دراسة السوق

 ‫א‬‫א‬‫א‬ ã¹]...

Author: المؤسسة العامة للتعليم الفني و التدريب المهني-المملكة العربية السعودية

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 ‫א‬‫א‬‫א‬ ã¹]
 ‫א‬‫א‬

١٥١

‫א‬

١٥١

‫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 ã¹]
‫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

-٥-

‫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

     

  

 

-٦-

‫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 -٨-

‫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

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 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، -٩-

‫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

- ١٠ -

 

   

 ‫א‬

 ‫א‬،‫א‬،‫א‬‫ א‬ ‫א‬  ‫א‬‫א‬،‫א‬‫א‬،‫א‬

 

 ‫א‬

 

 

‫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 - ١١ -

‫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

- ١٢ -

‫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 - ١٣ -

‫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 - ١٤ -

‫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

- ١٥ -

‫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 - ١٦ -

‫א‬‫א‬

١٥١

‫א‬

‫א‬‫א‬

‫א‬‫א‬



 W‫א‬‫א‬ ‫א‬ ‫א‬    ‫א‬  ‫א‬ ‫א‬   W 

 K‫א‬

K 

‫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 

،‫א‬‫א‬،‫א‬‫א‬،‫א‬

K 

‫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

- ١٧ -

‫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 

- ١٩ -

‫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

−

 K   ‫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‫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  Market Segmentation‫א‬

 W 

 ‫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 - ٣٢ -

‫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 

- ٣٣ -

‫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

- ٣٤ -

‫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‫א‬‫א‬

•

 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬

•

 K‫א‬‫א‬‫א‬‫א‬‫א‬W‫א‬

•

 K‫א‬‫א‬‫א‬

 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬  K‫א‬‫א‬‫א‬

• • •    

   

- ٣٥ -

‫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  

‫ﻋﻭﺍﻤل‬

‫ﻣﺼ ﺎدر اﻟﻘ ﻮة‬ ‫واﻟﻀﻌﻒ ﻟﻠﻤﻨﻈﻤﺔ‬ ‫ﻣﻌﻴﺎر اﻟﺘﺼﻔﻴﺔ‬ ‫اﻟﻤﻨﺘﺞ أو ﺧﺪﻣﺔ‬

 ‫اﻟﻔﺮص‬ ‫اﻟﺘﺴﻮﻳﻘﻴﺔ‬

‫اﻹدارة‬  ‫أهﺪاف‬ ‫اﻟﻌﻠﻴﺎ‬

  

‫ﺘﻘﻴﻴﻡ‬

 ‫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 ،    - ٣٦ -

‫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  

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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‫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

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 ‫א‬‫א‬‫א‬ ã¹]
‫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

- ٤٦ -

‫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

‫א‬

‫اﻟﻤﺤﻴﻄﺔ‬

‫ﻧﻈﺎم‬ ‫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.‫ ﺗﺤﺮﻳﺮ وﺗﺤﻠﻴﻞ اﻟﻤﻌﻠﻮﻣﺎت‬.‫ ﻣﺘﺎﺑﻌﺔ وﺗﺠﺪﻳﺪ اﻟﻤﻌﻠﻮﻣﺎت‬.‫ ﺣﻔﻆ وﺗﺴﺠﻴﻞ‬-





 ‫א‬

 ‫א‬

 ‫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‫א‬‫א‬‫א‬،‫א‬

K 

 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‫א‬‫א‬‫א‬

K 

K‫א‬‫א‬،‫א‬ ‫א‬ ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬

K 

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 ‫א‬‫א‬‫א‬ ‫א‬  ‫א‬

EF

،‫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

‫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  K‫א‬‫א‬

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‫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 ‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬  ‫א‬

EF

‫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



٪٣٣H

٨

٪٢٥J

١٥

٪٢٧J

٨

  ‫א‬       ‫א‬  K‫א‬ K‫א‬‫א‬‫א‬‫א‬ ‫א‬  ‫א‬  ‫א‬ ‫א‬   ‫א‬ 

K‫א‬‫א‬

‫א‬ ‫א‬ ‫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 - ٦٣ -

‫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



J

G

GGG

GGG

GG

G

GGG

GGG

GGG

‫א‬  ‫א‬ STRENGTHS

 ‫א‬

 WEAKNESSES  ‫א‬‫א‬‫א‬ OPPORTUNITIES

 ‫א‬‫א‬‫א‬‫א‬  THREATS  ‫א‬    ،   ‫א‬ ‫א‬      J GGG

GG

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 K‫א‬‫א‬‫א‬‫א‬

- ٦٧ -

٢

‫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

‫اﻟﻤﺒﻴﻌﺎت‬

 KE٧F‫א‬

١٢٠٠

‫ﻣﺒﻴﻌﺎﺕ ﺍﻟﺸﺮﻛﺎﺕ ﺍﻟﻤﻨﺎﻓﺴﺔ‬

١٠٠٠ 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 ١٢٠٠

‫اﻟﻤﺒﻴﻌ ﺎت‬

‫ﻣﺒﻴﻌ ﺎت اﻟﺸ ﺮآﺔ‬

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 ‫اﻟﻤﻨﺎﻓﺴﻴﻦ‬ 70%



  E٧F



‫א‬‫א‬  W‫א‬‫א‬

 K‫א‬E٪٣٠F‫א‬  K‫א‬E٪٧٠F‫א‬

- ٧٤ -

J ١

J ٢



‫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 ã¹]
‫א‬‫א‬

 ‫א‬‫א‬

‫א‬‫א‬

٣

‫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

•

‫א‬‫א‬‫א‬‫א‬

•

  ‫א‬ ‫א‬   ‫א‬‫א‬  ‫א‬ ‫א‬

•

 K

 K‫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 - ٧٩ -

‫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

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‫א‬‫א‬

١٥١

‫א‬

‫א‬‫א‬

‫א‬‫א‬



 E٨F  ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬ E١ ،‫א‬‫א‬

 ‫א‬‫א‬

 ‫א‬

‫ א‬E١ ‫א‬‫ א‬E١  K‫א‬‫א‬‫א‬

 K‫א‬

‫א‬‫א‬‫א‬

  E٢  E٢

‫א‬ E٢

 K‫א‬

 K‫א‬

‫א‬‫א‬‫א‬‫ א‬E٣ ‫א‬‫א‬‫א‬‫א‬ E٣

‫א‬‫א‬

‫א‬‫א‬

 K‫א‬



‫א‬‫א‬‫א‬

 K‫א‬

‫א‬‫א‬‫א‬‫א‬

 K



‫א‬‫א‬،‫א‬

‫א‬‫א‬‫א‬‫א‬‫א‬ E٥

‫א‬‫א‬ E٤

‫ א‬E٦

 K‫א‬



 K‫א‬‫א‬

 K،‫א‬

‫א‬‫ א‬E٤ ‫א‬‫ א‬E٥

‫ א‬E٣  ‫א‬‫א‬

‫א‬‫א‬‫ א‬E٤

 K‫א‬‫א‬‫א‬  K

 K‫א‬

‫א‬ E٦ K



 ‫א‬‫א‬

‫א‬

‫א‬

 

 K

‫א‬‫א‬‫ א‬E٥ ‫א‬‫א‬‫א‬

 K‫א‬

‫ א‬E٦ K‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬W  E٢ ‫א‬‫ א‬E٢  ‫؟‬‫א‬‫א‬

 K‫א‬

 K‫א‬

 K‫א‬

 ‫א‬‫ א‬E١

‫א‬‫א‬‫ א‬E٢  K‫א‬

،‫א‬،‫א‬ E٣ ‫א‬ E٣

E  ‫א‬‫א‬F‫א‬‫א‬ E٣

‫א‬ E٤ K‫א‬‫א‬ E٤

 ‫א‬‫ א‬E٤

K‫א‬

- ٨٢ -

 K‫א‬

K‫א‬‫ א‬E٥

‫א‬

 K‫א‬‫ א‬E١



 K‫א‬‫א‬ E١

١٥١

‫א‬

‫א‬‫א‬

‫א‬‫א‬



 

 ‫א‬‫א‬

 ‫א‬

‫א‬‫א‬ ‫ א‬E١F  E١F ‫א‬

E١F

  ‫א‬ E٢F

E٢F

 

 K‫א‬

 K‫א‬

 K‫א‬

 K‫א‬ E٢F

KK‫א‬

 K‫א‬‫ א‬E٣F 

 ‫؟‬‫א‬ E٣F  E٤F ‫א‬‫א‬‫א‬‫א‬ E٤F

 K‫א‬

 K

 K‫א‬

 K‫א‬

E٣F E٤F

‫א‬

‫א‬‫א‬‫א‬

‫א‬‫א‬





 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  ‫א‬‫א‬ ‫א‬    ‫א‬   ‫א‬ ‫א‬  

