ ‫א‬  ‫א‬
،‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬
 W‫א‬ E١F
 J W‫א‬‫א‬‫א‬
‫א‬‫א‬ −
 K‫א‬
 ‫א‬‫א‬‫א‬ −
 ‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬ ‫א‬‫א‬ −
 K
‫א‬‫א‬‫א‬‫א‬‫א‬ −
‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬
 K‫א‬،‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬
Data ‫א‬‫א‬‫א‬،،‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬E‫א‬‫א‬FBank
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
Random‫א‬‫א‬
 

 
 ،‫א‬‫א‬‫א‬،‫א‬ ‫א‬‫א‬
‫א‬ ‫א‬
 K‫א‬‫א‬‫א‬J ‫א‬‫א‬‫א‬‫א‬–‫א‬
- ٥٣ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
 W‫א‬ E٢F
‫א‬‫א‬
 ‫א‬‫א‬
 
،‫א‬‫א‬‫א‬‫ א‬
 ‫א‬‫א‬‫א‬
 ‫א‬‫א‬ 
 ‫א‬‫א‬‫א‬‫א‬

 ،‫א‬‫א‬
 W،‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬ J
K‫א‬‫א‬ J
K‫א‬‫א‬ J
‫א‬‫א‬
 ‫א‬
  ‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬  ‫א‬‫א‬
 ‫א‬
‫א‬‫א‬‫א‬‫א‬
 ‫א‬
‫א‬‫א‬E
 ‫א‬F‫א‬
 K‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬،‫א‬‫א‬

 W‫א‬ E٣F
‫א‬‫א‬ ‫א‬‫א‬ ‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬ 
 J W

 ‫א‬ ‫א‬‫א‬‫א‬،‫א‬ 
 ‫א‬‫א‬ J ١
 K‫א‬‫א‬‫א‬
- ٥٤ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
 ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫ א‬J ٢

‫א‬‫א‬‫א‬،‫א‬‫א‬،‫א‬‫א‬‫א‬
 K
‫א‬‫א‬E F 
 ‫א‬‫א‬ J ٣
‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬
 ‫א‬‫א‬،‫א‬‫א‬،‫א‬،‫א‬
 K
،‫א‬Averages‫א‬‫א‬‫א‬‫א‬‫ א‬J ٤

 ،‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬
 K‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ J ٥
‫א‬‫א‬،‫א‬‫א‬
 K‫א‬
:‫א‬ E٤F
‫א‬‫א‬ 
‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬
‫א‬‫א‬،
‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬،
‫א‬‫א‬‫א‬
 K‫א‬‫א‬
- ٥٥ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
 W‫א‬ E٥F
،‫א‬‫א‬‫א‬ ‫א‬
،‫א‬ ‫א‬‫א‬‫א‬
‫א‬
 ،‫א‬‫א‬‫א‬‫א‬‫א‬

 
 ‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬
‫א‬  ‫א‬ ‫א‬ ‫א‬   ‫א‬ ‫ א‬   
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬،
      ‫א‬ ‫א‬  ‫א‬    ،‫א‬‫א‬   ‫א‬  
 K‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬،‫א‬‫א‬ ‫א‬
‫א‬‫א‬‫א‬، ‫א‬‫א‬

 ‫א‬‫א‬‫א‬‫א‬K‫א‬
‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
(Outputs )‫א‬ EF
‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬  ‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬
،‫א‬ ‫א‬،‫א‬‫א‬
،Reporting System‫א‬‫א‬‫א‬
 W‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ J ١
K‫א‬‫א‬‫א‬‫א‬ J ٢
K‫א‬‫א‬‫א‬‫א‬‫א‬ J ٣
K‫א‬‫א‬‫ א‬J ٤
 K‫א‬‫א‬ J ٥
- ٥٦ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
 KKKK‫א‬
‫א‬       ‫א‬    ‫א‬  •
 K‫א‬‫א‬‫א‬‫א‬
K‫א‬‫א‬،‫א‬ •
    ،‫א‬     ‫א‬ ‫א‬    •
‫؟‬‫א‬
   ‫א‬   ، ‫א‬     ‫• א‬
K‫א‬‫א‬
K‫א‬‫א‬ •
‫א‬   ،‫א‬        •
K‫א‬‫א‬‫א‬
  ،‫א‬          •
K‫א‬‫א‬‫א‬‫א‬
 ‫א‬     ‫א‬   ‫א‬ ‫א‬  •
 K‫א‬‫א‬‫א‬
- ٥٧ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬
 K‫א‬‫• א‬
K‫א‬‫א‬‫א‬‫• א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ •
 ‫א‬ ‫א‬ ‫א‬   ‫א‬‫א‬   ‫א‬ ‫• א‬
 K ‫א‬
 ‫א‬L‫א‬‫א‬‫• א‬
 K
   ‫א‬     ‫א‬ ‫א‬  ‫• א‬
 K‫א‬






- ٥٨ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
 ‫؟‬‫א‬‫א‬
 W‫א‬ ????
،،،‫א‬ ?? EF
 K
 EF‫א‬
‫א‬ ‫א‬ ، ‫א‬ ‫א‬  ، ‫א‬ ‫א‬   ??  EF
‫א‬ ‫א‬    ‫א‬      ،‫א‬ ‫א‬
 K‫א‬‫א‬‫א‬‫א‬،
 ‫؟‬‫א‬W 
‫א‬‫א‬ ،‫א‬
K‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬
،‫א‬،
 ‫א‬‫א‬‫א‬ ‫א‬
،‫א‬
 K‫א‬
 W‫א‬‫א‬‫א‬‫א‬W 
 W‫א‬‫א‬‫א‬
‫א‬ W‫א‬‫א‬W‫א‬‫א‬
، ‫א‬ ‫א‬   ،‫א‬ ‫א‬ ‫א‬ ‫א‬  ‫א‬   
 K‫א‬KKK‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫א‬ ‫א‬ W‫א‬ ‫א‬W‫א‬‫א‬
‫א‬‫א‬،‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬،
  ‫א‬ ‫א‬ ‫א‬   EF    W  ‫א‬ 
‫א‬EF،‫א‬
‫א‬    ،‫א‬ ‫א‬ ‫א‬ ‫א‬  ‫א‬  ، ‫א‬ ‫א‬
،‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬
- ٥٩ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
،‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬،‫א‬‫א‬
 K‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫؟‬‫א‬‫א‬W 
‫א‬،‫א‬‫א‬ 
 W‫א‬‫א‬،
 ‫א‬ ‫ א‬J ١
 K
‫א‬‫א‬ J ٢
K
‫א‬‫א‬E‫א‬‫א‬‫א‬F ‫א‬‫א‬ ‫א‬ J ٣
‫א‬،‫א‬
K‫א‬
‫א‬  ‫א‬  ‫א‬‫א‬  ‫א‬   ‫א‬ ‫א‬  ‫ א‬J ٤
‫א‬‫א‬‫א‬KKKKKKKK KKKKKKK‫א‬ 
K‫א‬‫א‬‫א‬
‫א‬ ‫א‬ ‫א‬‫א‬ J ٥
K‫א‬‫א‬‫א‬KKKKKKK‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬‫א‬ J ٦
K‫א‬‫א‬‫א‬‫א‬
 ‫א‬     ‫א‬ ‫א‬ ‫א‬‫א‬    ‫ א‬J ٧
KLL
- ٦٠ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
 W‫א‬W ‫א‬ J ٨
 ‫א‬ ‫א‬‫א‬‫א‬
   ،‫א‬  ‫א‬   ‫א‬    ،‫א‬  ‫א‬
 W‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬ EF
‫א‬‫א‬‫א‬ ،‫א‬ ‫א‬
،‫א‬‫א‬‫א‬،
 ‫א‬ ،‫א‬ ‫א‬ ‫א‬ ‫א‬  ،‫א‬ ‫א‬ ‫א‬  
‫א‬،‫א‬  ‫א‬
 K‫א‬‫א‬‫א‬E٤F‫א‬
 E٤F
 ‫א‬‫א‬
 ‫א‬
‫א‬  ‫א‬ 
 ٨  ١١
‫א‬ ٥ ‫א‬ ٥
 ٥  ٣
‫א‬ ١٥ ‫א‬ ٢٠
 ٨  ٦
 ١٠  ٩
 ١١ ٩ ٩
‫א‬ ٣٥ ‫א‬٣١ ٣١

 ‫א‬ ‫א‬‫א‬
،‫א‬‫א‬‫ א‬ ‫א‬ ،‫א‬
 K‫א‬‫א‬E٥F‫א‬‫א‬
- ٦١ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
 E٥F
 ‫א‬
‫א‬
‫א‬‫א‬ ‫א‬ ‫א‬

K‫א‬‫א‬‫א‬‫א‬‫א‬ ٪١٣H ٣٥ ‫א‬
K‫א‬ ٪٢٢H ١١ 
  ‫א‬       ‫א‬  ‫א‬
٪٣٣H ٨
K‫א‬ ‫א‬
K‫א‬‫א‬‫א‬‫א‬ ٪٢٥J ١٥ ‫א‬
‫א‬  ‫א‬  ‫א‬ ‫א‬   ‫א‬  ‫א‬
٪٢٧J ٨
K‫א‬‫א‬ ‫א‬
 W‫א‬‫א‬‫א‬‫א‬‫ א‬EF
   ‫א‬ ‫א‬  ‫א‬   ‫א‬ ‫א‬ 
     ‫א‬ ‫א‬L‫א‬ ، ‫א‬ ‫א‬L‫א‬
،،L‫א‬،‫א‬
‫א‬ ‫א‬L‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬
،K‫א‬KKK‫א‬‫א‬K،‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬
 K‫א‬LL‫א‬ •
   ‫א‬ ‫א‬ ،‫א‬ ،‫א‬    •
 K‫א‬LL
 KE‫א‬F،‫א‬‫א‬‫א‬ •
‫א‬LL‫א‬‫א‬ •
 K‫א‬
K         ‫א‬ ‫א‬‫א‬   
 KL‫א‬‫א‬‫א‬‫א‬


- ٦٢ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬ EF
   ‫א‬  ،‫א‬   ‫א‬ ‫א‬   ‫א‬ ‫א‬ 
، ‫א‬ ‫א‬  ‫א‬   ‫א‬ ‫א‬   ‫א‬  ‫א‬
‫א‬ ،‫א‬    ،‫א‬   ‫א‬ ‫א‬ ‫א‬ ‫א‬ ‫א‬
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬
‫א‬‫א‬‫א‬،L‫א‬ Strengths ‫א‬ ‫• א‬
   KKKK L   ‫א‬  
 K،،
   ‫א‬    E‫א‬ ‫א‬F      •
 K‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬
،‫א‬،L‫א‬ •
KL
،L     ‫א‬ weaknesses ‫א‬    ‫• א‬
F ‫א‬  
 ‫א‬    KKKKKKKK L  ‫א‬  E‫א‬ ‫א‬
  ،‫א‬ ‫א‬          KKKKKKKKK
 K‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬،OPPORTUNITIES‫א‬‫א‬ •
 K‫א‬KKKK‫א‬
 ‫؟‬‫א‬‫א‬
‫؟‬‫א‬‫א‬ J
‫؟‬‫א‬ J
‫؟‬‫א‬‫א‬ J
 K‫؟‬ J
KKKKKK‫א‬‫א‬‫א‬‫א‬THREATS‫א‬‫א‬ •
 K‫א‬،‫א‬‫א‬
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‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
 W
 KKK،‫א‬‫א‬‫א‬ J
 KKK‫א‬‫א‬،‫א‬‫א‬ J
 ،‫א‬  ،‫א‬  ،‫א‬   ‫א‬‫א‬   J
‫א‬‫א‬
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ J
‫א‬    ‫א‬ ‫א‬  ‫א‬‫א‬    ‫א‬  J
 ‫؟‬‫א‬
 W‫א‬‫א‬W 
‫א‬‫א‬‫א‬‫א‬ 
‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬ E١F
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ E٢F
‫א‬‫א‬،‫א‬ ‫א‬‫א‬‫א‬
 K‫א‬
،  ‫א‬‫ א‬E٣F
 K‫א‬‫א‬‫א‬‫א‬‫א‬
  ‫א‬ ،‫א‬    ‫א‬ ‫א‬‫א‬ ‫א‬  E٤F
‫א‬،،‫א‬‫א‬‫א‬
 K‫א‬‫א‬،‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫ א‬E٥F
 SWOT‫א‬‫א‬E٦F‫א‬‫א‬
- ٦٤ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
 E٦F
 SWOT‫א‬‫א‬
E٢F‫א‬ E١F‫א‬  ‫א‬
 ‫א‬
J G GGG
STRENGTHS
 ‫א‬
GGG GG G
 WEAKNESSES
 ‫א‬‫א‬‫א‬
GGG GGG GGG
OPPORTUNITIES
 ‫א‬‫א‬‫א‬‫א‬
GGG GG J
 THREATS
 ‫א‬    ،   ‫א‬ ‫א‬      J
 ‫؟‬
‫؟‬‫א‬، J
‫א‬ ‫א‬ ‫א‬‫א‬ ‫א‬ ‫א‬    ‫א‬ ‫א‬   J
‫؟‬‫א‬‫א‬‫א‬‫א‬‫א‬،
- ٦٥ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬
‫א‬‫א‬ •
 K‫א‬
K‫א‬‫• א‬
 K‫א‬‫א‬‫• א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫• א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫• א‬
   ‫א‬ ‫א‬  ‫א‬    ‫א‬ ‫• א‬
 K‫א‬








- ٦٦ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
 W‫א‬W 
‫א‬‫א‬،‫א‬ ‫א‬
‫א‬‫א‬،‫א‬،‫א‬
‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬ ،
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬،‫א‬‫א‬ J ١
 K‫א‬‫א‬‫א‬‫א‬‫א‬
K‫א‬‫א‬‫א‬‫א‬‫א‬ J ٢
‫א‬‫א‬‫א‬ J ٣
  
 ‫א‬‫א‬
K‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ J ٤
K‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬ ‫א‬ ‫א‬ J ٥
،‫א‬‫א‬‫א‬،‫א‬
K‫א‬‫א‬‫א‬
W‫א‬W 
‫א‬ ‫א‬،‫א‬ 
 W‫א‬‫א‬
‫א‬‫א‬ ‫א‬‫א‬ ‫א‬‫א‬‫א‬‫ א‬J ١
‫א‬‫א‬،‫א‬
 K‫א‬

 ‫א‬‫א‬ ‫א‬ ‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬‫א‬ J ٢
K‫א‬‫א‬‫א‬‫א‬
- ٦٧ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 

 ‫א‬
 ‫א‬‫א‬ J ٣
K
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ J ٤
‫א‬، ‫א‬‫א‬ ‫א‬
K ‫א‬‫א‬‫א‬
W‫א‬‫א‬‫א‬‫א‬W 
 ‫؟‬‫א‬‫א‬ E١
 W‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬ J
K‫א‬‫א‬‫א‬‫א‬‫א‬ J
K‫א‬‫א‬‫א‬‫א‬‫א‬ J
 K‫א‬‫א‬‫א‬ J
 W‫א‬
 K‫א‬‫א‬ J
K‫א‬‫א‬ J
K‫א‬‫א‬ J
 K‫א‬‫א‬‫א‬‫א‬ J
 W‫א‬‫א‬‫א‬ E٢
‫א‬
 ‫א‬‫א‬‫א‬
 W‫א‬‫א‬
 K‫א‬‫א‬ E١F
 K‫א‬‫א‬L E٢F
 K‫א‬‫א‬‫א‬‫א‬ E٣F
‫א‬‫א‬‫א‬  ‫א‬‫א‬ E٤F
 K‫א‬
 K‫א‬، E٥F
- ٦٨ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
،‫א‬ E٦F
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫א‬
 K‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ E٧F
 K‫א‬

