山西财经大学硕士学位论文基于顾客参与理论的顾客关系管理绩效研究姓名：王欣申请学位级别：硕士专业：企业管理指导教师：兰丕武2010-03-30
햪튪?냩쯦ퟅ럾컱뺭볃쪱듺뗄떽살ꎬ틔맋뿍캪훐탄ꆢ틔쫐뎡캪떼쿲뗄펪쿺샭쓮펦퓋뛸짺ꆣ풽살풽뛠뗄웳튵뾪쪼틢쪶떽ꎬ솼뫃뗄맋뿍맘쾵뛔폚웳튵랢햹뗄훘튪탔ꆣ폐킧뗘붨솢돖탸컈뚨뗄맋뿍맘쾵ꆢ쳡룟맋뿍맘쾵맜샭뗄벨킧쫇쿖듺웳튵뺺헹쓜솦뗄맘볼ꎬ춬퇹튲돉캪쿖듺펪쿺쇬폲뗄튻룶훘튪퇐뺿훷쳢ꆣ맋뿍닎폫퓲쫇틔쳡룟럾컱훊솿ꎬ싺ퟣ맋뿍닮틬뮯ꆢ룶탔뮯럾컱탨쟳캪쒿뇪ꆣ쯼뛔폚볓잿웳튵폫맋뿍횮볤뗄맘쾵ꎬ쳡룟맋뿍맘쾵맜샭벨킧훁맘훘튪ꆣ좻뛸ꎬ톧쫵뷧룼뛠뗘쫇듓웳튵ퟔ짭뗄뷇뛈살퇐뺿퓵퇹쳡룟맋뿍맘쾵맜샭벨킧ꎬ쎻폐냑맋뿍쓉죫떽퇐뺿훐살ꆣ?맘힢떽맺쓚맋뿍닎폫돌뛈뇈뷏룟뗄볒ힰ탐튵ꎬ맋뿍폫볒ힰ웳튵뗄맘쾵컊쳢쫇튻룶ퟮ춻돶뗄컊쳢ꆣ틔췹뗄퇐뺿횻뻖쿞퓚퓵퇹쳡룟볒ힰ웳튵럾컱훊솿컊쳢짏ꆣ뛸놾컄퓲쫇틔볒ힰ탐튵룟맋뿍닎폫뛈캪쟐죫뗣ꎬ퇐뺿맋뿍닎폫뛔맋뿍맘쾵맜샭벨킧뗄펰쿬ꎬ캪볒ힰ웳튵쳡룟맋뿍맘쾵맜샭벨킧쳡릩샭싛틀뻝ꆣ?놾퇐뺿틔첽쳖맋뿍닎폫뛔맋뿍맘쾵맜샭벨킧뗄펰쿬캪퇐뺿쒿뇪ꎬ듓맋뿍닎폫뗄뷇뛈죫쫖쳡룟볒ힰ웳튵맋뿍맘쾵맜샭뗄벨킧ꆣ놾컄믘맋쇋맋뿍닎폫ꆢ맋뿍맘쾵맜샭벰웤벨킧움볛횸뇪뗄컄쿗쇏ꎬ쳡돶쇋맋뿍닎폫뛔맋뿍맘쾵맜샭벨킧뗄펰쿬쒣탍ꆣ틔첫풭쫐볒ힰ쫐뎡뗄맋뿍캪컊뻭뛔쿳뷸탐쪵횤럖컶ꆣ쪵횤럖컶퇩횤쇋놾퇐뺿뗄릹쮼ꆣ놾퇐뺿뗄훷튪뷡싛죧쿂ꎺ?⠱?맋뿍닎폫뛔맋뿍싺틢닺짺쿔훸뗄헽쏦펰쿬ꆣ죋볊뮥뚯뛔맋뿍싺틢뗄펰쿬ퟮ듳ꎬ뢶돶얬솦듎횮ꎬ펰쿬ퟮ킡뗄쫇릤ퟷ죏횪ꎬ떫뚼뛔맋뿍싺틢닺짺헽쏦뗄펰쿬ꆣ?⠲?맋뿍닎폫뛔맘쾵탅죎닺짺쿔훸뗄헽쏦펰쿬ꆣ죋볊뮥뚯뛔맘쾵탅죎뗄펰쿬 1
ퟮ듳ꎬ릤ퟷ죏횪듎횮ꎬ펰쿬ퟮ킡뗄쫇쯑톰탅쾢ꎬ떫뚼뛔맘쾵탅죎닺짺헽쏦뗄펰쿬ꆣ?⠳?맋뿍닎폫뛔맘쾵돐억닺짺쿔훸뗄헽쏦펰쿬ꆣ죋볊뮥뚯뛔맘쾵돐억뗄펰쿬ퟮ듳ꎬ쯑톰탅쾢듎횮ꎬ펰쿬ퟮ킡뗄쫇릤ퟷ죏횪ꎬ떫뚼뛔맘쾵돐억닺짺헽쏦뗄펰쿬ꆣ?⠴?맋뿍맘쾵맜샭벨킧룷뇤솿횮볤튲폐헽쏦펰쿬ꆣ맘쾵탅죎뛔맋뿍싺틢벰맘쾵돐억닺짺헽쏦펰쿬ꎬ맋뿍싺틢뛔맘쾵돐억튲닺짺헽쏦펰쿬ꆣ?ꆾ맘볼듊ꆿ?맋뿍닎폫ꎻ볒ힰ탐튵ꎻ맋뿍맘쾵맜샭벨킧ꎻ맋뿍싺틢ꎻ맘쾵탅죎ꎻ맘쾵돐억 ? 2
Abstract Accompany with the serve economic ages’ arrival, take customer as center and take market as the marketing principle of direction to emerge with the tide of the times. More and more business enterprises start realizing, the good customer relates to the importance of the development for the business enterprise. Availably establishment keep on stabilizing of customer's relation, exaltation customer's relating to the results of management is the key that the modern business enterprise competes ability and equally also become an important research topic of modern marketing realm. The customer participates in then with exaltation service quality and satisfies customer's difference to turn, characteristic service need is target. It for strengthen a business enterprise relationship with the customer, raise a customer to relate to manage results to the pass importance. However, the academic circles almost studied from the angle of business enterprise oneself how raised a customer to relate to manage results, don't bring into the customer to the research. It is the most outstanding problems to pay attention to pack the relation problems that packs a business enterprise in the profession, customer and house to local customer participation degree higher house extent. Former research limits at how the exaltation house pack business enterprise service quality problem up. But this text then take participation degree of the customer who take great participation in the house as to correspond a point and study customer's participation to relate to the influence of managing the results on customer and pack a business enterprise exaltation for the house customer to relate to manage results to provide a theory basis. This research with the customer of study participate in to relate to the influence of managing the results on customer for study a target, the angle participating in from the customer commences to raise the level that the adornment business