E١F

 ‫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 ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬

E٢F

‫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  W‫א‬‫א‬

E٣F

–‫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

- ٨٥ -

‫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

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‫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

J

‫א‬‫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 ‫א‬ ، ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬

E١F

 W

 K‫א‬‫א‬‫א‬‫א‬

K 

 K‫א‬

K 

 K‫א‬‫א‬‫ א‬K

،‫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 ‫א‬‫א‬‫א‬‫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  K‫א‬   W‫א‬ ،‫א‬‫א‬‫א‬‫א‬‫א‬  ‫א‬‫א‬‫א‬

E٣F

 ‫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 ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬

E٤F

‫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 - ٩٩ -

‫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  ‫א‬‫א‬‫א‬‫א‬

E٥F

‫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

E٦F

‫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 ‫א‬‫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 K ‫א‬

 K‫א‬‫א‬‫א‬‫א‬

 W‫א‬‫א‬‫א‬‫א‬  ،‫א‬‫א‬‫א‬‫א‬‫א‬

E٨F

‫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 

- ١٠١ -

‫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

- ١٠٢ -

‫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

 

     

- ١٠٣ -

‫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

‫א‬‫א‬‫א‬  ‫א‬‫א‬

E٤F

 K‫א‬‫א‬‫א‬‫א‬

 K‫א‬

 K‫א‬، - ١٠٥ -

E٣F

E٥F

‫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

 K‫א‬

E٧F

  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

٢٠٠

‫א‬

٢٢

٩٠٠

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



‫اﻟﻤﺒﻴﻌﺎت‬



١٢٠٠

‫ﻣﺒﻴﻌﺎﺕ ﺍﻟﺸﺮﻛﺎﺕ ﺍﻟﻤﻨﺎﻓﺴﺔ‬

١٠٠٠ 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

‫ﻣﺒﻴﻌﺎت اﻟﺸﺮآﺔ‬

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 ‫ﻣﺒﻴﻌﺎت اﻟﺸﺮآﺔ‬ 30%

‫ﻣﺒﻴﻌﺎت‬ ‫اﻟﻤﻨﺎﻓﺴﻴﻦ‬ 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

  ‫א‬    ‫א‬  ‫א‬ ‫א‬ ‫א‬   

J ٣

 ‫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

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‫א‬‫א‬

١٥١

‫א‬

‫א‬‫א‬

‫א‬‫א‬



 W‫א‬‫א‬‫א‬●  K‫א‬‫א‬‫א‬‫• א‬

 K‫א‬‫א‬‫א‬‫א‬‫א‬

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‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬

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‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬

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‫א‬‫א‬‫א‬‫א‬‫א‬

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‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬

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 K‫א‬‫א‬‫א‬‫א‬  K‫א‬‫א‬‫א‬‫א‬

 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬  K‫א‬‫א‬‫א‬‫א‬

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،‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬،‫א‬

 K‫א‬‫א‬

‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬

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K‫א‬‫א‬‫א‬‫א‬

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 K‫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

 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 - ١١٦ -

‫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 - ١١٧ -

‫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

- ١١٨ -

‫א‬‫א‬

١٥١

‫א‬

‫א‬‫א‬

‫א‬‫א‬



 W‫א‬‫א‬‫א‬G  K‫א‬‫א‬

 K‫א‬

EF

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‫א‬‫א‬‫א‬

EF

 ‫א‬‫א‬

EF

 K‫א‬،‫א‬‫א‬‫א‬

EF

 W‫א‬‫א‬‫א‬G

 ‫א‬‫א‬‫א‬‫א‬

EF

 ‫א‬‫א‬‫א‬

EF

 ‫א‬‫א‬‫א‬

EF

 K‫א‬‫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

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‫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

EF

 ‫א‬‫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

 ‫א‬

EF

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

 ‫א‬

EF

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 ‫א‬‫א‬‫א‬

 ١٥١

‫א‬

‫א‬‫א‬

 ‫א‬W‫א‬‫א‬



 WW١  K‫א‬

J 

 ‫א‬‫א‬

J 

 ‫א‬‫א‬

J 

 W W٢

‫א‬‫א‬‫א‬‫א‬

 W‫א‬،L

K

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K١

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K٢  KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K٣