 W‫א‬‫א‬‫ א‬E٣
‫א‬ ‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬ ‫א‬
 W‫א‬‫א‬J J
J ‫א‬–‫א‬‫א‬‫א‬ J ١
 K‫א‬‫א‬‫א‬‫א‬J ‫א‬J ‫א‬
‫א‬‫א‬‫א‬‫א‬ J ٢
،‫א‬‫א‬‫א‬
K‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬، ‫א‬
 ‫א‬ J ٣
‫א‬‫א‬‫א‬‫א‬  ،  ‫א‬
K‫א‬
‫א‬‫א‬‫א‬‫א‬ J ٤
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬،
 K‫א‬‫א‬‫א‬‫א‬‫א‬
- ٦٩ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
W‫א‬‫א‬‫א‬‫א‬‫א‬ J ٥
 K‫א‬‫א‬ EF
 K‫א‬‫א‬‫א‬ EF
 K‫א‬ EF
 K ‫א‬‫א‬‫ א‬EF
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ EF
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ EF
‫א‬‫א‬،‫א‬  ‫א‬‫א‬
 ‫؟‬،‫א‬‫א‬
 W‫א‬‫א‬‫א‬W ‫א‬
J ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 ،‫א‬‫א‬
 J  
 ‫א‬‫א‬‫א‬، ‫א‬
 ‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬‫א‬،‫א‬‫א‬
 W‫א‬
 W‫א‬‫ א‬J ١
‫א‬   ،      ‫א‬ ‫א‬  
‫א‬ ‫א‬ ‫א‬‫א‬ ‫א‬ ،‫א‬ ‫א‬ ‫א‬
 K‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬
     ‫א‬    ‫א‬ ‫א‬‫א‬ ‫א‬‫א‬ ‫א‬‫א‬ 
‫א‬  ، ‫א‬
‫א‬،‫א‬‫א‬، ‫א‬
 ‫א‬‫א‬E٧F‫א‬


- ٧٠ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
 E٧F
 EF‫א‬
‫א‬ ‫א‬ ‫א‬
٪‫א‬ ‫א‬ ‫א‬
٢٠ ٥٠٠ ١٠٠ ‫א‬
٢٥ ٦٠٠ ١٥٠ ‫א‬
٢٢ ٩٠٠ ٢٠٠ ‫א‬
٢٠ ٧٠٠ ١٤٠ ‫א‬‫א‬
٣٠ ١٠٠٠ ٣٠٠ ‫א‬
 ‫א‬‫א‬‫א‬W‫א‬
‫א‬‫א‬E‫א‬‫א‬F‫א‬‫א‬W
 W‫א‬‫א‬
‫א‬،‫א‬‫א‬‫א‬‫א‬ J ١
 K‫א‬‫א‬‫א‬،‫א‬‫א‬
 ‫א‬   E ‫א‬ F ‫א‬   ‫א‬    J ٢
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬
- ٧١ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
 W‫א‬‫ א‬J ٢
‫א‬‫א‬‫א‬‫א‬
 ،E،F‫א‬ ‫א‬‫א‬  ،
‫א‬‫א‬‫א‬‫א‬‫א‬   ،‫א‬
 ‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬،‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬‫א‬،‫א‬‫א‬
  ‫א‬‫א‬‫א‬‫א‬ ،‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬E ٥F‫א‬‫א‬
 KE٧F‫א‬
١٢٠٠
‫اﻟﻤﺒﻴﻌﺎت‬
١٠٠٠ ‫ﻣﺒﻴﻌﺎﺕ ﺍﻟﺸﺮﻛﺎﺕ ﺍﻟﻤﻨﺎﻓﺴﺔ‬
٨٠٠
٦٠٠
٤٠٠
‫ﻣﺒﻴﻌﺎﺕ ﺍﻟﺸﺮﻛﺔ‬
٢٠٠
٠
‫اﻷول‬ ‫اﻟﺜﺎﻧﻲ‬ ‫اﻟﺜﺎﻟﺚ‬ ‫اﻟ ﺮاﺑﻊ‬ ‫اﻟﺨﺎﻣﺲ‬
‫اﻟﺸــــــــﻬﻮر‬

 E٥F
 ‫א‬‫א‬‫א‬‫א‬
- ٧٢ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
 W‫ א‬J ٣
‫א‬‫א‬ ‫א‬‫א‬ 
    ‫א‬  ‫א‬  ‫א‬   ‫א‬  ،
‫א‬‫א‬‫א‬ E ٦F‫א‬ ‫א‬ ٠‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫ﻣﺒﻴﻌ ﺎت اﻟﺸ ﺮآﺎت اﻟﻤﻨﺎﻓﺴ ﺔ‬

‫ﻣﺒﻴﻌ ﺎت اﻟﺸ ﺮآﺔ‬
١٢٠٠
‫اﻟﻤﺒﻴﻌ ﺎت‬
١٠٠٠
٨٠٠
٦٠٠
٤٠٠
٢٠٠
٠
‫اﻟﺨﺎﻣﺲ‬ ‫اﻟ ﺮاﺑﻊ‬ ‫اﻟﺜﺎﻟ ﺚ‬ ‫اﻟﺜ ﺎﻧﻲ‬ ‫اﻷول‬
‫اﻟﺸــــــــــ ﻬﻮر‬
 E٦F
 ‫א‬‫א‬
 W‫א‬‫א‬
 K‫א‬‫א‬‫א‬  J ١
K‫א‬‫א‬‫א‬ J ٢
K‫א‬ J ٣
 K‫א‬ J ٤
- ٧٣ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫ א‬J ٤
‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬  ،‫א‬‫א‬‫א‬‫א‬
 K‫א‬٪١٠٠‫א‬
 K‫א‬‫א‬E٧F‫א‬‫א‬
‫ﻣﺒﻴﻌﺎت اﻟﺸﺮآﺔ‬
30%
‫ﻣﺒﻴﻌﺎت‬
70%
 

 E٧F
 ‫א‬‫א‬
 W‫א‬‫א‬
 K‫א‬E٪٣٠F‫א‬ J ١
 K‫א‬E٪٧٠F‫א‬ J ٢
- ٧٤ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬ J ٥
‫א‬‫א‬ ‫א‬  ‫א‬‫א‬‫א‬ 
  ‫א‬ ‫א‬  ‫א‬‫א‬ ‫א‬  ‫א‬   ‫א‬  ‫א‬
‫א‬،‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬،‫א‬‫א‬
 W‫א‬‫ א‬J ١
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬ ٠ ‫א‬    ‫א‬   ‫א‬   ،‫א‬  
        ‫א‬      ‫א‬‫א‬ 
‫א‬‫א‬ ‫؟‬‫א‬ ‫א‬‫א‬ ،‫א‬
 ‫؟‬‫א‬‫א‬،
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬  ‫א‬ ‫א‬ ‫א‬  ‫א‬ ‫א‬      ‫א‬ ‫א‬  ،‫א‬
 K‫א‬KKK‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬
 W‫א‬‫ א‬J ٢
‫א‬ ‫א‬    ‫א‬ ‫א‬  ‫א‬     
‫א‬،‫א‬‫א‬ ‫א‬،‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬  
 ‫א‬ ‫א‬ ‫א‬،‫א‬ 
    ‫א‬     ‫א‬   ‫א‬ ،‫א‬ 
 K
 ‫א‬‫א‬‫א‬
 W‫א‬‫ א‬J ٣
  ‫א‬    ‫א‬  ‫א‬ ‫א‬ ‫א‬   
 ‫א‬‫א‬‫א‬‫א‬‫א‬،
، ‫א‬‫א‬ ‫א‬،
- ٧٥ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬

 W‫א‬ J ٤
 W‫א‬‫א‬،‫א‬
K‫א‬‫א‬‫א‬‫ א‬EF
K‫א‬‫א‬‫א‬‫א‬ EF
 K‫א‬‫א‬‫ א‬EF
 K‫א‬‫א‬‫א‬‫א‬ EF
،  ‫א‬ ‫א‬ ‫א‬   ‫א‬ ،‫א‬    ‫א‬ 
‫א‬‫א‬ ،‫א‬ ‫א‬‫א‬
 K‫א‬،‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫ א‬J ٥
 ‫א‬ ‫א‬‫א‬‫א‬‫א‬ 
 ‫א‬     ،  ‫א‬  ،‫א‬  ‫א‬ ‫א‬ 
‫א‬  ‫א‬     ،‫א‬ ‫א‬  ‫א‬ ‫א‬   ‫א‬
   ‫א‬ ‫א‬‫א‬  ‫א‬  ‫א‬   ،‫א‬  ‫א‬
‫א‬ ‫א‬‫א‬         ،‫א‬ ‫א‬    ،‫א‬
 ‫א‬‫א‬   ،‫א‬ ‫א‬   ، ‫א‬  ‫א‬ 
 K‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬ J ٦
 ،‫א‬‫א‬   
 ‫א‬ 
‫א‬‫א‬،‫א‬‫א‬،‫א‬‫א‬
،‫א‬‫א‬،،
 K‫א‬‫א‬
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 ‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬
‫א‬‫א‬
 ‫א‬‫א‬
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‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬‫א‬‫א‬

 W‫א‬‫א‬‫א‬●
‫א‬‫א‬‫א‬ •
 K‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬ •
‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬
 K‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬K ‫א‬‫א‬‫א‬ •
 K‫א‬
‫א‬‫א‬‫א‬،‫א‬ •
 K
‫א‬‫א‬‫א‬‫א‬ •
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
  ‫א‬ ‫א‬   ‫א‬‫א‬  ‫א‬ ‫א‬ •
 K






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‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬W 
‫א‬   
   ‫א‬ J ‫א‬  ‫א‬ ‫א‬ J ‫א‬  ‫א‬
        ،‫א‬‫א‬    ،  ‫א‬  
 W
 K‫א‬‫א‬ J
 K‫א‬‫א‬‫א‬ J
K‫א‬‫א‬‫א‬‫א‬‫א‬ J
K‫א‬‫א‬‫א‬‫א‬ J
‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬ ‫א‬‫א‬ ،
 KJ ‫א‬J ‫א‬،
 ‫؟‬‫א‬‫א‬W 
، KKK    ‫א‬? ‫א‬      ‫א‬ 
‫א‬‫א‬‫א‬?‫؟‬،
‫؟‬ ‫؟‬‫א‬‫؟‬ ‫؟‬ ‫؟‬W‫א‬
،‫א‬‫א‬‫א‬‫א‬ KKKK  ‫؟‬‫א‬
  J  ‫א‬ ‫א‬      ‫א‬  
KKKK‫א‬EF  ‫؟‬ ‫א‬،‫א‬‫א‬ J 
‫א‬ J ‫א‬  ‫א‬ ‫א‬        ‫א‬ ‫א‬
 K‫א‬‫א‬J ‫א‬‫א‬
 ‫א‬   ‫א‬ ،‫א‬ ‫א‬‫א‬ ‫א‬‫א‬    ‫א‬ ‫א‬‫א‬ 
   ‫א‬  ‫א‬ ‫א‬‫א‬   ‫א‬     
‫א‬ ‫א‬     ‫א‬ ‫א‬‫א‬‫א‬    ‫א‬ ‫א‬ ‫א‬‫א‬
    ‫א‬ ‫א‬  ‫א‬ ‫א‬  ‫א‬ ،‫א‬‫א‬ ‫א‬
‫א‬     ‫א‬  ،‫א‬  ‫א‬ ‫א‬  ‫א‬
 ،  ‫א‬  ،  ‫א‬ ‫א‬‫א‬ ‫א‬‫א‬ ، ،‫א‬
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‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
‫א‬‫א‬ ،‫א‬‫א‬،،‫א‬
 K‫א‬‫א‬‫א‬‫א‬،‫א‬
،‫א‬ ‫א‬‫א‬   ‫א‬ ‫א‬  ‫א‬    
،‫א‬،‫א‬‫א‬
‫א‬‫א‬ ‫؟‬‫א‬‫א‬‫א‬‫؟‬‫א‬
 ‫א‬  ،‫א‬  ‫א‬  ‫א‬     ‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
 ‫؟‬‫א‬W 
 KKK‫א‬‫א‬  KKK ‫א‬    KKK     ‫א‬
،‫א‬‫א‬‫א‬KKK‫א‬KK‫א‬‫א‬‫א‬
‫א‬‫א‬?‫א‬?‫א‬   ‫א‬‫א‬‫א‬
 K‫א‬KKK‫א‬‫א‬‫א‬‫א‬
‫א‬،‫א‬‫א‬‫א‬
،‫א‬‫א‬ ‫א‬‫א‬    ،‫א‬      ،‫א‬   
،، ‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
 ‫؟‬‫א‬‫א‬W ‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬  ،‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬
‫א‬، ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 ،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
  Client Information System ‫א‬     
‫א‬ ‫א‬            
‫א‬  ‫א‬ ،‫א‬   ‫א‬ ‫א‬ ‫א‬  ‫א‬ ‫א‬ ‫א‬
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‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬
 K‫א‬‫א‬،‫א‬‫א‬
 ‫؟‬‫א‬‫א‬W 
 W‫א‬،‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬، K
‫א‬ ‫א‬ ‫א‬ ‫א‬  ‫א‬ ‫א‬   ‫א‬    K
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
،‫א‬ ‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬‫ א‬K
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬
 W‫א‬W 
 W‫א‬‫א‬
    ‫א‬  ‫א‬  ‫א‬ ‫א‬ ‫א‬  ‫א‬    EF
 K‫א‬
‫א‬‫א‬‫א‬   ‫א‬ ‫א‬      ‫א‬ ‫א‬  EF
‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬J J ‫א‬‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬ ،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬
 K‫א‬‫א‬‫א‬
J ‫א‬‫א‬ ‫א‬     ‫א‬   EF
‫א‬ J ‫א‬KKK‫א‬،‫א‬،‫א‬،‫א‬،‫א‬
‫א‬  ‫א‬     ،   ‫א‬  ‫א‬  
‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬،‫א‬
‫א‬  ،   ‫א‬    ‫א‬‫א‬ ‫א‬ ،‫א‬
 K‫א‬‫א‬‫א‬‫א‬
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‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
‫א‬‫א‬‫א‬ ‫א‬ EF

 ،‫א‬ ‫א‬   ‫א‬ ‫א‬ ‫א‬‫א‬   
،‫א‬، ،
 ،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ 
    J   J   ‫א‬ ‫א‬    ،‫א‬   
 K‫א‬‫א‬‫א‬
،‫א‬L‫א‬‫א‬،‫א‬ EF
‫א‬‫א‬ ،‫א‬
  ‫א‬  ‫א‬‫א‬   
  ‫א‬     ،‫א‬  ‫א‬
K‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬

 W‫א‬‫א‬W 
 ‫א‬ ‫א‬ ‫א‬   ‫א‬  ‫א‬   
  ‫א‬ ‫א‬ ‫א‬   ،‫א‬ ‫א‬  ‫א‬  ‫א‬‫א‬‫א‬ ‫א‬
‫א‬‫א‬E ٨F‫א‬‫א‬،‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬
- ٨١ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 E٨F
 ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
   ‫א‬‫א‬  ‫א‬ ‫א‬
‫א‬ E١ ‫ א‬E١ ‫א‬‫ א‬E١
،‫א‬‫א‬  K‫א‬‫א‬‫א‬  K‫א‬
‫א‬‫א‬‫א‬   E٢  E٢
 ‫א‬‫א‬  K‫א‬  K‫א‬
‫א‬ E٢ ‫א‬‫א‬‫א‬‫ א‬E٣ ‫א‬‫א‬‫א‬‫א‬ E٣
‫א‬‫א‬ ‫א‬‫א‬  K‫א‬
 ‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬‫ א‬E٤
‫א‬‫א‬‫א‬  K  K،‫א‬
‫א‬
 K‫א‬ ‫א‬‫ א‬E٤ ‫א‬‫ א‬E٥
‫ א‬E٣   K‫א‬
 ‫א‬‫א‬  K‫א‬‫א‬‫א‬ ‫א‬ E٦
‫א‬‫א‬،‫א‬ ‫א‬‫א‬‫א‬‫א‬‫א‬ E٥ K
 K‫א‬  K
‫א‬‫א‬ E٤ ‫ א‬E٦

  K
 K‫א‬‫א‬
‫א‬‫א‬‫ א‬E٥
‫א‬‫א‬‫א‬
 K‫א‬
‫ א‬E٦
K‫א‬‫א‬‫א‬
 K‫א‬‫א‬ E١  K‫א‬‫ א‬E١  ‫א‬‫ א‬E١
‫א‬‫א‬‫א‬W  E٢ ‫א‬‫ א‬E٢ ‫א‬‫א‬‫ א‬E٢
‫א‬
 ‫؟‬‫א‬‫א‬  K‫א‬  K‫א‬

،‫א‬،‫א‬ E٣ ‫א‬ E٣ E  ‫א‬‫א‬F‫א‬‫א‬ E٣
 K‫א‬  K‫א‬  K‫א‬
‫א‬ E٤ K‫א‬‫א‬ E٤  ‫א‬‫ א‬E٤

K‫א‬ K‫א‬‫ א‬E٥
- ٨٢ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
   ‫א‬‫א‬  ‫א‬ ‫א‬

‫א‬‫א‬ ‫ א‬E١F  E١F ‫א‬ E١F
‫א‬‫א‬‫א‬
   K‫א‬  K‫א‬

 ‫א‬ E٢F  K‫א‬ E٢F KK‫א‬ E٢F
 K‫א‬  K‫א‬‫ א‬E٣F  E٣F
 ‫؟‬‫א‬ E٣F  E٤F  K‫א‬
‫א‬‫א‬‫א‬‫א‬ E٤F  K‫א‬  K‫א‬ E٤F
 K

 W‫א‬‫א‬W 
  ‫א‬‫א‬ ‫א‬
‫א‬‫א‬     ‫א‬  ‫א‬      
‫א‬‫א‬ ،‫א‬‫א‬‫א‬
 W‫א‬‫א‬
 K‫א‬‫א‬، E١F
‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬ E٢F
 K‫א‬
‫א‬ ‫א‬ ‫א‬ ‫א‬   ‫א‬  ،‫ א‬E٣F
 K‫א‬
 W‫א‬‫א‬E١F
‫א‬‫א‬‫א‬‫א‬
 ،‫א‬ ‫א‬ ‫א‬   ،‫א‬   ‫א‬   ،‫א‬
‫א‬ – ‫א‬‫א‬ – ‫א‬ – ‫א‬ – ‫א‬F  ‫א‬ ‫א‬   ‫א‬‫א‬ 
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬E‫א‬KKKKKKKKKKKKKKK
‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬
- ٨٣ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
    ‫א‬   ‫א‬ ‫א‬   
،‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬
‫א‬  K‫א‬KKKKKKKKK‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬
‫א‬ ‫א‬ ‫א‬  ‫א‬      ،‫א‬   
 K‫א‬‫א‬
 W‫א‬‫א‬ E١F
 ‫א‬‫א‬ ‫א‬    ‫א‬   ‫א‬ ‫א‬  
 ‫א‬،‫א‬ ‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬  ‫א‬‫א‬
‫א‬‫א‬‫א‬ ‫א‬،‫א‬‫א‬
 ‫א‬      ‫א‬   ‫א‬   ،  
   ‫א‬ ‫א‬‫א‬ ‫א‬ ‫א‬‫א‬     ، ‫א‬‫א‬ ‫א‬‫א‬
 K‫א‬‫א‬
 W‫א‬ E٢F
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬،‫א‬‫א‬،‫א‬‫א‬‫א‬
 W‫א‬
W J ١
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ 
‫א‬‫א‬‫א‬‫א‬،‫א‬
،‫א‬    ‫א‬   ‫א‬  ‫א‬‫א‬    
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬ K‫א‬‫א‬‫א‬
 K‫א‬‫א‬
- ٨٤ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 

W J ٢
  ‫א‬ ‫א‬     ‫א‬‫א‬   ‫א‬  
      ‫א‬‫א‬  ‫א‬  ‫א‬ ‫א‬   ‫א‬ ‫א‬
‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬،‫א‬‫א‬ ‫א‬‫א‬
 ‫א‬    ،‫א‬ ‫א‬  ‫א‬ ‫א‬    ‫א‬ 
، ‫א‬   ‫א‬  ‫א‬ ‫א‬ ‫א‬   ،‫א‬ ‫א‬
 ‫א‬‫א‬  ،‫א‬   
  ،‫א‬ ‫א‬‫א‬  ‫א‬ ‫א‬ 
 K‫א‬‫א‬‫א‬‫א‬‫א‬
W‫א‬ J ٣
  ‫א‬‫א‬  ‫א‬ ‫א‬   ‫א‬ ‫א‬  
‫א‬،‫א‬‫א‬‫א‬‫א‬ ‫א‬،‫א‬‫א‬
‫א‬    ‫א‬    ‫א‬ ‫א‬ ‫א‬ ‫א‬
،‫א‬ ،      ‫א‬ ،‫א‬    ‫א‬
 K‫א‬KKK‫א‬‫א‬‫א‬‫א‬
 W‫א‬ E٣F
 W‫א‬‫א‬
–‫א‬‫א‬J ‫א‬‫א‬‫א‬W‫א‬‫א‬
 ،‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬
،‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬–‫א‬‫א‬–‫א‬‫א‬‫א‬W
 ‫א‬‫א‬
‫א‬، ‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬
 KKKK‫א‬‫א‬‫א‬‫א‬
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‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
‫א‬‫א‬‫א‬‫א‬W‫א‬‫א‬
K‫א‬‫א‬ ، ‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬
‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬  ‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬
 K‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬ J ١
‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ J ٢
 K‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬ J ٣
 K‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ J ٤
‫א‬‫א‬ J ٥
 K‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬
، ‫א‬‫א‬‫א‬ J ٦
 K‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ J ٧
‫א‬ ‫א‬‫א‬‫א‬
‫א‬‫א‬  ‫א‬‫א‬‫א‬
 K‫א‬
‫א‬‫א‬ ‫א‬
 ‫א‬‫א‬‫א‬ J ٨
 K‫א‬
- ٨٦ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬ EF
،‫א‬‫א‬‫א‬‫ א‬
 ‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬،‫א‬‫א‬
‫א‬
 ،‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬
 K‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬ EF
‫א‬‫א‬،‫א‬
 ‫א‬‫א‬ E١F
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬

 ‫א‬‫א‬‫א‬، ‫א‬
 K‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬‫א‬ E٢F
 K‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬  E٣F
 K‫א‬‫א‬‫א‬‫א‬،
 W‫א‬ EF
،‫א‬‫א‬‫א‬‫א‬
 ‫א‬
‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬ 
 K‫א‬
‫א‬‫א‬،‫א‬‫א‬‫א‬
 K‫א‬‫א‬،‫א‬
‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬ ‫א‬
 ‫א‬‫א‬‫א‬،‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬
- ٨٧ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫ א‬EF
‫א‬،‫א‬ E١F
،‫א‬،،
‫א‬‫א‬‫א‬‫א‬
 K
  ،‫א‬‫א‬‫א‬
 ‫א‬ E٢F
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬
 K‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬ ‫א‬ E٣F
 K‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫ א‬EF
‫א‬  ‫א‬      ‫א‬  ، ‫א‬  
 K‫א‬‫א‬،
  ‫א‬‫א‬‫א‬J   ‫א‬‫א‬‫א‬
،‫א‬،‫א‬‫א‬J  ‫א‬‫א‬‫א‬
 K‫א‬‫א‬
 W‫א‬ EF
‫א‬ ،
 ‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬، ‫א‬ 
‫א‬،‫א‬  ‫א‬‫א‬،‫א‬
‫א‬ ‫א‬،‫א‬‫א‬،‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬
‫א‬،‫א‬ 
 K‫א‬
- ٨٨ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 ‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬●

 ‫א‬‫א‬‫א‬‫א‬ •
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ •
 
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ •
 
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ •
 
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ •
 
 ‫א‬‫א‬،‫א‬‫א‬‫א‬ •
 K‫א‬،‫א‬‫א‬‫א‬‫• א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫• א‬
 K
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ •
 
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ •
 
 W‫א‬W
،‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬،
 W،‫א‬‫א‬‫א‬
 W‫א‬‫ א‬E١
W‫א‬‫א‬‫א‬‫ א‬EF
 K‫א‬‫א‬‫א‬W‫א‬
- ٨٩ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 K‫א‬‫א‬ W‫א‬
‫א‬ ‫א‬‫א‬‫א‬‫א‬W‫א‬
 K
 K‫א‬‫א‬‫א‬‫א‬W‫א‬
،،‫א‬W ‫א‬‫א‬
 K
 ‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬W‫א‬
 K‫א‬،
 W‫א‬‫א‬ EF
 KW‫ א‬J ١
K‫א‬‫א‬‫א‬W‫ א‬J ٢
 K‫א‬‫א‬‫א‬‫א‬‫א‬W‫ א‬J ٣
 W‫א‬‫א‬‫א‬‫ א‬EF
 K‫א‬‫ א‬J ١
 K‫א‬‫ א‬J ٢
 K‫א‬‫א‬ J ٣
 K‫א‬‫א‬ J ٤
 W‫א‬‫א‬‫א‬ EF
 ‫א‬ J ١
 ‫א‬‫א‬ J ٢
K‫א‬‫א‬‫א‬‫א‬‫א‬ J ٣

 ‫א‬‫א‬ J ‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬ J
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬

 W‫א‬‫א‬‫א‬‫א‬E‫א‬F‫א‬

- ٩٠ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 

 W‫א‬‫א‬‫א‬‫א‬ EF
‫א‬‫א‬‫א‬W ‫א‬ J ١
 K
، 
 ‫א‬‫א‬W‫א‬ J ٢
 K‫א‬،‫א‬
 K‫א‬‫א‬W‫א‬ J ٣
 ‫א‬‫א‬‫ א‬EF
 ‫א‬‫א‬ J ١
 ‫א‬ J ٢
 ‫א‬‫א‬‫א‬ EF
 ‫א‬‫א‬ J ١
 ‫א‬‫א‬ J ٢
 ‫א‬ J ٣
 ‫א‬‫א‬ J ٤
 ‫א‬‫א‬‫א‬‫א‬‫ א‬EF
 ‫א‬‫א‬J 

- ٩١ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬E‫א‬F‫ א‬E٢
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬،‫א‬‫א‬‫א‬ ،‫א‬
 K‫א‬KKK‫א‬‫א‬،‫א‬‫א‬،‫א‬،‫א‬
‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬ ،
  ‫א‬‫א‬
 K‫א‬KKK‫א‬،‫א‬‫א‬،‫א‬
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬،‫א‬‫א‬
‫א‬ ‫א‬ ‫א‬ ‫א‬‫א‬‫א‬‫א‬ ‫ א‬J ١
 W‫א‬‫א‬
‫א‬‫א‬
 ‫א‬
 ‫א‬‫א‬‫א‬
 K‫א‬
 W‫א‬‫א‬‫א‬ J ٢
‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬،‫א‬
 K‫א‬
 W‫א‬ J ٣
‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫؟‬‫א‬‫א‬W 
،‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬
 K‫א‬‫א‬‫א‬

- ٩٢ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 ‫؟‬‫א‬‫א‬ E١F
‫א‬‫א‬ ‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬
،‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬
‫א‬‫א‬،‫א‬‫א‬‫א‬ ‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬
 
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬،‫א‬‫א‬‫א‬،
 KEF
 ‫؟‬‫א‬‫א‬‫א‬‫א‬‫א‬ E٢F
،‫א‬‫א‬‫א‬‫א‬––‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬
‫א‬‫א‬W‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬F‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬E ‫א‬
 W
  ‫א‬‫א‬  ‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬

 ‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
W
 ‫א‬‫א‬‫א‬‫א‬
 ،‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬، ‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬
‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬
- ٩٣ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
‫א‬W‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬
 K‫א‬‫א‬
،‫א‬‫א‬‫א‬  ‫א‬‫א‬‫א‬  
‫א‬W‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬ ‫א‬   ‫א‬
‫א‬‫א‬
 ‫א‬
 ، ‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬W
 ‫א‬‫א‬
 K‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬W 
‫א‬‫א‬‫א‬ ‫א‬
 ‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬
 ‫א‬‫א‬
‫א‬،‫א‬
‫א‬‫א‬‫א‬، ‫א‬‫א‬‫א‬
‫א‬،‫א‬‫א‬‫א‬
‫א‬ ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
، ‫א‬‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬

 K‫א‬‫ א‬J ١
 K‫א‬ J ٢
 K‫א‬ J ٣
 W‫א‬‫א‬‫א‬

- ٩٤ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫ א‬E١F
 ‫א‬ ‫א‬‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬
 ،‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬ 
‫א‬  ‫א‬‫א‬ ،‫א‬
‫א‬‫א‬‫א‬‫א‬ ،‫א‬
 ‫א‬‫א‬‫א‬‫א‬ ‫א‬ ،‫א‬‫א‬‫א‬
 KE‫א‬‫א‬‫א‬‫א‬F‫א‬‫א‬
 W‫א‬‫א‬ E٢F
‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬‫א‬
‫א‬ ‫א‬‫א‬ ،  ‫א‬‫א‬‫ א‬

 ‫א‬‫א‬
 ‫א‬‫א‬،
 K‫א‬‫א‬

 ‫א‬‫א‬‫א‬ 
 W‫א‬
 K‫א‬‫א‬‫א‬ J ١
 K‫ א‬J ٢
 K‫א‬‫ א‬J ٣
 K‫א‬ J ٤
 K‫א‬‫א‬‫א‬
 ‫؟‬‫א‬‫א‬ E٣F
‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬،‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
- ٩٥ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ J
 K‫א‬‫א‬‫א‬،‫א‬‫א‬،‫א‬،
‫א‬‫א‬،‫א‬‫א‬‫א‬ J
 K‫א‬KKK‫א‬،‫א‬
، ‫א‬
 ‫א‬ J
 K‫א‬‫א‬
 W‫א‬‫א‬ E٤F
‫א‬‫א‬ ‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬

 ‫א‬‫א‬‫א‬K‫א‬
‫א‬‫א‬ ‫א‬،‫א‬
‫א‬‫א‬
 ‫א‬ 
‫א‬ ‫א‬‫א‬
 K‫א‬
 W‫א‬‫א‬‫א‬W ‫א‬
، ‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬
‫א‬،‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬
 W‫א‬،‫א‬‫א‬‫א‬
 K‫א‬‫ א‬J ١
K‫א‬‫ א‬J ٢
 K‫א‬ J ٣
 K‫א‬‫ א‬J ٤
 K‫א‬ J ٥
 K‫א‬‫א‬‫ א‬J ٦
 K‫א‬‫א‬‫א‬‫ א‬J ٧
 K‫א‬‫א‬ J ٨
- ٩٦ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬ E١F
‫א‬ ، ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 W
 K‫א‬‫א‬‫א‬‫א‬ K 
 K‫א‬‫א‬‫ א‬K
 K‫א‬ K 
،‫א‬‫א‬‫א‬‫א‬ ‫א‬
 W
 W‫א‬‫א‬‫א‬‫ א‬EF
‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬ ‫א‬‫א‬  ‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬

 ،‫א‬‫א‬‫א‬
‫א‬،‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬‫א‬‫ א‬EF
  ‫א‬‫א‬‫א‬‫א‬‫א‬
  
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
، ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬
 ‫א‬‫א‬

 ‫א‬‫א‬ ،‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬

- ٩٧ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫ א‬EF
‫א‬
 ،‫א‬
 
 W‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬
 K‫א‬ J
 K‫א‬‫א‬‫א‬ J
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬
‫א‬ ‫א‬
 ‫א‬‫א‬ ‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬ E٢F
‫א‬‫א‬‫א‬‫א‬ 
 ‫א‬
‫א‬
 
 ،
 ‫א‬‫א‬‫א‬

 ‫א‬ ‫א‬، ‫א‬‫א‬‫א‬
‫א‬
 
 ‫א‬‫א‬‫א‬،
‫א‬‫א‬،‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬
 K‫א‬

 W‫א‬ E٣F
،‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬
 ‫א‬
 ‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬ ،‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬KKK‫א‬
‫א‬،
- ٩٨ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬ E٤F
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬ ‫א‬‫א‬ ‫א‬‫א‬
 K‫א‬
KEF‫ א‬J 
 K‫א‬‫א‬ J 

 W‫א‬EF
‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬
‫א‬‫א‬‫א‬ ،‫א‬‫א‬
‫א‬‫א‬ ‫א‬ K‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬،
 W‫א‬‫ א‬J
‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬

 ‫א‬‫א‬
 ‫א‬‫א‬ ‫א‬
 K‫א‬
 W‫א‬‫ א‬J
‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬ J
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬
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‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬EF
‫א‬‫א‬ 
 ‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬ J ١
 K
 ‫א‬ ‫א‬ J ٢
 K‫א‬‫א‬
E‫א‬KKK–‫א‬F‫א‬ J ٣
 KE‫א‬‫א‬F‫א‬
 W‫א‬ E٥F
 ‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬
 ‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬
‫א‬
 ‫א‬‫א‬‫א‬‫א‬،‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬ E٦F
‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬ ‫א‬
‫א‬  ، ‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬
‫א‬‫א‬ 
 
‫א‬‫א‬E‫א‬F
 K‫א‬‫א‬‫א‬ ‫א‬
 ‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬
- ١٠٠ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬ E٧F
‫א‬‫א‬ ‫א‬ ‫א‬
،‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬،
‫א‬ ‫א‬‫א‬‫א‬،‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬ 
 
 ‫א‬
 ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ K ‫א‬
 K‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬ E٨F
 ،‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬
 ‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬KKK‫א‬‫א‬
‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬
 ‫ א‬
 ‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬ J ١
 K‫א‬ J ٢
‫א‬‫א‬
 K‫א‬‫א‬
 W‫א‬‫א‬W 
‫א‬
 ‫א‬‫א‬‫א‬
،‫א‬‫א‬ ،‫א‬
‫א‬،‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬

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‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬W 
‫א‬‫א‬‫א‬ ‫א‬‫א‬

 ، ‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬،
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K
‫א‬‫א‬‫א‬ ‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
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‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬
‫א‬‫א‬ •
 K‫א‬
K‫א‬‫• א‬
 K‫א‬‫א‬‫• א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫• א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫• א‬
   ‫א‬ ‫א‬  ‫א‬   ‫א‬ ‫• א‬
 K‫א‬








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‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬W 
‫א‬‫א‬،‫א‬‫א‬
‫א‬‫א‬ ،‫א‬،‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬ ،
‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬
‫א‬،‫א‬‫א‬ J ١
 K‫א‬‫א‬‫א‬‫א‬‫א‬
K‫א‬‫א‬‫א‬‫א‬‫א‬ J ٢
‫א‬‫א‬‫א‬ J ٣
‫א‬‫א‬
K‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ J ٤
K‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬ ‫א‬ ‫א‬ J ٥
،‫א‬‫א‬‫א‬،‫א‬
K‫א‬‫א‬‫א‬
W‫א‬W 
‫א‬ ‫א‬،‫א‬ 
 W‫א‬‫א‬
‫א‬‫א‬ ‫א‬‫א‬ ‫א‬ ‫א‬‫א‬‫ א‬J ١
‫א‬‫א‬،‫א‬
 K‫א‬

 ‫א‬‫א‬ ‫א‬ ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ J ٢
K‫א‬‫א‬‫א‬‫א‬
- ١٠٤ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 

 ‫א‬
 ‫א‬‫א‬ J ٣
K
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ J ٤
‫א‬،  ‫א‬‫א‬‫א‬
K ‫א‬‫א‬‫א‬
W‫א‬‫א‬‫א‬‫א‬W 
 ‫؟‬‫א‬‫א‬ E١
 W‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬ J
K‫א‬‫א‬‫א‬‫א‬‫א‬ J
K‫א‬‫א‬‫א‬‫א‬‫א‬ J
 K‫א‬‫א‬‫א‬ J
 W‫א‬
 K‫א‬‫א‬ J
K‫א‬‫א‬ J
K‫א‬‫א‬ J
 K‫א‬‫א‬‫א‬‫א‬ J
 W‫א‬‫א‬‫א‬ E٢
‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬
 K‫א‬‫א‬ E١F
 K‫א‬‫א‬L E٢F
 K‫א‬‫א‬‫א‬‫א‬ E٣F
‫א‬‫א‬‫א‬  ‫א‬‫א‬ E٤F
 K‫א‬
 K‫א‬، E٥F
- ١٠٥ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
،‫א‬ E٦F
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ E٧F
 K‫א‬

 W‫א‬‫א‬‫ א‬E٣

 ‫א‬ ‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬J J
J ‫א‬–‫א‬‫א‬‫א‬ J ١
 K‫א‬‫א‬‫א‬‫א‬J ‫א‬J ‫א‬
 ‫א‬‫א‬‫א‬
 ‫א‬ J ٢
،‫א‬ ‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
K‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬‫א‬  J ٣
‫א‬‫א‬‫א‬ ، ‫א‬‫א‬‫א‬‫א‬
K‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬ J ٤
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬،
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
- ١٠٦ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
W‫א‬‫א‬‫א‬‫א‬‫א‬ J ٥
 K‫א‬‫א‬ EF
 K‫א‬‫א‬‫א‬ EF
 K‫א‬ EF
 K ‫א‬‫א‬‫ א‬EF
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ EF
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ EF
‫א‬‫א‬،‫א‬  ‫א‬‫א‬
 ‫؟‬،‫א‬‫א‬
 W‫א‬‫א‬‫א‬W ‫א‬
J ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬
 J 
 ‫א‬‫א‬‫א‬، ‫א‬
‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬‫א‬،‫א‬‫א‬
 W‫א‬
 W‫א‬‫ א‬J ٦
‫א‬   ،      ‫א‬ ‫א‬  
‫א‬ ‫א‬ ‫א‬‫א‬ ‫א‬  ،‫א‬ ‫א‬ ‫א‬
 K‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬
     ‫א‬    ‫א‬ ‫א‬‫א‬ ‫א‬‫א‬ ‫א‬‫א‬ 
‫א‬  ، ‫א‬
‫א‬،‫א‬‫א‬، ‫א‬
 ‫א‬‫א‬E٧F‫א‬


- ١٠٧ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 E٧F
 EF‫א‬
‫א‬ ‫א‬ ‫א‬
٪‫א‬ ‫א‬ ‫א‬
٢٠ ٥٠٠ ١٠٠ ‫א‬
٢٥ ٦٠٠ ١٥٠ ‫א‬
٢٢ ٩٠٠ ٢٠٠ ‫א‬
٢٠ ٧٠٠ ١٤٠ ‫א‬‫א‬
٣٠ ١٠٠٠ ٣٠٠ ‫א‬
 ‫א‬‫א‬‫א‬W‫א‬
‫א‬‫א‬E‫א‬‫א‬F‫א‬‫א‬W
 W‫א‬‫א‬
‫א‬،‫א‬‫א‬‫א‬‫א‬ J ١
 K‫א‬‫א‬‫א‬،‫א‬‫א‬
 ‫א‬   E ‫א‬ F ‫א‬   ‫א‬    J ٢
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬
 W‫א‬‫ א‬J ٧
‫א‬‫א‬‫א‬‫א‬
 ،E،F‫א‬ ‫א‬‫א‬  ،
‫א‬‫א‬‫א‬‫א‬‫א‬   ،‫א‬
 ‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬،‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬‫א‬،‫א‬‫א‬
  ‫א‬‫א‬‫א‬‫א‬ ،‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬E ٥F‫א‬‫א‬
 KE٧F‫א‬
- ١٠٨ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
١٢٠٠
‫اﻟﻤﺒﻴﻌﺎت‬
١٠٠٠ ‫ﻣﺒﻴﻌﺎﺕ ﺍﻟﺸﺮﻛﺎﺕ ﺍﻟﻤﻨﺎﻓﺴﺔ‬
٨٠٠
٦٠٠
٤٠٠
‫ﻣﺒﻴﻌﺎﺕ ﺍﻟﺸﺮﻛﺔ‬
٢٠٠
٠
‫اﻷول‬ ‫اﻟﺜﺎﻧﻲ‬ ‫اﻟﺜﺎﻟﺚ‬ ‫اﻟ ﺮاﺑﻊ‬ ‫اﻟﺨﺎﻣﺲ‬
‫اﻟﺸــــــــﻬﻮر‬

 E٥F
 ‫א‬‫א‬‫א‬‫א‬

- ١٠٩ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫ א‬J ٨
‫א‬‫א‬ ‫א‬‫א‬ 
    ‫א‬  ‫א‬  ‫א‬   ‫א‬  ،
‫א‬‫א‬‫א‬ E ٦F‫א‬ ‫א‬ ٠‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫ﻣﺒﻴﻌﺎت اﻟﺸﺮآﺎت اﻟﻤﻨﺎﻓﺴﺔ‬

١٢٠٠
‫اﻟﻤﺒﻴﻌ ﺎت‬
١٠٠٠
٨٠٠
٦٠٠
٤٠٠
٢٠٠
٠
‫اﻟﺨﺎﻣﺲ‬ ‫اﻟﺮاﺑﻊ‬ ‫اﻟﺜﺎﻟﺚ‬ ‫اﻟﺜﺎﻧﻲ‬ ‫اﻷول‬
‫اﻟﺸــــــــــ ﻬﻮر‬
 E٦F
 ‫א‬‫א‬
 W‫א‬‫א‬
 K‫א‬‫א‬‫א‬ J ١
K‫א‬‫א‬‫א‬ J ٢
K‫א‬ J ٣
 K‫א‬ J ٤
- ١١٠ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫ א‬J ٩
‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬
،‫א‬ ‫א‬  ،‫א‬‫א‬‫א‬‫א‬
 K‫א‬٪١٠٠‫א‬
 K‫א‬‫א‬E٧F‫א‬‫א‬
30%
‫ﻣﺒﻴﻌﺎت‬
70%


 E٧F
 ‫א‬‫א‬
 W‫א‬‫א‬
 K‫א‬E٪٣٠F‫א‬ J ١
 K‫א‬E٪٧٠F‫א‬ J ٢
- ١١١ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬ J ١٠
‫א‬‫א‬ ‫א‬  ‫א‬‫א‬‫א‬ 
  ‫א‬ ‫א‬  ‫א‬‫א‬ ‫א‬  ‫א‬   ‫א‬  ‫א‬
‫א‬،‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬،‫א‬‫א‬
 W‫א‬‫א‬ J ١
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬ ٠ ‫א‬    ‫א‬   ‫א‬   ،‫א‬  
        ‫א‬      ‫א‬‫א‬ 
‫א‬‫א‬ ‫؟‬‫א‬ ‫א‬‫א‬ ،‫א‬
 ‫؟‬‫א‬‫א‬،
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬  ‫א‬ ‫א‬ ‫א‬  ‫א‬ ‫א‬      ‫א‬ ‫א‬  ،‫א‬
 K‫א‬KKK‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬
 W‫א‬‫א‬ J ٢
‫א‬ ‫א‬    ‫א‬ ‫א‬  ‫א‬    
‫א‬،‫א‬‫א‬‫א‬،‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬ ‫א‬
،‫א‬‫א‬‫א‬‫א‬  
 ‫א‬ ‫א‬ ‫א‬،‫א‬ 
    ‫א‬     ‫א‬   ‫א‬ ،‫א‬ 
 K
 ‫א‬‫א‬‫א‬
 W‫א‬‫א‬ J ٣
  ‫א‬    ‫א‬  ‫א‬ ‫א‬ ‫א‬   
 ‫א‬‫א‬‫א‬‫א‬‫א‬،
، ‫א‬‫א‬ ‫א‬،
- ١١٢ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬
 W‫א‬ J ٤
 W‫א‬‫א‬،‫א‬
K‫א‬‫א‬‫א‬‫ א‬EF
K‫א‬‫א‬‫א‬‫א‬ EF
 K‫א‬‫א‬‫ א‬EF
 K‫א‬‫א‬‫א‬‫א‬ EF
،  ‫א‬ ‫א‬ ‫א‬   ‫א‬ ،‫א‬    ‫א‬ 
‫א‬‫א‬ ،‫א‬ ‫א‬‫א‬
 K‫א‬،‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫ א‬J ٥
 ‫א‬‫א‬‫א‬‫א‬‫א‬ 
 ‫א‬     ،  ‫א‬  ،‫א‬  ‫א‬ ‫א‬ 
‫א‬  ‫א‬     ،‫א‬ ‫א‬  ‫א‬ ‫א‬   ‫א‬
   ‫א‬ ‫א‬‫א‬  ‫א‬  ‫א‬   ،‫א‬  ‫א‬
‫א‬ ‫א‬‫א‬         ،‫א‬ ‫א‬    ،‫א‬
 ‫א‬‫א‬  ،‫א‬ ‫א‬   ، ‫א‬  ‫א‬ 
 K‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬ J ٦
  ،‫א‬‫א‬‫א‬ 
‫א‬‫א‬،‫א‬‫א‬،‫א‬‫א‬
،‫א‬‫א‬،،
 K‫א‬‫א‬
- ١١٣ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬●
 K‫א‬‫א‬‫א‬‫• א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬ •
 K‫א‬‫א‬‫א‬‫א‬ •
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ •
 K‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ •
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬ •
 K‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ •
،‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬،‫א‬
 K‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ •
 K‫א‬
K‫א‬‫א‬‫א‬‫א‬ •
- ١١٤ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬W 
،‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬
 ،‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬ ،‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
، ،‫א‬‫א‬‫א‬‫א‬‫ א‬J ١
‫א‬‫א‬‫א‬ ‫؟‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬،‫א‬‫א‬‫א‬
 K‫א‬
K‫א‬‫א‬‫ א‬J ٢
K‫א‬‫א‬‫א‬‫א‬‫ א‬J ٣
‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬ J ٤
K‫א‬
K‫א‬‫א‬‫ א‬J ٥
K‫א‬‫א‬‫א‬‫ א‬J ٦
K‫א‬‫א‬‫א‬‫ א‬J ٧
 ‫א‬ ‫א‬   ‫א‬   ‫א‬ ‫ א‬J ٨
K
 ،‫א‬ ‫א‬‫א‬‫א‬‫ א‬J ٩
 K‫א‬‫א‬
 W‫א‬‫א‬W 
، ‫א‬‫א‬‫א‬‫ א‬
 ‫א‬
‫א‬‫א‬W‫א‬‫א‬‫א‬
‫א‬‫א‬
 ‫א‬، ‫א‬‫א‬
 ‫א‬،‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬،
 K‫א‬‫א‬‫א‬

