首页 SPACE矩阵在XX公司中的研究应用完稿毕业论文

SPACE矩阵在XX公司中的研究应用完稿毕业论文

举报
开通vip

SPACE矩阵在XX公司中的研究应用完稿毕业论文北方工业大学毕业论文 目 录 1前言 11战略地位与行动能力评估(SPACE)矩阵的基本理论 1.1战略地位与行动评估(SPACE)矩阵的概念 1 1.2战略地位与行动评估矩阵(SPACE)的研究现状 2 2北京XX有限公司的概况 3 2.1公司简介 3 2.2企业发展历程及现状 4 3XX有限公司的外部环境与战略要素分析及评价 6 3.1全国花卉行业市场状况分析 7 3.2XX有限公司的外部环境与市场分析 7 3.3XX公司外部环境分析 11 4XX有限公司的内部战略地位分析及评价 13 ...

SPACE矩阵在XX公司中的研究应用完稿毕业论文
北方工业大学毕业论文 目 录 1前言 11战略地位与行动能力评估(SPACE)矩阵的基本理论 1.1战略地位与行动评估(SPACE)矩阵的概念 1 1.2战略地位与行动评估矩阵(SPACE)的研究现状 2 2北京XX有限公司的概况 3 2.1公司简介 3 2.2企业发展历程及现状 4 3XX有限公司的外部环境与战略要素 分析 定性数据统计分析pdf销售业绩分析模板建筑结构震害分析销售进度分析表京东商城竞争战略分析 及评价 6 3.1全国花卉行业市场状况分析 7 3.2XX有限公司的外部环境与市场分析 7 3.3XX公司外部环境分析 11 4XX有限公司的内部战略地位分析及评价 13 4.1XX有限公司内部环境分析 13 4.2XX有限公司内部战略要素分析及评价 13 5XX有限公司的发展战略选择…………………….... 16 结论 17 致谢 18 HYPERLINK \l "_主要文献参考" 主要参考文献 19 HYPERLINK \l "_外文文献译文及原文" 外文文献译文及原文 21 前言 在当今企业环境因素越来越多、越来越复杂多变,竞争越来越激烈的时代,战略管理作为高层管理人员的活动内容,越来越显示出它在企业管理中的重要性。对大多数中小型企业而言,制定适合自身情况的发展战略是最根本的一件大事。 1战略地位与行动评估(SPACE)矩阵的基本理论 1.1战略地位与行动评估(SPACE)矩阵的概念 SPACE矩阵的全称是战略地位与行动评价矩阵(Strategic Position and Action Evaluation Matrix,简称SPACE矩阵)[1],是80年代来首先由美国哈佛单雪原的H.Rowe和R.Mason教授发明,接着在其他国家流行起来的一种战略管理的有效手段。 在SPACE矩阵分析中,通过定量分析,建立的数学模型,从而确定一个单位当前所处的战略地位和应该采取何种行动的一种 方法 快递客服问题件处理详细方法山木方法pdf计算方法pdf华与华方法下载八字理论方法下载 。在SWOT分析的基础上,通过确定两组具体反映客户外部的量化指标,能够更加准确地进行战略的选择和定位。SPACE矩阵克服了其它工具的一些局限性。[2]例如:SWOT矩阵,仅用一个轴表示整个行业的吸引力,另一个轴表示企业在行业中的竞争能力,并未涉及到环境的动态变化以及企业的财务状况等重要因素,而SAPCE矩阵增加了这两个关键因素到矩阵中,考虑到了环境的稳定性和持久性以及企业的财务能力等。SPACE分析虽然克服了SWOT分析法方向单一的不足,但由于它有多种可能组合,也增加了分析的复杂程度。为克服SWOT分析的不足,SPACE矩阵做了很大的改进。SPACE矩阵提出了从环境稳定因素、产业优势要素、财务优势要素和竞争优势要素等四个纬度进行进一步来评估企业战略实施能力[1]。 1.2 战略地位与行动评估(SPACE)矩阵的研究现状 韩函和徐浩(2007)年通过分析TCL公司外部环境后,建立的SPACE矩阵,分析了TCL公司的财务优势、竞争优势、产业优势、环境稳定性。根据SPACE分析,最终建议TCL公司战略目标制定分为两阶段,前期制定为收缩战略(retrenchment strategy),主要目标是:第一,提高TCL在欧洲彩电市场的反应速度。第二,保证几个主要市场的平板彩电市场份额稳中有升。第三,建立适合欧洲平板彩电市场的供应链系统和分销渠道。第四,细分市场,充分发挥品牌的区域优势。冯丽娜(1998)借用SPACE矩阵分析得出在国民经济高速发展、油价高企、国际间能源合作加强等形势下,中国石油正处于重要的战略转型期。侯彦斌(2005)通过对高新区的SPACE战略的竞争态势图看出,目前我国高新区的战略选择应该是进取型的,它在稳定和增长着的高技术产业中拥有重要的竞争优势的社会机构。根据SPACE 矩阵的战略分析,我国高新区应采取的积极措施是:加强高新区体制创新,以制度创新来推动技术创新,促进我国经济由外延型向集约型发展;加强区内产学研联合开发生产的运行模式,提高科技成果转化率,以促进我国高技术产业的发展。王芳华[2](1997)通过建立SPACE矩阵,分析得出了重庆设立保税物流园区的战略是竞争型战略,把现代物流作为企业发展新的利润增长点;培育传统运输、仓储、货代等企业向物流领域拓展延伸,成长起一批新型的社会化、专业化、网络化的现代物流企业。徐青(2005)[1]通过SPACE矩阵分析,得出了Assme公司处于进取象限上,可以根据自己公司的绿化工作优秀,小区户主多等优势,克服了其他竞争者的威胁,环境稳定性使得Assme公司稳定的发展。何云松通过对W培训公司的SPACE矩阵分析,认识到W培训中心的目前战略与企业环境、资源不相匹配特性,处于防御性象限时期,这说明没在企业以往培训业务所赖以生存的行业背景不复存在时,培训业务属于日趋栓退而且不稳定的环境,在企业本身产品又无明显的竞争力情况下,该业务应该退出其主营业务的舞台。[2] 根据企业类型不同,SPACE矩阵轴线可以涵盖多种不同的变量。它广泛的应用于各个企业的战略研究。进去型战略的企业怎样借助自己的优势来克服内部弱点和回避外部威胁,保守型战略的企业怎样掌握冒险的度,防御型战略的企业如何集中精力克服内部弱点,竞争型战略的企业如何搞好市场开发等等这些问题,[3]不得不让我们去重新审视中国企业的战略管理。客观分析、综合评价,以求从中找到企业管理的最好最优方法。 2XX有限公司的概况 2.1公司简介 该企业名称为XX有限公司。成立于1998年,现有各类资产逾百万,占地面积20余亩,花卉品种千余种,并拥有一支园林绿化专业队伍。主要经营花卉租摆,绿化园林工程,各类绿化管理,出售各类花卉盆景、苗木、种子等等,主要产品共分六大类:新品种类;落叶乔木类;常绿类;花冠木类;草坪类;果树类。主要合作伙伴有北京大兴区第一中学,大兴区宾馆,大兴区首邑上城写字楼,兴展投资有限公司,北京弘高建筑装饰 设计 领导形象设计圆作业设计ao工艺污水处理厂设计附属工程施工组织设计清扫机器人结构设计 工程有限公司,飞信通汽车4s店等等。 2.2 企业现状 该企业现有职工75人,其中正式员工75%大专以上学历,博士2人,硕士3人。企业自成立以来,销售收入从第1998年的50万元增加到2008年的约400万元。该企业属于中小型企业,下图为该企业的组织结构图: 图1 XX花卉公司组织结构图 资料来源:本研究整理 花卉作为现代文明与文化的一大景观,正在被人们逐步认识与接受,正在走入寻常百姓的生活。花卉在创造社会文明与美感的同时,也给人们带来一定的商机与可观的经济效益。XX有限公司成立之初凭借其良好的政府和社会关系资源,勇于开拓,并很好的抓住了机遇,在北京花卉界取得了一定的品牌知名度和市场份额。但随着市场经济的进一步发展,市场条件发生了巨大的变化,市场竞争日益加剧,新建成的其他花卉公司迅速发展起来,花卉的质量和数量提高的非常快,花卉行业生产的高新技术利用也日新月异。在这样激烈的市场环境变化情况下,XX公司的市场份额逐渐减少,但是仍过于依赖政府资源和本地市场,经营状况主见走下坡路。更糟糕的是,近年来,随着政府领导的换届和城市建设指导思想的改变,北京的城市绿化工作由原来的摆花为主逐渐改变为多植树,这样,公司的花卉生产更是雪上加霜。 然而,XX花卉有限公司经过10多年的积累,还是拥有了许多其他企业无法比拟的政府、人才、技术、市场等资源优势,在城市化建设及人们生活水平提高对花卉需求增加的市场环境下,XX公司应该重新审视自己的战略方向和市场定位,积极探索行之有效的是市场策略,通过改革重组内部机制和业务,创造新的辉煌。 3 XX花卉有限公司的外部环境分析及评价 3.1全国花卉行业市场状况分析 国民经济持续快速增长是花卉产业快速发展的根本动力。今后20年,中国经济仍将快速、健康发展,加之全球经济一体化,我国经济外向度不断提升,特有原生花木品种出口呈上升势头,这些是花卉苗木产业得以持续快速发展的保证,[1]也为花木产业进一步的发展提供契机。 旅游及休闲度假产业迅速崛起将大大刺激风景园林建设和旅游城市的园林绿化建设。而在浙江、江西等省,已经把建设生态省、生态地区做为发展的目标。最近,国家又出台了加快林业发展的通知,为花木业的发展提供了强有力的政策空间。 国民收入水平不断提高,环境保护意识不断加强,家居绿化美化需求不断上升,为园林产业发展奠定了思想基础。居民家庭绿化、私人庭院造园也将快速启动,花卉产业市场范围将大大拓展。 3.2XX花卉有限公司的外部环境分析 外部分析的目的在于确认有限的可以使企业受益的机会和企业应该回避的威胁,外部环境是由诸多因素所构成的,这些因素对企业的影响程度是不同的,包括两个方面:一个事企业宏观环境分析,二是产业环境分析。[1] 3.2.1企业的宏观环境分析 企业宏观环境,是指那些能给企业提供市场发展空间或对企业造成发展阻碍的社会力量,宏观环境可以大致分为四类:①政治、政府和法律因素;②经济因素;③技术因素;④社会、文化、人口和环境因素。 (1)国家政策 中央一号文件强调,为了加快农业产业化经营,“各级财政要安排支持农业产业化发展的专项资金,较大幅度地曾加对中小型企业的投入”。参与中央一号文件起草的专家指出,不管哪种所有制和经营形式的中小型企业,只要能带动农户,与农民建立起合理的利益联结机制,给农民带来实惠,在财政、税收、金融支持等方面都要一视同仁。[2]对于像XX公司这种符合条件的中小型企业的技改贷款,可给予财政贴息。对新办的中小型农业,要加强创业扶持和服务。面对大号的发展机遇,中小型农业企业要把握机会,努力发展壮大,为农民增收做出更大的贡献。可以预见,国家和政府扶持农业发展的措施将进一步得到落实和加强。 (2)经济因素 2007年北京市市委领导下,国民经济和社会发展计划提出的目标、任务和发展措施得到了较好地贯彻落实,经济社会发展呈现出“增长适度、结构趋优、效益提高、消耗降低、民生改善”的态势,主要调控目标和预期指标进展良好。都市型现代农业加快发展,农业高端化、特色化发展势头不减。籽种农业、观光农业、循环农业、科技农业发展迅速。全市无公害生产基地达到482个,绿色有机生产基地达到252个。上半年,全市农业观光园收入达到3.7亿元,增长36.9%;民俗旅游接待人数达到503.5万人次,增长33.6%;设施农业面积达到25.1万亩,增长7.6%。 (3)技术因素 近年来国际上对F1杂交第一代的花卉种子需求量很大,重要优质花坛花卉,基本上都出这种种子出售。花卉繁殖的常规技术可分有性繁殖(种子繁殖)和无性繁殖(营养器官繁殖)。[1]而XX花卉公司有不少种花卉已采用组织培养手段,这是一种新的常规繁殖方法,用组织培养的方法进行繁殖是一项先进技术,可用极少量的繁殖材料,繁殖大量的植株,并可得到去病毒的壮苗。 组织培养早在20世纪初即已开始,已有80多年的历史。近年发展很快,并广泛用于花卉登殖,现在由琼脂培养转向液体培养,即用发酵罐深层培养,形成微繁殖工业。 目前又在研究人造种子,把用微繁殖技术形成的不定胚和芽条用球形胶囊包裹起来,形成人造种子。