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K٤

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K٥  KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K٦

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K٧

 W‫א‬‫א‬ K   KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K١

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K٢  KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K٣

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K٤

- ١٢٧ -

‫א‬‫א‬ ‫א‬‫א‬‫א‬

 ١٥١

‫א‬

‫א‬‫א‬



 W‫א‬‫א‬‫א‬‫א‬

K

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K١

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K٢  KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K٣

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K٤  J W‫א‬‫א‬

K

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K١

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K٢  KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K٣

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K٤

 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 ‫א‬‫א‬‫א‬

 ١٥١

‫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

‫א‬‫א‬‫א‬‫א‬‫א‬

K١

‫א‬‫א‬

K٢

‫א‬‫א‬

K٣

 J W W٢

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬

K٤

‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬

K٥

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬

K٦

K‫א‬‫א‬KKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬‫א‬‫א‬

K٧

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬‫א‬‫א‬

K٩

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

KKKKKKKKKKKKKKKK،KKKKKKKKKKKKKKKKK،KKKKKKKKKKKKKK‫א‬‫א‬‫א‬‫א‬

K٨

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













 EF











 ‫א‬‫א‬

 EF







 ‫א‬‫א‬‫א‬

 EF





‫א‬‫א‬ 



 EF







‫א‬‫א‬‫א‬‫א‬

 EF

 EF  EF



 





‫א‬‫א‬

‫א‬‫א‬‫א‬‫א‬‫א‬



‫א‬‫א‬

 ‫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

 K

K

 W‫א‬‫א‬‫א‬ J ٢  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 ‫א‬‫א‬‫א‬

 ١٥١

‫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

K‫א‬‫א‬

W١

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

EF





 K‫א‬‫א‬‫א‬‫א‬‫א‬

K‫א‬‫א‬‫א‬‫א‬‫א‬

K١

EF

EF









 K‫א‬‫א‬‫א‬

K٣

K٤

EF





K٥

EF





EF





 K‫א‬‫א‬‫א‬‫א‬‫א‬

K‫א‬‫א‬‫א‬‫א‬‫א‬ 





 K‫א‬‫א‬‫א‬

 K‫א‬‫א‬‫א‬

EF



 K‫א‬‫א‬‫א‬‫א‬

EF





EF K‫א‬‫א‬‫א‬‫א‬،‫א‬،‫א‬‫א‬

K٢

K٦

K٧

K٨ K٩

K‫א‬‫א‬‫א‬ K١٠

- ١٣٢ -

‫א‬‫א‬ ‫א‬‫א‬‫א‬

 ١٥١

‫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

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

K

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K  KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K

J W‫א‬‫א‬‫א‬‫א‬‫א‬  KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬

K

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬ K

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬ K

J W‫א‬‫א‬  KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK  KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK  KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

J W‫א‬‫א‬‫א‬

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

K

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K  KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K - ١٣٣ -

‫א‬‫א‬ ‫א‬‫א‬‫א‬

 ١٥١

‫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‫ א‬K٢



K‫א‬‫א‬‫א‬‫א‬ K٣

EF





EF





EF EF

EF



 K‫א‬‫א‬‫א‬‫א‬‫א‬‫ א‬K١









 K‫א‬‫א‬ K٤







K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫ א‬K٦

 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫ א‬K٨

 K‫א‬‫א‬‫א‬‫א‬‫ א‬K٥

EF





K‫א‬‫א‬‫א‬‫א‬‫א‬ K٧

EF







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  K‫א‬

K

K١

 K‫א‬ K

 K‫א‬ K

 KL‫א‬ K W‫א‬‫א‬‫א‬  K‫א‬‫א‬

K

 K‫א‬‫א‬‫א‬ K

- ١٣٥ -

K٢

‫א‬‫א‬ ‫א‬‫א‬‫א‬

 ١٥١

‫א‬

‫א‬‫א‬



 K‫א‬‫א‬‫א‬‫א‬ K  K K

W‫א‬‫א‬‫א‬‫א‬  K‫א‬‫א‬‫א‬‫א‬‫א‬

K٣

K

 K‫א‬‫א‬‫א‬ K

 K‫א‬‫א‬ K  K K

W‫א‬‫א‬‫א‬  K‫א‬‫א‬

K٤

K

 K‫א‬‫א‬‫א‬ K

 K‫א‬‫א‬ K

 K‫א‬‫א‬ K W‫א‬‫א‬‫א‬‫א‬‫א‬  K‫א‬‫א‬‫א‬

K

K٥

 K‫א‬ ‫א‬ K

 K‫א‬‫א‬ K

 K‫א‬L‫א‬‫א‬‫א‬ K W‫א‬‫א‬‫א‬  K‫א‬‫א‬

K

 K‫א‬‫א‬ K  K‫א‬‫א‬‫א‬ K  K‫א‬

- ١٣٦ -

K

K٦

‫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

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K 

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K 

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K 

 W‫א‬ J ٢

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

K 

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K

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

K 

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

K 

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

K 

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 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

