Web Marketing: A New Horizon in Communicating with the Target Market

8/3/2019 Web Marketing: A New Horizon in Communicating with the Target Market

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3/31

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4/31

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5/31

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6/31

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7/31


8/31

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9/31

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10/31

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11/31

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12/31

0

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13/31

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"_mxtoh; DOD hdsjph*

Pbhsh dillht i`s sbm pbip pbh omt~mtiph mtf` js yxjph iith idmxp pbh xshgxflhss mt dhlhgjps mg pbhsh

i`whtpjshehlps, Pbhz alm pbip jl pbjs iz omeexljoipjlc jpb pbh oxspmehts mt mpbht jlphthsp ctmx~s

mxf` dh lmp mlfz omsp hgghopjwh dxp ifsm pjeh siwjlc jlwhspehlp,

Ome~ilz ShdsjphsIff mg pbh ~tmejlhlp omt~mtiph bmxshs dmpb jl Dilcfi`hsb il` idtmi` biwh pbhjt ml hdsjphs, Emsp mg

pbhe omeh x~ jpb bhiwz iljeiph`& jlgmteipjwh il` x~ìph` jlphtgioh, Mdwjmxsfz& jp omsps pbhe i fmp pm

eijlpijl sxob hdsjphs, Lm pbh yxhspjml omehs& Sbz `m pbhz biwh hdsjphs= Pbhth ith hlmtemxs

thismls dhbjl` pbh sohlh,

I Ome~ilzs hdsjph js m~hl 40 bmxts i ìz& ?78 ìzs i zhit, Pbhth ith eilz `jgghthlp pjeh {mlhs pbip

eiz igghop pbh dxsjlhss& bjob js bz dhjlc ml pbh hd eiahs jp pjeh omlwhljhlp gmt hwhtzmlh,
http://www.bdjobs.com/http://www.bdjobs.com/http://www.tigercricket.com/http://www.tigercricket.com/http://www.tigercricket.com/http://www.tigercricket.com/http://www.bdjobs.com/


14/31

7

I hdsjph js hisjht& obhi~ht il` yxjoaht pm x~`iph pbil ~tjlp eiphtjif, Jps# oi~iojpjhs ith ifemsp fjejpfhss

bjob iffm pm ~tmwj`h xshts jpb emth ome~thbhlsjwh jlgmteipjml, Pbjs jff siwh emlhz ml ~tjlpjlc

il` `jsptjdxpjml omsps is hff,

"_mxtoh; Ctiehhl~bmlh Shdsjph* "_mxtoh; Dilcfifjml hdsjph*

Dz ~tmwj`jlc ilshts pm yxhspjmls ml hdsjph& sifhs il` jlgmteipjml thyxhsps oil dh ~tmohssh`ixpmeipjoiffz il` jeeh`jiphfz& bhpbht smehmlh js jl pbh mggjoh mt lmp, Mlfjlh gmtes oil dh xsh` pm

iffm oxspmehts pm thyxhsp yxmpipjmls mt isa gxtpbht jlgmteipjml, Jp siwhs omsps dz iffmjlc xshts pm

`mlfmi` jlwmjohs& ~tm~msifs il` je~mtpilp moxehlps,

"_mxtoh;Ejotmsmgphdsjph* " _mxtoh; Tmdj hdsjph*

"_mxtoh; Ijtphf Shdsjph*

Emthmwht& ejffjmls mg xshts ith thghttjlc pm pbh hd il` ith xsjlc ome~ilz#s hdsjphs pm eiah eikmt

`hojsjmls bhl pbhz lhh` i s~hojifj{h` shtwjoh, Ome~iljhs ilp pm cipbht jlgmteipjml idmxp oxspmehts

il` pbjs js i cthip pmmf gmt ~tms~hopjlc pitchph` oxspmehts fmmajlc pm xsh ~tm`xops il` shtwjohs,
http://microsoft/http://microsoft/http://microsoft/http://microsoft/


15/31

3

Gmtxe EitahpjlcPbh sje~fjspjo `hgjljpjml mg i gmtxe js i ~fioh bhth ~hm~fh biwh pbh idjfjpz pm spitp omeexljoipjml "jl

pbh gmte mg pbthi`s* il` th~fz pm mpbht ~hm~fh#s pbthi`s, I ehedht mg pbh omeexljpz jl pbh gmtxe ~msps i

ehssich& bjob js wjsjdfh pm hwhtzmlh jl pbip omeexljpz, Mloh thi`& pbhth js pbh m~pjml pm ~msp i th~fz&

bjob oil ifsm dh wjsjdfh pm pbh omeexljpz, Pbxs& i `jsoxssjml oil dxjf` x~ jpbmxp iff xshts biwjlc pm

dh mlfjlh ip pbh sieh pjeh,

Gmtxe eitahpjlc js mlh ~mhtgxf iz mg fhppjlc ~hm~fh alm idmxp i cjwhl ~tm`xop mt hdsjph pbip smeh

~hm~fh ith xsjlc pm`iz, Jp js i eitahpjlc sptiphcz bhth mlh thcjsphts i hdsjph jl bjob xshts mg i cjwhl

~tm`xop dtijlspmte idmxp pbip ~tm`xop il` ~msp pbhjt hr~htjhlohs idmxp pbh sieh, Jp js xsxiffz il

jlgmteipjwh s~ioh pbip xshts xpjfj{h pm alm emth idmxp i ~tm`xop il` izs pbhz oil xsh jp dhppht,

"_mxtoh; ptj~i`wjsmt hdsjph*

Pm eitahp i ~tm`xop& mlh oil fmma gmt gmtxes thfiph` pm pbh ~tm`xop il` thcjspht jl pbhe il` pbhl chp i

obiloh pm eiah i ~mspjlc jl pbh gmtxes, Mlh sbmxf` hlsxth pbip pbh jlgmteipjml cjwhl jl pbh ~msps js

iooxtiph& mg je~mtpiloh pm pbh ~hm~fh bm jff dh thi`jlc jp il` emsp je~mtpilpfz& jlphthspjlc, Ip pbh hl`

mg ~mspjlc& bh js iffmh` pm ~msp i fjla pm i hdsjph thfiph` pm pbh ~tm`xop pbip js pbh sxdkhop mg pbh gmtxe,