enterprise customer of home relates to a management. This text looked back a customer the participation and customer relate to management and it the cultural heritage data of the results index sign, put forward a customer to participate in to relate to the influence model of managing the results on customer. Ether the customer who packs a market in the original city house carries on substantial evidence analysis for questionnaire object. The substantial evidence analyzed to verify conceiving outline of this research. The main conclusion of this research is as follows: (1) The customer participation shows the positive influence to customer satisfaction. The human relations interaction is the biggest to the influence that the customer is satisfied with, pay 3
effort time it, influence's least of is to work to cognize, but all be satisfied with the influence of creation front side on customer. (2) The customer participation shows the positive influence to relationship trust. The human relations interaction is the biggest to the influence that relates to trust, work cognition time it, influence's least of is to search information, but all produce the positive influence on relation trust. (3) The customer participation shows the positive influence to relationship commitment. The human relations interaction is the biggest to the influence that relates to commitment, search information time it, influence's least of is to work to cognize, but all to relate to commitment creation positive influence. (4) Results of customer relationship management performance show positive influence to each other. Relate to trust to be satisfied with and relate to commitment to the customer the creation is positive to influence, the customer is satisfied with to relation commitment also produce positive influence. ꆾKeywordꆿ Customer participation; The industry of house decoration; Performance of Customer Relationship Management; Customer satisfaction; Relationship trust; Relationship commitment 4
????즽컷닆뺭듳톧?톧캻싛컄풭뒴탔짹쏷? 놾죋횣훘짹쏷ꎺ쯹돊붻뗄톧캻싛컄ꎬ쫇놾죋퓚떼쪦뗄횸떼쿂ꎬ뛀솢뷸탐퇐뺿릤ퟷ쯹좡뗃뗄돉맻ꆣ돽컄훐틑뺭힢쏷틽폃뗄쓚죝췢ꎬ놾싛컄늻냼몬죎뫎웤쯻룶죋믲벯쳥틑뺭랢뇭믲킴맽뗄ퟷ욷돉맻ꆣ뛔놾컄뗄퇐뺿쯹ퟶ돶훘튪릱쿗뗄룶죋뫍벯쳥ꎬ뻹틑퓚컄훐틔쏷좷랽쪽뇪쏷ꆣ놾죋췪좫틢쪶떽놾짪쏷뗄램싉뷡맻평놾죋돐떣ꆣ? 톧캻싛컄ퟷ헟잩쏻ꎺ 죕웚ꎺ 쓪 퓂 죕 1
???즽컷닆뺭듳톧?톧캻싛컄냦좨쪹폃쫚좨쫩? 놾톧캻싛컄ퟷ헟췪좫쇋뷢톧킣폐맘놣맜ꆢ쪹폃톧캻싛컄뗄맦뚨ꎬ춬틢톧킣놣쇴늢쿲맺볒폐맘늿쏅믲믺릹쯍붻싛컄뗄뢴펡볾뫍뗧ퟓ냦ꎬ퓊탭싛컄놻닩퓄뫍뷨퓄ꆣ놾죋쫚좨즽컷닆뺭듳톧뿉틔붫놾톧캻싛컄뗄좫늿믲늿럖쓚죝뇠죫폐맘쫽뻝뿢뷸탐볬쯷ꎬ뿉틔닉폃펰펡ꆢ쯵펡믲즨쏨뗈뢴훆쫖뛎놣듦뫍믣뇠놾톧캻싛컄ꆣ?놾톧캻싛컄쫴폚놣쏜ꇵꎬ늻놣쏜ꇵꆣ퓚 쓪뷢쏜뫳쫊폃놾쫚좨쫩ꆣ ꎨ쟫퓚틔짏랽뿲쓚듲ꆰꇌꆱꎩ?????톧캻싛컄ퟷ헟잩쏻ꎺ††††††††?횸떼뷌쪦잩쏻ꎺ?죕웚ꎺ 쓪 퓂 죕 죕웚ꎺ 쓪 퓂 죕 ? 2
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 ?떼싛?ㄮ?컊쳢쳡돶?ㄮㄮ?퇐뺿뗄샭싛놳뺰?퓧웚쫐뎡펪쿺퇐뺿맘힢뗄쫇폐탎닺욷뗄펪쿺ꎬ쯦ퟅ럾컱뺭볃뗄떽살ꎬ풽살풽뛠뗄톧헟뾪쪼맘힢럾컱펪쿺쇬폲ꆣ럾컱ퟷ캪튻훖펪쿺ퟩ뫏튪쯘ꎬ헦헽틽웰죋쏇훘쫓뗄쫇놾쫀볍㠰쓪듺뫳웚ꎬ틔偡牡獵牡浡測婥楴桡浬뫍䉥牲礠?볲돆做䈩캪듺뇭뗄펪쿺톧헟뾪쪼쇋뛔럾컱펪쿺샭싛뗄퇐뺿ꆣ?ㄹ㜹쓪ꎬ䱯癥汯捫뫍奯畮??뻍횸돶ꎬ웳튵뿉틔ꆰ쿲쿻럑헟살쳡룟짺닺솦ꆱꆣ횮뫳ꎬ탭뛠톧헟뗄퇐뺿벯훐퓚냑맋뿍쫓캪짺닺솦살풴ꆣ퓧퓚ㄹ㠱쓪ꎬ婥楴桡浬?퇐뺿랢쿖ꎬ퓚쒳킩럾컱훐ꎬ폻듯떽솼뫃럾컱훊솿폫쇮죋싺틢뗄뷡맻ꎬ맋뿍뗄훷뚯닎폫쫇뇘튪뗄ꆣ䵩汬?뫍䵯牲楳ꎨㄹ㠶ꎩ?죏캪ꎬꆰ뛔폚쓇킩맋뿍뛔럾컱뗄짺닺웰맘볼ퟷ폃뗄뢴퓓럾컱ꎬ럾컱ퟩ횯뗄뇟뷧펦떱볓틔삩햹ꎬ틔뇣냑맋뿍튲헻뫏뷸살ꎬ맋뿍ퟷ캪쇙쪱돉풱믲닎폫헟ꎬ늢쟒죏캪맋뿍닎폫믡뛔맋뿍싺틢닺짺펰쿬ꆱꆣ㈰〴쓪ꎬ噡牧?뫍䱵獣??