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‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬‫א‬ E١F
  ‫א‬
 W‫א‬‫א‬‫א‬،
‫א‬    ،         J ١
 W‫א‬‫א‬
‫א‬، ‫א‬ J 
 K‫א‬‫א‬‫א‬
 ‫א‬،  ‫א‬‫א‬ J 

 K‫א‬‫א‬
 W‫א‬‫א‬‫א‬G
 K‫א‬‫א‬‫א‬‫א‬ EF
K‫א‬‫א‬ EF
K‫א‬،‫א‬‫א‬ EF
 K‫א‬‫א‬‫א‬‫ א‬EF
 W‫א‬‫א‬‫א‬،‫א‬ J ٢
 ‫א‬‫א‬ EF
 K‫א‬‫א‬‫א‬‫א‬ EF
 K‫א‬‫א‬‫א‬‫א‬ EF
 W‫א‬‫א‬‫א‬G
 K‫א‬‫א‬ EF
 K‫א‬‫א‬‫א‬‫א‬‫ א‬EF
،‫א‬‫א‬‫ א‬J ٣
 W‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬ EF
 K‫א‬
K‫א‬‫א‬‫א‬‫א‬ EF
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ EF
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‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ EF
K‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫ א‬EF
K‫א‬‫א‬،‫א‬‫א‬

 W‫א‬‫א‬‫א‬G
 K‫א‬‫א‬‫א‬‫ א‬J
  ‫א‬    ‫א‬  ‫א‬  J ٤
 W‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬
 K‫א‬‫א‬L‫א‬ EF
 K‫א‬‫א‬‫א‬‫א‬ EF
 K‫א‬‫א‬‫א‬‫א‬‫א‬ EF
K‫א‬‫א‬‫א‬ EF
 W‫א‬‫א‬‫א‬G
 K‫א‬L‫א‬‫א‬‫א‬‫א‬ J
W‫א‬ ‫א‬‫א‬ ‫א‬
 ‫א‬‫א‬ E٢F
W‫א‬‫א‬‫א‬
،E‫א‬‫א‬F‫א‬‫א‬‫ א‬J ١
 W‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬ EF
 K‫א‬‫א‬ EF
‫א‬‫א‬ EF

 W‫א‬‫א‬‫א‬G
K‫א‬،‫א‬‫ א‬EF
 K‫א‬‫א‬‫א‬‫א‬ EF
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‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 ‫א‬‫א‬‫א‬‫א‬‫א‬‫ א‬J ٢

، ‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬
 ‫א‬‫א‬ EF
 K‫א‬‫א‬‫א‬‫א‬‫א‬ EF
 K ‫א‬‫א‬‫א‬ EF
 K‫א‬‫א‬‫א‬ EF
 ‫א‬‫א‬‫א‬G
  EF
 ‫א‬ EF
‫א‬‫א‬‫א‬‫א‬ E ‫א‬F‫א‬ J ٣
 W‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬
 K‫א‬ EF
 K‫א‬‫א‬‫א‬ EF
 K‫א‬‫א‬‫א‬ EF
 W‫א‬‫א‬‫א‬G
 K‫א‬‫א‬‫א‬‫ א‬EF
 K‫א‬‫ א‬EF
 K‫א‬‫א‬‫א‬‫א‬‫א‬ EF
 K‫א‬ EF
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ J ٤
 W‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬
 ‫א‬‫א‬ EF
 K‫א‬‫א‬‫א‬ EF
 K‫א‬‫א‬‫א‬  EF
 K‫א‬،‫א‬ EF
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‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬G
 K‫א‬‫א‬ EF
 K‫א‬ EF
،‫א‬‫א‬‫א‬‫א‬‫א‬ J ٥
 W‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬ EF
 ‫א‬‫א‬ EF
 K‫א‬،‫א‬‫א‬‫א‬ EF
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ EF
 W‫א‬‫א‬‫א‬G
 ‫א‬‫א‬ EF
 ‫א‬‫א‬‫א‬‫א‬ EF
 ‫א‬‫א‬‫א‬ EF
 K‫א‬‫א‬‫א‬‫א‬ EF
 ‫א‬‫א‬‫א‬ EF
‫א‬‫א‬‫א‬‫ א‬ ‫א‬‫א‬ J ٦
‫א‬،‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬
 ‫א‬‫א‬ EF
 ‫א‬‫א‬‫א‬‫א‬ EF
 ‫א‬‫א‬ EF
 ‫א‬ EF
 ‫א‬ EF
 W‫א‬‫א‬‫א‬G
 ‫א‬‫א‬‫א‬ EF
 ‫א‬‫א‬‫א‬‫א‬‫א‬ EF
 ‫א‬‫א‬‫א‬ EF
- ١١٩ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫ א‬J ٧
 W‫א‬‫א‬‫א‬
 ‫א‬ EF
 ‫א‬‫א‬ EF
 ‫א‬‫א‬ EF
 ‫א‬‫א‬ EF
 ‫א‬‫א‬ EF
 W‫א‬‫א‬‫א‬G
 ‫א‬ EF
 ‫א‬‫א‬ EF
 ‫א‬‫א‬ EF
 ‫א‬‫א‬ EF
 ‫א‬ EF
‫א‬‫א‬‫א‬‫א‬ J ٨
 W‫א‬‫א‬‫א‬،‫א‬
  EF
 ‫א‬‫א‬‫א‬ EF
 ‫א‬‫א‬ EF
 ‫א‬ EF
 W‫א‬‫א‬‫א‬G
 ‫א‬‫א‬ EF
 ‫א‬ EF
‫א‬‫א‬‫א‬ J ٩
 W‫א‬‫א‬‫א‬،‫א‬‫א‬
  EF
 ‫א‬‫א‬‫א‬‫א‬ EF
 ‫א‬‫א‬‫א‬ EF
- ١٢٠ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬G
 ‫א‬‫א‬ EF
 ‫א‬ EF
‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ E٣F
 W‫א‬‫א‬
 ‫א‬‫א‬     ‫א‬  ‫א‬ ‫א‬ ‫א‬  J ١
‫א‬،‫א‬‫א‬‫א‬
 W‫א‬‫א‬
 ‫א‬‫א‬ EF
 ‫א‬ EF
 ‫א‬‫א‬ EF
 ‫א‬‫א‬‫א‬ EF
 W‫א‬‫א‬‫א‬G
 K‫א‬‫ א‬J
 ‫א‬   ‫א‬    ‫א‬    J ٢
 W‫א‬‫א‬‫א‬،‫א‬‫א‬
 K‫א‬‫א‬‫א‬ EF
 K‫א‬‫א‬‫א‬ EF
 K
 ‫א‬‫א‬‫א‬ EF
 W‫א‬‫א‬‫א‬G
 K‫א‬‫א‬‫ א‬J
‫א‬    ،      ‫א‬  ‫א‬‫א‬  J ٣
 W‫א‬‫א‬
 ‫א‬‫א‬ EF
 K‫א‬‫א‬‫א‬ EF
 ‫א‬ EF
 ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ EF
- ١٢١ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 ‫א‬‫א‬ ‫ א‬EF
 W‫א‬‫א‬‫א‬G
 ‫א‬‫א‬‫א‬J 
‫א‬  ‫א‬ ‫א‬  ‫א‬    ‫א‬ ‫א‬  J ٤
‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬،
 ‫א‬‫א‬ EF
 ‫א‬‫א‬‫א‬ EF
 ‫א‬‫א‬ EF
‫א‬‫א‬‫א‬‫א‬
  ‫א‬ EF
 ‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬ EF
 ‫א‬‫א‬‫א‬ EF
 W‫א‬‫א‬‫א‬G
 ‫א‬‫ א‬EF
 ‫א‬‫ א‬EF
 ‫א‬‫א‬‫ א‬EF
 ‫א‬    ‫א‬ ‫א‬ ‫א‬   ‫ א‬J ٥
 W‫א‬‫א‬‫א‬،‫א‬
 ‫א‬‫א‬‫א‬‫א‬ EF

 ‫א‬‫א‬‫א‬ EF
 J W‫א‬
 ‫א‬‫א‬‫א‬ •
 ‫א‬ •
 W‫א‬‫א‬‫א‬‫א‬‫א‬ •
  J
  J
- ١٢٢ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
  J
 ‫א‬ J
 W‫א‬‫א‬‫א‬G
 ‫א‬‫א‬‫א‬‫ א‬EF
 ‫א‬‫א‬‫א‬‫א‬‫ א‬EF
 ‫א‬‫א‬‫א‬‫א‬‫א‬‫ א‬EF
 ‫א‬‫א‬‫א‬‫א‬‫ א‬EF
‫א‬   ‫א‬  ‫א‬ ‫א‬  ‫א‬   J ٦
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬    ،‫א‬      
 W‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ EF
 ‫א‬‫א‬‫א‬ EF
 ‫א‬‫א‬‫א‬ EF
 ‫א‬‫א‬‫א‬‫א‬ EF
 W‫א‬‫א‬‫א‬G
 ‫א‬‫ א‬EF
 ‫א‬‫א‬‫א‬‫א‬‫ א‬EF
 ‫א‬‫א‬‫א‬‫א‬‫ א‬EF
  ‫א‬     ‫א‬‫א‬   ‫א‬  J ٧
 W‫א‬‫א‬‫א‬،‫א‬
 ‫א‬‫א‬‫א‬ EF
 ‫א‬‫א‬‫א‬ EF
 ‫א‬‫א‬‫א‬ EF
- ١٢٣ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬G
 K‫א‬‫א‬‫א‬‫ א‬J
‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬ J ٨
 W‫א‬‫א‬‫א‬،‫א‬
 ‫א‬ EF
 ‫א‬‫א‬‫א‬‫א‬ EF
‫א‬‫א‬‫א‬ EF
 ‫א‬‫א‬‫א‬ EF
 W‫א‬‫א‬‫א‬G
 ‫א‬‫א‬‫ א‬EF
 ‫א‬ EF
 ‫א‬‫ א‬EF
 ‫א‬ ‫א‬ ‫א‬ ‫א‬      ‫א‬ J ٩
 W‫א‬‫א‬‫א‬،‫א‬
  EF
 ‫א‬‫א‬ EF
 ‫א‬ EF
  EF
 W‫א‬‫א‬‫א‬G
 ‫א‬‫א‬‫ א‬EF
 ‫א‬‫ א‬EF
 ‫א‬‫א‬‫א‬‫ א‬EF
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫ א‬J ١٠
‫א‬ ،‫א‬
 W‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬ EF
 ‫א‬‫א‬‫ א‬EF
- ١٢٤ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 ‫א‬‫א‬‫ א‬EF
 ‫א‬‫א‬‫א‬ EF
 W‫א‬‫א‬‫א‬G
 ‫א‬‫א‬J
   ،‫א‬  ‫א‬   ‫א‬    J ١١
 W‫א‬‫א‬‫א‬
‫א‬‫א‬ EF
 ‫א‬‫א‬‫א‬‫א‬ EF
 ‫א‬‫א‬‫א‬ EF
 ‫א‬ EF
 W‫א‬‫א‬‫א‬G
 ‫א‬‫א‬‫ א‬EF
 ‫א‬‫א‬‫ א‬EF
 ،‫א‬‫א‬‫א‬‫א‬ J ١٢
 W‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬ EF
 ‫א‬‫א‬‫א‬‫א‬ EF
 ‫א‬‫א‬‫ א‬EF
 W‫א‬‫א‬‫א‬G
 ‫א‬‫א‬‫א‬ EF
 ‫א‬‫ א‬EF
 ،‫א‬‫א‬ J ١٣
 W‫א‬‫א‬‫א‬
  EF
 ‫א‬‫א‬‫א‬‫א‬ EF
 ‫א‬ EF
- ١٢٥ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬G
 ‫א‬‫א‬J 
‫א‬‫א‬‫א‬‫א‬‫א‬‫ א‬J ١٤
 W‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫ א‬EF
 ‫א‬‫א‬ EF
 ‫א‬‫ א‬EF
 ‫א‬‫א‬‫א‬‫א‬ EF
 W‫א‬‫א‬‫א‬G
 ‫א‬‫א‬‫א‬‫א‬‫א‬‫ א‬EF
 ‫א‬‫א‬‫ א‬EF
  ‫א‬ ‫א‬  ‫א‬ ‫א‬  ‫א‬   J ١٥
 W‫א‬‫א‬‫א‬،‫א‬
 ‫א‬‫א‬‫א‬ EF
 ‫א‬‫א‬ EF
 ‫א‬‫ א‬EF
 ‫א‬‫א‬‫ א‬EF
 ‫א‬‫א‬‫ א‬EF
 ‫؟‬KKK‫א‬KKK‫א‬GG
 ‫؟‬‫א‬‫א‬ J
‫؟‬‫א‬‫א‬ J
‫؟‬‫א‬‫א‬‫א‬‫א‬‫א‬ J
 ‫؟‬‫א‬‫א‬‫א‬‫א‬  J
- ١٢٦ -
‫א‬‫א‬  ١٥١ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ 
 ‫א‬W‫א‬‫א‬
 WW١
 K‫א‬ J 
 ‫א‬‫א‬ J 
 ‫א‬‫א‬ J 
 W W٢
‫א‬‫א‬‫א‬‫א‬ K
 W‫א‬،L
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K١
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K٢
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K٣
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K٤
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K٥
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K٦
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K٧
 W‫א‬‫א‬ K

- ١٢٧ -
‫א‬‫א‬  ١٥١ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬‫א‬ K
 J W‫א‬‫א‬ K
 J W‫א‬‫א‬‫א‬‫א‬‫א‬ W٣
 ‫א‬‫א‬ J ١
 K‫א‬‫א‬ K
 K‫א‬‫א‬ K
 K‫א‬‫א‬ K
 K K
‫א‬‫א‬‫א‬ J ٢
 W‫א‬
 K‫א‬ K
 K‫א‬ K
 K‫א‬ K
  K
 W‫א‬‫א‬‫א‬ J ٣
 K‫א‬‫א‬‫א‬ K
 K‫א‬‫א‬‫א‬‫א‬ K
 K‫א‬‫א‬ K
 K K
- ١٢٨ -
‫א‬‫א‬  ١٥١ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬W‫א‬‫א‬
 J W W١
K‫א‬‫א‬‫א‬ K١
K‫א‬‫א‬‫א‬‫א‬ K٢
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ K٣
K‫א‬‫א‬‫א‬‫א‬ K٤
K‫א‬‫א‬‫א‬‫א‬ K٥
 J W W٢
‫א‬‫א‬‫א‬‫א‬‫א‬ K١
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK
‫א‬‫א‬ K٢
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK
‫א‬‫א‬ K٣
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬ K٤
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ K٥
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬ K٦
K‫א‬‫א‬KKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬‫א‬‫א‬ K٧
KKKKKKKKKKKKKKKK،KKKKKKKKKKKKKKKKK،KKKKKKKKKKKKKK‫א‬‫א‬‫א‬‫א‬ K٨
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬‫א‬‫א‬ K٩
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬EF‫א‬ K١٠
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬‫א‬‫א‬ K١١
- ١٢٩ -
‫א‬‫א‬  ١٥١ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ 
 J W‫א‬‫א‬ECF‫א‬‫א‬‫א‬E3F W٣
 EF       ‫א‬‫א‬
 EF   ‫א‬‫א‬‫א‬‫א‬‫א‬
 EF       ‫א‬‫א‬