这种人造种子能在适宜条件下,生长发育成植物体。但这项技术还有很多问题需要进行研究。XX花卉公司也随着社会的发展不断的学习新技术,寻找耕作的合作,更大的商机。 (4)社会、文化、人口和环境因素 花卉作为现代文明与文化的一大景观,正在被人们逐步认识与接受,正在走入寻常百姓的生活。花卉在创造社会文明与美感的同时,也给人们带来一定的商机与可观的经济效益。以我国首都北京来说目前规划了2015年实现 “三环、四横、五纵、七放射”总长561公里的轨道交通网络的宏伟蓝图。这都需要大量的绿化苗木花卉等植物用于绿化和景观建设另外高速公路、铁路、以及民航运输方面,大规模新建和扩建以上大规模基础设施建设都将强有力地拉动绿化花卉行业的发展。随着绿化方面的公益性广告的宣传以及环境保护意识的不断提高都为园林产业发展奠定了思想基础。随着市民环保意识的提高,城市绿化园林景观建设得到前所未有的重视再加上政府对环保投入力度的不断加大,将大大促进环境绿化建设的发展,从而带动绿化花卉行业的需求。 3.2.2产业环境分析 对于产业环境的分析主要是对行业内影响企业战略实施的各种因素的分析,根据波特竞争战略的观点,这些因素主要体现在五种竞争力上,即潜在的进入者、行业内的竞争者、替代产品、供应商讨价还价的能力、购买者讨价还价的能力。这五种竞争力量随着市场竞争的不断加剧也会出现新的变化。[1]五种竞争力的结构见图2: 图2 五种竞争力模型 资料来源: 冯宇.论企业的战略管理与竞争力[J].商情,2007,3:42-46 (1)潜在进入者的威胁 中央一号文件强调,为了加快农业产业化经营,“各级财政要安排支持农业产业化发展的专项资金,较大幅度地曾加对中小型企业的投入”。看到花卉行业的前景,不少人也准备加入到开办花卉企业当中。 (2)供应商讨价还价能力 供应商提供货物对所要求的价格决定着企业的生产成本,影响着企业的利润水平。XX花卉公司的供应商主要提供花草种子、种苗等。供应商大多数时候为固定单位,供应商价格大多都已经是最低最优价格,所以供应商对该企业讨价还价的能力较弱。 (3)购买者讨价还价能力 购买者通过提出降低产品价格等要求同样能直接的对企业利润构成威胁。XX花卉公司的购买对象大多为固定客户,多为国有企业和公立学校。产品价格浮动不大,只有少数私有企业和小规模企业,会因为价格高低对公司造成一些威胁。总体来说,购买者的讨价还价能力很强。 (4)现有企业间的竞争 北京市的花卉企业有不止100多家。大多为私有的小型企业。竞争十分激烈。但由于公司规模不同,栽培技术差距,租赁及花卉销售的价格不同,各个企业对该XX花卉公司的威胁也不同。 3.3XX公司的外部环境分析 外部环境包括竞争优势和环境稳定性。选择构成竞争优势(CA)和环境稳定性(ES)的一组变量,对构成CA和ES轴的各变量给予从-1(最好)到-6(最差)的评分值。[1] XX花卉公司在整个大兴区的市场中略微领先,花卉质量在合作伙伴的评价中都认为质量可靠,公司产期以来一直注重大兴地区的市场开发,利用公司位置的地理优势,讲花卉产品供应的大部分大兴区,并且长期以来承担着3所学校,2所办公楼的摆花任务,形成了一定的花卉生产规模,某些花卉品种,特别是草花的生产技术在大兴区乃至北京地区都处于领先地位,在行业内具有一定的影响力和品牌知名度,花卉研究和生产的人才储备在大兴地区的其他花卉企业中也是实力比较强的。 表1 XX公司竞争优势 竞争优势(CA) 市场占有率略微领先 -2 花卉质量比较高 -2 客户忠诚度较高 -1 某些花卉品种的技术具有优势 -2 人才结构基本是应要求 -3 资料来源:本研究整理 表2 XX公司环境稳定性 环境稳定性(ES) 农业是传统业,发展相对较慢 -3 物价稳定,通货膨胀率2%-3% -2 政策的支持力度大,持续时间长 -3 加入WTO后的影响尚难清楚预料 -3 国际竞争者进入形成一定冲击 -2 资料来源:本研究整理 4XX有限公司的内部战略地位分析及评价 4.1XX有限公司内部环境分析 内部分析的目的是确认和评价企业在各个职能业务领域的优势和弱点,内服分析的领域包括管理、销售、财务、生产、研究与开发、人力资源、计算机信息系统等。 目前公司拥有技术和经济管理人员25人,季节性生产工人210人,固定员工大学以上人员占75%,博士2人,硕士3人。其中高级园艺师,高级设计师征服研究员等高级职称人员9名。固定资产2000余万元。主要合作伙伴有北京大兴区第一中学,大兴区宾馆,大兴区首邑上城写字楼,兴展投资有限公司,北京弘高建筑装饰设计工程有限公司,飞信通汽车4s店等等。公司有不少种花卉已采用组织培养手段------一种新的常规繁殖方法。公司拥有数个稳定的合作伙伴, 营销能力。 4.2XX有限公司内部战略要素分析及评价 选择构成财务状况(FS)、产业优势(IS)的一组变量,对构成FS和IS轴的各个便利那个给予从+1(最差)到+6(最好)的评分值。 表3 2008年XX公司财务状况 资产 年初数 年末数 流动资产合计 2700327.54 2041446.37 存货 479651.27 501796.70 待摊费用 12500.00 1405.00 流动负债总额 2456054.66 1914724.01 货币资金 1909338.54 701385.88 资料来源:本研究整理 (1) 速动比率=(流动资产-存货-待摊费用)/流动负债总额×100%[1] 速动比率=(2041446.37-501796.70-1405.00)/1914724.01×100% =80.3% (2)现金比率=(货币资金+有价证券)/流动负债×100%=36.6%,根据现金比率定义,一般认为20%以上为好。但这一比率过高,就意味着企业流动负债未能得到合理运用,而现金类资产获利能力低,这类资产金额太高会导致企业机会成本增加。[2] 表4 XX公司近三年销售增长表 销售额 销售额之差 销售额增长率 近三年销售额平均增长率 2006 290 0.156 2007 340 40 0.137 2008 400 60 0.176 资料来源:本研究整理 从资产情况来看,公司流动资金保持着相对稳定的状态,资产状况良好;工资的资产比流动负债多,企业偿还能力较强。从经营情况来看,销售收入和利润都有一定幅度的整张,但增长不多。总体财务状况比较平稳,赢利能力一般。 表5 XX公司财务优势与产业优势 财务优势(FS) 评分 股东权益收益率45% 4 现金比率55%>25% 3 业务风险 5 速动比率80.3%,赔偿能力一般 3 产业优势(IS) 近两年销售额增长约15.6%,但不稳定 5 有较为充足的社会人才资源 4 鲜花价格连年下降 2 行业技术工人严重供大于求 3 结论 FS平均值 3.75 CA平均值 -2 IS平均值 3.5 ES平均值 -2.6 资料来源:本研究整理 5.XX有限公司的发展战略选择 将各数轴所有的评分相加,再除以各数轴变量总数,从而得出FS、CA、IS和ES各自的平均分数。 将FS、CA、IS和ES各自的平均值标在各自的数轴上。 将X轴上的两个分数相加,将结果标在X轴上;将Y轴上的两个分数相加,将结果标在Y轴上。标出X、Y数值的交点。自SPACE矩阵原点至X、Y数值的交叉点画一条向量。这一向量表明了该单位可采取的战略类型。[1] 表6 SPACE分析图 FS 保守 4 进取 3 2 1 CA -4 -3 -2 -1 0 +1 +2 +3 +4 IS 防御 -1 竞争 -2 -3 资料来源:本研究整理 -4 ES X轴 IS+CA=3.5-2=1.5 Y轴 FS+ES=3.75-2.6=1.15 从SPACE矩阵中看出,XX花卉公司所处在进取象限上。处于进取象限时,说明该企业正处于一种绝佳的地位,即可以利用自己的内部优势和外部机会选择自己的战略模式,如市场渗透、市场开发、产品开发、后向一体化、前向一体化、横向一体化、混合式多元化经营等。[1]XX公司在增长快速的产业中拥有着财务优势和产业优势,因此,在战略上,必须坚定不移地把花卉生产与销售作为公司的主导产业,在原有草花类优势品种的基础上,加大科研投入,积极开发价值更高的产品,比如花卉种苗、球茎等品种的技术研发,从而摆脱过于依赖国外种苗的现状。在花卉的生产和销售的过程中,充分利用现代化技术手段,进一步提高生产效率和管理水平。 随着市场上对绿化植物、观赏树种的需求不断增加,以及北京市政府由花城向绿城的城市绿化思路转变,XX公司可充分利用几年来花卉以及相关植物种植方面的经验,以及土地资源的优势,大量引进和培育适销对路的苗木品种,积极开拓北京为主的苗木市场。 结论 本文是按照战略管理的分析逻辑,运用SPACE矩阵战略分析工具,着重理论联系实际,为XX公司制定发展战略。本文通过对企业内部环境和外部环境客观及量化的分析,得出了企业现阶段所处的战略地位,即位于SPACE矩阵的进取象限。得出结论为该企业正处于一种绝佳的地位,即可以利用自己的内部优势和外部机会选择自己的战略模式,如多元化战略、市场开发、产品研发。为企业制定了可行战略,希望对企业的发展提供借鉴。 致谢 本文在写作的过程中得到了指导老师刁老师的耐心指导,在此对于老师的辛勤工作表示真挚的谢意。 此外在论文写作过程中得到工商管理方向各位老师的帮助,以及家人和同学的鼓励与支持,在此一并表示深深的感谢。 主要文献参考 [1] 亨利·明茨伯格(美),布鲁斯·阿尔斯特兰德(美),约瑟夫·兰佩尔.战略历程[M].北京::机械工业出版社,2002:4-15. [2] 阿瑟·汤姆森(美),斯迪克兰德(美).战略管理[M].第10版.北京:北京大学出版社,2004:3-15:116-119. [3] 刘君强.案例解读波特战略[M].北京:中国人民大学出版社, 2005:29-40. [4] 科林·克拉克-希尔(英),基思·格拉斯特(英).战略管理案例[M].北京:经济管理出版,2000:3-41. [5] 迈克尔·波特(美).竞争优势[M].北京:华夏出版社,1997:61-120. [6] 谭开明,魏世红.企业战略管理[M].沈阳:东北财经大学出版社, 2006:1-14. [7] 邹昭晞.公司战略经济学[M].北京:首都经济贸易大学出版社, 2006:156-177. [8] 弋亚群,刘益,李垣.动态环境下的企业战略环境分析[J]. 西安交通大学学报(社科版),2003,1:23-28. [9] 李玉刚.企业战略内容解析[J].科研管理,2002,2:104-109. [10] 张经明.关于低成本竞争战略的选择[J].金山企业管理,2006, 1:22-26. [11]余娟.成本领先战略模式探索[J].市场周刊(理论研究),2007, 4:10-12. [12]张红梅.论企业战略与企业发展战略的关系[J].企业家天地, 2007,12:88-91. [13]钱水林.低成本战略之我见[J].金山企业管理,2006,4:10-14. [14]郑伦卉.论低成本战略的成功实施[J].湖北函授大学学报,2007, 4:74-77. [15]冯宇.论企业的战略管理与竞争力[J].商情,2007,3:42-46. [16]杜益军.战略管理大师及其主要成就[J].金山企业管理,2006,1:10-12. [17]李恒,陈浩然,谢恩.战略管理研究现状[J]. 管理工程报,2007,1:52-55. [18]徐二明. 企业战略管理[M].北京:中国经济出版社,1998,3:42-43. [19] 林鸿熙,杨俊.福州市X 房地产企业发展战略探讨.技术经济2005,8:107-110. [20] 韩立华.研究理论与企业战略[M]. 西安: 西安交通大学出版社,1990,10:56-61. [21] 张彦宁.实施正确的经营战略[J ] .企业管理,1998,9:170-183. [22]王芳华.重庆报税物流园的战略地位与评价[J]. 