K 

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

K

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

K 

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

K 

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

- ١٣٧ -

K 

‫א‬‫א‬

١٥١

‫א‬

‫א‬

‫א‬‫א‬



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K 

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

K 

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K 

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

K 

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

K 

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

K 

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K  KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

K 

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KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

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K 

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K 

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K 

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K ‫א‬ J ٨

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

K 

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K 

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K 

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K 

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK - ١٣٨ -

K

‫א‬‫א‬

١٥١

‫א‬

‫א‬

‫א‬‫א‬



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K

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

K

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 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



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

‫א‬‫א‬ J ٤

EF





 ‫א‬‫א‬ J ٥

EF

‫א‬ J ٧

EF

EF



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‫א‬ J ٣

‫א‬‫א‬‫א‬ J ٦

EF ‫א‬ J ٨ EF

‫א‬ J ٩

EF





‫א‬J ١٠

EF





‫א‬‫א‬‫א‬J ١٢

EF ‫א‬‫א‬‫א‬J ١١

EF  ‫א‬‫א‬‫א‬‫א‬‫א‬J ١٣

EF



EF

‫א‬‫א‬‫א‬ J ١٦

EF







‫א‬‫א‬‫א‬J ١٤

 ‫א‬‫א‬‫א‬J ١٥

EF



 



EF





‫א‬‫א‬J ١٩

EF



 ‫א‬‫א‬‫א‬J ١٧  ‫א‬‫א‬‫א‬‫א‬‫א‬J ١٨

- 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 



K 

‫א‬ K

- ١٤١ -

‫א‬‫א‬

١٥١

‫א‬

‫א‬

‫א‬‫א‬



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 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK  KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K‫א‬‫א‬ J ٢

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK  KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK K‫א‬ J ٣

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 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

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 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

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 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

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 J W‫א‬‫א‬ECF‫א‬‫א‬‫א‬E3FW٣

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 EF

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 EF



L‫א‬‫א‬‫א‬ J ٧

EF



‫א‬‫א‬‫א‬ J ٩

 EF‫א‬‫א‬‫א‬‫א‬ J ٨  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

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‫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

 - ١٤٦ -

‫א‬‫א‬

١٥١

‫א‬

‫א‬

‫א‬‫א‬



 WW٥ K‫א‬

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KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK  KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK  ??‫א‬

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KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK  K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬

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KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK  KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK  K‫א‬

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KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK  KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK  KE‫א‬F‫א‬‫א‬‫א‬‫א‬

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KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK  K

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KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK  K‫א‬‫א‬

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KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK  KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

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‫א‬‫א‬

١٥١

‫א‬

‫א‬

‫א‬‫א‬



 K‫א‬‫א‬L‫א‬‫א‬‫א‬‫א‬

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 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK  K‫א‬ -١٠

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 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

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J ٢

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK - ١٤٨ -

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J ١

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J ٢

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

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J ٢

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J ٣

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J ٤

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J ٢

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J ٣

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J ٤

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J ٢

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

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J ٣

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

J ٤

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK - ١٥٢ -

‫א‬‫א‬

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

J ٥ KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

J ٦

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J ٧

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J ٢

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J ٣

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 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

J ٤ KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK  W‫א‬‫א‬‫א‬‫א‬L٩

J ١

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- ١٥٣ -

‫א‬‫א‬

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J ٣

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J ٤

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 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK  KEF

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- ١٥٤ -

‫א‬‫א‬

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

 ‫א‬‫א‬‫א‬‫א‬J ١٦

 KEF





 KEF





‫א‬‫א‬‫א‬‫א‬‫א‬J ١٨

 KEF





 KEF







٪١٠٠‫א‬‫א‬‫א‬J ١٧

‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬J ١٩ ‫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 