16/31

2

"_mxtoh; ptj~i`wjsmt hdsjph*

Pbjs iffmiloh mg ~mspjlc i fjla ip pbh hl` mg pbh ~msp js bip pbh ~hm~fh jlphthsph` jl `mjlc gmtxe

eitahpjlc, Pbhz mxf` cjwh whtz oi~pjwipjlc jlgmteipjml idmxp i cjwhl ~tm`xop& lmp jl i ~tmempjmlif

pmlh pbmxcb& il` pbhl cjwh i fjla pbip mlh oil gmffm pm ~xtobish pbh ~tm`xop,

Dfmc EitahpjlcDfmc eitahpjlc js pbh phte xsh` pm `hsotjdh jlphtlhp eitahpjlc wji hd dfmcs, Pbhsh dfmcs `jgght gtme

omt~mtiph hdsjphs dhoixsh pbhz ghipxth `ijfz mt hhafz ~msps& mgphl itmxl` i sjlcfh pm~jo, Pz~joiffz&

omt~mtipjmls xsh dfmcs pm othiph i `jifmc jpb oxspmehts il` hr~fijl ghipxths mg pbhjt ~tm`xops il`

shtwjohs, Dfmcs xsh` jlphtliffz pm hlbiloh pbh omeexljoipjml il` oxfpxth jl i omt~mtipjml mt hrphtliffz

gmt eitahpjlc& dtil`jlc mt ~xdfjo thfipjmls ~xt~mshs ith oiffh` omt~mtiph dfmcs,

"_mxtoh; Mggjojif _pitdxoas dfmc*

Eilz mtcilj{ipjmls xsh dfmcs jpb pbhjt xsht omeexljpz, Pbjs iffms pbhe pm sbith il` ~thwjh ~tm`xop

ghipxths& gxlopjmls& il` dhlhgjps dhgmth pbh ~tm`xops ith thfhish`, Dfmcs ith il hrohffhlp iz pm cipbht

ghh`dioa il` pm eiah sxth ~tm`xops ehhp pbh lhh`s mg xshts, Dfmcs biwh dhomeh pbh lhrp chlhtipjml

eitahpjlc pmmf pm omt~mtiph hdsjphs bjob ehthfz ~msp omffiphtif il` `m lmp ~tmwj`h ilz jlphtiopjwh

ghh`dioa,

"_mxtoh; Mggjojif @hff dfmc*
http://en.wikipedia.org/wiki/Internet_marketinghttp://en.wikipedia.org/wiki/Bloghttp://en.wikipedia.org/wiki/Websiteshttp://en.wikipedia.org/wiki/Corporationhttp://en.wikipedia.org/wiki/Marketinghttp://en.wikipedia.org/wiki/Brandhttp://en.wikipedia.org/wiki/Public_relationshttp://en.wikipedia.org/wiki/Corporate_bloghttp://en.wikipedia.org/wiki/Corporate_bloghttp://en.wikipedia.org/wiki/Public_relationshttp://en.wikipedia.org/wiki/Brandhttp://en.wikipedia.org/wiki/Marketinghttp://en.wikipedia.org/wiki/Corporationhttp://en.wikipedia.org/wiki/Websiteshttp://en.wikipedia.org/wiki/Bloghttp://en.wikipedia.org/wiki/Internet_marketing


17/31

:

Dfmccjlc oil bhf~ hiob omth gticehlp mg bip eiahs x~ i sxoohssgxf il` wjidfh ome~ilz, Jg i ome~ilz

bis j`his& i ~tm`xop mtpb shffjlc& i smfj` phie dhbjl` jp& il` ~mphlpjif oxspmehts& pbh thsp jff gmffm

lipxtiffz, , I ptxfz m~hl il` jlphtliffz wjhidfh j`hi dfmc& mt hwhl jl`jwj`xif he~fmzhh dfmcs pbip iffm

~hm~fh pm gfmip lh j`his gmt ~hht thwjh& sbmxf` iffm pbh dhsp j`his pm tjsh pm pbh sxtgioh gmt shfhopjml

il` thwjh,

_hitob Hlcjlh Eitahpjlc"_HE*_HE spil`s gmt shitob hlcjlh eitahpjlc, Jp js pbh ~tmohss mg cijljlc ptiggjo gtme mt wjsjdjfjpz ml shitob

hlcjlhs, Pbh ~btish js ifsm smehpjehs sbmtphlh` pm shitob eitahpjlc,

_hitob hlcjlh eitahpjlc& "_HE*& js i gmte mgJlphtlhp eitahpjlc pbip shhas pm ~tmemph hdsjphs dz

jlothisjlc pbhjt wjsjdjfjpz jl shitob hlcjlh thsxfp ~ichs pbtmxcb pbh xsh mg ~ij` ~fiohehlp& omlphrpxif

i`whtpjsjlc& il` ~ij` jlofxsjml,

_HE js il xedthffi phte pbip omwhts pm dtmi` ithis;

Cijljlc ptiggjo pbtmxcb gthh _HM hggmtps "gmt xl~ij`-lipxtif-ifcmtjpbejo-mtciljo shitob thsxfps* Cijljlc ptiggjo pbtmxcb ~ij` shitob i`whtpjsjlc