四川大学出版社.2000,4:69-74. [23] 何云松.W培训公司的SPACE战略研究[J].经济与管理 ,2001,5:140-144. [24] David Gillen,Ashish Lall.Competitive Advantage of Low-cost Carriers:Some Implications for Airports[J].Air Transport Management.2000,7:21-26. [25] Thomas C Lawton,Stanislav Solomko. When Being the Lowest Cost is not Enough:Building a Successful Low-fare Airline Business Model in Asia[J].Journal of Air Transport Management.2001,7:150-156. 外文文献译文及原文 原文出处: Nathalie Bellier ,Florent Chazarenc.Logistics Model &E-business[J].The Journal of American Science,2005,3(1):32-36. 满足客户的需求为竞争优势 摘要 PortakabinAlthough the company operates in a maturing market in the UK, it is seizing the opportunity to grow with a range of product and service innovations.公司成熟的业务市场在英国,这是抓住机遇,伴随着一系列的产品和服务创新。 These developments are market driven, and throughout, the concern is to identify ways of giving the customer both a better product and a fuller service so that the hassle and worry is taken out of new buildings leaving the customer with peace of mind and freedom to manage their own business and maximise profits .这些事态发展是市场导向,在整个的令人关注的是找到办法,让顾客既更好的了解产品和更全面的服务,这样的麻烦和担心是采取了使客户安心的新方法,自由地管理自己的企业和最大的利润 。 关键词:客户需求、竞争优势、顾客沟通。 1、 导言 虽然英国制造业和建筑行业签订了 合同 劳动合同范本免费下载装修合同范本免费下载租赁合同免费下载房屋买卖合同下载劳务合同范本下载 ,近些年来,还有许多英国公司在这一部门。 This Case Study demonstrates that it is possible to prosper in this sector by developing competitive advantage through new product and service development .本案例研究表明,有可能在这一领域繁荣发展的竞争优势 ,通过新产品和服务 的发展 。 It shows how the manufacturing of products can be combined with the provision of services to provide total solutions for customers.它显示了如何制造产品都可以结合提供服务 ,给客户提供整体解决 方案 气瓶 现场处置方案 .pdf气瓶 现场处置方案 .doc见习基地管理方案.doc关于群访事件的化解方案建筑工地扬尘治理专项方案下载 的客户。 Having a competitive advantage means that an organisation is excellent at what it does and different from its rivals.具有竞争优势的手段,一个是出色的组织在它的和不同的竞争对手。 One approach is through innovation and differentiation , eg offering a new product or unique service.一种办法是通过创新和差异化 ,如提供一个独特的新产品或服务。 Portakabin已经取得竞争优势,通过创新的产品开发 - 30 %的销售 收入 ( 营业额 )所产生的产品,已推出或重新推出在过去的三年中。 The Portakabin Group is a private company , owned by the Shepherd family, involved in the hire and sale of interim and permanent accommodation.该Portakabin集团是一家私人公司 ,所拥有的牧人家庭,参与的出租和出售的临时和永久居所。 For more information about the company's structure, please see Portakabin's Edition 8 Case Study.欲了解更多有关该公司的结构,请参阅Portakabin版8为例。 Portakabin Limited, an important Group member, specialises in producing modular buildings , operating 45 hire centres across the UK, employing over 1,300 people and increasingly developing European operations Portakabin有限公司,一个重要的小组成员,专业生产模块式建筑 ,经营45个租赁中心在英国,雇用员工超过1300人,并日益发展欧洲业务 。 Buildings are manufactured and fitted out in a factory environment, while foundations are prepared on-site.建筑物的制造和安装在工厂的环境,而基金会准备现场。 The customer's modules are taken to the site, craned into position and linked together.客户的模块被带到现场, craned到的位置和联系在一起。 Architectural features such as lifts, stair towers or cladding are added on-site.建筑的功能,如升降机,楼梯塔或熔覆添加现场。 In terms of market positioning Portakabin is located at the top end of the market with quality products and premium pricing reflecting high value for money.在条款的市场 定位 Portakabin位于高端市场的高质量产品和优质的定价反映高物有所值。 Portakabin经营在竞争极度激烈的市场, 20个主要国家的竞争对手除了当地的竞争对手。 Portakabin is the market leader with 15.4% of the overall UK market (its nearest competitor has 14%. In Europe, Portakabin has 3% of the market and competes with the world's biggest provider GE Capital , as well as major continental companies such as the French company Algeco - the European market leader. The UK market is mature, so growth is challenging to achieve. However, Portakabin must protect and build its UK market leadership and this need, coupled with a concern for customers, drives its current exciting new product and service development strategy . Portakabin's commitment to its customers is summed up in its charter, which includes: Portakabin是市场领导者的15.4 %的整体英国市场(其最接近的竞争对手的14 % 。在欧洲, Portakabin有3 %的市场份额和竞争的世界上最大的供应商通用电气资本 ,以及主要的大陆公司,如法国公司Algeco -欧洲市场的领导者。英国市场的成熟,所以是具有挑战性的增长来实现。然而, Portakabin必须保护和建设其在英国市场的领导地位 ,并满足这种需求,再加上关注的一个客户,硬盘目前令人振奋的新产品和服务的发展战略 。 Portakabin对客户的一贯承诺是总结了在其章程,其中包括: · answering calls within four rings接听电话后4环 · a response to enquiries within 24 hours回应传媒查询24小时内 · the building to be delivered on time建设交付时间 · the building to be provided to the agreed contract sum建设提供商定的合同金额 · giving a rectification response within 48 hours给予整改答复48小时内 · including customers in a customer care programme .包括客户的客户服务方案 。 In addition, if their building is not delivered on time Hire customers will receive a week's free hire for every day the building is late, up to a maximum of four weeks, whereas Sales customers will receive an additional six months warranty on their buildings.此外,如果其建设是不能准时交货服务客户将获得一个星期的免费租用的每一天的建设已晚,最多为4个星期,而销售的客户将获得额外的6个月的保修楼宇。 2、经济部门 经济活动通常分为3个部门: 1. (1) Primary industry - involves extracting raw materials .主要产业 -涉及提取原料 。 