죏캪ꎬ헻룶짌튵뇤뗃풽살풽틔맋뿍캪훐탄뫍틔럾컱캪훐탄ꎬ웳튵헽얬솦폫웤맋뿍랢햹솼뫃뗄믯냩맘쾵늢냯훺웤맋뿍돉캪뫏ퟷ짺닺헟ꆣ쿖폐컄쿗뚼쫇퇐뺿맋뿍닎폫뛔웳튵뺭펪벨킧ꆢ웳튵짺닺솦뫍맋뿍싺틢뗈뗄쿠맘탔ꎬ뛸쎻폐짦벰떽맋뿍닎폫뛔웳튵맋뿍맘쾵맜샭벨킧뗄펰쿬ꆣ?웰풴폚짏쫀볍㠰쓪듺뗄맘쾵펪쿺샭싛쫇평䉥牲礨ㄹ㠲??쫗듎쳡돶ꎬ늢붫웤뚨틥캪ꆰ컼틽ꆢ놣돖뫍잿뮯맋뿍맘쾵뗄펪쿺샭쓮ꆱꆣ䵯牧慮뫍䡵湴ꎨㄹ㤴ꎩ쳡돶맘쾵펪쿺샭싛잿뗷붨솢늢캬쾵폫맋뿍뗄돖탸컈뚨맘쾵쫇웳튵펪쿺뗄뫋탄샭쓮ꆣ룃샭싛튻뺭쳡돶뇣 1Christopher , Robert . Look to Consumers to Increase ProductivityꏛJꏝ.Harvard Business Review, 1979, 57(May-June):168-178?2 Zeithaml,. How consumer evaluation processes differ between goods and servicesꏛAꏝ.Donnelly, . &George, . (Eds.) Marketing of Services ꏛCꏝ.Chicago: American Marketing Association, 1981:186-190?3 Peter ,James as Partial Employees of Service Organizations: Role Development in Client ParticipationꏛJꏝ.Academy of Management Review, 1986, 11(4):726-735?4 Stephen , Robert F, Lusch. Evolving to a New Dominant Logic for MarketinꏛgJꏝ.Journal of Marketing, 2004, 68(Jan):1-17?5 Berry marketing//Berry LL, Shostack GL, Upahg, ed at. Emerging perspective on service. Chicago LL: American Marketing Association, 1982:25? 1
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 뗃떽뿬쯙췆맣ꆣ却潲扡捫?뗈죋ꎨㄹ㤴ꎩ?솢ퟣ폚뿍뮧맘쾵ꎬ죏캪ꆰ맘쾵펪쿺뻍쫇춨맽붨솢ꆢ캬돖뫍퓶잿폫뿍뮧뫍웤쯻믯냩뗄맘쾵ꎬ샻폃쿠뮥횮볤뗄돐억폫볹억살믱좡샻죳ꎬ틔싺ퟣ룷랽뗄샻틦튪쟳ꆱꆣ쯦ퟅ맘쾵펪쿺샭싛뗄늻뛏랢햹돉쫬뫍탋웰폚㈰쫀볍㤰쓪듺훐웚뗄탅쾢뫍춨탅벼쫵뗄랢햹ꎬ맋뿍맘쾵맜샭샭싛폚ㄹ㤳쓪평쏀맺뗄톯릫쮾䝡牴湥爠䝲潵?쳡돶ꎬ쿖퓚틑뺭랢햹돉뛀솢뗄닺튵럖횧ꎬ닺튵랢햹잰뺰샖맛ꆣ탭뛠릫쮾쾣췻폫쯻쏇뗄맋뿍랢햹룼잿폐솦뗄맘쾵ꆣ䭯瑬敲뫍䭥汬敲ꎨ㈰〶ꎩ?횸돶맋뿍맘쾵맜샭쫇튻룶맜샭폐맘룶쳥맋뿍쿪쾸탅쾢틔벰킡탄맜샭쯹폐맋뿍뗄ꆰ뷓뒥뗣ꆱ틔ퟮ듳뮯맋뿍훒돏뗄맽돌ꆣ맋뿍맘쾵맜샭뫜훘튪ꎬ틲캪릫쮾샻틦뗄풭뚯솦퓚폚릫쮾맋뿍믹뒡짏뗄볛횵ퟜ횵ꆣ?믘맋쿖폐컄쿗ꎬ컒쏇뿉틔랢쿖풽살풽뛠뗄톧헟죏쪶떽쇋맋뿍닎폫뗄훘튪탔ꆣퟷ캪럾컱펪쿺쇬폲샯뗄퇐뺿뛔쿳ꎬ쿖폐컄쿗듳뚼퇐뺿맋뿍닎폫뛔럾컱펪쿺ꆢ럾컱훊솿ꆢ맋뿍싺틢뗈뗄펰쿬ꆣ좻뛸ꎬ맋뿍닎폫튲쫇맋뿍뫍웳튵횮볤뗄튻뗀쟅솺ꎬ춨맽맋뿍닎폫ꎬ웳튵뿉틔뫍맋뿍붨솢룼쏜쟐뗄맘쾵ꆣ춬쪱ꎬ톧쫵뷧뛔폚맋뿍맘쾵맜샭뚼쫇듓웳튵ퟔ짭뗄뷇뛈좥퇐뺿퓵퇹볓잿폫맋뿍뗄맘쾵ꎬ쎻폐듓맋뿍뗄뷇뛈살뷸탐퇐뺿ꆣ뷩폚듋ꎬ놾퇐뺿붫맋뿍닎폫뛔맋뿍맘쾵맜샭벨킧뗄펰쿬뷸탐쪵횤퇐뺿ꆣ?ㄮㄮ㈠퇐뺿뗄쪵볹놳뺰?퓚틔쿻럑헟탨쟳캪떼쿲ꎬ맋뿍캪훐탄뗄짌튵쪱듺ꎬ럾컱쳡릩헟풽살풽룐쫜떽붨솢솼뫃ꆢ뎤웚뫍컈뚨뗄맋뿍맘쾵뗄훘튪탔ꆣ늻탒뗄쫇ꎬ탭뛠펪쿺샭싛뫍쪵볊탐캪ퟅ훘폚컼틽탂맋뿍뗄틕쫵ꎬ뛸늻쫇놣돖뫍엠퇸쿖폐맋뿍ꆣ쯻쏇ퟅ훘폚쿺쫛뛸럇붨솢맘쾵ꎬ훘퓚풤쫛뫍췆쿺뛸럇캪맋뿍뎬잰뾼싇ꆣퟷ캪놣돖뫍엠퇸쿖폐맋뿍뗄튻훖랽램ꎬ맋뿍닎폫쫜떽쇋풽살풽뛠럾컱쳡릩헟쟠ꎬ듓맋뿍뷇뛈죫쫖ꎬ볓잿폫맋뿍횮볤뗄맘쾵ꆣ?ퟷ헟맘힢떽볒춥ힰ탞탐튵쫇튻룶룟맋뿍닎폫뛈뗄탐튵ꎬ볒ힰ맽돌훐탨튪맋뿍춶죫뷏뛠뗄뺫짱ꆢ쳥솦뫍쟩탷ꆣퟷ헟죏캪볒ힰ탐튵뗄룟맋뿍닎폫뛈폐틔쿂벸랽쏦풭틲ꎺ뗚튻ꆢ볒춥ힰ탞뛔훐맺쿻럑헟뗄훘튪탔ꆣ컒쏇뚼횪뗀ꎬ펵폐튻쳗쿱퇹뗄힡랿ꎬ쫇쎿튻룶훐맺볒춥훁맘훘튪뗄튻늿럖ꎬ뛔볒ힰ뗄맽돌뫍뷡맻뚼럇뎣뗄훘쫓ꆣ쯹틔쿻럑헟닎폫떽볒ힰ맽돌훐뗄돌뛈튲뫜룟ꎬ뇘좻춶죫듳솿뗄쪱볤뫍뺫솦ꆣ뗚뛾ꆢ볒춥ힰ탞탐튵뻟폐탨쟳룶탔뮯ꆢ뛠퇹뮯뗄쳘뗣ꎬ늻춬뗄쿻럑헟뛔볒ힰ짨볆ꆢ럧룱ꆢ퇕즫ꆢ늼뻖뗈쓚죝폐늻 1 Storbacka K,Strandvik T,Gronroos customer relationships for profit: the dynamics of relationship quality. International Journal of Service Industry Management, 1994, 5(5):21-38 2럆샻웕·뿆쳘샕ꎬ뾭컄·삳뛷·뾭샕.펪쿺맜샭ꎨ12냦ꎩ짏몣죋쏱돶냦짧ꎬ2006 2
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 춬뗄탨쟳ꆣ럾컱쳡릩헟뇘탫짮죫쇋뷢맋뿍뗄쪵볊탨쟳ꎬ폫쿻럑헟뷸탐짮죫뗄붻쇷ꆢ릵춨ꆣ쯹틔퓚볒ힰ맽돌훐ꎬ쿻럑헟뫍럾컱쳡릩헟폐ퟅ쏜쟐뗄솪쾵ꆣ맋뿍닎폫뗄돌뛈붫횱뷓펰쿬볒ힰ뗄훊솿ꆣퟮ뫳ꎬ볒ힰ맽돌훐짦벰떽탭탭뛠뛠붨훾ힰ탞랽쏦뗄횪쪶뫍탅쾢ꎬ샽죧ꎬힰ탞닄쇏뗄톡좡ꆢ훊솿ꎬ짨볆맽돌훐뗄뻟쳥닙ퟷꎬ쪵볊ힰ탞맽돌훐ힰ탞릤죋뗄벼쫵튪쟳ꆣ헢킩탅쾢쿠뛔폚럾컱쳡릩헟살쮵ꎬ쿻럑헟횪횮짵짙ꎬ뛔폚쯻쏇살쮵ꎬ듦퓚뫜듳럧쿕ꆣ쯹틔맋뿍닎폫떽볒ힰ맽돌떱훐쫇붵뗍럧쿕쳡룟ힰ탞훊솿ꆢ욷훊뗄ퟮ뫃랽램ꆣ?춬쪱ꎬ쯦ퟅ뺭볃뗄랢햹ꎬ돇쫐뮯뷸돌뗄볓뿬ꎬ쪼폚쪮벸쓪잰뗄랿뗘닺죈틑뒦폚럥ힴ첬ꆣ냩쯦ퟅ랿뗘닺죈뗄돶쿖ꎬ볒ힰ튵튲뗃떽쇋톸쯙랢햹ꆣㄹ㤹쓪좫맺볒뻓ힰ쫎튵뗄ퟜ닺횵캪ㄲ〰틚풪ꎬ쿠떱폚좫맺돇헲힡햬쓪춶ퟜ뛮뗄㌰?ꆣ㈰〵쓪컒맺볒ힰ탐튵뗄쫐뎡ퟜ횵뷓뷼㔲〰틚풪ꆣ풤볆ꎬ㈰쓪좫맺쫐뎡탨쟳붫듯떽?〰?틚풪틔짏뗄쮮욽ꆣ힡햬ힰ쫎쿻럑퓚좫짧믡힡햬쿻럑훐뗄뇈샽뇘좻풽살풽룟ꆣ?떫쫇ꎬ냩쯦ퟅ볒ힰ쫐뎡뗄돖탸믰죈ꎬ룃탐튵튲돶쿖쇋탭뛠벱탨뷢뻶뗄컊쳢ꎬ뛸헢킩컊쳢뗄듦퓚뇘붫펰쿬볒ힰ웳튵맋뿍맘쾵뗄훊솿ꎬ튲믡붵뗍맋뿍닎폫럾컱맽돌뗄돌뛈ꆣ뛠쓪살볒춥ힰ탞탐튵ꎬ쿻럑헟춶쯟뗄죈뗣컊쳢훷튪벯훐퓚틔쿂랽쏦ꎺ볛룱웛햩ꎬ쳘뇰쫇퓚닄쇏릺훃ꆢힰ탞풤쯣훐뚼뎣돶쿖ꎻ닄쇏틔듎돤뫃ꎬ쿻럑헟쫇췢탐ꎬ뛔볒ힰ닄쇏늻쇋뷢ꎻힰ탞릤죋쯘훊뗍ꎬ쎻폐뺭맽튵엠통ꎬힰ탞훊솿듦퓚컊쳢ꆣ헢킩컊쳢뗃늻떽뷢뻶ꎬ쫆뇘붫펰쿬볒춥ힰ탞쫐뎡뗄훈탲ꎬ돶쿖맋뿍맘쾵맜샭훊솿뗍쿂뗄뫳맻ꆣ?뷩폚듋ꎬퟷ헟뾼싇볒춥ힰ탞탐튵룟맋뿍닎폫뛈뗄쳘뗣쫇럱쓜뛔맋뿍맘쾵맜샭벨킧웰떽뫃뗄췆뚯ퟷ폃ꎬ쳡룟볒춥ힰ탞웳튵뗄맋뿍맘쾵훊솿ꆣ틔벰맋뿍닎폫뛔맋뿍맘쾵맜샭벨킧뗄죽룶움볛횸뇪ꎺ맋뿍싺틢ꆢ맘쾵탅죎뫍맘쾵돐억뗄펰쿬돌뛈ꆣ틲듋ꎬퟷ헟쾣췻춨맽뛔볒춥ힰ탞탐튵뗄쪵횤퇐뺿ꎬ첽쯷맋뿍닎폫뛔맋뿍맘쾵맜샭벨킧뗄펰쿬ꆣ?ㄮ??퇐뺿뗄컊쳢뫍쒿뗄?맋뿍닎폫뗄훘튪탔틑뺭훰붥놻죋쏇쯹뷓쫜ꎬퟷ캪튻훖펪쿺쫖뛎튲틑뺭놻뫜뛠탐튵쯹닉폃ꆣ맺쓚췢뗄쿠맘퇐뺿돉맻뇭쏷ꎬ쫊뛈뗄맋뿍닎폫뿉틔쳡룟맋뿍뛔럾컱훊솿뗄룐횪쮮욽틔벰맋뿍뗄싺틢돌뛈ꎬ듓뛸퓶볓맋뿍뗄훒돏뛈ꎬ캪웳튵믱뗃뎤웚뺺헹폅쫆듲쿂솼뫃뗄믹뒡ꆣ놾컄붫틔볒ힰ탐튵캪샽ꎬ듓쪵횤뗄뷇뛈살퇐뺿맋뿍닎폫뛔맋뿍맘쾵맜샭벨킧룷뇤솿ꎨ맘쾵탅죎ꆢ맋뿍싺틢ꆢ맘쾵돐억ꎩ뗄펰쿬ꎬ틔뾼달붫맋뿍닎폫뗄쿠맘샭싛뫍닟싔틽죫떽맺쓚뗄볒ힰ탐튵훐뗄킧맻뫍뿉탐탔ꎬ듓뛸쳡룟컒맺볒ힰ탐튵뗄럾컱훊 3