_hitob hlcjlh m~pjej{ipjml "_HM* m~pjej{hs hdsjph omlphlp pm iobjhwh i bjcbht tilajlc jl shitob thsxfps

dz jlomt~mtipjlc s~hojgjo ahzmt`s mt fjlas issmojiph` jpb pbh hdsjph,

Mtciljo _hitob Thsxfps "_hitob Hlcjlh m~pjej{ipjml*

_hitob Hlcjlh M~pjej{ipjml bis dhhl ~tmwhl whtz hgghopjwh il` ~m~xfit jl pbh em`htl hti mg dxsjlhss

omeexljoipjml, Ome~iljhs lm xl`htspil` pbip omlsxehts biwh ioohss pm ifemsp hwhtz ~mssjdfh h`chs

mg jlgmteipjml pbip js lhh`h` jl eiajlc ~xtobishs, Omlsxehts kxsp pz~h pbhjt `hsjth` ahzmt`s jl pbh

shitob dmr il` jpbjl i gh shoml`s pbhz chp ejffjmls mg jlgmteipjml mg smxtohs, Is i thsxfp& jp js `jggjoxfp

pm cm pbtmxcb pbh iff shitob thsxfps il` bhth omehs pbh hgghopjwhlhss mg shitob hlcjlhs m~pjej{ipjml, Jl

chlhtif& pbh hitfjht il` emth gthyxhlpfz i sjph i~~hits jl pbh shitob thsxfps fjsp& pbh emth wjsjpmts jp jff

thohjwh gtme pbh shitob hlcjlh#s xshts, _HM eiz pitchp `jgghthlp ajl`s mg shitob& jlofx`jlc jeich

shitob& fmoif shitob& wj`hm shitob& ioi`hejo shitob& lhs shitob il` jl`xsptz%s~hojgjo whtpjoif

shitob hlcjlhs,
http://en.wikipedia.org/wiki/Internet_marketinghttp://en.wikipedia.org/wiki/Websiteshttp://en.wikipedia.org/wiki/Search_enginehttp://en.wikipedia.org/wiki/Search_engine_optimizationhttp://en.wikipedia.org/wiki/Image_searchhttp://en.wikipedia.org/wiki/Image_searchhttp://en.wikipedia.org/wiki/Local_search_(Internet)http://en.wikipedia.org/wiki/Video_searchhttp://en.wikipedia.org/wiki/Academic_databases_and_search_engineshttp://en.wikipedia.org/wiki/Vertical_searchhttp://en.wikipedia.org/wiki/Vertical_searchhttp://en.wikipedia.org/wiki/Vertical_searchhttp://en.wikipedia.org/wiki/Vertical_searchhttp://en.wikipedia.org/wiki/Academic_databases_and_search_engineshttp://en.wikipedia.org/wiki/Video_searchhttp://en.wikipedia.org/wiki/Local_search_(Internet)http://en.wikipedia.org/wiki/Image_searchhttp://en.wikipedia.org/wiki/Image_searchhttp://en.wikipedia.org/wiki/Search_engine_optimizationhttp://en.wikipedia.org/wiki/Search_enginehttp://en.wikipedia.org/wiki/Websiteshttp://en.wikipedia.org/wiki/Internet_marketing


18/31

9>

"_mxtoh; Cmmcfh shitob thsxfps*

_HM hggmtp mg il mtcilj{ipjml sptjwhs pm eiah sxth pbip omlsxehts chp pbh ths~hopjwh ome~ilzs ~tm`xops

il` ghipxths jpbjl pbh gjtsp ~ich il` jg ~mssjdfh& jpbjl pbh gjtsp gh thsxfps,

îj` _hitob I`whtpjsjlc "Cmmcfh I`shlsh il` Cmmcfh I`mt`s*

îz ~ht ofjoa "^Ô* mt Omsp ~ht ofjoa js il Jlphtlhp i`whtpjsjlc em`hf xsh` pm `jthop ptiggjo pm hdsjphs&

bhth i`whtpjshts ~iz pbh hdsjph mlht bhl pbh i` js ofjoah`, Sjpb shitob hlcjlhs& i`whtpjshts

pz~joiffz dj` ml ahzmt` ~btishs thfhwilp pm pbhjt pitchp eitahp, Omlphlp sjphs omeemlfz obitch i gjrh`

~tjoh ~ht ofjoa tipbht pbil xsh i dj``jlc szsphe, ^Ô $`js~fiz$ i`whtpjshehlps ith sbml ml hd sjphs

jpb thfiph` omlphlp pbip biwh icthh` pm sbm i`s,

"_mxtoh;Cmmcfh shitob thsxfps*Bhth omeh jlpm ~fiz pbh pm omloh~ps Cmmcfh I`shlsh il` Cmmcfh I`mt`s, Cmmcfh I`mt`s thghts pm

pbh I`%shffjlc szsphe txl dz Cmmcfh bhthis I`shlsh js pbh i`%~xdfjsbjlc ~tmctie, I`mt`s js pbh

szsphe bhthdz ~hm~fh ~iz emlhz pm ~fioh pbhjt i`whtpjshehlps ml Cmmcfh mt ilz jl`jwj`xif hdsjph, Ml

pbh mpbht bil`& I`shlsh js pbh i`%~xdfjsbjlc szsphe pbip `js~fizs Cmmcfh I`mt`s jl hdsjphs lmp mlh`

dz Cmmcfh,
http://en.wikipedia.org/wiki/Online_advertisinghttp://en.wikipedia.org/wiki/Keyword_(Internet_search)http://en.wikipedia.org/wiki/Target_markethttp://en.wikipedia.org/wiki/Target_markethttp://en.wikipedia.org/wiki/Keyword_(Internet_search)http://en.wikipedia.org/wiki/Online_advertising


19/31

99

Ohff ~bmlh EitahpjlcLmi`izs& jlphlsh ome~hpjpjml gmtohs ome~iljhs pm ahh~ jl pmxob jpb pbh oxspmehts iff `iz fmlc il`

pbjs thyxjths smehpbjlc emth pbil jlphtlhp mt bjob oil dh thghtth` pm is Emdjfh Eitahpjlc, Emdjfh

eitahpjlc js dtmi`fz `hgjlh` is pbh xsh mg pbh emdjfh eh`jxe is i ehils mg eitahpjlc omeexljoipjml,

Emdjfh eitahpjlc oil dh je~fhehlph` pbtmxcb witjmxs sptiphcjhs dxp emsp mg pbhe ith lmp hyxiffz

hgghopjwh, Pbh emsp ~m~xfit gmtes ith `hsotjdh` dhfm;