When economies first start growing they are heavily dependent on their own raw materials - eg coal, iron ore and other metals that are useful in manufacturing processes.第一次启动时,经济增长是严重依赖于自己的原材料-例如煤,铁矿及其他金属,这些有用的制造工艺。 (2)()2.As economies industrialise, secondary industries grow - consisting of construction and manufacturing such as car factories.随着经济industrialise ,第二产业增长-包括建筑业和制造业,如汽车工厂。 These use the output of primary industry to produce semi-finished and finished goods - chocolate products, clothing, homes, etc.这些使用输出的主要行业生产的半成品和成品-巧克力产品,服装,房屋等 3.(3)In the third wave of development , countries move on to focus on service industry.在第三次浪潮的发展 ,国家开始把重点放在服务行业。 The UK today is dominated by service industries in which employees provide direct services to people (eg a supermarket checkout assistant packing your bags), as well as business services (including financial services such as insurance, the hiring of equipment etc.)今天,英国主要是服务行业中的员工提供直接服务的人(如超市收银台的助理包装袋) ,以及商业服务(包括金融服务 ,例如保险,租用设备等) 但是,这种分类是一种简化,因为很多商业活动所涉及的不止一个部门。 Portakabin for example is primarily involved in manufacturing and assembly, although many of the processes carried out are in the tertiary sector eg the hire of buildings. Portakabin例如主要是参与制造和装配,尽管许多的过程中进行的第三产业如租用的建筑物。 Only by combining manufacturing and assembly with the provision of services is Portakabin able to meet customers' needs.只有结合制造和装配与提供服务的是Portakabin能够满足客户的需求。 Portakabin provides an example of how to be successful in Britain's troubled manufacturing secPortakabin提供了一个例子,说明要取得成功,英国的制造业陷入困境。 Since the First World War we have seen a reduction of employment in manufacturing, and this trend is continuing.由于第一次世界大战,我们看到减少了制造业就业人数,而且这一趋势仍在继续。 However, it is important to protect and enhance manufacturing because these products are so important to our daily lives - the houses we live in, the cars we travel in. A number of UK industries have struggled to compete with cheap foreign imports, such as coal mining and car production.然而,重要的是要保护和提高生产,因为这些产品是非常重要的我们的日常生活-房屋在我们生活的,我们的车旅费英寸一些英国行业都在挣扎中与外国廉价进口,如煤炭采矿和汽车生产。 So what does it take to be competitive in modern industry?那么,才能成为有竞争力的现代工业?The answer provided by Portakabin is expressed in the brand vision which is to provide peace of mind through delivering quality products and services directed at meeting customers' needs.所提供的答案是Portakabin中所表达的品牌愿景是提供安心,通过提供高质量的产品和服务以满足客户的需求。 Nowhere is this more true than in the provision of services.尤是更是如此比提供服务。 For example when a client wants to relocate staff to new offices, Portakabin provides the modular buildings and a range of services including the air-conditioning system, entry ramps for disabled employees, a fire alarm system, plus office furniture and computer cable points.例如,当一个客户要搬迁到新的办事处工作人员, Portakabin提供了模块化的建筑物和一系列服务,包括空调系统,进入坡道残疾人员工,火灾报警系统,以及办公家具和计算机电缆分。 The new buildings are constructed to a pre-agreed schedule.新落成楼宇建造事先商定的时间表。 The client places strong emphasis on morale and commitment to employee motivation and this is achieved by creating a pleasant working environment.客户端大力强调士气和决心,以员工的动机和实现这一目标创造一个愉悦的工作环境。 Portakabin solutions are about creating a full range of customer focused benefits, which ultimately provide the customer with peace of mind better than its competitors. Portakabin 的解决办法是建立一个全方位的客户为重点的利益,最终为客户提供安心优于其竞争对手。 3、 谁是Portakabin的用户 Portakabin经营主要的B2B ( 企业对企业 ) 市场 ,并提供建筑物的公共部门 。 Examples of the products it offers include modular buildings ie offices, school and hospital buildings and local government offices.实例它提供的产品包括模块化建筑物即办事处,学校和医院建筑和当地政府办事处。 More organisations are recognising the need for building methods which are safe, clean, efficient, minimise disruption, save time and guarantee quality and cost .更多的组织认识到需要建立方法是安全,清洁,高效的影响减至最低,节省时间和保证质量和成本 。 They seek a range of associated services from help with gaining planning permission, to the installation of equipment and furnishings.他们寻求的一系列相关服务 ,从帮助获得规划许可,安装的设备和家具。Portakabin aims to increase the value of contracts with individual customers by adding more and more services focused around the clients Portakabin 目的是增加价值的合同的个人客户 ,增加更多的服务,重点围绕客户的需求。 4、 各部门,他们的需求和期盼 Portakabin的私营部门 的客户包括商业机构,如保险公司和航空公司的代表是设施管理人员和/或建筑师。 These organisations are driven by a need to make a profit for their shareholders .这些组织的带动下需要作出利润的股东 。 This is best achieved by focusing on what they do best eg selling insurance policies or air tickets.最能实现这点的重点放在自己最擅长的如出售保单或机票。 Increasingly, these companies seek to outsource their non-core activities to specialists in the relevant field.越来越多,这些公司寻求外包其非核心活动的专家在相关领域。 An insurance company will be happy to hand over all aspects of the problem of building a new office to a quality provider.保险公司将很乐意交出所有方面的问题,建设一个新的办事处以高质量供应商。这是一个新的服务为客户的服务照顾客户的项目从开始到结束,如果客户的愿望-包括管理规划的应用和建设控制审批,项目管理,健康和安全顾问。 Other new developments include:其他新的事态发展包括: A business that hires climate control, heating and cooling systems that are ultra-quiet, comfortable and cost -effective.企业就是员工气候控制,加热和冷却系统,超静音,舒适和成本效益。 A business which makes maximum use of space by creating complete office solutions and flexible layouts to customers' requirements.