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 솿ꆣ캪듋놾컄퓚듳솿퓄뛁쿠맘컄쿗뗄믹뒡짏ꎬ뛔쿻럑헟뫍듓튵죋풱뷸탐쇋뗷퇐럃첸ꎬ쳡돶쇋폐맘볒ힰ탐튵맋뿍닎폫퇐뺿뗄믹놾컊쳢ꆣ?놾컄붫듓쪵횤뗄뷇뛈퇐뺿볒춥ힰ탞탐튵맋뿍닎폫뛔맋뿍맘쾵맜샭벨킧뗄펰쿬ꎬ뻟쳥뛸퇔쫇맋뿍닎폫뛔맋뿍맘쾵맜샭벨킧죽룶뇤솿뗄펰쿬ꎺ?ꎨ?ꎩ맋뿍닎폫뛔맋뿍싺틢룷캬뛈뗄펰쿬?ꎨ?ꎩ맋뿍닎폫뛔맘쾵탅죎룷캬뛈뗄펰쿬?ꎨ?ꎩ맋뿍닎폫뛔맘쾵돐억룷캬뛈뗄펰쿬?ꎨ?ꎩ맋뿍맘쾵맜샭벨킧룷뇤솿횮볤뗄펰쿬?놾퇐뺿뗄쒿뗄퓚폚?퓚컒맺볒춥ힰ탞탐튵뗄쫐뎡뮷뺳놳뺰횮쿂ꎬ퇐뺿맋뿍닎폫뛔맋뿍맘쾵맜샭벨킧뗄펰쿬ꎬ듓맋뿍닎폫뗄뷇뛈죫쫖쳡룟볒춥ힰ탞웳튵맋뿍맘쾵맜샭뗄쮮욽ꎬ뛔컒맺뗄볒ힰ웳튵퓚헢랽쏦쳡릩튻뚨뗄샭싛횧돖ꆣ?ㄮ?퇐뺿틢틥?춨맽퇐뺿맋뿍닎폫뛔맋뿍맘쾵맜샭벨킧룷뇤솿뗄펰쿬ꎬ뷸튻늽뿏뚨퓚볒ힰ탐튵헢룶룟맋뿍닎폫뛈뗄탐튵샯ꎬ맋뿍닎폫뛔폚볒ힰ웳튵뗄랢햹ힳ듳ꎬ쳘뇰쫇쳡룟맋뿍맘쾵맜샭벨킧쮮욽ꎬ폫맋뿍놣돖솼뫃맘쾵뗄훘튪탔ꆣ쏷좷쇋맋뿍닎폫뛔볒ힰ탐튵맋뿍맘쾵맜샭벨킧뗄헽쿲펰쿬ퟷ폃ꎬ볒ힰ웳튵닅쓜룹뻝ퟔ벺뗄쪵볊쟩뿶ꎬ훆뚨쫊뫏ퟔ벺뗄맋뿍닎폫닟싔ꆣ냑맋뿍닎폫헢튻룅쓮틽죫떽볒춥ힰ탞훐살ꎬ틔맋뿍닎폫캪훐탄ꎬ늻뛏쳡룟웳튵뗄럾컱훊솿ꎬ쳘뇰쫇맋뿍맘쾵맜샭뗄벨킧ꆣ컒쏇붫듓샭싛뫍쪵볹솽룶랽쏦살첽쳖놾컄뗄퇐뺿틢틥ꆣ ㄮ?⸱?샭싛틢틥?떱잰ꎬ훐컷랽뗄맋뿍맘쾵맜샭샭싛뚼횻힢훘듓웳튵뗄뷇뛈살럖컶맋뿍맘쾵맜샭뗄벨킧벰웤뛔ퟩ횯닺돶뗄펰쿬ꎬ뛸뫶쫓쇋맋뿍틲쯘뛔맋뿍맘쾵맜샭쪵쪩킧맻뗄펰쿬ꎬ쳘뇰쫇맋뿍닎폫뗄틲쯘뛔맋뿍맘쾵맜샭벨킧뗄펰쿬ꆣ쇭튻랽쏦ꎬ맋뿍닎폫듳늿럖쫇맺췢뗄샭싛돉맻ꎬ쫇럱쫊펦폚컒맺볒춥ힰ탞탐튵뮹늻쫇뫜쟥돾ꆣ틲듋ꎬ폐뇘튪뛔컒맺볒춥ힰ탞탐튵맋뿍닎폫뛔맋뿍맘쾵맜샭뗄펰쿬뷸탐쪵횤퇐뺿ꆣ죴횤쪵좷폐펰쿬ꎬ퓲뛔폚룟맋뿍닎폫뛈뗄웤쯻탐튵튲폐쿠펦뗄샭싛췆맣뿉쓜ꆣ 4
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 ㄮ?⸲?쪵볹틢틥?뷼벸쓪ꎬ컒맺뗄볒춥ힰ쫎탐튵쯦ퟅ랿뗘닺쫐뎡뗄믰죈랢햹뗃죧믰죧?ꆣ떫헢늢늻틢캶ퟅ컒맺볒ힰ쫐뎡뗄랢햹틑뺭돉쫬ꆣ쿠랴ꎬ돶쿖쇋탭뛠탨튪뷢뻶뗄컊쳢ꎬ죧ꎺ맋뿍싺틢뛈뗍ꆢ맋뿍놧풹뗈ꎬ폈웤쫇볒ힰ웳튵맋뿍맘쾵맜샭벨킧늻뺡죧죋틢ꎬ쎻폐폫맋뿍붨솢웰룟훊솿뗄맘쾵ꆣ쇭튻랽쏦ꎬ볒춥ힰ탞뛔컒맺쿻럑헟뗄훘튪탔ꎬ맋뿍뛔볒ힰ튪쟳뗄뛠퇹탔ꆢ룶탔뮯ꎬ틔벰볒ힰ맽돌훐탅쾢뗄늻뛔돆탔ꎬ쪹맋뿍닎폫퓚볒ힰ맽돌훐쿔뗃폈캪훘튪ꆣ쯹틔ꎬ폐뇘튪듓맋뿍닎폫뷇뛈죫쫖ꎬ퇐뺿볒춥ힰ탞탐튵맋뿍닎폫뛔맋뿍맘쾵맜샭뗄펰쿬ꎬ틔쳡룟룃탐튵뗄맋뿍맘쾵맜샭벨킧ꆣ ㄮ??싛컄뷡릹?싛컄뗄뷡릹낲업럖캪틔쿂컥늿럖ꎺ?뗚튻늿럖?잰퇔ꆣ훷튪뷩짜쇋퇐뺿뗄샭싛놳뺰ꎬ쪵볹놳뺰ꎬ퇐뺿뗄컊쳢뫍쒿뗄ꎬ샭싛틢틥뫍쪵볹틢틥ꎬ싛컄훷튪뷡릹ꆣ?뗚뛾늿럖?컄쿗ퟛ쫶ꆣ훷튪믘맋ퟜ뷡쇋맺쓚췢톧헟뛔맋뿍닎폫ꆢ맋뿍맘쾵맜샭ꆢ맋뿍싺틢ꆢ맘쾵탅죎틔벰맘쾵돐억샭싛뗄퇐뺿돉맻ꎬ틔벰쯻쏇횮볤뗄쿠뮥맘쾵ꆣ춨맽뛔잰죋뗄컄쿗믘맋ퟜ뷡ꎬ닻쫶쇋놾퇐뺿쇬폲뗄퇐뺿쿖ힴꎬ탎돉쇋놾컄퇐뺿뗄훷튪샭싛믹뒡ꆣ?뗚죽늿럖?퇐뺿볙짨폫짨볆ꆣ놾컄퓚컄쿗ퟛ쫶뗄믹뒡짏ꎬ릹붨돶쇋ퟔ벺뗄퇐뺿쒣탍ꎬ짨볆쇋놾컄퇐뺿뗄뇤솿뚨틥폫뫢솿쓚죝ꎬ늢뻍퇐뺿뇤솿횮볤뗄맘쾵뷸탐쇋볙짨ꆣퟮ뫳뮹뷩짜쇋컊뻭뗄짨볆뫍쫽뻝뗄쫕벯ꆣ?뗚쯄늿럖?퇐뺿춳볆럖컶ꆣ놾컄쪹폃卐卓춳볆럖컶죭볾뛔뗷닩컊뻭쯹뗃뗄쫽뻝뷸탐춳볆럖컶ꎬ뗃떽쫽뻝럖컶뷡맻ꎬ늢쟒ퟶ쇋볲떥움쫶ꆣ?뗚컥늿럖?퇐뺿뷡싛ퟜ뷡폫퇐뺿햹췻ꆣ?ㄮ㔠퇐뺿랽램폫뒴탂뗣?ㄮ㔮ㄠ퇐뺿랽램?놾컄쓢닉폃뗄퇐뺿랽램폐ꎺ?†??ꆢ컄쿗럖컶폫싟벭췆퇝쿠뷡뫏뗄랽램ꆣ춨맽컄쿗럖컶뫍싟벭췆퇝ꎬ뛔맋뿍닎폫뫍맋뿍 5
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 맘쾵맜샭뗄샭싛컄쿗뷸탐쇋맩쓉헻샭ꎬ릹붨쇋맋뿍닎폫뛔맋뿍맘쾵맜샭벨킧뗄펰쿬쳥쾵ꆣ?2ꆢ퓋폃춳볆럖컶벼쫵뷸탐뚨솿럖컶뗄랽램ꆣ쓢닉폃뛠풪믘맩쒣탍뛔춨맽컊뻭뗷닩쫕벯뗄쿠맘쫽뻝뷸탐럖컶ꎬ듓뛸뗃돶쿠펦뷡싛ꆣ?†″ꆢ낸샽퇐뺿랽램ꆣ놾컄톡좡볒ힰ탐튵캪퇐뺿놳뺰ꎬ살퇐뺿첽쳖맋뿍닎폫뛔맋뿍맘쾵맜샭벨킧뗄펰쿬 ㄮ㔮㈠퇐뺿뒴탂뗣?폫틔췹뗄퇐뺿쿠뇈ꎬ놾퇐뺿훷튪퓚틔쿂벸랽쏦좡뗃쇋뷸햹?愮퓚맋뿍맘쾵맜샭뗄샭싛퇐뺿훐ꎬ듳뛠쫽퇐뺿뚼듓웳튵ퟔ짭뗄뷇뛈좥퇐뺿퓵퇹쳡룟맋뿍맘쾵맜샭뗄벨킧ꎬ뛸듓맋뿍뗄뷇뛈좥퇐뺿뗄퓲럇뎣짙볻ꆣ샭싛뷧뛔폚맋뿍맘쾵맜샭뗄퇐뺿벯훐퓚맋뿍맘쾵맜샭샭싛믹뒡ꆢ벨킧움볛횸뇪쳥쾵ꆢ닟싔뗄쪵쪩킧맻뫍맋뿍맘쾵맜샭펰쿬웳튵벨킧뗄쓚퓚믺샭쯄룶랽쏦ꆣ듓맋뿍맘쾵맜샭샭싛떮짺틔살ꎬ탭뛠톧헟뚼쫇듓웳튵ퟔ짭뗄쫓뷇뛔맋뿍맘쾵맜샭햹뾪짮죫퇐뺿ꎬ늢좡뗃쇋탭뛠폐볛횵뗄샭싛돉맻ꆣ떫쫇ꎬ듓맋뿍뗄뷇뛈살퇐뺿퓵퇹쳡룟맋뿍맘쾵맜샭벨킧뗄퓲럇뎣짙볻ꆣ놾컄쫇믹폚맋뿍닎폫샭싛퇐뺿퓵퇹쳡룟맋뿍맘쾵맜샭쮮욽ꎬ춨맽샭싛뫍쪵횤퇐뺿랢쿖ꎬ퓚볒ힰ탐튵맋뿍닎폫뛔맋뿍맘쾵맜샭닺짺헽쏦뗄펰쿬ꎬ붫맋뿍닎폫틽죫떽맋뿍맘쾵맜샭떱훐살ꎬ캪컒맺뗄볒ힰ웳튵쳡룟맋뿍맘쾵맜샭벨킧쳡릩쇋튻훖탂랽램ꆣ?戮퓚맺쓚췢뛔폚맋뿍닎폫뗄샭싛퇐뺿훐ꎬ짦벰떽볒ힰ탐튵뗄퇐뺿럇뎣짙ꆣ쳘뇰쫇퓚컒맺ꎬ평폚컒맺쿻럑헟뗄쿻럑쓜솦폐쿞ꎬ볒ힰ릫쮾횻쫇퓚ퟮ뷼벸쓪닅뾪쪼랢햹ꎬ쯹틔뛔볒ힰ헢룶맋뿍닎폫뛈뫜룟뗄탐튵ꎬ맺쓚뗄샭싛퇐뺿뮹럇뎣짙ꆣ믹폚잰죋샭싛퇐뺿뗄믹뒡횮짏ꎬ놾퇐뺿듓볒ힰ탐튵뗄룟맋뿍닎폫뛈헢룶쳘뗣죫쫖ꎬ헫뛔뷼쓪살볒ힰ탐튵돶쿖뗄훊솿컊쳢ꆢ맋뿍춶쯟뗈맋뿍맘쾵맜샭컊쳢ꎬ퇐뺿첽쳖맋뿍닎폫쫇럱뛔볒ힰ탐튵맋뿍맘쾵맜샭벨킧폐헽쏦뗄펰쿬ퟷ폃ꆣ? 6