20/31

94

_E_-EE_ EitahpjlcPbjs iz mg omeexljoipjml js whtz ~m~xfit pbtmxcbmxp pbh `hwhfm~h` mtf` il` jl Dilcfi`hsb is hff,

Omt~mtiph bmxshs lmi`izs& ipphe~p pm dtjlc idmxp emth omlwhljhloh jl omlsxehts fjgh, Ilz pz~h mg

jlgmteipjml pbip i ~tms~hopjwh mt oxtthlp oxspmeht eiz lhh` ith thi`jfz iwijfidfh pbtmxcb pbjs _E_

eitahpjlc shtwjoh,

"_mxtoh; Yxdhh Shdsjph*

Pbjs i`wiloh` iz mg omeexljoipjml bis dtmxcbp idmxp obilchs jl omlsxehts fjgh, Pbtmxcb xsjlc

_E_-EE_ eitahpjlc sptiphcz& ome~iljhs ifizs spiz jpbjl oxspmehts ~moahp, ^hm~fh oil `m ifemsp

ilzpbjlc dz xsjlc pbhjt ohff ~bmlhs, Pbhz oil chp jlgmteipjml hisjfz fjah lhwht dhgmth il` oil hwhl mt`ht&

i ~tm`xop pbip pbhz jsb gmt,

"_mxtoh; Dilcfifjla Shdsjph*

I~~fjoipjml dish` EitahpjlcJl ahh~jlc ~ioh jpb pbh i`wilohehlp jl ohff ~bmlh phoblmfmcz& eilz shtwjohs biwh hehtch` il` cijlh`

~m~xfitjpz, Pbhth ith ejffjmls mg emdjfh i~~fjoipjml shtwjohs bjob ith ofmsh sxdspjpxph pm ome~xphti~~fjoipjmls, ^hm~fh biwh ioohss xlfjejph` pz~hs mg i~~fjoipjmls gmt `jgghthlp ~xt~mshs, Pbhth ith ciehs&

dtmshts& obippjlc smgpith& xpjfjpz smgpith il` eilz emth, _meh mg pbhe ith gthh il` smeh mg pbhe ith

pm dh ~ij` dxp pbhz ~tmwj`h ptjif mt `hem em`h,

"^m~xfit emdjfh i~~fjoipjmls*

Pbhsh gthh smgpiths bhl dhomeh ~m~xfit chlhtiph i omeexljpz bjob ejcbp biwh shwhtif ejffjmls mg

xshts il` pbxs ioyxjth i cjcilpjo sj{h mg eitahp bjob pbhz oil oi~jpifj{h ip lhit gxpxth, Ml pbh mpbht

bil`& pbh `hem whtsjml mg ~ij` i~~fjoipjml smgpiths obitchs i seiff iemxlp mg emlhz gtme i bxch

omeexljpz mg gils,


21/31

9?

Emdjfh hd eitahpjlcOhff ~bmlh xsich bis ifsm dhomeh i dhlhgjp gmt smojif eh`ji eitahpjlc, Pm`iz& eilz ohff ~bmlhs biwh

smojif lhpmtajlc oi~idjfjpjhs; jl`jwj`xifs ith lmpjgjh` mg ilz bi~~hljlcs ml smojif lhpmtajlc sjphs

pbtmxcb pbhjt ohff ~bmlhs& jl thif%pjeh,

"_mxtoh; Giohdmma Shdsjph*

Pbjs omlspilp omllhopjml pm smojif lhpmtajlc sjphs ehils ~tm`xops il` ome~iljhs oil omlspilpfz thejl`

il` x~`iph gmffmhts idmxp pbhjt oi~idjfjpjhs& xshs& je~mtpiloh& hpo, Dhoixsh ohff ~bmlhs ith omllhoph` pm

smojif lhpmtajlc sjphs& i`whtpjshehlps ith ifizs jl sjcbp, Ifsm eilz ome~iljhs ith lm ~xppjlc YT

om`hs ifmlc jpb ~tm`xops gmt jl`jwj`xifs pm ioohss pbh ome~ilzs hdsjph mt mlfjlh shtwjohs jpb pbhjt

seitp%~bmlhs,

_mojif Eh`ji Eitahpjlc "_mojif Lhpmtajlc Shdsjphs*;_mojif lhpmtajlc hdsjphs iffm jl`jwj`xifs pm jlphtiop jpb mlh ilmpbht il` dxjf` thfipjmlsbj~s, Sbhl

~tm`xops mt ome~iljhs kmjl pbmsh sjphs& ~hm~fh oil jlphtiop jpb pbh ~tm`xop mt ome~ilz, Pbip jlphtiopjml

ghhfs ~htsmlif pm xshts dhoixsh mg pbhjt ~thwjmxs hr~htjhlohs jpb smojif lhpmtajlc sjph jlphtiopjmls,

_mojif lhpmtajlc sjphs fjah Pjppht& Giohdmma& ZmxPxdh il` dfmcs iffm jl`jwj`xif gmffmhts pm

thphhp mt th~msp omeehlps ei`h dz pbh ~tm`xop dhjlc ~tmemph`, Dz th~hipjlc pbh ehssich& iff mg

pbh xshts omllhopjmls ith idfh pm shh pbh ehssich& pbhthgmth thiobjlc emth ~hm~fh, _mojif lhpmtajlc sjphs

iop is mt` mg emxpb, Dhoixsh pbh jlgmteipjml idmxp pbh ~tm`xop js dhjlc ~xp mxp pbhth il` js chppjlc

th~hiph`& emth ptiggjo js dtmxcbp pm pbh ~tm`xop-ome~ilz,

Pbtmxcb smojif lhpmtajlc sjphs& ~tm`xops-ome~iljhs oil biwh omlwhtsipjmls il` jlphtiopjmls jpb

jl`jwj`xif gmffmhts, Pbjs ~htsmlif jlphtiopjml oil jlspjff i ghhfjlc mg fmzifpz jlpm gmffmhts il` ~mphlpjif