商业使最大限度地利用空间,建立完整的Office解决方案和灵活的布局,以客户的需求。 Portakabin's new fire and securitPortakabin新的消防和安全的服务。 It offers a comprehensive range of security and fire protection systems together with technical support and regular servicing.它提供了一系列全面的安全和防火系统以及技术支持和定期的服务。 Another recently developed service is Portakabin Access.另一个最近开发的服务是Portakabin访问。 With the current government's policy of social inclusion and the introduction of the Disability Discrimination Act, it is essential that organisations ensure easy access to all buildings, including those that are hired.与目前的政府政策的社会包容性 ,并介绍了残疾歧视法,这是至关重要的组织保证容易获得所有建筑物,包括那些被雇用。 So, as well as providing buildings, Portakabin offers a range of safe access systems.所以,以及提供建筑, Portakabin提供一系列的安全接入系统。 All these new services are offered to customers in both the private and public sectors.所有这些新的服务是提供给客户在私营和公共部门。 Public sector customers include schools, hospitals and local councils.公共部门的客户包括学校,医院和地方议会。 Portakabin meets a range of needs varying from the provision of long- term permanent accommodation such as the Breckland Council Offices in Norfolk to the hire of a building for a doctor's surgery near Peterborough. Portakabin满足各种不同的需求提供从长期来看永久居所,如Breckland委员会办事处诺福克聘用的建设医生的手术不久的彼得伯勒。 The WardSpace product is designed to provide high-quality hospital wards to relieve severe shortages of space. WardSpace产品的设计目的是为了提供高质量的医院病房,以纾缓严重短缺的空间。 (For more information on Portakabin WardSpace buildings please see Portakabin's Edition 8 Case Study.) Lilliput nursery buildings are supplied to primary schools, and hospital on-site nurseries in the public sector as well as pre-schools in the private sector. (欲了解更多有关Portakabin WardSpace楼宇请参阅Portakabin版8为例。 )小人苗圃建筑物提供给小学,和医院的现场苗圃在公共部门以及学龄前学校在私营部门。 Additionally, Portakabin supplies high quality interim classrooms.此外, Portakabin供应高品质的 临时教室。 These can be equipped with cupboards, whiteboards, and cable trunking for computers.这些可以配备橱柜,白板和电缆干线的计算机。 Portakabin recently won an order to supply the interim buildings for the new Peckham Academy, which needed to be up and running within a very short time span. Portakabin最近获得了以供应的临时建筑物,新的佩卡姆学院,需要加以启动和运行,在很短的时间跨度。 This required the provision of 1600 sq m of space including six laboratories, offices and 10 classrooms plus a guarantee that the project would be completed on time and to the detailed customer specifications .这就要求提供1600平方米的空间,包括6个实验室,办公室和10间教室,另加保证项目将按时完成客户的详细规格 。 This ensured that the school was completed in September 2003.这确保了学校完成了2003年9月。 5、 与客户沟通 制订了一系列新的产品和服务 ,重要的是,每个人都在公司熟悉这些事态发展( 内部交流 ) ,使他们能够更好地与现有的和潜在的客户 ( 外部沟通 ) 。 Internal communications media include a newsletter that informs employees of new and ongoing projects and important events.内部通信媒体包括通讯,通知雇员的新的和正在进行的项目和重要的事件。 Notice boards are attractively set out to give clear visual messages and soon a poster campaign will begin promoting the importance of good customer service .告示板具吸引力的规定给予明确的视觉信息和宣传海报很快将开始推广的重要性,良好的客户服务 。 The company also holds regional conferences known as Update roadshows for enhanced face-to-face communication.该公司还举行区域会议称为更新路演加强面对面的沟通。 Roadshows are held in Europe for subsidiaries in France, Belgium, Germany and the Netherlands.路演是在欧洲举行的子公司在法国,比利时,德国和荷兰。对外传播则是侧重于客户。 Literature is designed to be visual and directed so it is easy for customers to appreciate the prime benefits for themselves.文学是专为视觉和指示所以我们很容易理解为客户的主要好处的。 The website is a hugely powerful communications tool and a successful and cost effective media.该网站是一个非常强大的通信工具和一个成功的和成本有效的媒体。 The company uses different media depending on the purpose of the communication.该公司使用不同的媒体不同的目的是沟通。 The effectiveness of external communications is constantly monitored, eg measuring the number of sales leads generated by the website.效力的外部通讯的不断监测,例如测量一些销售线索生成的网站。 By monitoring the number of responses to external communications it is possible to ensure that money is spent on media that work.通过监测的答复数目,外部通讯有可能,以确保资金用在媒体工作。 6、 结论 PrtakabinAlthough the company operates in a maturing market in the UK, it is seizing the opportunity to grow with a range of product and service innovations.公司成熟的业务市场在英国,这是抓住机遇,伴随着一系列的产品和服务创新。 These developments are market driven, and throughout, the concern is to identify ways of giving the customer both a better product and a fuller service so that the hassle and worry is taken out of new buildings leaving the customer with peace of mind and freedom to manage their own business and maximise profits .这些事态发展是市场导向,在整个的令人关注的是找到办法,让顾客既更好的了解产品和更全面的服务,这样的麻烦和担心是采取了使客户安心的新方法,自由地管理自己的企业和最大的利润 。 