 EF     ‫א‬‫א‬‫א‬
 EF   ‫א‬‫א‬
 EF      ‫א‬‫א‬
 EF    ‫א‬‫א‬‫א‬‫א‬
 EF   ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 J W‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ W٤
 W‫א‬‫א‬‫א‬ J ١
 K‫א‬ K
 K‫א‬ K
 K‫א‬‫א‬ K
 K K
 W‫א‬‫א‬‫א‬ J ٢
 K K
 K K
 K K
  K
 W‫א‬‫א‬‫א‬‫א‬ J ٣
 K‫א‬‫א‬ K
 K‫א‬‫א‬ K
 K‫א‬‫א‬ K
 K‫א‬‫א‬‫א‬ K
- ١٣٠ -
‫א‬‫א‬  ١٥١ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ 

 W‫א‬‫א‬‫א‬‫א‬ J ٤
 K K
 K‫א‬ K
 K K
 K K
 W‫א‬‫א‬‫א‬ J ٥
 K‫א‬‫א‬ K
 K K
 K K
 K K
 W‫א‬ J ٦
 K‫א‬‫א‬ K
 K‫א‬‫א‬ K
 K‫א‬‫א‬ K
 K‫א‬‫א‬ K
 W‫א‬‫א‬ J ٧
 K‫א‬‫א‬ K
 K‫א‬‫א‬ K
 K‫א‬‫א‬ K
 K K
 W‫א‬‫א‬‫א‬ J ٨
 K K
 K‫א‬ K
 K‫א‬ K
 K K
- ١٣١ -
‫א‬‫א‬  ١٥١ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ 
 ‫א‬W‫א‬‫א‬
 J W‫א‬‫א‬‫א‬ W١
K‫א‬‫א‬ K١
K‫א‬‫א‬‫א‬‫א‬‫א‬ K٢
K‫א‬‫א‬‫א‬‫א‬‫א‬ K٣
K‫א‬‫א‬‫א‬ K٤
K‫א‬‫א‬‫א‬‫א‬ K٥
K‫א‬‫א‬‫א‬‫א‬ K٦
K‫א‬‫א‬‫א‬‫א‬‫א‬ K٧
K‫א‬ K٨
K‫א‬‫א‬‫א‬‫א‬ K٩
K‫א‬‫א‬‫א‬‫א‬L‫א‬ K١٠
 J W‫א‬‫א‬ECF‫א‬‫א‬‫א‬E3F W٢
EF    K‫א‬‫א‬‫א‬‫א‬‫א‬ K١
EF K‫א‬‫א‬‫א‬‫א‬‫א‬ K٢
EF     K‫א‬‫א‬‫א‬‫א‬‫א‬ K٣
EF   K‫א‬‫א‬‫א‬ K٤
EF   K‫א‬‫א‬‫א‬‫א‬‫א‬ K٥
EF      K‫א‬‫א‬‫א‬ K٦
EF     K‫א‬‫א‬‫א‬ K٧
EF   K‫א‬‫א‬‫א‬‫א‬ K٨
EF K‫א‬‫א‬‫א‬‫א‬،‫א‬،‫א‬‫א‬ K٩
EF   K‫א‬‫א‬‫א‬ K١٠
- ١٣٢ -
‫א‬‫א‬  ١٥١ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ 
 J W W٣
J W‫א‬‫א‬‫א‬‫א‬‫א‬
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K
J W‫א‬‫א‬‫א‬‫א‬
J W‫א‬‫א‬‫א‬‫א‬‫א‬
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬ K
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬ K
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬ K
J W‫א‬‫א‬
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK
J W‫א‬‫א‬‫א‬
- ١٣٣ -
‫א‬‫א‬  ١٥١ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ 
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K
 J W‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ W٤
W‫א‬‫א‬
 K‫א‬ K
 K‫א‬ K
 K‫א‬ K
 K K
W‫א‬‫א‬‫א‬
 K K
 ‫א‬ K
 K‫א‬‫א‬ K
 K‫א‬L‫א‬ K
W‫א‬‫א‬
 K‫א‬‫א‬ K
 K‫א‬ K
 K ‫א‬‫א‬‫א‬ K
 K K
W‫א‬‫א‬‫א‬
 K K
 K K
 K K
  K
- ١٣٤ -
‫א‬‫א‬  ١٥١ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬W‫א‬‫א‬‫א‬
 J W W١
K‫א‬‫א‬‫א‬ K١
K‫א‬‫א‬‫א‬ K٢
K‫א‬‫א‬‫א‬ K٣
K‫א‬‫א‬‫א‬ K٤
K‫א‬‫א‬ K٥
 J W‫א‬‫א‬ECF‫א‬‫א‬‫א‬E3F W٢
EF     K‫א‬‫א‬‫א‬‫א‬‫א‬‫ א‬K١
EF    K‫א‬‫א‬‫א‬‫א‬‫ א‬K٢
EF    K‫א‬‫א‬‫א‬‫א‬ K٣
EF     K‫א‬‫א‬ K٤
EF    K‫א‬‫א‬‫א‬‫א‬‫ א‬K٥
EF    K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫ א‬K٦
EF   K‫א‬‫א‬‫א‬‫א‬‫א‬ K٧
EF     K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫ א‬K٨
EF    K‫א‬‫א‬‫א‬ K٩
EF   K‫א‬‫א‬‫א‬‫א‬‫א‬ K١٠
 J W‫א‬‫א‬‫א‬ W٣
W‫א‬L‫א‬ K١
 K‫א‬ K
 K‫א‬ K
 K‫א‬ K
 KL‫א‬ K
W‫א‬‫א‬‫א‬ K٢
 K‫א‬‫א‬ K
 K‫א‬‫א‬‫א‬ K
- ١٣٥ -
‫א‬‫א‬  ١٥١ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ 
 K‫א‬‫א‬‫א‬‫א‬ K
 K K
W‫א‬‫א‬‫א‬‫א‬ K٣
 K‫א‬‫א‬‫א‬‫א‬‫א‬ K
 K‫א‬‫א‬‫א‬ K
 K‫א‬‫א‬ K
 K K
W‫א‬‫א‬‫א‬ K٤
 K‫א‬‫א‬ K
 K‫א‬‫א‬‫א‬ K
 K‫א‬‫א‬ K
 K‫א‬‫א‬ K
W‫א‬‫א‬‫א‬‫א‬‫א‬ K٥
 K‫א‬‫א‬‫א‬ K
 K‫א‬ ‫א‬ K
 K‫א‬‫א‬ K
 K‫א‬L‫א‬‫א‬‫א‬ K
W‫א‬‫א‬‫א‬ K٦
 K‫א‬‫א‬ K
 K‫א‬‫א‬ K
 K‫א‬‫א‬‫א‬ K
 K‫א‬ K
- ١٣٦ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
 ‫א‬W‫א‬‫א‬
 J W W١
 ‫א‬ J ١
‫א‬ J ٢
‫א‬‫א‬‫א‬ J ٣
‫א‬ J ٤
‫א‬ J ٥
 WW٢
W‫א‬ J ١
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K 
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K 
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K 
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K 
 W‫א‬ J ٢
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K 
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K 
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K 
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K 
J W‫א‬‫א‬ J ٣
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K 
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K 
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K 
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K 
- ١٣٧ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
W‫א‬ J ٤
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K 
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K 
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K 
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K 
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K 
W‫א‬ J ٥
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K 
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K 
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K 
J W‫א‬ J ٦
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K 
J W‫א‬ J ٧
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K
‫א‬ J ٨
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K 
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K 
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K
- ١٣٨ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K
 WW٣
 ‫א‬‫א‬‫א‬ J 
‫א‬ J 

 J W‫א‬‫א‬ECF‫א‬‫א‬‫א‬E3FW٤
EF‫א‬‫א‬‫א‬‫א‬‫א‬‫ א‬J ١
EF     ‫א‬‫א‬‫א‬‫א‬ J ٢
EF     ‫א‬ J ٣
EF   ‫א‬‫א‬ J ٤
EF    ‫א‬‫א‬ J ٥
EF   ‫א‬‫א‬‫א‬ J ٦
EF ‫א‬ J ٧
EF ‫א‬ J ٨
EF ‫א‬ J ٩
EF   ‫א‬J ١٠
EF ‫א‬‫א‬‫א‬J ١١
EF   ‫א‬‫א‬‫א‬J ١٢
EF  ‫א‬‫א‬‫א‬‫א‬‫א‬J ١٣
EF   ‫א‬‫א‬‫א‬J ١٤
EF    ‫א‬‫א‬‫א‬J ١٥
EF ‫א‬‫א‬‫א‬ J ١٦
EF    ‫א‬‫א‬‫א‬J ١٧
EF     ‫א‬‫א‬‫א‬‫א‬‫א‬J ١٨
EF   ‫א‬‫א‬J ١٩
- ١٣٩ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
EF    ‫א‬‫א‬‫א‬J ٢٠
 W‫א‬‫א‬‫א‬‫א‬‫א‬W٥
W‫א‬‫א‬ J ١
 ‫א‬‫א‬‫ א‬J 
‫א‬ J 
‫א‬ J 
  J 
J W‫א‬ J ٢
 ‫א‬ J 
‫א‬ J 
 J 
 J 
‫א‬‫א‬‫א‬‫א‬ J ٣
 ‫א‬ K
 K
‫א‬ K
 K
W‫א‬‫א‬‫א‬ J ٤
 ‫א‬ J 
‫א‬ J 
‫א‬ J 
 J 
W‫א‬ J ٥
 ‫א‬‫א‬‫א‬‫ א‬K
‫א‬ K
‫א‬‫א‬ K
 K
- ١٤٠ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
W‫א‬ J ٦
 ‫א‬ K
‫א‬ K
‫א‬ K
 K
W‫א‬ J ٧
  K 
 K
 K 
 K 
W‫א‬‫א‬‫א‬‫ א‬J ٨
 ‫א‬ K 
‫א‬ K
‫א‬ K 
 K 
W‫א‬ J ٩
 ‫א‬‫א‬‫א‬ K
‫א‬‫ א‬K
‫א‬‫א‬ K 
 K 
W‫א‬J ١٠
 ‫א‬‫א‬‫א‬‫א‬‫א‬ K 
‫א‬ K
‫א‬ K 
 K 
- ١٤١ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
 J W‫א‬‫א‬‫א‬W٦
K‫א‬‫א‬‫א‬‫ א‬J ١
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK
K‫א‬‫א‬ J ٢
K‫א‬ J ٣
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK
K‫א‬ J ٤
K‫א‬ J ٥
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK
K‫א‬ J ٦
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK
K‫א‬ J ٧
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK
- ١٤٢ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
 ‫א‬W‫א‬‫א‬

 WW١
 ‫ א‬J ١
‫ א‬J ٢
‫א‬‫ א‬J ٣
‫א‬‫ א‬J ٤
‫א‬‫א‬ J ٥
‫א‬‫א‬‫א‬‫ א‬J ٦
‫א‬‫א‬ J ٧
‫א‬‫ א‬J ٨
‫א‬‫א‬ J ٩
‫א‬‫א‬‫א‬ J ١٠
 WW٢
W‫א‬‫א‬‫א‬‫א‬ J ١
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK J ١
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK J ٢
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK J ٣
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK J ٤
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK J ٥
W‫א‬‫א‬ J ٢
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K 
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K 
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K 
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K 
- ١٤٣ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
W‫א‬‫א‬ J ٣
W‫א‬ J ٤
W‫א‬‫א‬‫א‬‫א‬ J ٥
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K 
W‫א‬‫א‬ J ٦
W‫א‬ J ٧
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K 
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K 
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K 
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K
- ١٤٤ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
 W‫א‬ J ٨
 J W‫א‬‫א‬ECF‫א‬‫א‬‫א‬E3FW٣
 EF    ‫א‬‫א‬ J ١
EF    ‫ א‬J ٢
EF   ‫א‬‫ א‬J ٣
EF‫א‬‫א‬‫א‬‫א‬ J ٤
 EF ‫א‬ J ٥
 EF  ‫א‬ J ٦
 EF  L‫א‬‫א‬‫א‬ J ٧
 EF‫א‬‫א‬‫א‬‫א‬ J ٨
EF  ‫א‬‫א‬‫א‬ J ٩
 EF  K‫א‬‫א‬‫א‬ J ١٠
 EFK‫א‬ J ١١
 W‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬W٤
 W‫א‬‫א‬ E١
 K‫א‬‫א‬ EF
 K‫א‬‫א‬ EF
 K‫א‬ EF
 K EF
 K‫א‬‫א‬ E٢
 K‫א‬‫א‬ EF
 K‫א‬‫א‬‫א‬‫א‬‫א‬ EF
 K‫א‬‫א‬‫א‬‫א‬ EF
 K EF
- ١٤٥ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 

 K E٣
 K‫א‬‫א‬ EF
 K‫א‬‫א‬ EF
 K‫א‬‫א‬‫א‬ EF
 K‫א‬‫א‬‫א‬ EF
 K E٤
 K‫א‬ EF
 K‫א‬ EF
 K‫א‬‫א‬ EF
 K‫א‬ EF
 K‫א‬‫א‬‫א‬‫א‬‫ א‬E٥
 K‫א‬‫א‬‫א‬ EF
 K‫א‬ EF
 K‫א‬ EF
 K‫א‬ EF
 K‫א‬‫א‬ E٦
 K‫א‬ EF
K‫א‬‫ א‬EF
K‫א‬‫א‬ EF
 K EF
 K‫א‬‫א‬‫א‬‫א‬ E٧
 K‫א‬‫א‬ EF
 K‫א‬ EF
 K‫א‬‫א‬ EF
 K EF

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‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
 WW٥
K‫א‬ -١
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ -٢
 ??‫א‬ -٣
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ -٤
 K‫א‬ -٥
 KE‫א‬F‫א‬‫א‬‫א‬‫א‬ -٦
 K -٧
 K‫א‬‫א‬ -٨
- ١٤٧ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
 K‫א‬‫א‬L‫א‬‫א‬‫א‬‫א‬ -٩
 K‫א‬ -١٠
 ‫א‬‫א‬W‫א‬‫א‬
 J WL١
 K‫א‬‫א‬‫א‬ J ١
 K‫א‬‫א‬ J ٢
K‫א‬‫א‬‫ א‬J ٣
K‫א‬‫א‬ J ٤
K‫א‬ J ٥
K‫א‬‫א‬ J ٦
K‫א‬‫ א‬J ٧
K‫א‬‫ א‬J ٨
K‫א‬‫ א‬J ٩
 WL٢
 W‫א‬‫א‬L١
J ١
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK
J ٢
- ١٤٨ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
J ٣
 K‫א‬‫א‬‫א‬ L٢
J ١
J ٢
J ٣
 W‫א‬‫א‬‫א‬‫א‬L٣
J ١
J ٢
J ٣
J ٤
- ١٤٩ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
J ٥
J ٦
 W‫א‬‫א‬ L٤
J ١
J ٢
J ٣
J ٤
 W‫א‬‫א‬‫א‬L٥
J ١
J ٢
- ١٥٠ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
J ٣
J ٤
J ٥
- ١٥١ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 