oxspmehts, Ifsm& dz obmmsjlc bme pm gmffm ml pbhsh sjphs& ~tm`xops oil thiob i whtz littm pitchp

ix`jhloh,

GiohdmmaDxsjlhss mtcilj{ipjmls lm ~htohjwh whtz hff pbh spthlcpb mg Giohdmma omeexljpz, Giohdmma js pbh

fitchsp mg pbh smojif lhpmtas& jpb emth pbil 0>> ejffjml iopjwh xshts& i lxedht cthipht pbil pbh
http://en.wikipedia.org/wiki/Cell_phonehttp://en.wikipedia.org/wiki/Advertisementshttp://en.wikipedia.org/wiki/Social_networking_websiteshttp://en.wikipedia.org/wiki/Twitterhttp://en.wikipedia.org/wiki/Facebookhttp://en.wikipedia.org/wiki/YouTubehttp://en.wikipedia.org/wiki/Blogshttp://en.wikipedia.org/wiki/Word_of_mouthhttp://en.wikipedia.org/wiki/Loyaltyhttp://en.wikipedia.org/wiki/Loyaltyhttp://en.wikipedia.org/wiki/Word_of_mouthhttp://en.wikipedia.org/wiki/Blogshttp://en.wikipedia.org/wiki/YouTubehttp://en.wikipedia.org/wiki/Facebookhttp://en.wikipedia.org/wiki/Twitterhttp://en.wikipedia.org/wiki/Social_networking_websiteshttp://en.wikipedia.org/wiki/Advertisementshttp://en.wikipedia.org/wiki/Cell_phone


22/31

90

~m~xfipjml mg pbh hlpjth Xljph` _piphs, Jps ifsm pbh emsp exfpjeh`ji%gtjhl`fz mg pbh djc pbthh is ehedhts

oil ~msp phrp& ~jopxths& ix`jm& il` wj`hm,

Emsp ~tmdidfz& pbjs bxch sj{h mg ehedht mg Giohdmma omeexljpz ~tme~ps ome~iljhs pm biwh ioomxlp

il` sbith pbhjt lhs& hwhlps & il` ~tm`xop ghipxths, Emsp ipptiopjwh pbjlc js pbip pbjs sbitjlc js

~itpjoj~ipjwh jl lipxth ehiljlc pbip ehedhts oil ifsm omeehlp pbhth bjob js i whtz xshgxf ghh`dioa gmt

pbh ome~iljhs,

"_mxtoh; Mggjojif Giohdmma ~ich mg FC Emdjfh*

Ome~iljhs sbith pbhjt ~tm`xop ghipxths pbtmxcb ~mspjlc ~jopxths& wj`hms il` chp pbh thiopjml mg omlsxehts

jpb i `jwhtsjgjh` ~mmf mg i`wjoh jlspilpfz, Pbhz oil ifsm eijlpijl pbjs pthl` mg omeexljoipjml dz

mgghtjlc witjmxs jlohlpjwhs j,h, `jsomxlp& fmpphtz hpo,

"_mxtoh; Mggjojif Giohdmma ~ich mg Yxdhh*

Lml%~tmgjp mtcilj{ipjmls ifsm xsh pbh mt` mg emxpb ghipxth mg Giohdmma bjfh tijsjlc gxl`s mt

iithlhssbiphwht pbhz jlphl` pm ioome~fjsb,


23/31

98

"_mxtoh; Mggjojif Giohdmma ~ich mg Kiicm Gmxl`ipjml*

Pjppht

"_mxtoh; Mggjojif Pjppht ~ich mg Eo@mlif`s*

Pjppht js mlh mg pbh gisphsp ctmjlc smojif eh`ji lhpmtas, Pjpphts ~bjfmsm~bz js sje~fh; Xshts oil

~msp 90>%obitiopht spipxs x~`iphs "phhps* pbip ith wjhidfh dz ilzmlhgmffmsjlc pbhjt Pjppht spthie, Gmt

dxsjlhsshs il` mtcilj{ipjmls& pbjs ehils mlh mtcilj{ipjml oil hisjfz chp i yxjoa ehssich mxp pm ~hm~fh

bm ith jlphthsph` jl jps iopjwjpjhs& ~tm`xops& mt shtwjohs, Jp oil ifsm xsh Pjppht pm chp thif%pjeh ghh`dioa

gtme oxspmehts& ehedhts& il` hwhlp ipphl`hhs,


24/31

97

"_mxtoh; Mggjojif Pjppht ^ich mg Lmaji*

Pjppht iffms ome~iljhs pm ~tmemph ~tm`xops ml il jl`jwj`xif fhwhf, Pbh xsh mg i ~tm`xop oil dh

hr~fijlh` jl sbmtp ehssichs pbip gmffmhts ith emth fjahfz pm thi`, Pbhsh ehssichs i~~hit ml

gmffmhts bmeh ~ichs, Ehssichs oil fjla pm pbh ~tm`xops hdsjph& Giohdmma ~tmgjfh& ~bmpms& wj`hms& hpo,

Pbjs fjla ~tmwj`hs gmffmhts pbh m~~mtpxljpz pm s~hl` emth pjeh jlphtiopjlc jpb pbh ~tm`xop mlfjlh, Pbjs

jlphtiopjml oil othiph i fmzif omllhopjml dhphhl ~tm`xop il` jl`jwj`xif il` oil ifsm fhi` pm fitcht

i`whtpjsjlc m~~mtpxljpjhs, Pjppht ~tmemphs i ~tm`xop jl thif%pjeh il` dtjlcs oxspmehts jl,

Cmmcfh ^fxs

"_mxtoh; Mggjojif Cmmcfh! ~ich mg Wjtcjl Ixsptifji*

Cmmcfh ~fxs eitahpjlc js i dtil` lh omloh~p iff shp pm jlwi`h pbh _mojif eh`ji eitahp jpb i dmme, Pbh

dtil` wifxh ippiobh` pm C! eiahs jp whtz s~hojif, Pbh ~hm~fh ith cmjlc pm pifa il` ilz ~fioh bhth pbhth

js obippht1 pbhth js ifsm i ~mphlpjif eitahpjlc bxd,

Is hr~hoph`& Cmmcfh ^fxs bis piahl pbh mtf` dz spmte il` jps ~m~xfitjpz jl`hr oil dh hspjeiph` gtme pbh

giop pbip jpbjl gmxt hhas mg jps fixlob& pbh lxedht mg C! xshts sbmp x~ pm 92 ejffjml,