英文原文 Meeting customer needs for competitive advantage Abstract: The business saying that 'if you are green you are growing, if you are ripe you rot' is a message that rings loud and clear from Portakabin's growth strategy. Although the company operates in a maturing market in the UK, it is seizing the opportunity to grow with a range of product and service innovations. These developments are market driven, and throughout, the concern is to identify ways of giving the customer both a better product and a fuller service so that the hassle and worry is taken out of new buildings leaving the customer with peace of mind and freedom to manage their own business and maximise profits. Key words: customer needs,competitive advantage,Communication with customers 1、Introduction Although the UK manufacturing and construction industry has contracted over recent years, there are still many UK companies operating in this sector. This Case Study demonstrates that it is possible to prosper in this sector by developing competitive advantage through new product and service development. It shows how the manufacturing of products can be combined with the provision of services to provide total solutions for customers. Having a competitive advantage means that an organisation is excellent at what it does and different from its rivals. One approach is through innovation and differentiation, e.g. offering a new product or unique service. Portakabin has achieved competitive advantage through innovative product development - 30% of its sales revenue (turnover) is generated by products that have been launched or re-launched in the last three years. The Portakabin Group is a private company, owned by the Shepherd family, involved in the hire and sale of interim and permanent accommodation. For more information about the company's structure, please see Portakabin's Edition 8 Case Study. Portakabin Limited, an important Group member, specialises in producing modular buildings, operating 45 hire centres across the UK, employing over 1,300 people and increasingly developing European operations. Buildings are manufactured and fitted out in a factory environment, while foundations are prepared on-site. The customer's modules are taken to the site, craned into position and linked together. Architectural features such as lifts, stair towers or cladding are added on-site. In terms of market positioning Portakabin is located at the top end of the market with quality products and premium pricing reflecting high value for money. Portakabin operates in an extremely competitive market with 20 major national competitors in addition to local rivals. Portakabin is the market leader with 15.4% of the overall UK market (its nearest competitor has 14%. In Europe, Portakabin has 3% of the market and competes with the world's biggest provider GE Capital, as well as major continental companies such as the French company Algeco - the European market leader. The UK market is mature, so growth is challenging to achieve. However, Portakabin must protect and build its UK market leadership and this need, coupled with a concern for customers, drives its current exciting new product and service development strategy. Portakabin's commitment to its customers is summed up in its charter, which includes: answering calls within four rings a response to enquiries within 24 hours the building to be delivered on time the building to be provided to the agreed contract sum giving a rectification response within 48 hours including customers in a customer care programme. In addition, if their building is not delivered on time Hire customers will receive a week's free hire for every day the building is late, up to a maximum of four weeks, whereas Sales customers will receive an additional six months warranty on their buildings. 2、Sectors of the economy Economic activity is usually divided into 3 sectors: (1)Primary industry - involves extracting raw materials. When economies first start growing they are heavily dependent on their own raw materials - e.g. coal, iron ore and other metals that are useful in manufacturing processes. (2)As economies industrialise, secondary industries grow - consisting of construction and manufacturing such as car factories. These use the output of primary industry to produce semi-finished and finished goods - chocolate products, clothing, homes, etc. (3)In the third wave of development, countries move on to focus on service industry. The UK today is dominated by service industries in which employees provide direct services to people (e.g. a supermarket checkout assistant packing your bags), as well as business services (including financial services such as insurance, the hiring of equipment etc.) However, this classification is a simplification because many business activities involve more than one sector. Portakabin for example is primarily involved in manufacturing and assembly, although many of the processes carried out are in the tertiary sector e.g. the hire of buildings. Only by combining manufacturing and assembly with the provision of services is Portakabin able to meet customers' needs. Portakabin provides an example of how to be successful in Britain's troubled manufacturing sector. Since the First World War we have seen a reduction of employment in manufacturing, and this trend is continuing. However, it is important to protect and enhance manufacturing because these products are so important