 W‫א‬‫א‬L٦
J ١
J ٢
J ٣
J ٤
 W‫א‬‫א‬J ٧
J ١
J ٢
J ٣
J ٤
- ١٥٢ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
J ٥
J ٦
J ٧
 W‫א‬‫א‬‫א‬J ٨
J ١
J ٢
J ٣
J ٤
 W‫א‬‫א‬‫א‬‫א‬L٩
J ١
- ١٥٣ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
J ٢
J ٣
J ٤
J ٥
 J W‫א‬‫א‬ECF‫א‬‫א‬‫א‬E3FL٣
 KEF    ‫א‬‫א‬‫א‬‫א‬‫א‬J ١
 KEF   ‫א‬‫א‬ ‫א‬‫א‬‫א‬J ٢
 KEF    ‫א‬‫א‬J ٣
 KEF   ‫א‬‫א‬J ٤
 KEF   ‫א‬‫א‬‫א‬J ٥
 KEF   ‫א‬J ٦
 KEF   ‫א‬‫א‬‫א‬‫א‬‫א‬J ٧
 KEF    ‫א‬‫א‬J ٨
 KEF   ‫א‬J ٩
 KEF   ‫א‬‫א‬‫א‬J ١٠
 KEF    ‫א‬‫א‬J ١١
 KEF    ‫א‬‫א‬‫א‬J ١٢
 KEF   ‫א‬‫א‬‫א‬J ١٣
 KEF   ‫א‬‫א‬‫א‬J ١٤
- ١٥٤ -
‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
 KEF    ‫א‬‫א‬‫א‬‫א‬‫א‬J ١٥
 KEF    ‫א‬‫א‬‫א‬‫א‬J ١٦
 KEF    ٪١٠٠‫א‬‫א‬‫א‬J ١٧
 KEF   ‫א‬‫א‬‫א‬‫א‬‫א‬J ١٨
 KEF   ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬J ١٩
 KEF   ‫א‬‫א‬‫א‬‫א‬J ٢٠

 W‫א‬‫א‬‫א‬‫א‬‫א‬L٤
 W‫א‬J ١
 K‫א‬‫א‬‫א‬J 
 K‫א‬‫א‬‫א‬‫א‬J 
 K‫א‬J 
 KJ 
 W‫א‬J ٢
 K‫א‬–
 K‫א‬‫א‬J 
 K‫א‬J 
 K‫א‬J 
 W‫א‬‫א‬‫א‬J ٣
 K‫א‬‫א‬–
 K‫א‬J 
 K‫א‬‫א‬J 
 KJ 
 W‫א‬‫א‬‫א‬‫א‬J ٤
 K‫א‬‫א‬‫א‬–
 K‫א‬‫א‬J 
 K‫א‬‫א‬J 
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‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
 K–
 W‫א‬‫א‬‫א‬J ٥
 K‫א‬‫א‬–
 K‫א‬J 
 K‫א‬‫א‬J 
 K–
 W‫א‬‫א‬‫א‬J ٦
 K‫א‬‫א‬‫א‬‫א‬–
 K‫א‬‫א‬J 
 K‫א‬J 
 K‫א‬–
 W‫א‬J ٧
 K‫א‬J 
 K‫א‬J 
 K‫א‬J 
 K‫א‬–
 W‫א‬‫א‬J ٨
 K‫א‬–
 K‫א‬J 
 K‫א‬J 
 K‫א‬–
 W‫א‬‫א‬‫א‬J ٩
 K–
 K‫א‬‫א‬J 
 KJ 
 K–

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‫א‬‫א‬ ١٥١ ‫א‬
‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬J ١٠
 K‫א‬–
 KJ 
 KJ 
 K–
- ١٥٧ -
‫א‬‫א‬  ١٥١  ‫א‬
 ‫א‬‫א‬  ‫א‬‫א‬  
 ‫א‬W‫א‬‫א‬
 WW١
 K‫ א‬J ١
K‫א‬ J ٢
K‫א‬ J ٣
K‫א‬‫א‬‫ א‬J ٤
K‫א‬ J ٥
 J W‫א‬‫א‬ECF‫א‬‫א‬‫א‬E3FW٢
 EF     K‫א‬ J ١
EF   K‫א‬‫א‬‫א‬ J ٢
EF      K‫א‬ J ٣
EF     K‫א‬‫א‬‫א‬‫ א‬J ٤
EF    K‫א‬‫א‬‫א‬‫א‬‫א‬ J ٥
EF   K‫א‬‫א‬‫א‬ J ٦
EF   K‫א‬‫א‬‫א‬‫א‬‫א‬ J ٧
EF   K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ J ٨
EF     K‫א‬‫א‬ J ٩
EF       K‫א‬‫א‬ J ١٠
 J WW٣
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫ א‬J ١
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬‫א‬ J ٢
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬‫א‬ J ٣
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬‫א‬‫א‬ J ٤
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬ J ٥
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬ J ٦
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬ J ٧
- ١٥٨ -
‫א‬‫א‬  ١٥١  ‫א‬
 ‫א‬‫א‬  ‫א‬‫א‬  
،KKKKKKKKKKKKKKKKKKKKKKKK،KKKKKKKKKKKKKKKKKKKKKW‫א‬‫א‬ J ٨
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK
، KKKKKKKKKKKKKKKKKKKKKKKK ،  KKKKKKKKKKKKKKKKKKKKK W  ‫א‬      J ٩
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬ J ١٠
 J W‫א‬‫א‬‫א‬‫א‬‫א‬W٤
 W‫א‬‫א‬‫א‬ J ١
 K‫א‬ EF
 K‫א‬ EF
 K‫א‬ EF
 K EF
 W‫א‬‫א‬ J ٢
 K‫ א‬EF
 K EF
 K EF
 K EF
 W‫א‬‫א‬ J ٣
 K‫א‬ EF
 K‫א‬‫א‬ EF
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫ א‬EF
 K EF
 W‫א‬‫א‬ J ٤
 K‫א‬‫א‬‫א‬ EF
 K‫א‬‫א‬‫ א‬EF
 K‫א‬ EF
 K‫א‬ EF
- ١٥٩ -
‫א‬‫א‬  ١٥١  ‫א‬
 ‫א‬‫א‬  ‫א‬‫א‬  
 W‫א‬‫א‬‫א‬‫א‬ J ٥
 K‫א‬‫א‬ EF
 K‫א‬‫ א‬EF
 K‫א‬‫ א‬EF
 W‫א‬‫א‬‫א‬ J ٦
 K‫א‬‫א‬ EF
 K‫א‬ EF
 K‫א‬ EF
 K EF
 K‫א‬ J ٧
 K‫א‬ EF
 K EF
 K EF
 K‫א‬‫א‬ EF
 W‫א‬‫א‬‫א‬‫א‬ J ٨
 K‫א‬ EF
 K‫א‬ EF
 K‫א‬ EF
 K EF
 W‫א‬‫א‬‫א‬ J ٩
 K‫א‬ EF
 K‫א‬ EF
 K‫א‬‫א‬ EF
 K EF
 W‫א‬ J ١٠
 K EF
 K‫א‬‫א‬ EF
- ١٦٠ -
‫א‬‫א‬  ١٥١  ‫א‬
 ‫א‬‫א‬  ‫א‬‫א‬  
 K EF
 K EF
 ‫א‬W‫א‬‫א‬
 WW١
 K‫א‬‫א‬‫א‬‫א‬‫ א‬J ١
K‫א‬‫א‬‫א‬‫א‬‫א‬‫ א‬J ٢
K‫א‬‫א‬‫א‬‫ א‬J ٣
K‫א‬‫ א‬J ٤
K‫א‬ J ٥
K‫א‬‫ א‬J ٦
K‫א‬‫א‬‫א‬ J ٧
K‫א‬‫א‬‫א‬ J ٨
K‫א‬ J ٩
 K‫א‬‫א‬J ١٠
 J WW٢
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK،KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK،KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬‫א‬‫א‬‫א‬ J ١
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK،KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK،KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬‫א‬‫א‬‫א‬ -٢
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK،KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK،KKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬‫א‬‫א‬ -٣
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK،KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK،KKKKKKKKKKKKKKKKKKKKKKK‫א‬‫א‬‫א‬‫ א‬J ٤
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKW‫א‬‫א‬L‫א‬ J ٥
،KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK،KKKKKKKKKKKKKKKKKKKKKKKK‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ J ٦
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK،KKKKKKKKKKKKKKKKKKKKKKKKKKKKK
W‫א‬‫א‬‫א‬‫א‬ J ٧
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF
- ١٦١ -
‫א‬‫א‬  ١٥١  ‫א‬
 ‫א‬‫א‬  ‫א‬‫א‬  
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF
W‫א‬‫א‬ J ٨
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬‫א‬ J ٩
W‫א‬ J ١٠
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF
W‫א‬‫א‬‫א‬ J ١١
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF
W‫א‬‫א‬‫א‬ J ١٢
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬‫א‬‫א‬‫ א‬J ١٣
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKW‫א‬‫א‬‫א‬‫ א‬J ١٤
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬‫א‬ J ١٥
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‫א‬‫א‬  ١٥١  ‫א‬
 ‫א‬‫א‬  ‫א‬‫א‬  
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK
 J W‫א‬‫א‬ECF‫א‬‫א‬‫א‬E3FW٣
 EF   K‫א‬‫א‬‫א‬‫א‬‫א‬ J ١
EF    K‫א‬‫א‬‫א‬‫א‬‫ א‬J ٢
EF   K‫א‬‫א‬‫א‬‫א‬‫א‬‫ א‬J ٣
EF     K‫א‬‫א‬‫א‬ J ٤
EF     K‫א‬‫א‬‫א‬ J ٥
EF      K‫א‬‫א‬ J ٦
EF     K‫א‬‫א‬‫א‬ J ٧
EF       K‫א‬‫א‬‫ א‬J ٨
EF      K‫א‬‫א‬‫א‬ J ٩
EF    K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ J ١٠

 J W‫א‬‫א‬‫א‬‫א‬‫א‬W٤
 W‫א‬ J ١
 K‫ א‬EF
 K‫א‬ EF
 K‫א‬‫ א‬EF
K‫ א‬EF
 W‫א‬‫א‬‫א‬‫א‬ J ٢
 K‫א‬‫ א‬EF
 K‫א‬‫ א‬EF
 K‫ א‬EF
 K‫ א‬EF
 K‫א‬‫א‬‫א‬‫א‬‫א‬ J ٣
 K‫א‬ EF
 K‫א‬ EF
- ١٦٣ -
‫א‬‫א‬  ١٥١  ‫א‬
 ‫א‬‫א‬  ‫א‬‫א‬  
 K‫א‬K EF
 K EF
 W‫א‬‫א‬‫א‬ J ٤
 K‫א‬‫א‬ EF
 K‫א‬ EF
 K‫א‬ EF
 K‫א‬‫א‬ EF
 W‫א‬‫א‬‫א‬ J ٥
 K‫ א‬EF
 K‫א‬‫ א‬EF
 K‫א‬‫ א‬EF
 K EF
 W‫א‬‫א‬‫א‬‫א‬ J ٦
 K‫א‬ EF
 K‫א‬ EF
 K‫א‬ EF
 K‫א‬ EF
 W‫א‬‫א‬‫א‬‫א‬ J ٧
 K EF
 K EF
 K EF
 K EF
 W‫א‬‫א‬‫א‬‫א‬ J ٨
 K‫א‬‫ א‬EF
 K‫ א‬EF
 K‫א‬ EF
 K EF
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‫א‬‫א‬  ١٥١  ‫א‬
 ‫א‬‫א‬  ‫א‬‫א‬  
 KK‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ J ٩
 K‫א‬ EF
 K‫א‬‫א‬ EF
 K‫א‬ EF
 K EF
 W‫א‬ J ١٠
 K EF
 K‫א‬ EF
 K‫ א‬EF
 K EF
 ‫א‬‫א‬W‫א‬‫א‬
 WW١
 K‫א‬‫ א‬J ١
K‫א‬‫א‬ J ٢
K‫א‬‫א‬‫א‬ J ٣
K‫א‬ J ٤
 J W‫א‬‫א‬ECF‫א‬‫א‬‫א‬E3FW٢
 EF      K‫א‬‫א‬‫א‬‫ א‬J ١
EF      K‫א‬‫א‬ J ٢
 EF   K‫א‬‫א‬‫א‬‫א‬‫ א‬J ٣
EF     K‫א‬‫א‬‫א‬‫א‬‫ א‬J ٤
EF   K‫א‬‫א‬‫א‬‫א‬‫א‬‫ א‬J ٥
EF   K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ J ٦
EF    K‫א‬‫א‬‫א‬‫ א‬J ٧
EF       K‫א‬‫א‬‫א‬ J ٨
EF     K‫א‬‫א‬‫א‬‫א‬‫א‬‫ א‬J ٩
EF    K‫א‬‫א‬‫א‬‫א‬ J ١٠
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‫א‬‫א‬  ١٥١  ‫א‬
 ‫א‬‫א‬  ‫א‬‫א‬  
EF     K‫א‬‫א‬ J ١١
EF   K‫א‬‫א‬‫א‬J ١٢
EF    K‫א‬‫א‬‫א‬‫א‬‫ א‬J ١٣
EF     K‫א‬J ١٤
 J W‫א‬‫א‬‫א‬‫א‬‫א‬W٣
 W‫א‬‫ א‬J ١١
 K‫א‬‫ א‬EF
 K‫א‬ EF
 K‫ א‬EF
K EF
 W‫א‬‫א‬ J ١٢
 K EF
 K EF
 K EF
  EF
 W‫א‬‫א‬‫א‬ J ١٣
 K‫א‬‫א‬‫א‬ EF
 K‫א‬ EF
 K‫א‬L‫א‬ EF
 K EF
 W‫א‬‫א‬‫ א‬J ١٤
 K‫א‬‫א‬ EF
 K‫א‬‫א‬ EF
 K‫א‬‫א‬ EF
  EF
- ١٦٦ -
‫א‬‫א‬  ١٥١  ‫א‬
 ‫א‬‫א‬  ‫א‬‫א‬  
 W‫א‬‫א‬‫א‬ J ١٥
 K‫ א‬EF
 K‫ א‬EF
 K‫ א‬EF
 K EF
 W‫א‬‫א‬‫א‬‫א‬‫ א‬J ١٦
 K‫ א‬EF
 K‫ א‬EF
 K‫ א‬EF
 K EF
 W J ١٧
 K‫א‬L‫א‬ EF
 K‫ א‬EF
 K‫א‬ EF
 K EF
 W‫א‬L‫א‬‫א‬‫א‬ J ١٨
 K  EF
 K EF
 K‫א‬ EF
 K EF
 W‫א‬ J ١٩
 K‫א‬ EF
 K‫א‬‫א‬‫ א‬EF
 K‫א‬‫א‬ EF
 K EF
- ١٦٧ -
‫א‬‫א‬  ١٥١  ‫א‬
 ‫א‬‫א‬  ‫א‬‫א‬  
 W‫א‬‫ א‬J ٢٠
 K‫ א‬EF
 K‫ א‬EF
 K‫ א‬EF
 K EF
 W‫א‬‫א‬ J ٢١
 K ‫א‬ EF
 K‫א‬ EF
 K‫א‬ EF
 K EF
 W‫א‬‫א‬‫א‬‫א‬‫ א‬J ٢٢
 K‫א‬ EF
 K‫א‬‫א‬ EF
 K‫א‬ EF
K‫א‬ EF