- ١٥٥ -

‫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–  - ١٥٦ -

‫א‬‫א‬

١٥١

‫א‬

‫א‬

‫א‬‫א‬



 W‫א‬‫א‬‫א‬J ١٠  K‫א‬–

 KJ   KJ   K–

- ١٥٧ -

‫א‬‫א‬  ‫א‬‫א‬

 ١٥١

 ‫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 J ٣

K‫א‬‫א‬‫א‬‫א‬‫א‬ J ٥

EF

EF









K‫א‬‫א‬‫א‬ J ٢





K‫א‬‫א‬‫א‬‫ א‬J ٤

EF







EF





K‫א‬‫א‬‫א‬ J ٦

EF

 

 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ J ٨







EF









EF EF



 K‫א‬‫א‬‫א‬‫א‬‫א‬ J ٧ K‫א‬‫א‬ J ٩ 

 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  ‫א‬‫א‬

 ١٥١

 ‫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

 K‫א‬ EF

J ١

 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

 K‫א‬‫א‬‫א‬ EF

 K‫א‬‫א‬‫ א‬EF  K‫א‬ EF

 K‫א‬ EF

- ١٥٩ -

J ٤

‫א‬‫א‬  ‫א‬‫א‬

 ١٥١

 ‫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  ‫א‬‫א‬

 ١٥١

 ‫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 - ١٦١ -

EF

‫א‬‫א‬  ‫א‬‫א‬

 ١٥١

 ‫א‬

 ‫א‬‫א‬

 

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

EF

W‫א‬‫א‬ J ٨

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

EF

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

EF

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

EF

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬‫א‬ J ٩ W‫א‬ J ١٠

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

EF

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

EF

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

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

EF

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬‫א‬‫א‬‫ א‬J ١٣

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKW‫א‬‫א‬‫א‬‫ א‬J ١٤

 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬‫א‬ J ١٥ - ١٦٢ -

‫א‬‫א‬  ‫א‬‫א‬

 ١٥١

 ‫א‬

 ‫א‬‫א‬

 

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK  EF

 J W‫א‬‫א‬ECF‫א‬‫א‬‫א‬E3FW٣ 

 K‫א‬‫א‬‫א‬‫א‬‫א‬ J ١

EF





EF





K‫א‬‫א‬‫א‬‫א‬‫ א‬J ٢

K‫א‬‫א‬‫א‬‫א‬‫א‬‫ א‬J ٣







 K‫א‬‫א‬‫א‬ J ٤

EF









 K‫א‬‫א‬‫א‬ J ٥





EF











K‫א‬‫א‬‫א‬ J ٧



EF









 K‫א‬‫א‬‫א‬ J ٩

EF

EF

EF







EF



 

 

K‫א‬‫א‬ J ٦  K‫א‬‫א‬‫ א‬J ٨

 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  ‫א‬‫א‬

 ١٥١

 ‫א‬

 ‫א‬‫א‬

 

 K‫א‬K EF  K EF

 W‫א‬‫א‬‫א‬  K‫א‬‫א‬

J ٤

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 - ١٦٤ -

‫א‬‫א‬  ‫א‬‫א‬

 ١٥١

 ‫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











EF









 K‫א‬‫א‬ J ٢

EF







 K‫א‬‫א‬‫א‬‫א‬‫ א‬J ٤

 EF



K‫א‬‫א‬‫א‬‫ א‬J ١

 K‫א‬‫א‬‫א‬‫א‬‫ א‬J ٣

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









EF









EF











K‫א‬‫א‬‫א‬ J ٨

K‫א‬‫א‬‫א‬‫א‬‫א‬‫ א‬J ٩

K‫א‬‫א‬‫א‬‫א‬ J ١٠ - ١٦٥ -

‫א‬‫א‬  ‫א‬‫א‬



 ١٥١

 ‫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

 

EF

 K‫א‬‫א‬

- ١٦٦ -

EF

‫א‬‫א‬  ‫א‬‫א‬

 ١٥١

 ‫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

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‫א‬‫א‬  ‫א‬‫א‬

 ١٥١

 ‫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

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF

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‫א‬‫א‬  ‫א‬‫א‬

 ١٥١

 ‫א‬

 ‫א‬‫א‬

 

 W‫א‬‫א‬‫א‬‫א‬‫א‬ J ٣ KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF

 J W‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ J ٤

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF

 J W‫א‬L‫א‬‫א‬‫א‬‫א‬ J ٥

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF  J W‫א‬‫א‬ J ٦

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF

 W‫א‬‫א‬‫א‬ J ٧

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF  W‫א‬‫א‬‫א‬ J ٨

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK EF

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‫א‬‫א‬

١٥١

‫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 -

‫א‬‫א‬

١٥١

‫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



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‫א‬‫א‬

١٥١

‫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, PrenticeHall, Inc. N.Y., 1998.