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 ?쿠맘샭싛믘맋?㈮ㄠ맋뿍닎폫?㈮ㄮㄠ맋뿍닎폫뗄뚨틥?샭싛뷧뛔폚맋뿍닎폫뗄뚨틥쎻폐탎돉돉쫬뗄샭싛돉맻ꎬ듳뛠쫽톧헟뚼쫇듓뻟쳥탐캪뗄뷇뛈살쏨쫶맋뿍닎폫뗄뚨틥ꆣ卬楰慫楴뫍䙩獫⠱㤸㔩?쳡돶맋뿍닎폫냼삨맋뿍훇솦짏ꆢ쳥솦짏ꆢ쟩룐짏뗄얬솦폫춶죫ꆣ䵩汬?뫍䵯牲楳⠱㤸㘩?쳡돶맋뿍닎폫쫇튻룶탐캪탔뗄룅쓮ꎬ횸맋뿍퓚닺욷믲럾컱뗄짺닺믲뒫뗝맽돌훐쯹쳡릩뗄풴믲듓쫂뗄탐캪ꎬ냼삨뺫짱짏뗄ꆢ쳥솦짏믲쟩탷짏뗄춶죫ꆣ䭥汬敹Ⱐ䑯湮敬汹뫍卫楮湥爨ㄹ㤰??쳡돶평폚퓚탭뛠럾컱훐맋뿍탨튪닎폫떽튻뚨뗄돌뛈틔좷놣럾컱뗄짺닺뫍쿻럑뗄뷸탐ꎬ틲듋맋뿍닎폫뿉틔폃믱좡럾컱쿠맘탅쾢믲랢믓얬솦뗄탎쪽살쏨쫶ꆣ䍥牭慫ⱆ楬?뫍偲楮捥⠱㤹㐩?쳡돶맋뿍닎폫쫇폫럾컱뗄짺닺뫍뒫뗝쿠맘뗄뺫짱뫍컯훊랽쏦뗄뻟쳥탐캪ꆢ맋뿍뗄얬솦뫍뻭죫뗄돌뛈ꆣ맋뿍닎폫쫇맋뿍뗄쳘뚨탐캪뫍럾컱뒫뗝폐맘ꎬ쟒맋뿍탐캪쫇랢짺퓚릺싲쪱ꎬ랴펳맋뿍짦벰탐캪뗄ힴ첬ꆣ헢튻샠뚨틥쫇듓탐캪룅쓮짏살뷢쫍맋뿍닎폫ꎬ냑맋뿍닎폫뾴돉쫇튻훖탐캪맽돌ꆣ?떫튲폐늿럖톧헟듓떥튻뗄뷇뛈살뚨틥맋뿍닎폫ꆣ䍥牭慫ꎬ䙩汥뫍偲楮捥⠱㤹㐩죏캪맋뿍닎폫쫇맋뿍뗄쳘뚨탐캪ꎬ뫍럾컱뒫뗝쾵춳폐맘ꆢ쟒맋뿍탐캪쫇랢짺퓚릺싲쪱ꎬ랴펦맋뿍짦벰탐캪뗄ힴ첬ꆣ副摩뫍䭬敩湥⠲〰〩?뗄뚨틥훐튲쫇냑맋뿍닎폫쏨쫶돉캪튻훖탐캪룅쓮ꎬ횸맋뿍퓚럾컱뗄닺짺믲뒫뗝맽돌훐ꎬ쯹쳡릩뗄풴믲듓쫂뗄탐캪ꆣ䱬潹搨㈰〳?퓲쳡돶맋뿍닎폫쫇맋뿍퓚럾컱맽돌훐ퟶ돶뗄쯹폐릱쿗ꎬퟮ훕붫펰쿬쯻쏇쯹뷓쫜뗄럾컱뫍럾컱훊솿ꆣ䱬潹?듓뷡맻뷇뛈쏨쫶맋뿍닎폫ꎬ냑맘힢뗣럅퓚쇋맋뿍닎폫뗄뷡맻짏ꎬ쟸뇰폚탐캪뷇뛈뗄쏨쫶ꆣ? 1 P Slipakit, RP the Service Encounter: A Theoretical Framework in Bloch. Services Marketing in A Changing EnvironmentꏛRꏝ,Chicago: American Marketing Association, 1985, 117-121?2 P K Mills H Morris. Clients as Partial Employees of Service Organizations: Roles Development in Client Participation. Academy of Management ReviewꏛJꏝ,1986,11(4):726-735?3 Kelley, S. W, Donnelly, . &Skinner, participation in service production and deliveryꏛJꏝ.Journal of Retailing, 1990, 66(3):315-335?4 Cermak,,. &Prince, Participation in Service Specification and DeliveryꏛJꏝ.Journal of Applied Business Research, 1994, 10, (2):90-100?5 Lloyd, role of culture on customer participation in serviceꏛDꏝ.Doctoral dissertation, Hong Kong Polytechnic University, 2003 ? 7
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 ㈮ㄮ?맋뿍닎폫뗄캬뛈?맋뿍닎폫뗄캬뛈쪵볊짏쫇뛔맋뿍닎폫탐캪뚨틥뗄럖샠뫍쏨쫶ꆣ퓧퓚짏쫀볍㠰쓪듺卩汰歡瑩뫍䙩歳⠱㤸㔩뻍쳡돶쇋맋뿍닎폫냼삨맋뿍훇솦짏ꆢ쳥솦짏ꆢ쟩룐짏뗄얬솦폫춶죫뗄맋뿍닎폫캬뛈ꆣ틲듋ꎬ맋뿍닎폫뗄캬뛈냼삨뺫짱훇솦랽쏦뗄춶죫ꆢ쳥솦랽쏦뗄춶죫뫍쟩탷랽쏦뗄춶죫ꆣ뺫짱훇솦랽쏦횸맋뿍퓚횪쪶ꆢ탅쾢풴뫍탄훇짏폫웳튵뗄뫏ퟷꎻ쳥솦랽쏦쫇튻훖탐캪맽돌ꎬ냼삨폐탎뫍컞탎뗄샍뚯ꎬ맋뿍쟗ퟔ닎폫닺욷뗄훆퓬ꎻ쟩탷랽쏦횸맋뿍뛔웳튵닺욷믲웳튵놾짭춶죫뗄룐쟩ꆣ?䉥瑴敮捯畲琨ㄹ㤷??퓚퇐뺿훐랢쿖ꎬ맋뿍퓚럾컱훐냧퇝죽훖뷇즫ꎺ퓞훺헟ꆢ죋솦풴폫ퟩ횯뗄맋뿍ꎬ틀뻝뷇즫뗄늻춬랢햹돶죽훖ퟔ풸탔뇭쿖탐캪ꎺ훒돏ꆢ뫏ퟷ탐캪뫍탅쾢럖쿭ꆣ헢죽훖탐캪튲뻍쫇맋뿍닎폫뗄죽룶캬뛈ꎬ웤훐훒돏뿉틔뾴ퟷ쫇럾컱뫳뗄튻훖뷡맻ꎬ쫇럾컱뫳뗄맋뿍닎폫ꎬ맋뿍믡뇭쿖돶뛔ퟩ횯뗄훒돏뛈쟒맋뿍죏캪ퟩ횯뗄샻틦듳폚룶죋샻틦ꎻ뫏ퟷ탐캪쫇횸맋뿍폐샻폚솼뫃럾컱뒫뗝뗄탐캪ꎬ떱맋뿍뗄탐캪폐샻폚솼뫃뗄럾컱뒫뗝쪱ꎬ돆횮캪뫏ퟷ탐캪ꎻ탅쾢럖쿭쫇횸맋뿍믽벫쟒폐퓰죎탔뗄폫ퟩ횯뷸탐탅쾢릵춨ꆣ?䭥汬潧本奯畮杤慨?뫍䉯睥渨ㄹ㤷??닉폃ꆰ맘볼쫂볾럖컶램ꆱ랢쿖맋뿍닎폫뗄쯄훖탎쪽ꎬ럖뇰캪쫂잰ힼ놸ꆢ붨솢맘쾵ꆢ탅쾢붻뮻탐캪뫍룉짦탐캪ꆣ웤훐ꎬ붨솢맘쾵뫍잰쏦쳡떽뗄훒돏샠쯆ꎬ뛸탅쾢붻뮻탐캪뻍쫇탅쾢럖쿭ꆣ?쯦ퟅ샭싛뗄늻뛏랢햹뫍췪짆ꎬ맋뿍닎폫캬뛈뗄샭싛튲훰붥돉쫬ꎬ탅쾢럖쿭뫍죋볊뮥뚯돉캪뇘늻뿉짙뗄솽룶캬뛈ꆣ䕮湥?뫍䉩湫?⠱㤹㤩?쳡돶맋뿍닎폫냼삨죽룶맣랺뗄캬뛈벴탅쾢럖쿭ꆢ퓰죎탐캪뫍죋볊뮥뚯ꆣ탅쾢럖쿭횸맋뿍탨튪폫럾컱쳡릩헟럖쿭탅쾢ꎬ틔놣횤럾컱쳡릩헟쯹쳡릩뗄럾컱쓜싺ퟣ맋뿍뗄탨튪ꆣ웤훐탅쾢뿉럖돉솽늿럝ꎺ뇘놸탅쾢뫍럇뇘놸탅쾢ꎻ퓰죎탐캪횸맋뿍돉캪럾컱닺욷뗄릲춬짺닺헟ꎻ죋볊뮥뚯횸퓚럾컱뒫뗝맽돌훐맋뿍폫럾컱쳡릩헟뗄뮥뚯ꎬ냼삨샽죧쿱탅죎ꆢ뿉뾿ꆢ횧돖ꆢ뫏ퟷ엤뫏ꆢ쇩믮탔벰돐억뗈죋볊맘쾵튪쯘ꆣ?䱬潹搨㈰〳?냑맋뿍닎폫럖캪죽룶캬뛈ꎺ뢶돶얬솦ꆢ릤ퟷ죏횪뫍쯑톰탅쾢ꆣ뢶돶얬솦횸맋뿍닎폫떽럾컱훐쯹뢶돶뗄얬솦ꎬ뿉틔듓ퟔ짭룐뻵떽쯹뢶돶뗄뺫솦ꆢ쪱볤ꆢ볡돖돌뛈뫍훇솦짏뗄춶죫살뫢솿ꎻ릤ퟷ죏횪쫇맋뿍닎폫뗄튻늿럖ꎬ맋뿍쯹쇋뷢떽뗄릤ퟷ훐뗄늽훨ꆢ쪹폃 1 Bettencourt, voluntary performance: customers as partners in service deliveryꏛJꏝ.Journal of Retailing, 1997, 73(3):383-406?2 Kellogg,., Youngdahl, ., &Bowen, the Relationship between Customer Participation and Satisfaction: Two FrameworksꏛJꏝ.International Journal of Service, 1997, 8, (3):206-219?3 Ennew,., and Binks, of Participative Service Relationships on Quality, Satisfaction and Research 1999, 46:121-132? 8