to our daily lives - the houses we live in, the cars we travel in. A number of UK industries have struggled to compete with cheap foreign imports, such as coal mining and car production. So what does it take to be competitive in modern industry? The answer provided by Portakabin is expressed in the brand vision which is to provide peace of mind through delivering quality products and services directed at meeting customers' needs. Nowhere is this more true than in the provision of services. For example when a client wants to relocate staff to new offices, Portakabin provides the modular buildings and a range of services including the air-conditioning system, entry ramps for disabled employees, a fire alarm system, plus office furniture and computer cable points. The new buildings are constructed to a pre-agreed schedule. The client places strong emphasis on morale and commitment to employee motivation and this is achieved by creating a pleasant working environment. Portakabin solutions are about creating a full range of customer focused benefits, which ultimately provide the customer with peace of mind better than its competitors 3、Who are Portakabin's customers? Portakabin operates primarily in the B2B (Business to Business) market, and in the provision of buildings for the public sector. Examples of the products it offers include modular buildings i.e. offices, school and hospital buildings and local government offices. More organisations are recognising the need for building methods which are safe, clean, efficient, minimise disruption, save time and guarantee quality and cost. They seek a range of associated services from help with gaining planning permission, to the installation of equipment and furnishings. Portakabin aims to increase the value of contracts with individual customers by adding more and more services focused around the clients' needs. 4、The sectors, their needs and expectations Portakabin's private sector customers consist of business organisations such as insurance companies and airlines which are represented by Facilities Managers and/or Architects. These organisations are driven by a need to make a profit for their shareholders. This is best achieved by focusing on what they do best e.g. selling insurance policies or air tickets. Increasingly, these companies seek to outsource their non-core activities to specialists in the relevant field. An insurance company will be happy to hand over all aspects of the problem of building a new office to a quality provider. Portakabin has recently developed 'Total Solutions'. This is a new service for Hire customers which takes care of a customer's project from start to finish if the customer so desires - including managing planning applications and building control approval, project management, health and safety consultancy and, of course, all the building work. Other new developments include: A business that hires climate control, heating and cooling systems that are ultra-quiet, comfortable and cost-effective. A business which makes maximum use of space by creating complete office solutions and flexible layouts to customers' requirements. Portakabin's new fire and security service. It offers a comprehensive range of security and fire protection systems together with technical support and regular servicing. Another recently developed service is Portakabin Access. With the current government's policy of social inclusion and the introduction of the Disability Discrimination Act, it is essential that organizations ensure easy access to all buildings, including those that are hired. So, as well as providing buildings, Portakabin offers a range of safe access systems. All these new services are offered to customers in both the private and public sectors. Public sector customers include schools, hospitals and local councils. Portakabin meets a range of needs varying from the provision of long-term permanent accommodation such as the Breckland Council Offices in Norfolk to the hire of a building for a doctor's surgery near Peterborough. The Ward Space product is designed to provide high-quality hospital wards to relieve severe shortages of space. (For more information on Portakabin Ward Space buildings please see Portakabin's Edition 8 Case Study.) Lilliput nursery buildings are supplied to primary schools, and hospital on-site nurseries in the public sector as well as pre-schools in the private sector. Additionally, Portakabin supplies high quality interim classrooms. These can be equipped with cupboards, whiteboards, and cable trunking for computers. Portakabin recently won an order to supply the interim buildings for the new Peckham Academy, which needed to be up and running within a very short time span. This required the provision of 1600 sq m of space including six laboratories, offices and 10 classrooms plus a guarantee that the project would be completed on time and to the detailed customer specifications. This ensured that the school was completed in September 2003. 