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‫א‬

١٥١

‫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

٧

‫א‬W  ‫א‬‫א‬‫א‬W‫א‬‫א‬

‫א‬‫א‬‫א‬‫א‬W 

٩

‫א‬W 

١١

‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬W 

١٣

١٣

١٤

‫؟‬‫א‬W‫א‬‫א‬‫א‬‫א‬‫א‬W ‫א‬ ‫؟‬‫א‬‫א‬W‫א‬‫א‬W

‫؟‬‫א‬W

١٩

‫א‬‫א‬‫א‬‫א‬‫א‬W

١٦

‫א‬L‫א‬L‫א‬W

٢٠

‫א‬W 

١٦

‫א‬‫א‬‫א‬‫א‬

‫א‬W‫א‬‫א‬

٢٢

‫א‬‫א‬W

٢٥

‫א‬W 

٢٤

‫؟‬‫א‬‫א‬W

٢٥

‫א‬‫א‬‫א‬W ‫א‬

٢٥

‫א‬‫א‬‫א‬W

٢٦

‫א‬‫א‬‫א‬W 

‫א‬

‫א‬

٢٦

٣٠

١٥١

‫א‬

‫א‬‫א‬



‫א‬

‫א‬W  ‫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

٣٩

‫א‬‫א‬‫א‬‫א‬‫א‬W

٤٠

‫א‬‫א‬‫א‬‫א‬‫א‬W‫א‬

٤٤

‫א‬‫א‬‫א‬W

٣٧

٤٢

١٣٦J ١٢٧

‫א‬‫א‬‫א‬W

‫א‬‫א‬‫א‬‫א‬W ‫א‬‫א‬‫א‬

 ‫א‬W‫א‬‫א‬ ٤٦

‫א‬W‫א‬‫א‬

‫א‬‫א‬‫א‬

٤٦

‫א‬W 

٤٧

‫א‬W 

٤٩

‫א‬W ‫א‬

٥١

‫א‬W 

٤٨

٥٠

٥١

‫א‬W 

‫א‬W 

‫א‬W 

‫א‬

٥٩ ٥٩

١٥١

‫א‬

‫א‬‫א‬



‫א‬W‫א‬‫א‬

‫؟‬‫א‬‫א‬ ‫؟‬‫א‬W 

٥٩

‫א‬‫א‬‫א‬‫א‬W 

٦١

‫א‬W ‫א‬

٦٤

‫א‬‫א‬W 

٦٠

٦٧ ٦٧

‫؟‬‫א‬‫א‬W 

‫א‬‫א‬W‫א‬‫א‬

‫א‬W 

‫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 

٧٩

‫؟‬‫א‬‫א‬W 

٧٨

‫؟‬‫א‬‫א‬W 

٧٩

‫؟‬‫א‬‫א‬W ‫א‬

٨٠

‫؟‬‫א‬‫א‬W 

٨١

‫א‬‫א‬W 

٨٣

‫א‬‫א‬W 

٨٠

٨٩

‫א‬W 

‫א‬W‫א‬‫א‬

‫א‬W

٩٢

‫א‬‫א‬W 

٩٤

‫א‬‫א‬‫א‬‫א‬W 

‫א‬

١٥١

‫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

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

 ٤

 ‫א‬  - ‫א‬ ‫א‬ ‫א‬ ‫א‬    E    K‫א‬‫א‬ 

‫א‬

 K‫א‬‫א‬،‫א‬

 -

 K  ٨

 ‫א‬ ‫ א‬ K‫א‬‫א‬  ‫א‬    K‫א‬

 W‫א‬‫ א‬ J ٢ ‫א‬  K

‫א‬

١٥١

‫א‬

‫א‬‫א‬



‫ א‬ ‫א‬‫א‬‫א‬  ٦

 ‫א‬

‫م‬

 W‫א‬‫ א‬ J ٣

 ‫א‬ ‫א‬   ‫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



‫א‬

١٥١

‫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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