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 룃럾컱뗄쿠맘횪쪶뫍쓑틗돌뛈뚼쫇맋뿍닎폫떽럾컱맽돌훐뗄뇭쿖ꎻ쯑톰탅쾢쫇맋뿍캪쇋쇋뷢럾컱뗄탨쟳뫍ퟔ벺펦룃냧퇝뗄뷇즫ꎬ쯑톰탅쾢뛔폚냯훺맋뿍붨솢럻뫏쪵볊뗄웚췻쫇뫜폐폃뗄ꎬ튲폐훺폚맋뿍ힼ좷뗄쇋뷢쯹탨튪ퟶ뗄릤ퟷꆣ䱬潹?쯹쳡돶뗄뢶돶얬솦퓲쫇룅삨ퟜ뷡쇋짏쫀볍㠰쓪듺卩汰歡瑩뫍䙩歳쯹쳡돶뗄맋뿍닎폫캬뛈ꎬ뛸릤ퟷ죏횪퓲쫇샭싛뷧뗄폖튻룶뒴탂ꎬ뿉틔뫜뫃뗘뫢솿맋뿍닎폫뗄돌뛈ꆣ?뛔폚맋뿍닎폫캬뛈뗄뮮럖ꎬ평폚퇐뺿쯹뒦뗄탐튵뗄늻춬ꎬ퇐뺿뷇뛈뗄늻춬ꎬ톧헟뗃돶뗄뷡싛튲늻쿠춬ꆣ쯹틔ꎬ맋뿍닎폫캬뛈뗄뮮럖뷡싛늻쫇캨튻뗄ꎬ퓚퇐뺿맽돌떱훐펦룃뷡뫏쪵볊쟩뿶뛸뚨ꆣ ㈮ㄮ?맋뿍닎폫뗄돌뛈?䵩汬?뫍䵯牲楳⠱㤸㘩?죏캪ꎬ평폚늻춬뗄닺튵뛔폚맋뿍탅쾢ꆢ뷓뒥뗈쿮쒿폐늻춬뗄튪쟳ꎬ틲듋늻춬뗄탐튵뛔폚맋뿍닎폫돌뛈뗄튪쟳튲늻뺡쿠춬ꆣ쳡돶쇋틔웟룶릹쏦뫢솿닺튵맋뿍닎폫돌뛈ꎬ냼삨ꎺ뫏춬ꆢ뛔맋뿍뗄튪쟳ꆢ죎컱믮뚯ꆢ톶뒦샭ꆢ컊쳢쇋뷢ꆢ쪱볤뫍뿉틆탔ꎬ늢룹뻝헢웟룶릹쏦뮮럖캪캬돖맘쾵뮥뚯ꆢ죎컱뮥뚯뫍죋볊뮥뚯죽룶맋뿍닎폫돌뛈샠뇰ꆣ웤훐ꎬ죴ퟩ횯뗄죎컱뮥뚯뫍죋볊뮥뚯솽쿮쳘헷풽쏷쿔ꎬ풽탨튪맋뿍닎폫웤짺닺뗄맽돌ꎬ쫴폚탨튪맋뿍닎폫돌뛈뷏룟뗄닺튵ꎬ샽죧ꎺ뷌폽쫂튵ꆢ램싉맋컊ꆢ릤돌릫쮾뗈ꎻ죴웤뮥뚯뗄쒿뗄훷튪쫇캬돖맘쾵ꎬ춨뎣폐쏷좷뗄돌탲살맦랶짺닺폫쿻럑탐캪ꎬ뛔맋뿍닎폫뗄튪쟳뷏뗍ꎬ쫴폚탨튪맋뿍닎폫돌뛈뷏뗍뗄닺튵ꎬ샽죧ꎺ틸탐튵ꆢ쇣쫛튵뗈ꆣ?䡵扢敲琨ㄹ㤵??룹뻝럾컱쳥퇩뗄늻춬ꎬ붫맋뿍닎폫돌뛈럖돉죽샠ꎺ⠱?뗍뛈닎폫ꎬ퓚뗍쮮욽닎폫뗄쟩뿶쿂ꎬ뷶뷶탨튪맋뿍돶쿖퓚럾컱쿖뎡ꎬ럾컱웳튵뫍풱릤붫췪돉좫늿럾컱릤ퟷꎬ떱럾컱뒫뗝쪱ꎬ맋뿍닅탫돶쿖ꎻ닺욷쫇뇪ힼ뮯뗄ꎻ컞싛폐컞맋뿍릺싲ꎬ뚼뿉틔닺짺럾컱ꎻ캨폐뢶뿮쪱ꎬ닅탨튪맋뿍뗄춶죫ꆣ샽죧몽뿕싃탐ꆢ돦몦뿘훆ꆢ틴샖믡뗈ꆣ⠲?훐뗈쮮욽뗄닎폫ꎬ튪쟳맋뿍춶죫풴ꎬ냯훺럾컱ퟩ횯췪돉죎컱ꆣ캪쇋뒴퓬솼뫃뗄럾컱ꎬ탨튪맋뿍뗄춶죫ꎻ춸맽맋뿍뗄춶죫ꎬ뿉룶죋뮯풭쿈뗄뇪ힼ뮯럾컱ꎻ떱맋뿍릺싲쪱ꎬ닅쓜닺짺럾컱ꎻ튪쿫뗃떽튻룶쫊떱뗄뷡맻ꎬ맋뿍뗄춶죫쫇뇘탫뗄ꎬ떫죧맻쎻폐ꎬ릫쮾죔좻뿉틔쳡릩럾컱ꆣ맋뿍뗄춶죫냼삨탅쾢ꆢ뺫솦믲헟쿠맘폐탎컯ꎬ샽죧샭랢ꆢ쓪뛈쳥볬ꆢ믵컯퓋쫤뗈ꆣ⠳?퓚룟쮮욽닎폫 1 Mills, Morris,., Clients as Partial Employees of Service Organizations: Role Development in Client ParticipationꏛJꏝ.Academy of Management Review, 1986, 11(4):726-735?2 Hubbert, co-creation of service outcomes: effects of locus of causality attributions 1-318.ꏛDꏝ.Arizona State University, 1995? 9
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 훐ꎬ맋뿍돉캪잿훆탔뗄짺닺뷇즫ꎬ죧맻늻쓜쪵쿖룃뷇즫ꎬ뻍믡펰쿬럾컱닺욷뗄탔훊ꆣ뇘탫폫맋뿍ꆰ릲뒴ꆱ럾컱ꎻ훷뚯뗄맋뿍닎폫ꎬ뿉뻶뚨맋뿍뚨훆뮯뗄럾컱ꎻ럾컱뗄뒴퓬뫍맋뿍릺싲ꆢ훷뚯닎폫컞램럖샫ꎻ맋뿍춶죫쫇뇘탫뗄ꎬ틔릲춬뒴퓬럾컱뷡맻ꆣ샽죧믩틶톯ꆢ룶죋엠통ꆢ맜샭톯뗈ꆣ퓚룷훖쮮욽쿂ꎬ맋뿍닎폫뗄폐킧탔믡펰쿬떽럾컱뗄훊솿뫍맋뿍싺틢뛈ꆣ?㈮㈠맋뿍맘쾵맜샭?㈮㈮ㄠ맋뿍맘쾵맜샭뗄뚨틥?맋뿍맘쾵맜샭뗄룅쓮쫗쿈평쏀맺뗄톯릫쮾䝡牴湥爠䝲潵?퓚ㄹ㤳쓪잰뫳쳡돶ꎬ쿖퓚틑뺭랢햹돉뛀솢뗄닺튵럖횧ꎬ닺튵랢햹잰뺰샖맛ꆣ?맺쓚톧헟웫병틴ꎨ㈰〶ꎩ?횸돶평폚맋뿍맘쾵맜샭풴폚㈰쫀볍㤰쓪듺훐웚탅쾢벼쫵뮷뺳쿂뗄펪쿺닟싔뒴탂ꎬ뛸헢훖뒴탂훷튪횸믹폚탅쾢벼쫵뗄맋뿍뷢뻶랽낸?뇈죧쿺쫛ퟔ뚯뮯뗈?ꆣ틔䥮瑥牮整벼쫵캪듺뇭뗄탅쾢뫍춨탅벼쫵뛔죋샠뗄짌튵닺짺쇋뻞듳뗄펰쿬ꎬ쯼볓뻧쇋탅쾢뒫능뗄쯙뛈뫍맣뛈ꎬ붵뗍쇋뎧짌폫뿍뮧뻍짌욷ꆢ럾컱뗄탅쾢늻뛔돆돌뛈ꆣ틲듋튻늿럖톧헟닠훘듓벼쫵쫓뷇살샭뷢맋뿍맘쾵맜샭ꆣ뇈죧ⱋ畴湥?뫍䍲楰灳⠱㤹㜩죏캪ꎬ맋뿍맘쾵맜샭뻍쫇쫽뻝쟽뚯뗄펪쿺랽쪽ꆣ䭨慮湡⠲〰㈩죏캪ꎬ맋뿍맘쾵맜샭뻍쫇뗧ퟓ짌컱벼쫵퓚펪쿺쇬폲뗄뻟쳥펦폃ꆣ춬퇹ꎬ剹慬?뫍偡祮攨㈰〱??튲잿뗷맋뿍맘쾵맜샭퓚탅쾢벼쫵쟩뺳쿂뇤뗃룼웕뇩ꆣ헢샯쯹쮵뗄벼쫵훷튪쫇횸뗧쓔뗧뮰벯돉ꎨ䍔䤬䍯浰畴敲⁔敬数桯湹?䥮瑥杲慴楯?ꎩ뫍뫴뷐훐탄ꎨ䍡汬⁃敮瑲?ꎩꆣ틲듋ꎬ쯻쏇붫맋뿍맘쾵맜샭쏨쫶캪ꆰ믹폚탅쾢벼쫵뗄맘쾵펪쿺닟싔ꆱꆣ?쯦ퟅ맋뿍맘쾵맜샭벼쫵샭싛뗄랢햹ꎬ퇐뺿뗄늻뛏짮죫ꎬ풽살풽뛠뗄톧헟뛔맋뿍맘쾵맜샭뗄벼쫵샭싛뾪쪼쳡돶훊틉ꆣ쯻쏇죏캪냑맋뿍맘쾵맜샭볲떥뗘쫓캪튻훖벼쫵펦폃럇뎣뻖쿞뫍쿁낯ꎬ펦룃냚췑벼쫵맛뗄쫸뢿ꎬ쳡뎫듓햽싔쫓뷇살뷢쫍맋뿍맘쾵맜샭ꆣ卷楦琨㈰〲?죏캪?맋뿍맘쾵맜샭뻍쫇춨맽랢햹폫맘볼맋뿍뗄맘쾵살퓶볓막뚫볛횵뗄햽싔슷뺶?쯼뷡뫏퓋폃맘쾵펪쿺햽싔뫍䥔벼쫵살뒴퓬폫맋뿍벰웤쯻맘볼샻틦훷쳥뗄뎤웚펯샻맘쾵ꆣ偡牶楴楹慲뫍卨整栨㈰〱?튲죏캪?맋뿍맘쾵맜샭뻍쫇폐헫뛔탔뗘펮뗃ꆢ쇴힡맋뿍?늢춬쪱캪웳튵폫맋뿍뒴퓬볛횵틔쪵쿖릲펮뗄ퟛ뫏햽싔ꆣ偡祮?뫍䙲潷⠲〰㘩?듓햽싔쫓뷇럖컶쇋맋뿍맘쾵맜샭?잿뗷 1웫병틴ꎬ췲펳뫬.뿍뮧맘쾵맜샭샭싛폫랽램.훐맺쮮샻쮮뗧돶냦짧ꎬ횪쪶닺좨돶냦짧.2006ꎨ9ꎩꎺ5튳?2탬쾸탛.맋뿍맘쾵맜샭샭싛퇐뺿뷸햹벰웤뛔컒맺웳튵펪쿺쪵볹뗄웴쪾.췢맺뺭볃폫맜샭.뗚31뻭뗚1웚ꎬ2009쓪1퓂?3 Adrian. Payne& relationship management, From strategy to implementationꏛJꏝ.Journal of Marketing 10
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 맋뿍맘쾵맜샭맽돌훐뿧늿쏅헻뫏뗄뇘튪탔?늢틔듋캪믹뒡릹붨쇋맋뿍맘쾵맜샭햽싔뗄헻뫏쒣탍ꆣ?뗚죽훖맛뗣죏캪맋뿍맘쾵맜샭쫇튻훖짌튵닟싔ꆣ훷튪폐펰쿬뗄쫇䑩捫⁌敥ꎬ쯻죏캪맋뿍맘쾵맜샭쫇튻훖틔맋뿍캪훐탄뗄짌튵닟싔ꎬ뿉틔듙돉릫쮾훘튪풭퓲뗄뇤뮯ꎬ캪쇋퓚웳튵닉쓉맋뿍맘쾵맜샭벼쫵ꎬ쫗쿈튪룄뇤웳튵짌튵랽램ꎬ늢쟒훘ퟩ웳튵풭퓲ꎬ횻폐헢쪱닅뿉틔훆뚨릺싲뫍쪹폃벼쫵뗄뻶닟ꆣ맋뿍맘쾵맜샭ퟷ캪튻훖짌튵닟싔ꎬ쯼뿉틔뛀솢폚벼쫵ꎬ떫쫇쎻폐벼쫵뗄횧돖ꎬ짌튵닟싔뻍컞램뇤캪쿖쪵ꆣ죋샠짌튵돵웚뗄뺭펪랽램벴쪹폐쇋맋뿍맘쾵맜샭뗄몬틥ꎬ떫킧맻폫뷱죕䥃?횧독뗄맋뿍맘쾵맜샭짌튵닟싔뗄킧맻좴쫇늻뿉쿠쳡늢싛뗄ꆣ?뻶뚨붨솢돉릦뗄ꆢ폐샻뿉춼뗄뿍맋뿍맘쾵뗄웳튵ꎬ뚼쏷냗랢햹돉캪춨맽퓶볓뿍뮧볛횵살퓶볓ퟔ짭볛횵뗄웳튵뗄맽돌ꎬ늢늻쫇듓틽죫벼쫵뾪쪼뗄ꎬ뛸쫇듓쿂쇐솽뗣뾪쪼뗄ꎺ?ꎨ?ꎩ냯훺웳튵듓뒫춳뗄힢폚쿺쫛믲훆퓬뗄쒣쪽쿲힢폚뿍뮧뗄쒣쪽ꎬ탎돉튻훖햽싔믲돖탸뇤뮯뗄맽돌ꎬ춬쪱퓶볓쫕죫뫍샻죳ꆣ?ꎨ?ꎩ쇬떼닣뇘탫뻟놸솬맡탔쮼캬뫍뻶닟쓜솦ꎬ냑뿍뮧볛횵뫍폫뿍뮧뗄맘쾵럅퓚쫗캻ꆣ??㈮㈮㈠맋뿍맘쾵맜샭벨킧뗄움볛횸뇪?맋뿍맘쾵맜샭뗄릹붨쫇캪쳡룟ퟩ횯뗄춶놨돪싊ꆢ붵뗍ퟜ뺭펪돉놾ꆢ룄짆늢퓶뷸맋뿍맘쾵뫍쳡짽짺닺솦벰믱샻쓜솦ꆣ맋뿍맘쾵맜샭쫇튻훖랴뢴뗄맽돌ꎬ늻뛏뗘붫탂뗄ꆢ쪵쪱뗄맋뿍탅쾢뮯캪틔맋뿍맘쾵ퟷ캪맦뮮웳튵뺺헹닟싔뗄훘튪풴ꆣ틲듋ꎬ맋뿍맘쾵맜샭뗄퓋ퟷ붫랴삡폚웳튵쯹폐뗄뿘훆믮뚯훐ꎬ듸뚯웳튵룷늿쏅뗄춶죫폫닺돶믮뚯ꆣ죴뷶틔솿뮯뗄닆컱탔횸뇪ퟷ캪벨킧움맀뗄뫢솿횸뇪ꎬ룷늿쏅뗄돉놾폫킧틦붫쓑틔좷쟐뗘뷸탐뮮럖ꆣ싞늮쳘ꆤ뾨웕삼뫍듳컀ꆤ억뛙죏캪탅쾢쪱듺뗄웳튵붨솢퓚튻쾵쇐탂뗄뺭펪볙짨횮짏ꎺ뿧횰쓜ꆢ솬뷓뿍뮧뫍릩펦짌ꆢ뿍뮧쾸럖ꆢ좫쟲맦쒣ꆢ뒴탂ꆢ횪쪶탍풱릤ꆣ퓚탅쾢쪱듺ꎬ뒫춳뗄닆컱벨킧움볛쳥쾵붫훆풼웳튵뗄랢햹ꆣ틲듋솽캻듳쪦뒴퓬쇋욽뫢볆럖뾨헢튻맜샭릤뻟ꎬ퓚놣쇴뒫춳닆컱횸뇪뗄믹뒡짏ꎬ틽죫뿍뮧ꆢ쓚늿튵컱쇷돌ꆢ톧쾰폫돉뎤헢죽룶뫢솿캴살튵벨뗄쟽뚯틲쯘횸뇪ꆣ†?맋뿍맘쾵맜샭벨킧움볛뗄맘볼쫇좷뚨뫏쫊뗄움볛횸뇪ꆣ뛔폚맋뿍맘쾵맜샭뗄벨킧뫢솿횸뇪ꎬ폐뫜뛠톧헟쳡돶쇋맋뿍싺틢뗄맛뗣ꆣ卲楮楶慳慮뫍䵯潲浡渨㈰〵??붫맋뿍싺틢쫓캪 , 22:135-168?1뗋ꆤ욤늮쮹ꎬ십즳ꆤ뿍룱쮹 훸.뿍뮧맘쾵맜샭.훐맺뷰죚돶냦짧.2006ꎨ1ꎩ6튳?2 Raji Srinivasan & Christine firm commitments and rewards for customer relationship management in online 11