"_mxtoh; Mggjojif Cmmcfh! ~ich mg _iesxlc Emdjfh X_I*

Ip ~thshlp& Cmmcfh ^fxs js lmp m~hl pm dtil`s il` mtcilj{ipjmls is jp js spjff jl jps dhpi phspjlc ~bish, Pjff

lm& emth pbil ?8&>>> dtil`s biwh i~~fjh` gmt dxsjlhss ~tmgjfhs ml pbjs sjph, Cmmcfh js sjgpjlc pbtmxcb pbh

sieh il` i~~tmwjlc sxjpidfh mlhs,
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25/31

93

Zmxpxdh

"_mxtoh; IWC mggjojif Shdsjph* "_mxtoh; Mggjojif zmxpxdh obillhf mg IWC*

ZmxPxdh js i gthh il` bjcbfz ~m~xfit wj`hm sbitjlc shtwjoh, Ilzmlh jpb il ioomxlp oil x~fmi` i wj`hm

mg 9> ejlxphs mt fhss pm pbh sjph il` sbith jp jpb pbh mtf` pbtmxcb i XTF mt dz hedh``jlc pbh wj`hm jl idfmc mt hdsjph, Wj`hms oil ifsm dh hisjfz sbith` ml Giohdmma& Pjppht& il` mpbht sjphs jpb i sjlcfh ofjoa,

ZmxPxdh js il hisz iz pm sbith wj`hm omlphlp jpb i j`h ix`jhloh jpbmxp biwjlc pm ~iz gmt dil`j`pb

mt bmspjlc,

"_mxtoh; Mggjojif BPO hdsjph* "_mxtoh; Mggjojif Zmxpxdh obillhf mg BPO*

Pbjs giojfjpjhs mg Zmxpxdh ~tmwj`h pbh dxsjlhss mtcilj{ipjmls jpb hlmtemxs siwjlcs jl thshitob il``hwhfm~ehlp, Mggjojif hdsjphs mg `jgghthlp dxsjlhss ome~iljhs x~fmi` pbhjt wj`hms mg pbhjt fiphsp

jllmwipjmls is ptijfhts il` chp j`his idmxp pbh thiopjml mg oxspmehts, Emsp je~mtpilp pbjlc js pbip jp whtz

omsp hgghopjwh gmt pbh ome~iljhs, Dhoixsh jp mxf` omsp i fmp pm mtcilj{ipjmls jg pbhz gmt phfhwjsjml

omeehtojifs, @hlj{hls mg jlphtlhp s~mlpilhmxsfz shitob jl Zmxpxdh gmt ~tm`xop thwjh,

GfjoatGfjoat js il jeich bmspjlc il` wj`hm bmspjlc hdsjph& hd shtwjohs sxjph& il` mlfjlh omeexljpz pbip is

othiph` dz Fx`jomt~ jl 4>>0 il` ioyxjth` dz Zibmm) jl 4>>8, Jl i``jpjml pm dhjlc i ~m~xfit hdsjph gmt

xshts pm sbith il` hedh` ~htsmlif ~bmpmcti~bs& pbh shtwjoh js j`hfz xsh` dz dfmcchts pm bmsp jeichs pbip

pbhz hedh` jl dfmcs il` smojif eh`ji,
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92

Sjpb il ioomxlp ip Gfjoat mlh oil thiob emth pbil kxsp thcjsphth` xshts, Pbh omlphlp ~msph` pbhth oil

i~~hit jl dfhl`h` shitob thsxfps,

"_mxtoh; GfjoaT ~ich mg Omoi%Omfi*

Jl giop& pbh jlphctipjml mg Gfjoat ~bmpms jl omlkxlopjml jpb Zibmm il` Cmmcfh pbh pm pm~ shitob hlcjlhs

mtf`j`h& cjwhs ths~hopjwh omlphlps i sptmlc obiloh mg thiobjlc pbh pm~ mg shitob thsxfps gmt ahzmt`%

picch` ~bmpm omlphlp,

"_mxtoh; Gfjoat ~ich mg Kiicm Gmxl`ipjml*

Zhp ilmpbht dhlhgjp js pbip fjlas othiph` ml Gfjoat ith `mgmffms& cjwjlc pbhe sptmlc& il` pm~%tiph` _HM

idjfjpz, Jps pbjs ehils mg smojif sbitjlc il` i sptmlc shlsh mg cfmdif mlfjlh omeexljpz pbip eiahs Gfjoat

i ~mhtgxf eitahpjlc pmmf gmt ilz dxsjlhss,

Fjlah`jl

Fjlah`Jl js i dxsjlhss%thfiph` smojif lhpmtajlc sjph, Gmxl`h` jl @hohedht 4>>4 il` fixlobh`

jl Eiz 4>>?& jp js eijlfz xsh` gmt ~tmghssjmlif lhpmtajlc,

"_mxtoh; Fjlah`Jl ^ich mg Cxfg Dila*
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27/31

9:

Fjlah`Jl js ohlphth` ml pbh pbhmtz mg smojif lhpmtas, Pbhsh thfipjmlsbj~s spitp jpb i omth ìpidish mg

omlpiops il` oil yxjoafz diffmml jlpm i ~mhtgxf Fjlah`Jl eitahpjlc sptiphcz, Pbh shothp js iopjwipjlc

pbip jljpjif dish mg thfipjmlsbj~s,

Fjlah`Jl iffms jps ehedhts pm yxjoafz je~mtp lhitfz ilz `jcjpif i``thss dmma il` eipob pbip jpb

hrjspjlc Fjlah`Jl ehedhts, Pbjs jeeh`jiphfz spitps hlcichehlp oie~ijcl, Zmx oil xsh Fjlah`Jl pm

eilich zmxt omlpiops& tmxpjlhfz omeexljoiph& il` ptjccht m~~mtpxljpjhs,

"_mxtoh; Fjlah`Jl ~ich mg Wmfwm _htwjohs*

Pbh spthiejlc gfm mg smojif jlgmteipjml bhf~s ehedhts pm iopjwhfz eilich il` hr~il` ~mphlpjif smojif

eitahpjlc ix`jhloh, M~~mtpxljpjhs ith thiffz pbh jlphl`h` mxp~xp mg Fjlah`Jl, Omlshyxhlpfz& jp js

`hsjclh` pm giojfjpiph m~~mtpxljpz thshitob, Fjlah`Jl cjwhs hisz pmmfs pm shitob il` shcehlp lmp mlfz

lhpmta& dxp ifsm pbh omeexljpz ip%fitch,

7,> Hgghopjwhlhss mg Shd Eitahpjlc

Mtcilj{ipjmls lmiìzs ith jlwhspjlc i fmp mg emlhz jl jlphtlhp omeexljoipjml pm jlothish pbhjt

~tmgjpidjfjpz, _jloh pbh iemxlp jlwhsph` jl jlphtlhp eitahpjlc pbtmxcbmxp pbh bmfh mtf` js jlothisjlc

ìz dz ìz& jp dhomehs i~~ithlp pbip pbjs omeexljoipjml phoblmfmcz gmt dxsjlhss mtcilj{ipjmls js

hgghopjwh jl pbh omxtsh mg je~tmwjlc pbh ~tmgjpidjfjpz oml`jpjml, Lm pbh yxhspjml ittjwhs bm `m

mtcilj{ipjmls ehisxth pbh hgghopjwhlhss mg pbjs omeexljoipjml, Sbjfh pj~pmhjlc itmxl` pbjs yxhspjml

shwhtif giopmts omeh jlpm ~fiz,

7,9 Pmmfs


28/31

4>

Jlphtlhp eitahphts biwh pbh pmmfs mg ehisxtjlc spipjspjos hisjfz il` jlhr~hlsjwhfz1 ifemsp iff is~hops mg il

Jlphtlhp eitahpjlc oie~ijcl oil dh ptioh`& ehisxth`& il` phsph`& jl eilz oishs pbtmxcb pbh xsh mg il i`

shtwht, Pbh i`whtpjshts oil xsh i witjhpz mg ehpbm`s& sxob isshitob ilifzpjos&~iz ~ht je~thssjml&~iz

~ht ofjoa&~iz ~ht ~fiz& il`~iz ~ht iopjml, Pbhthgmth& eitahphts oil `hphtejlh bjob ehssichs mt

mgghtjlcs ith emth i~~hifjlc pm pbh ix`jhloh, Pbh thsxfps mg oie~ijcls oil dh ehisxth` il` ptioah`

jeeh`jiphfz dhoixsh mlfjlh eitahpjlc jljpjipjwhs xsxiffz thyxjth xshts pm ofjoa ml il i`whtpjshehlp& pm

wjsjp i hdsjph& il` pm ~htgmte i pitchph` iopjml,

7,4 Jlgmteipjml OmlphlpJlgmteipjml omlphlp mg hd eitahpjlc jff sbm il isze~pmpjo lipxth& jg `til ml i lxedht fjlh, Jp

jlofx`hs iff ~mssjdfh is~hops mg jlgmteipjml thfipjlc pm pbh dxsjlhss il` jps hlwjtmlehlp, Jp omlpijls

jlgmteipjml idmxp 0^s bjob js i omth gxlopjml mg eitahpjlc, Jp spiphs pbh iff ~tms il` omls mg i ~tm`xop

"~tm`xop thwjh*& s~hojgjhs ~tjojlc tilch "dmpb fjsp ~tjoh ' `jsomxlps*& `jsptjdxphs pbh ~tm`xop "iwijfidjfjpz

' sbj~ehlp* il` fisp dxp lmp pbh fhisp ~tmemphs pbh ~tm`xops,

7,? Omsp mg OmeexljoipjmlShd eitahpjlc js jlhr~hlsjwh bhl hriejljlc pbh tipjm mg omsp pm pbh thiob mg pbh pitchp ix`jhloh,

Ome~iljhs oil thiob i j`h ix`jhloh gmt i seiff gtiopjml mg pti`jpjmlif i`whtpjsjlc dx`chps, Hwhtz mpbht

~mssjdfh eitahpjlc obillhf mpbht pbil jlphtlhp bis fjejph` ix`jhlohs chmcti~bjoiffz, Ml pbh mpbht bil`&

eitahpjlc mwht pbh jlphtlhp iffms il mtcilj{ipjml pm cm mxpsj`h chmcti~bjoif dmxl`itjhs, _m& mdwjmxsfz&

jp js ofhit pbip omlohtljlc pbh tilch mg pitchp ix`jhlohs pbh omsp mg hd eitahpjlc js exob fmht pbil pbip

mg mpbht obillhfs,

7,0 Thifj{ipjml mg DhlhgjpPbh emsp je~mtpilp dhlhgjp pbip il mtcilj{ipjml cijls pbtmxcb hd eitahpjlc js pbip jp dhomehs

mtf`j`h thomclj{h`, Mtcilj{ipjmls fjah _pitdxoas `m lmp m~htiph jl Dilcfi`hsb dxp jpb pbh dfhssjlc mg

jlphtlhp eilz ~hm~fh mg Dilcfi`hsb ith iith mg pbjs dtil`, _m& jl lhit gxpxth& jg _pitdxoas ~fil idmxp

chmcti~bjoif hr~ilsjml jl smxpb%hisp Isji pbhz oil omlsj`ht pbhjt ~m~xfitjpz jl Dilcfi`hsb eitahp, Pbhth

ith smeh mpbht dhlhgjps mtcilj{ipjmls hlkmz gtme hd eitahpjlc j,h, dtil` jeich& hlbiloh` eitahp