5、Communication with customers Having developed a range of new products and services, it is important that everyone within the company is familiar with these developments (internal communication) so that they can better communicate with current and potential customers (external communication). Internal communications media include a newsletter that informs employees of new and ongoing projects and important events. Notice boards are attractively set out to give clear visual messages and soon a poster campaign will begin promoting the importance of good customer service. The company also holds regional conferences known as Update road shows for enhanced face-to-face communication. Road shows are held in Europe for subsidiaries in France, Belgium, Germany and the Netherlands. 6、Conclusion The business saying that 'if you are green you are growing, if you are ripe you rot' is a message that rings loud and clear from Portakabin's growth strategy. Although the company operates in a maturing market in the UK, it is seizing the opportunity to grow with a range of product and service innovations. These developments are market driven, and throughout, the concern is to identify ways of giving the customer both a better product and a fuller service so that the hassle and worry is taken out of new buildings leaving the customer with peace of mind and freedom to manage their own business and maximize profits. 袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇袁节膅薂羄肅蒃薁蚃芀荿薀螆肃芅蕿袈芈膁蚈羀肁蒀蚇蚀袄莆蚇螂肀莂蚆羅袂芈蚅蚄膈膄蚄螇羁蒂蚃衿膆莈蚂羁罿芄螁蚁膄膀螁螃羇葿螀袅膃蒅蝿肈羆莁螈螇芁芇莄袀肄膃莄羂艿蒂莃蚂肂莈蒂螄芈芄蒁袆肀膀蒀罿袃薈葿螈聿蒄葿袁羁莀蒈羃膇芆蒇蚃羀膂蒆螅膅蒁薅袇羈莇薄罿膄芃薃虿羆艿薃袁节膅薂羄肅蒃薁蚃芀荿薀螆肃芅蕿袈芈膁蚈羀肁蒀蚇蚀袄莆蚇螂肀莂蚆羅袂芈蚅蚄膈膄蚄螇羁蒂蚃衿膆莈蚂羁罿芄螁蚁膄膀螁螃羇葿螀袅膃蒅蝿肈羆莁螈螇芁芇莄袀肄膃莄羂艿蒂莃蚂肂莈蒂螄芈芄蒁袆肀膀蒀罿袃薈葿螈聿蒄葿袁羁莀蒈羃膇芆蒇蚃羀膂蒆螅膅蒁薅袇羈莇薄罿膄芃薃虿羆艿薃袁节膅薂羄肅蒃薁蚃芀荿薀螆肃芅蕿袈芈膁蚈羀肁蒀蚇蚀袄莆蚇螂肀莂蚆羅袂芈蚅蚄膈膄蚄螇羁蒂蚃衿膆莈蚂羁罿芄螁蚁膄膀螁螃羇葿螀袅膃蒅蝿肈羆莁螈螇芁芇莄袀肄膃莄羂艿蒂莃蚂肂莈蒂螄芈芄蒁袆肀膀蒀罿袃薈葿螈聿蒄葿袁羁莀蒈羃膇芆蒇蚃羀膂蒆螅膅蒁薅袇羈莇薄罿膄芃薃虿羆艿薃袁节膅薂羄肅蒃薁蚃芀荿薀螆肃芅蕿袈芈膁蚈羀肁蒀蚇蚀袄莆蚇螂肀莂蚆羅袂芈蚅蚄膈膄蚄螇羁蒂蚃衿膆莈蚂羁罿芄螁蚁膄膀螁螃羇葿螀袅膃蒅蝿肈羆莁螈螇芁芇莄袀肄膃莄羂艿蒂莃蚂肂莈蒂螄芈芄蒁袆肀膀蒀罿袃薈葿螈聿蒄葿袁羁莀蒈羃膇芆蒇蚃羀膂蒆螅膅蒁薅袇羈莇薄罿膄芃薃虿羆艿薃袁节膅薂羄肅蒃薁蚃芀荿薀螆肃芅蕿袈芈膁蚈羀肁蒀蚇蚀袄莆蚇螂肀莂蚆羅袂芈蚅蚄膈膄蚄螇羁蒂蚃衿膆莈蚂羁罿芄螁蚁膄膀螁螃羇葿螀袅膃蒅蝿肈羆莁螈螇芁芇莄袀肄膃莄羂艿蒂莃蚂肂莈蒂螄芈芄蒁袆肀膀蒀罿袃薈葿螈聿蒄葿袁羁莀蒈羃膇芆蒇蚃羀膂蒆螅膅蒁薅袇羈莇薄罿膄芃薃虿羆艿薃袁节膅薂羄肅蒃薁蚃芀荿薀螆肃芅蕿袈芈膁蚈羀肁蒀蚇蚀袄莆蚇螂肀莂蚆羅袂芈蚅蚄膈膄蚄螇羁蒂蚃衿膆莈蚂羁罿芄螁蚁膄膀螁螃羇葿螀袅膃螈聿蒄葿袁羁莀蒈羃膇芆蒇蚃羀膂蒆螅膅蒁薅袇羈莇薄罿膄芃薃虿羆艿薃袁节膅薂羄肅蒃薁蚃芀荿薀螆肃芅蕿袈芈膁蚈羀肁蒀蚇蚀袄莆蚇螂肀莂蚆羅袂芈蚅蚄膈膄蚄螈螇芁芇莄袀肄膃莄羂艿蒂莃蚂肂莈蒂螄芈芄蒁袆肀膀蒀罿袃薈葿螈聿蒄葿袁羁莀蒈羃膇芆蒇蚃羀膂蒆螅膅蒁薅袇羈莇薄罿膄芃薃虿羆艿薃袁节膅薂羄肅蒃薁蚃芀荿薀螆肃芅蕿袈芈膁蚈羀肁蒀蚇蚀袄莆蚇螂肀莂蚆羅袂芈蚅蚄膈膄蚄螇羁蒂蚃衿膆莈蚂羁罿芄螁蚁膄膀螁螃羇葿螀袅膃蒅蝿肈羆莁螈螇芁芇莄袀肄膃莄羂艿蒂莃蚂肂莈蒂螄芈芄蒁袆肀膀蒀罿袃薈 羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿 袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇袁节膅薂羄肅蒃薁蚃芀荿薀螆肃芅蕿袈芈膁蚈羀肁蒀蚇蚀袄莆蚇螂肀莂蚆羅袂芈蚅蚄膈膄蚄螇羁蒂蚃衿膆莈蚂羁罿芄螁蚁膄膀螁螃羇葿螀袅膃蒅蝿肈羆莁螈螇芁芇莄袀肄膃莄羂艿蒂莃蚂肂莈蒂螄芈芄蒁袆肀膀蒀罿袃薈葿螈聿蒄葿袁羁莀蒈羃膇芆蒇蚃羀膂蒆螅膅蒁薅袇羈莇薄罿膄芃薃虿羆艿薃袁节膅薂羄肅蒃薁蚃芀荿薀螆肃芅蕿袈芈膁蚈羀肁蒀蚇蚀袄莆蚇螂肀莂蚆羅袂芈蚅蚄膈膄蚄螇羁蒂蚃衿膆莈蚂羁罿芄螁蚁膄膀螁螃羇葿螀袅膃蒅蝿肈羆莁螈螇芁芇莄袀肄膃莄羂艿蒂莃蚂肂莈蒂螄芈芄蒁袆肀膀蒀罿袃薈葿螈聿蒄葿袁羁莀蒈羃膇芆蒇蚃羀膂蒆螅膅蒁薅袇羈莇薄罿膄芃薃虿羆艿薃袁节膅薂羄肅蒃薁蚃芀荿薀螆肃芅蕿袈芈膁蚈羀肁蒀蚇蚀袄莆蚇螂肀莂蚆羅袂芈蚅蚄膈膄蚄螇羁蒂蚃衿膆莈蚂羁罿芄螁蚁膄膀螁螃羇葿螀袅膃蒅蝿肈羆莁螈螇芁芇莄袀肄膃莄羂艿蒂莃蚂肂莈蒂螄芈芄蒁袆肀膀蒀罿袃薈葿螈聿蒄葿袁羁莀蒈羃膇芆蒇蚃羀膂蒆螅膅蒁薅袇羈莇薄罿膄芃薃虿羆艿薃袁节膅薂羄肅蒃薁蚃芀荿薀螆肃芅蕿袈芈膁蚈羀肁蒀蚇蚀袄莆蚇螂肀莂蚆羅袂芈蚅蚄膈膄蚄螇羁蒂蚃衿膆莈蚂羁罿芄螁蚁膄膀螁螃羇葿螀袅膃蒅蝿肈羆莁螈螇芁芇莄袀肄膃莄羂艿蒂莃蚂肂莈蒂螄芈芄蒁袆肀膀蒀罿袃薈葿螈聿蒄葿袁羁莀蒈羃膇芆蒇蚃羀膂蒆螅膅蒁薅袇羈莇薄罿膄芃薃虿羆艿薃袁节膅薂羄肅蒃薁蚃芀荿薀螆肃芅蕿袈芈膁蚈羀肁蒀蚇蚀袄莆蚇螂肀莂蚆羅袂芈蚅蚄膈膄蚄螇羁蒂蚃衿膆莈蚂羁罿芄螁蚁膄膀螁螃羇葿螀袅膃蒅蝿肈羆莁螈螇芁芇莄袀肄膃莄羂艿蒂莃蚂肂莈蒂螄芈芄蒁袆肀膀蒀罿袃薈葿螈聿蒄葿袁羁莀蒈羃膇芆蒇蚃羀膂蒆螅膅蒁薅袇羈莇薄罿膄芃薃虿羆艿薃袁节膅薂羄肅蒃薁蚃芀荿薀螆肃芅蕿袈芈膁蚈羀肁蒀蚇蚀袄莆蚇螂肀莂蚆羅袂芈蚅蚄膈膄蚄螇羁蒂蚃衿膆莈蚂羁罿芄螁蚁膄膀螁螃羇葿螀袅膃螈聿蒄葿袁羁莀蒈羃膇芆蒇蚃羀膂蒆螅膅蒁薅袇羈莇薄罿膄芃薃虿羆艿薃袁节膅薂羄肅蒃薁蚃芀荿薀螆肃芅蕿袈芈膁蚈羀肁蒀蚇蚀袄莆蚇螂肀莂蚆羅袂芈蚅蚄膈膄蚄螈螇芁芇莄袀肄膃莄羂艿蒂莃蚂肂莈蒂螄芈芄蒁袆肀膀蒀罿袃薈葿螈聿蒄葿袁羁莀蒈羃膇芆蒇蚃羀膂蒆螅膅蒁薅袇羈莇薄罿膄芃薃虿羆艿薃袁节膅薂羄肅蒃薁蚃芀荿薀螆肃芅蕿袈芈膁蚈羀肁蒀蚇蚀袄莆蚇螂肀莂蚆羅袂芈蚅蚄膈膄蚄螇羁蒂蚃衿膆莈蚂羁罿芄螁蚁膄膀螁螃羇葿螀袅膃蒅蝿肈羆莁螈螇芁芇莄袀肄膃莄羂艿蒂莃蚂肂莈蒂螄芈芄蒁袆肀膀蒀罿袃薈 羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿袈聿蚇蒂膇肈莇螇肃肇葿薀罿肆薂螆袅肅芁薈螁膅莃螄聿膄蒆薇羅膃蚈螂羁膂莈蚅袇膁蒀袀螃膀薂蚃肂腿节衿羈腿莄蚂袄芈蒇袇螀芇蕿蚀聿芆艿蒃肅芅蒁螈羁芄薃薁袆芃芃螆螂芃莅蕿肁节蒈螅羇莁薀薈袃莀艿螃蝿荿莂薆膈莈薄袁肄莇蚆蚄羀莇莆袀袆羃蒈蚂螂羂薁袈肀肁芀蚁羆肁莃袆袂肀薅虿 种苗部 花草种部 仓库物流部 资产管理部 投资部 核算部 财务投资部 市场管理部 盆栽部 种球部 花卉事业部 种子事业部 职能部门 业务部门 XX花卉公司 [1] (美)道格拉斯·朗.企业战略管理[M].北京:电子工业出版社,1998:20-21. [2] 吴丰,左仁淑.市场营销管理[M].四川:四川大学出版社,2003:45-46. [1] 薛求知,沈伟家.国际市场营销管理[M].上海:复旦大学出版社,2006:12-14. [2] 王芳华.重庆报税物流园的战略地位与评价[M].四川:四川大学出版社,1997,3:75-77. [1] 徐青.基于SPACE战略对Assme公司的战略选择[J].技术经济,2005,2:73-76. [2] 张红梅.论企业战略与企业发展战略的关系[J]. 企业家天地,2007,12:88-91. [3] 钱水林.低成本战略之我见[J]. 金山企业管理,2006,4:10-14. [1] 李恒,陈浩然,谢恩.战略管理研究现状[J].管理工程报,2007, 1:52-55. [1] 冯宇. 论企业的战略管理与竞争力[J]. 商情, 2007, 3:42-46. [2] 李玉刚. 企业战略内容解析[J]. 科研管理, 2002, 2:104-109. [1] 杜益军. 战略管理大师及其主要成就[J]. 金山企业管理, 2002, 1:10-12. [1] 张红梅.论企业战略与企业发展战略的关系[J].企业家天地,2007,12:88-91. [1] 韩立华.研究理论与企业战略[M].西安: 西安交通大学出版社,1990,10:70-76. [1] 杜益军.战略管理大师及其主要成就[J].金山企业管理,2002,1:10-12. [2] 钱水林.低成本战略之我见[J].金山企业管理, 2006,4:210-213. [1] 徐二明.企业战略管理[M].北京:中国经济出版社,1998,3:42-43. [1] 张彦宁.实施正确的经营战略[J ].企业管理,1998,9:170-183.. PAGE 1
本文档为【SPACE矩阵在XX公司中的研究应用完稿毕业论文】,请使用软件OFFICE或WPS软件打开。作品中的文字与图均可以修改和编辑, 图片更改请在作品中右键图片并更换,文字修改请直接点击文字进行修改,也可以新增和删除文档中的内容。
该文档来自用户分享,如有侵权行为请发邮件ishare@vip.sina.com联系网站客服,我们会及时删除。
[版权声明] 本站所有资料为用户分享产生,若发现您的权利被侵害,请联系客服邮件isharekefu@iask.cn,我们尽快处理。
本作品所展示的图片、画像、字体、音乐的版权可能需版权方额外授权,请谨慎使用。
网站提供的党政主题相关内容(国旗、国徽、党徽..)目的在于配合国家政策宣传,仅限个人学习分享使用,禁止用于任何广告和商用目的。
下载需要: 免费 已有0 人下载
最新资料
资料动态
专题动态
个人认证用户
北溟愚鱼
暂无简介~
格式:doc
大小:549KB
软件:Word
页数:36
分类:工学
上传时间:2018-09-22
浏览量:13