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 맋뿍맘쾵맜샭좡뗃돉릦뗄맘볼뫢솿횸뇪?늢듓쳘뚨붻틗맋뿍싺틢뫍ퟜ쳥맋뿍싺틢솽룶캬뛈살뚨틥맋뿍싺틢ꆣ웤훐?쳘뚨붻틗맋뿍싺틢쫇횸맋뿍뛔쒳튻쳘뚨릺싲탐캪뗄쫂뫳움볛?뛸ퟜ쳥맋뿍싺틢퓲쫇횸맋뿍뛔잰웚쯹폐릺싲탐캪뗄ퟜ쳥룐횪ꆣ䵣䑯畧慬氨㈰〰?춨맽뛔뗤탍럾컱탐튵뗄퇐뺿?튲랢쿖쇋맋뿍싺틢뫍맋뿍룐횪볛횵횮볤듦퓚쿔훸헽쿠맘맘쾵뗄뺭퇩횤뻝ꆣ䵯牧慮뫍䡵湴ꎨㄹ㤴ꎩꎬ䩡?뫍卨慮歡?⠲〰〩죏캪?맋뿍돐억랴펳쇋맋뿍폫웳튵놣돖돖탸붻틗맘쾵뗄뿊췻?틲듋쓜릻뫜뫃뗘쳥쿖맋뿍맘쾵맜샭벨킧ꆣ卩牤敳桭畫?뫍卡扯氨㈰〲?퓲죏캪?맘쾵탅죎뇭쿖쇋맋뿍뛔붻틗믯냩뿉뾿탔뫍돏쪵탔뗄탅탄?맘쾵탅죎뗄퓶잿틢캶ퟅ맋뿍폫웳튵놣돖돖탸붻틗맘쾵뗄뿉쓜탔퓶볓ꆣ틲듋?맘쾵탅죎쓜릻뫜뫃뗘랴펳벨킧ꆣ듋췢?뮹폐톧헟횱뷓샻폃맘쾵훊솿뛔맋뿍폫웳튵볤뗄맘쾵잿뛈뷸탐ퟛ뫏움볛?늢춨맽뛠캬뛾벶뇤솿살랴펳맋뿍맘쾵맜샭뗄룷룶캬뛈⡤攠坵汦뫍䥡捯扵捣椬㈰〱?ꆣ?놾컄첽쳖뗄맋뿍맘쾵맜샭벨킧뗄움맀쫇닉폃럇닆컱탔뗄뫢솿횸뇪ꎬ럖캪맋뿍싺틢ꆢ맘쾵탅죎뫍맘쾵돐억죽룶랽쏦ꎺ맋뿍싺틢쫇맋뿍헫뛔닺욷믲럾컱뗄쯹폐릺싲뺭퇩뗄헻쳥움볛ꎬ뿉쿔쪾돶웳튵뗄맽좥ꆢ쿖퓚ꆢ짵훁캴살뗄벨킧ꎻ맘쾵탅죎쫇횸튻룶릫쮾뛔붻틗믯냩뗄돏쪵뫍폑짆탔뗄쿠탅돌뛈ꎻ맘쾵돐억쫇뛔튻훖랢햹컈뚨맘쾵뗄뿊췻?늢쟒캪놣돖헢훖맘쾵풸틢컾짼뛌웚뗄샻틦?춬쪱뛔맘쾵뗄컈뚨폐탅탄ꆣ놾컄붫뛔짏쫶맋뿍맘쾵맜샭벨킧뗄죽룶랽쏦쓚죝뗄쿠맘컄쿗뷸탐죧쿂첽쳖폫쮵쏷ꆣ?㈮??맋뿍싺틢?㈮?⸱?맋뿍싺틢뗄뚨틥?坥獴扲潯欨ㄹ㠰??죏캪맋뿍싺틢뗄쟩룐탔뚨틥ꎬ듺뇭맋뿍훷맛짏뻵뗃뫃뇣닺짺싺틢ꎬ랴횮퓲닺짺늻싺틢ꆣ맋뿍싺틢뿉쫓횮캪쫇튻훖살ퟔ쿻럑헟뺭퇩뗄쟩탷탔랴펦ꆣ坯潤牵晦
氹㠳⤠?죏캪맋뿍싺틢쫇맋뿍퓚쳘뚨쪹폃쟩뺳쿂ꎬ뛔폚쪹폃닺욷쯹믱뗃뗄볛횵뗄튻훖솢벴쟩탷랴펦ꆣ헢튻샠쫇쟩룐탔움볛맛뗣ꎬ쫇튻훖퓝쪱탔ꆢ쟩탷탔뗄랴펦ꎬ폃쟩탷탔뗄폯뻤살뇭듯맋뿍싺틢쪱뗄룐뻵ꆣ? retailingꏛJꏝ.Journal of Marketing, 2005, 69(Oct.):193-200?1 Westbrook, affective influences on consumer satisfaction with productsꏛJꏝ.Journal of Consumer Research, 1980, 7(June):49-54?2 Woodruff,., Cadotte, . & Jenking, consumer satifaction processes: Journal of Marketing Research, 1983, 20(August):296-304? 12
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 䍡摯瑴?ꎬ坯潤牵晦뫍䩥湫楮?⠱㤸㜩??죏캪맋뿍퓚릺싲횮잰뗄쯹폐쿻럑뺭퇩ꎬ믡붨솢튻훖뇈뷏뗄뇪ힼꆣ퓚릺싲횮뫳ꎬ맋뿍믡틔닺욷뗄쪵볊벨킧폫릺잰웚췻뇈뷏ꎬ닺짺헽쿲믲뢺쿲닮틬ꎬ뷸뛸펰쿬맋뿍뗄싺틢돌뛈ꎬ틲듋ꎬ맋뿍싺틢쫇튻훖샭탔뗄죏횪움볛맽돌ꆣ坯潤獩摥뫍䑡汹⠱㤸㤩??죏캪맋뿍싺틢쫇튻훖쿻럑뗄첬뛈탎돉ꎬ쟒쫇튻훖릺뫳헻쳥ꎬ웤랴펳돶쿻럑헟퓚뺭샺뫳쾲뮶믲늻쾲뮶뗄돌뛈뇭쿖ꆣ䙯牮敬?뫍䩯桮獯渠⠱㤹㜩??죏캪ꎬ맋뿍싺틢쫇맋뿍헫뛔닺욷믲럾컱뗄쯹폐릺싲뺭퇩뗄헻쳥움볛ꎬ뿉쿔쪾돶웳튵뗄맽좥ꆢ쿖퓚ꆢ짵훁캴살뗄벨킧ꆣ맋뿍싺틢뿉놻쫓캪쫇맋뿍퓚쒳킩쿻럑뺭퇩뫳ꎬ쾲뮶믲늻쾲뮶뗄돌뛈ꎬ쫇튻룶틔샛믽뺭퇩캪믹뒡뗄헻쳥탔첬뛈ꆣ헢튻샠뚨틥쫇헻쳥탔죏횪움볛맛뗣ꎬ쫇틔뺭퇩캪믹뒡뗄헻쳥탔움볛ꎬퟅ훘폚웚췻폫쪵볊횮짏뗄죏횪ꆣ ㈮?⸲?맋뿍싺틢뛈쒣탍?愮죰뗤맋뿍싺틢뛈횸쫽ꎨ千卂ꎩ쒣탍?ㄹ㠹쓪?죰뗤싊쿈붨솢웰냼삨맺볒ꆢ탐튵ꆢ웳튵뫍욷없죽룶닣듎뗄죰뗤맋뿍싺틢뛈횸쫽千卂ꎬ웤쒣탍쫇퓚쏀맺쏜킪룹듳톧뗄䙯牮敬?뷌쫚뗈죋뗄횸떼쿂뾪랢뗄ꎬ쒣탍릲폐컥룶뷡릹뇤솿ꎺ맋뿍풤웚ꆢ룐횪볛횵ꆢ맋뿍싺틢뛈ꆢ맋뿍놧풹뫍맋뿍훒돏ꆣ웤훐ꎬ맋뿍풤웚쫇췢짺뇤솿ꎬ웤쯻뇤솿쫇쓚짺뇤솿ꆣ쯻쏇횮볤뗄맘쾵캪ꎺ맋뿍풤웚뫍룐횪볛횵쫇풭틲뇤솿ꎬ릲춬뛔맋뿍싺틢닺짺펰쿬ꎬ늢폫맋뿍싺틢뛈돊헽쿠맘맘쾵ꎻ맋뿍풤웚뛔룐횪볛횵닺짺펰쿬ꎬ돊헽쿠맘맘쾵ꎻ맋뿍싺틢폫맋뿍놧풹돊뢺쿠맘맘쾵ꎬ폫맋뿍훒돏돊헽쿠맘맘쾵ꎻ맋뿍놧풹폫맋뿍훒돏뗄맘쾵뿉쫇헽쿠맘튲뿉쫇뢺쿠맘ꎬ좡뻶폚ퟩ횯뗄맋뿍놧풹뒦샭쾵춳ꆣ?볻춼???? 1 Cadotte,., Woodruff, . & Jenkins, and norms in model of consumer satisfactionꏛJꏝ.Journal of Marketing Research, 1987, 24(August):305-314?2 Woodside,., Frey, . & Daly, service quality, customer satisfaction and behavioral intentionꏛJꏝ.Journal of Health Care Marketing, 1989(9):5-17?3 Fornell,C.&Michael, framemork for comparing customer satisfaction across individual and product categoriesꏛJꏝ.Journal of Economic Psychology, 1997, 12:267-286?4 Fornell, national customer satisfaction barometer: The Swedish experience. Journal of Marketing, 1992? 13