 J WW٤
 W‫א‬ J ١
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF
 W‫א‬‫א‬‫א‬ J ٢
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF
- ١٦٨ -
‫א‬‫א‬  ١٥١  ‫א‬
 ‫א‬‫א‬  ‫א‬‫א‬  
 W‫א‬‫א‬‫א‬‫א‬‫א‬ J ٣
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF
 J W‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ J ٤
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF
 J W‫א‬L‫א‬‫א‬‫א‬‫א‬ J ٥
 J W‫א‬‫א‬ J ٦
 W‫א‬‫א‬‫א‬ J ٧
 W‫א‬‫א‬‫א‬ J ٨
- ١٦٩ -
١٥١ ‫א‬
‫א‬‫א‬
‫א‬‫א‬ 
 ‫א‬‫א‬‫א‬W
 W‫ א‬E
K١٩٩٠،‫א‬‫א‬‫א‬،‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬ J ١
K١٩٩٠،‫א‬‫א‬‫א‬،‫א‬،‫א‬،‫א‬ J ٢
K١٩٩٩،‫א‬‫א‬‫א‬،‫א‬،‫א‬‫א‬، J ٣
K٢٠٠١،‫א‬،‫א‬،‫א‬‫א‬‫א‬،‫א‬ J ٤
K١٩٩٨،‫א‬،‫א‬،‫א‬‫א‬، J ٥
،‫א‬  ،‫א‬،‫א‬‫א‬،‫א‬‫א‬W ‫א‬، J ٦
K٩١L١٩٩٢
K١٩٨٩،‫א‬،‫א‬،‫א‬‫א‬W‫א‬،‫א‬ J ٧
،،‫א‬،‫א‬‫א‬‫א‬،‫א‬، J ٨
K١٩٨٠
K،‫א‬‫א‬‫א‬،‫א‬،‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬ J ٩
،‫א‬،‫א‬‫א‬، ‫א‬،‫א‬ J ١٠
K١٩٩٥،
،‫א‬،٢١‫א‬‫א‬‫א‬‫א‬،‫א‬ J ١١
K٢٠٠٠،‫א‬
K١٩٨٩،،‫א‬،‫א‬،‫א‬ J ١٢
K١٩٩٠،‫א‬‫א‬‫א‬،‫א‬،‫א‬‫א‬،‫א‬‫א‬ J ١٣
K١٩٩١،،‫א‬،‫א‬‫א‬،‫א‬ J ١٤
K١٩٩٥،‫א‬،‫א‬،‫א‬‫א‬E١٩٩٥F J ١٥
K٢٠٠١،‫א‬‫א‬،‫א‬،‫א‬‫א‬، J ١٦
K١٩٩٨،‫א‬‫א‬،‫א‬،‫א‬‫א‬‫א‬، J ١٧
K١٩٩٩،‫א‬،‫א‬،‫א‬‫א‬، J ١٨
،،‫א‬،‫א‬‫א‬‫א‬،‫א‬ J ١٩
K٢٠٠٢
K١٩٩٥،‫א‬‫א‬‫א‬،‫א‬،‫א‬‫א‬،‫א‬‫א‬ J ٢٠
،، ‫א‬،‫א‬‫א‬
 ،‫א‬‫א‬،‫א‬‫א‬ J ٢١
K١٩٩٨
- ١٧٠ -
١٥١ ‫א‬
‫א‬‫א‬
‫א‬‫א‬ 
K١٩٩٨،‫א‬،‫א‬،‫א‬‫א‬‫א‬،‫א‬ J ٢٢
K٢٠٠١،‫א‬‫א‬‫א‬،‫א‬،،‫א‬‫א‬،‫א‬ J ٢٣
K٢٠٠٠،‫א‬‫א‬،‫א‬،‫א‬‫א‬‫א‬،‫א‬ J ٢٤
،،‫א‬،‫א‬‫א‬‫א‬‫א‬،،‫א‬ J ٢٥
K١٩٩٠
K١٩٩٧،،‫א‬،‫א‬،‫א‬ J ٢٦
K١٩٩٩،‫א‬‫א‬‫א‬،‫א‬،‫א‬‫א‬، J ٢٧
K١٩٨٤،،‫א‬،‫א‬‫א‬، J ٢٨
‫א‬‫א‬،‫א‬،‫א‬‫א‬،‫א‬‫א‬W
 ‫א‬‫א‬‫א‬،‫א‬‫א‬ J ٢٩
K١٩٩١،‫א‬
،‫א‬،‫א‬،‫א‬‫א‬‫א‬،‫א‬ J ٣٠
K١٩٩٩
،‫א‬  ،‫א‬،‫א‬‫א‬‫א‬،‫א‬،‫א‬ J ٣١
K١٩٩٨
 W‫א‬‫ א‬E

W
 ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬، ‫א‬ J ١
‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬
K١٩٩٩،١٤٧‫א‬،،‫א‬‫א‬
‫א‬،‫א‬‫א‬‫א‬‫א‬،‫א‬ J ٢
٨J ٦‫א‬،‫א‬،‫א‬‫א‬،‫א‬‫א‬
K١٩٩٤
- ١٧١ -
١٥١ ‫א‬
‫א‬‫א‬
‫א‬‫א‬ 
 ‫א‬‫א‬‫א‬W
1- Assael, H., Consumer Behavior and Marketing Action, Kent Publishing

Company Boston 1995.
2- Engel, J. and Bluchwell, A., Consumer Behavior. Tne Dryden, New
York, 1998.
3- Engel, J. F. Kollat, D.T. & Black, E.D. Consumer Behavior. Holt
Rinehart & Winston, Inc., N.Y.,1999.
4- Green, P. and Wind,Y., Multiattrlente Decision in Marleting: A
Measurement Approach The Dryden, Press, N.Y.,2001.
5- Howard, J. A., The Structure of Buyer Benavior in: Forely, J. Howard.
J.A. & Ring, L. eds. Consumer Behavior, Allyn & Bacon.
2000.
6- IBM`spc Comuter is Fulfilling its Promise After a Faltering Start. The
Wall Steet Journal, Dec., 1997.
7- Kotler, P., Mqrketing Management Anslysis: Planning and Contrcl,
Prentice-Hall, London,, 1992.
8- Scott, J., Warsaw, M. & Taylor; J., Intrduction to Marketing
Management. Richard, D. Jrw, N.Inc., Homewood, Illinois,
1991.
9- Sheth, J., A Reviow of Buyer Behavior, Management Science, B., 12,
August,1990.
10- Stanton, William J., Fundamentals of Marketing, McGraw Hill Book Co.,
New York, 1990.
11- Welester, F. and Wind, Y., Organizational Buying Behavior, Prentice-
Hall, Inc. N.Y., 1998.
- ١٧٢ -
١٥١ ‫א‬
‫א‬
‫א‬‫א‬ 
 ‫א‬
 ‫א‬‫א‬W 

‫א‬ ‫א‬
  ‫א‬‫א‬W‫א‬‫א‬
‫א‬W‫א‬‫א‬
٢ ‫א‬W 
٣ ‫א‬‫א‬W 
٥ ‫א‬W 
‫א‬‫א‬‫א‬W‫א‬‫א‬
٧ ‫א‬‫א‬‫א‬‫א‬W 
٩ ‫א‬W 
١١ ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬W 
١٣ ‫؟‬‫א‬W‫א‬‫א‬‫א‬‫א‬‫א‬W ‫א‬
١٣ ‫؟‬‫א‬‫א‬W‫א‬‫א‬W
١٤ ‫؟‬‫א‬W
١٩ ‫א‬‫א‬‫א‬‫א‬‫א‬W
١٦ ‫א‬‫א‬‫א‬‫א‬
١٦ ‫א‬L‫א‬L‫א‬W
٢٠ ‫א‬W 
‫א‬W‫א‬‫א‬
٢٢ ‫א‬‫א‬W
٢٤ ‫؟‬‫א‬‫א‬W
٢٥ ‫א‬W 
٢٥ ‫א‬‫א‬‫א‬W ‫א‬
٢٥ ‫א‬‫א‬‫א‬W
٢٦ ‫א‬‫א‬‫א‬W 
١٥١ ‫א‬
‫א‬
‫א‬‫א‬ 
‫א‬ ‫א‬
٢٦ ‫א‬W 
٣٠ ‫א‬‫א‬‫א‬W 
٣٢ ‫א‬‫א‬‫א‬‫א‬W
٣٢ ‫א‬‫א‬‫א‬W‫א‬
‫א‬‫א‬‫א‬W‫א‬‫א‬‫א‬
٣٦ ‫א‬‫א‬‫א‬W
٣٧ ‫א‬‫א‬‫א‬W
٣٩ ‫א‬‫א‬‫א‬‫א‬‫א‬W
٤٠ ‫א‬‫א‬‫א‬‫א‬‫א‬W‫א‬
٤٢ ‫א‬‫א‬‫א‬‫א‬W
٤٤ ‫א‬‫א‬‫א‬W
١٣٦J ١٢٧ ‫א‬‫א‬‫א‬
 ‫א‬W‫א‬‫א‬
‫א‬W‫א‬‫א‬
٤٦ ‫א‬‫א‬‫א‬
٤٦ ‫א‬W 
٤٧ ‫א‬W 
٤٨ ‫א‬W 
٤٩ ‫א‬W ‫א‬
٥٠ ‫א‬W 
٥١ ‫א‬W 
٥١ ‫א‬W 
١٥١ ‫א‬
‫א‬
‫א‬‫א‬ 
‫א‬W‫א‬‫א‬
٥٩ ‫؟‬‫א‬‫א‬
٥٩ ‫؟‬‫א‬W 
٥٩ ‫א‬‫א‬‫א‬‫א‬W 
٦٠ ‫؟‬‫א‬‫א‬W 
٦١ ‫א‬W ‫א‬
٦٤ ‫א‬‫א‬W 
‫א‬‫א‬W‫א‬‫א‬
٦٧ ‫א‬W 
٦٧ ‫א‬W 
٦٨ ‫א‬‫א‬‫א‬‫א‬W 
٧٠ ‫א‬‫א‬‫א‬W ‫א‬
١٥٧Z١٣٧ ‫א‬‫א‬
 ‫א‬‫א‬W‫א‬‫א‬
‫א‬W‫א‬‫א‬
٧٨ ‫א‬‫א‬W 
٧٨ ‫؟‬‫א‬‫א‬W 
٧٩ ‫؟‬‫א‬‫א‬W 
٧٩ ‫؟‬‫א‬‫א‬W ‫א‬
٨٠ ‫؟‬‫א‬‫א‬W 
٨٠ ‫א‬W 
٨١ ‫א‬‫א‬W 
٨٣ ‫א‬‫א‬W 
‫א‬W‫א‬‫א‬
٨٩ ‫א‬W
٩٢ ‫א‬‫א‬W 
٩٤ ‫א‬‫א‬‫א‬‫א‬W 
١٥١ ‫א‬
‫א‬
‫א‬‫א‬ 
٩٦ ‫א‬‫א‬‫א‬W ‫א‬
 ١٠١  ‫א‬‫א‬W 
 ١٠٢  ‫א‬‫א‬‫א‬W 
  ‫א‬‫א‬W‫א‬‫א‬
 ١١٥  ‫א‬‫א‬‫א‬W 
 ١١٥  ‫א‬‫א‬W
 ١١٦  W‫א‬‫א‬‫א‬‫א‬ E٤F
 ١١٧ ‫א‬‫א‬‫א‬‫א‬‫א‬ E٥F
 W‫א‬
 ١٢١ ‫א‬‫א‬‫א‬‫א‬‫א‬ E٦F
 W‫א‬
١٦٩J ١٥٨  ‫א‬‫א‬
 ١٧٠  ‫א‬‫א‬

 ‫א‬‫א‬W 

‫ א‬ ‫א‬‫א‬‫א‬  ‫א‬ ‫م‬
 ٤  W‫א‬  F ‫א‬     ‫א‬   J ١

 ‫א‬  - ‫א‬ ‫א‬ ‫א‬ ‫א‬    E  
 K‫א‬‫א‬  K‫א‬‫א‬،‫א‬
 ‫א‬  -
 K
 ٨  ‫א‬ ‫ א‬-  W‫א‬‫ א‬ J ٢
 K‫א‬‫א‬ ‫א‬
 ‫א‬   -  K
 K‫א‬
١٥١ ‫א‬
‫א‬
‫א‬‫א‬ 
‫ א‬ ‫א‬‫א‬‫א‬  ‫א‬ ‫م‬
 ٦  ‫א‬ ‫א‬  -  W‫א‬‫ א‬ J ٣

 ‫א‬   ‫א‬‫א‬
 K‫א‬  K‫א‬‫א‬

 ١٢    -  W‫ א‬ J ٤

‫א‬   ‫א‬‫א‬
 K‫א‬        
‫א‬   -  ‫א‬‫א‬‫א‬
K‫א‬‫א‬
‫א‬  ‫א‬  -
 ‫א‬

 W‫א‬‫א‬W 


‫א‬  ‫א‬‫א‬
‫א‬
 ٣  ‫א‬‫א‬‫א‬‫א‬ J ١
 ١٠  ‫א‬‫א‬ J ٢
 ٣٧  ‫א‬‫א‬ J ٣
 ٦١  ‫א‬‫א‬ J ٤
 ٦٢  ‫א‬ J ٥
 ٦٥  SWOT‫א‬‫א‬ J ٦
 ٧١  ‫א‬ J ٧
 ٨٢ ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ J ٨

١٥١ ‫א‬
‫א‬
‫א‬‫א‬ 
 ‫א‬W 


‫א‬  ‫א‬‫א‬
‫א‬
 ٧  ‫א‬ J ١
 ٣٦  ‫א‬‫א‬ J ٢
 ٤٩  ‫א‬‫א‬‫א‬‫א‬ J ٣
 ٥١  ‫א‬ J ٤
 ٧٢  ‫א‬‫א‬‫א‬‫א‬ J ٥
 ٧٣  ‫א‬‫א‬ J ٦
 ٧٤  ‫א‬‫א‬ J ٧

 ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫א‬E‫א‬F‫א‬‫א‬
GOTEVOT appreciates the financial support provided by BAE SYSTEMS

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 ‫א‬‫א‬‫א‬

‫ﻣﻦ دواﻓﻊ وﺗﺼﺮﻓﺎت اﻟﻤﺴﻨﻬﻠﻚ‬

‫א‬ ‫א‬ ‫א‬

١٠٠٠ ‫ﻣﺒﻴﻌﺎﺕ ﺍﻟﺸﺮﻛﺎﺕ ﺍﻟﻤﻨﺎﻓﺴﺔ‬

‫ﻣﺒﻴﻌ ﺎت اﻟﺸ ﺮآﺎت اﻟﻤﻨﺎﻓﺴ ﺔ‬

‫א‬‫א‬‫א‬ ‫א‬ EF

 ‫؟‬‫א‬‫א‬  K‫א‬  K‫א‬

K‫א‬ K‫א‬‫ א‬E٥

   ‫א‬‫א‬  ‫א‬ ‫א‬

١٠٠٠ ‫ﻣﺒﻴﻌﺎﺕ ﺍﻟﺸﺮﻛﺎﺕ ﺍﻟﻤﻨﺎﻓﺴﺔ‬

‫ﻣﺒﻴﻌﺎت اﻟﺸﺮآﺎت اﻟﻤﻨﺎﻓﺴﺔ‬

 ‫א‬‫א‬‫א‬‫א‬‫א‬‫ א‬J ٢

1- Assael, H., Consumer Behavior and Marketing Action, Kent Publishing

 ٤  W‫א‬  F ‫א‬     ‫א‬   J ١

‫ א‬ ‫א‬‫א‬‫א‬  ‫א‬ ‫م‬

 ٦  ‫א‬ ‫א‬  -  W‫א‬‫ א‬ J ٣

 ١٢    -  W‫ א‬ J ٤

GOTEVOT appreciates the financial support provided by BAE SYSTEMS

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