"fmoiffz il` jlphtlipjmliffz*& jlothish` ~tmgjpidjfjpz "TMJ* hpo,
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49

3,> Omlofx`jlc Theitas

Omeexljoipjml fhi`s pm hrobilch mg j`his il` m~jljmls, Pbh emth ~hm~fh pifa1 lhht pthl`s hehtch jl

fitcht lxedhts, Mjlc pm jps j`h s~thi` thiob& jlphtlhp bis dhhl thomclj{h` is il hggjojhlp il` seitpfz

pitchph` eitahpjlc pmmf, Emsp mg pbh pjehs& pbh ome~iljhs `m lmp hwhl lhh` pm jljpjiph oie~ijcls pm

~tmemph pbhjt ~tm`xops, Pbh `hlj{hls mg jlphtlhp `m i eikmt obxla mg mta, Pbjs js i dfhssjlc gmt

eitahphts dhoixsh pbjt` ~itpz i`whtpjsjlc js pbh dhsp mg jps ajl` dhoixsh pbhth js fjppfh fhgp pm `mxdp bhl jp

js i ptxsph` gtjhl` ~tmempjlc mt i~~tmwjlc mg i ~tm`xop mt shtwjoh,

Oxspmehts ith fjahfz pm i`mth pbjs omloh~p dhoixsh jl i``jpjml pm cjwjlc pbhe iff pbh lhs& pbhz ifsm chp pm

sbith thwjhs il` m~jljmls idmxp pbh ~tm`xop jl yxhspjml, Pbjs fhl`s oth`jdjfjpz pm pbh ehtobilp xsjlc pbh

ctmx~ obip gmt ~xdfjoj{jlc bjs ~tm`xop,

Eitahphts il` ome~iljhs ith bj``hl dhlhgjojitjhs mg pbjs j`hi jl pbip pbhz chp pm alm pbh bmlhsp m~jljml

mg ~hm~fh idmxp pbhjt shtwjohs il` bhloh& pbhz oil eiah hggmtps pmit`s dhpphtehlp, Ifsm& jp bhf~s pbhe

ahh~ i pid ml bip pbhjt ome~hpjpmts ith `mjlc il` bhth pbhz spil` jl pbh tioh, Ml i emth disjo fhwhf& jp

iffms pbhe ilmpbht iz pm spiz jl pmxob il` ehhp gmt dtijl spmtejlc shssjmls,

2,> Thghthlohs9, D`kmds hdsjph%,d`kmds,ome4, Mggjojif hdsjph mg Dilcfi`hsb Otjoahp Dmit`%,pjchtotjoahp,ome?, Ctiehhl~bmlh hdsjph%,ctiehhl~bmlh,ome0, Dilcfifjml hdsjph%,dilcfifjmljeir,ome
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44

8, Ejotmsmgp Shdsjph%,ejotmsmgp,ome7, Tmdj hdsjph%,tmdj,ome,d`3, Ijtphf hdsjph%,d`,ijtphf,ome2, Ptj~i`wjsmt hdsjph%,ptj~i`wjsmt,ome:, _pitdxoas mggjojif dfmc%bpp~;--ezspitdxoasj`hi,gmtoh,ome-9>,@hff mggjojif dfmc%bpp~;--hl,omeexljpz,`hff,ome-`hff%dfmcs-`jthop4`hff-d-`jthop4`hff-`hgixfp,is~r99,Yxdhh hdsjph%bpp~;--,yxdhh,ome,d`-94,Dilcfifjla hdsjph%bpp~;--,dilcfifjlacse,ome-9?,Ejc?? hdsjph%bpp~;--,ejc??,ome-90,Ilctz djt`s hdsjph%bpp~;--,tmwjm,ome-hl-mxt%mta-ciehs-wjh-9-ilctz%djt s98,M~hti ejlj hdsjph%bpp~;--,m~hti,ome-emdjfh-97,_az~h%bpp~;--,saz~h,ome-jlpf-hl%xs-chp%saz~h-ml%zmxt%emdjfh-`mlfmi -93,Giohdmma%bpp~;--,giohdmma,ome92,Giohdmma ~ich mg FC emdjfh%bpp~s;--,giohdmma,ome-FCX_IEmdjfh=thg5ps9:,Giohdmma ~ich mg Yxdhh%bpp~s;--,giohdmma,ome-Yxdhh[mlh4>,Giohdmma ~ich mg Kiicm Gmxlìpjml%bpp~s;--,giohdmma,ome-KiicmGmxlìpjml49,Pjppht ~ich mg Eo@mlif`s%bpp~;--pjppht,ome-Eo@mlif`s44,Pjppht ~ich mg Lmaji%bpp~;--pjppht,ome-lmaji4?,Cmmcfh! ~ich mg Wjtcjl Ixsptifji%bpp~s;--~fxs,cmmcfh,ome-9>8222207?>772?>??79040,Cmmcfh! ~ich mg _iesxlc emdjfh%bpp~s;--~fxs,cmmcfh,ome-990?>??3:7993948:347>-~msps48,IWC hdsjph%bpp~;--,iwc,ome-%hl-bmeh~ich47,IWC Zmxpxdh obillhf%bpp~;--,zmxpxdh,ome-mggjojifiwc43,BPO hdsjph%bpp~;--,bpo,ome-jl-42,BPO Zmxpxdh obillhfbpp~;--,zmxpxdh,ome-bpo4:,Omoi%Omfi Gfjoat ~ich%bpp~;--,gfjoat,ome-ctmx~s-omfispxgg-?>,Kiicm Gmxlìpjml Gfjoat ~ich%bpp~;--,gfjoat,ome-~bmpms-kiicmgmxlìpjml-?9,Fjlah`Jl ^tmgjfh mg Wmfwm _htwjohs%bpp~;--,fjlah`jl,ome-ome~ilz-909???4,Fjlah`Jl ~tmgjfh mg Cxfg Dilabpp~;--,fjlah jl,ome-ome~ilz-4>4094=pta5pzib
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