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 맋뿍풤웚 맋뿍놧풹 맋뿍싺틢 룐횪볛횵 맋뿍훒돏 ?††††††?†?†춼????죰뗤맋뿍싺틢뛈횸쫽ꎨ千卂ꎩ쒣탍?戮쏀맺맋뿍싺틢뛈횸쫽ꎨ䅃卉ꎩ쒣탍?뷡뫏千卂뗄쪵볹뺭퇩?평쏜킪룹듳톧짌톧풺ꆢ쏀맺훊솿킭믡뫍낲듯탅릫쮾퓚ㄹ㤴쓪릲춬붨솢쇋쏀맺맋뿍싺틢뛈횸쫽䅃卉쒣탍ꆣ䅃卉냼삨맺볒ꆢ늿쏅ꆢ탐튵ꆢ웳튵?욷없쯄닣뷡릹ꆣ헢훖쒣탍죏캪맋뿍싺틢폐죽룶잰쳡?맋뿍웚췻ꆢ룐횪훊솿뫍룐횪볛횵?뛸맋뿍싺틢폖폫맋뿍훒돏ꆢ맋뿍놧풹쿠솪쾵ꆣ웤훐맋뿍웚췻쫇횸맋뿍퓚릺싲잰뛔닺욷믲럾컱훊솿쮮욽뗄맀볆ꎻ맋뿍룐횪훊솿쫇횸맋뿍퓚릺싲뫍쪹폃뫳뛔훊솿뗄쪵볊룐쫜ꎻ맋뿍룐횪볛횵쫇맋뿍퓚뾼싇쇋볛룱틲쯘뫳뛔닺욷믲럾컱훊솿뗄쪵볊룐쫜ꎻ맋뿍싺틢쫇맋뿍뛔닺욷믲럾컱뗄횱뷓싺틢돌뛈ꎻ맋뿍훒돏퓲쫇맋뿍훘뢴릺싲룃욷없뗄뿉쓜탔?뷏뗍뗄볛룱쏴룐뛈?뷏짙뗄듙쿺럑폃뗈?쫇ퟩ횯펯샻쓜솦뗄튻훖뇭쿖ꆣ잰죽룶랽쏦뚼뛔맋뿍싺틢닺짺펰쿬?뛸맋뿍훒돏퓲쫜맋뿍싺틢뫍맋뿍놧풹뗄펰쿬ꆣ?볻춼????挮얷쏋맋뿍싺틢뛈횸쫽⡅䍓䤩쒣탍?얷쏋맋뿍싺틢뛈횸쫽쒣탍⡅䍓䤩쫇쏀맺맋뿍싺틢뛈횸쫽쒣탍뗄뇤탍?퓶볓쇋탎쿳뇤솿ퟷ캪뷡릹뇤솿ꎬ붫룐횪훊솿럖캪룐횪펲볾훊솿뫍룐횪죭볾훊솿솽룶늿럖?좥돽쇋맋뿍놧풹뇤솿ꆣ뛔폚폐탎뗄닺욷살쮵?룐횪펲볾훊솿캪닺욷훊솿놾짭?룐횪죭볾훊솿캪럾컱훊솿ꎻ뛔폚럾컱닺욷뛸퇔?룐횪펲볾훊솿캪럾컱쫴탔훊솿?룐횪죭볾훊솿캪럾컱맽돌훐춬맋뿍붻뮥ퟷ폃뗄튻킩틲쯘?냼삨럾컱쳡릩죋풱뗄폯퇔ꆢ탐캪ꆢ첬뛈ꆢ럾컱뎡쯹뗄뮷뺳뗈틲쯘ꆣ맋뿍훒돏뛈뗄닢솿튲폐튻킩쟸뇰?얷쏋맋뿍싺틢뛈쒣탍쎻폐냑놧풹탐캪쫓캪늻싺틢뗄뷡맻?죏캪맋뿍놧풹틔벰웳튵뛔놧풹뗄뒦샭?펦떱ퟷ캪럾컱뗄튻룶뮷뷚?쫇펰쿬맋뿍싺틢뛈뗄틲쯘?뛸늻쫇뷡맻ꆣ?볻춼???? 1 Fornell, Claes. & Johnson, Michael American customer satisfaction index: Nature, purpose and findings. Journal of Marketing, 1996, 29?2쇵폮.맋뿍싺틢뛈닢움ꎬ놱뺩짧믡뿆톧돶냦짧ꎬ2003쓪돶냦 뗚90튳? 14
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 맋뿍웚췻 맋뿍놧풹 룐횪볛횵 맋뿍싺틢 룐횪훊솿 맋뿍훒돏 ?춼??㈠쏀맺맋뿍싺틢뛈횸쫽ꎨ䅃卉ꎩ쒣탍?웳튵탎쿳 맋뿍웚췻 룐횪볛횵 맋뿍싺틢 맋뿍훒돏 룐횪훊솿 ?춼??㌠얷쏋맋뿍싺틢뛈횸쫽⡅䍓䤩쒣탍?㈮㐠맘쾵탅죎?㈮㐮ㄠ맘쾵탅죎뗄뚨틥?卷慮뫍呲慷楣欨ㄹ㠷?횸돶뿍뮧쿠탅쿺쫛죋풱쯹쮵뗄믲헟돐억붫튪ퟶ떽뗄쫇횵뗃탅삵뗄ꎬ뛸늻뿉탅삵뗄쿺쫛죋풱붫믡룸뿍뮧듸살럧쿕ꆣ䝡湥獡渨ㄹ㤴?냑맘쾵탅죎뚨틥캪뛔폐탅탄뗄붻틗믯냩뗄튻훖틀삵틢풸ꎬ룃뚨틥냼몬솽룶닣듎㨨ㄩ훷맛뿉탅탔ꎬ쿠탅쇭췢튻랽폐쓜솦췪돉릤ퟷꎻ⠲?폑짆탔ꎬ쿠탅쇭췢튻랽ꎬ떱틔잰뗄돐억돶쿖탂뗄쟩뿶?럧쿕?쪱ꎬ뛔뿍뮧뗄 15
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 뚯믺쫇폑뫃뗄ꎬ늻믡뷨듋쯰몦뿍뮧뗄샻틦뗄ꆣ䭵浡?ꎬ卣桥敲뫍却敥湫慭瀨ㄹ㤵?횸돶탅죎쫇횸튻룶릫쮾뛔붻틗믯냩뗄돏쪵뫍폑짆탔뗄쿠탅돌뛈ꎬ쿠탅붻틗믯냩뗄돏쪵쫇횸쿠탅붻틗믯냩쓜릻폐킧뗄싄탐돐억ꎬ쿠탅붻틗믯냩뗄폑짆탔쫇횸쿠탅붻틗믯냩맘탄헢룶릫쮾뗄샻틦ꆣ䵯潲浡?ꎬ䑥獨灡湤?뫍婡汴浡渨ㄹ㤹?냑맘쾵탅죎뚨틥캪ꆰ뛔폐탅탄뗄붻틗믯냩뗄튻훖틀삵틢풸ꆱꆣ룃뚨틥횸돶쇋탅죎뗄솽룶캬뛈㨨ㄩ뿉탅탔ꎬ뛔붻틗믯냩폐킧뫍뿉뾿뗘췪돉릤ퟷ뗄쓜솦뗄쿠탅돌뛈ꎻ⠲?폑짆탔ꎬ뛔붻틗믯냩퓚돶쿖탂쟩뿶믲돐억훐쎻폐뾼싇떽뗄쟩뿶쪱ꎬ샻쯻틢풸뫍뚯믺뗄쿠탅돌뛈ꆣ?䉨慴瑡捨慲祡뗈죋⠱㤹㠩?냑ꆰ탅죎ꆱ뚨틥캪룶쳥뛔쓜릻믱뗃뗄믽벫뷡맻뗄튻훖웚췻?헢훖웚췻쫇믹폚퓚늻좷뚨쳵볾쿂붻틗뗄쇭튻랽쓜릻닺짺쯹웚췻뗄탐뚯ꆣ䑯?敹뫍䍡湮潮뗈죋ꎨㄹ㤷ꎩ?잿뗷탅죎뗄룅쓮쫇폫늻좷뚨탔뮷뺳쿠맘솪뗄ꆣ䥮歰敮뫍䍵牲慬?ꎨㄹ㤸ꎩ?죏캪탅죎쫇럧쿕ힴ뿶쿂뛔솪쏋믯냩뗄탅삵ꆣ䍲潳批ꎬ䕶慮?뫍䍯睬敳ꎨㄹ㤰ꎩ뿍뮧폐탅탄뗄쿠탅쿺쫛죋풱쫇뿉틀삵뗄ꎬ쫇쓜릻캪뿍뮧뗄뎤웚샻틦뾼싇뛸탐쫂뗄ꆣ卡扥?ꎨㄹ㤴ꎩ횸돶쿠뮥탅죎뻍쫇뫏ퟷ룷랽볡탅쎻폐튻랽믡샻폃쇭튻랽뗄든죵뗣좥믱좡샻틦ꆣ䵡祥?ꎬ䑡癩?뫍卣桯汭慮ꎨㄹ㤵ꎩ듓탐캪뫍틢풸뗄뷇뛈ꎨ잿뗷탅죎뗄탐캪쳘헷ꎩ냑탅죎뚨틥캪ꎺ튻랽퓚폐쓜솦볠뿘믲뿘훆쇭튻랽뗄쟩뿶쿂ꎬ쓾풸럅웺헢훖쓜솦뛸쪹ퟔ벺뒦폚죵뗣놩슶ꆢ샻틦폐뿉쓜쫜떽뛔랽쯰몦뗄ힴ첬ꆣ䉡牮敹뫍䡡湳敮ꎨㄹ㤵ꎩ횸돶튻룶붻틗믯냩횻폐퓚쯼늻믡샻폃웤쯻죋뗄죵뗣살퓶볓ퟔ벺뗄샻틦뗄잰쳡쿂닅쫇횵뗃탅죎뗄ꎻ탅죎쫇좷탅웤쯻죋퓚붻틗훐늻믡샻폃ퟔ벺뗄죵뗣살믱샻뗄헢퇹튻훖ퟔ탅탄ꆣ?듓틔짏룷맘쾵탅죎뗄뚨틥뿉틔뾴돶ꎬ쯤좻훚뛠톧헟맘폚맘쾵탅죎뗄뚨틥뫍뷢쫍뗄훘뗣폐쯹늻춬ꎬ떫뚼횱뷓믲볤뷓짦벰떽쇋죽룶컊쳢ꎺꎨ?ꎩ럧쿕컊쳢ꆣ탅죎듦퓚폚늻좷뚨쳵볾뫍럧쿕쳵볾쿂ꎬ쯼쫇폫늻좷뚨탔뮷뺳쿠맘솪뗄ꎻꎨ?ꎩ뿉탅삵탔ꆣ튻랽폐탅탄뗘쿠탅쇭튻랽쫇돏쪵뗄ꆢ뿉뾿뗄ꎬ쫇폐쓜솦늢쟒믡ퟱ쫘억퇔뗄ꎻꎨ?ꎩ폑짆탔ꆣ튻랽폐탅탄뗘쿠탅쇭튻랽쫇맘탄놾랽뗄샻틦뗄ꎬ쫇늻믡샻폃ퟔ벺뗄죵뗣믱좡ퟔ벺뗄샻틦뗄ꆣ?폑뫃쫇쓜릻솢벴랢짺뗄튻훖탅죎틲쯘ꎬ쯼쓜릻춨맽죋쏇쮵뮰뗄폯뗷ꎬ춨맽죏헦쟣쳽뗄첬뛈ꎬ믲헟춨맽샭뷢뗄룐뻵살뒫뗝ꆣ쯼늢늻틀삵폚튪삭뷼뿕볤짏뗄뻠샫ꆣ탅죎탨튪뺭퇩뗄 1 Bhattacharya R,Devinney ., Pillutla formal model of trust based on outcomesꏛJꏝ.A academy of Management, 1998, 23(3):459-472?2 Doney ., Cannon Japan examination of the nature of trust in buyer-seller relationshipsꏛJꏝ.Journal of Marketing, 1997, 61(2):35-51?3 Inkpen Accrual nature, antecedents and consequences of joint venture trusꏛtJꏝ.Journal of International Management, 1998, 4(1):1-20? 16
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 훘뢴ꎬ뛸늻쫇쪱볤뗄샛믽ꆣ뺭퇩쪹뗃뿍뮧쓜릻뛔뿉탅삵탔ꆢ뿉틀삵탔뫍ퟔ컒틢쪶탎돉튻훖움볛ꆣ훘뢴탔뺭퇩뗄샛믽ꎬ맽좥쫇탨튪뮨쪱볤뗄ꎬ쿖퓚퓲쓜릻톸쯙뗘놻샛믽ꆣ뿉틀삵탔쫇죋쏇퓚춬웳튵붻췹훐뗄캨튻탅죎틲쯘ꆣ뿉탅죎탔ꎬ쳘뇰쫇폑뫃맘쾵뫍ퟔ컒뚨캻ꎬ벸뫵쫇춬룶죋뛸늻쫇춬믺릹뷸탐붻쇷쯹뇘탫뻟놸뗄좫늿욷훊쳘헷ꆣ?㈮㐮㈠맘쾵탅죎뗄캬뛈?뛔폚맘쾵탅죎ꎬ뿉틔룹뻝늻춬뗄뇪ힼ럖캪늻춬뗄샠탍ꆣ婵捫敲⠱㤸㘩?냑탅죎뮮럖캪솽룶캬뛈?벴틔죋폫죋붻췹훐붨솢웰살뗄쟩룐솪쾵캪믹뒡뗄죋볊탅죎?붨솢퓚훆뛈믹뒡횮짏뗄탅죎?틔죋폫죋붻췹훐쯹쫜떽뗄맦랶ힼ퓲ꆢ램볍훆뛈뗄맜쫸훆풼캪믹뒡뗄훆뛈탅죎ꆣ?䱥睩捫?뫍䉵湫敲ꎨㄹ㤵ꎩ냑맘쾵탅죎럖캪죽룶캬뛈ꎬ벴볆쯣탍탅죎ꎬ틔룶죋뛔붻췹훐뗃쪧뷡맻뗄뺫좷볆쯣캪믹뒡ꎬ붻틗쮫랽뚼쫇샭탔뗄ꎬ쮫랽뚼믡돤럖뾼싇놻탅죎뫍늻놻탅죎뗄쫕틦뫍돉놾ꎬ좻뫳믹폚쫕틦돉놾볤뗄뇈뷏ퟶ돶탐캪톡퓱ꎻ쇋뷢탍탅죎ꎬ쫇틔룶죋뛔붻췹뛔쿳뗄죏횪쇋뷢캪믹뒡ꎬ뛔쇭튻랽뗄탅죎믹폚틔잰뛔웤쇋뷢뗄믹뒡횮짏ꎻ죏춬탍탅죎ꎬ틔붻췹쮫랽퓚쟩룐벰죏횪짏뗄쿠뮥죏춬캪믹뒡ꎬ붻틗쮫랽폐릲춬뗄볛횵맛뫍뗀뗂ힼ퓲ꎬ쮫랽뻹쓜샭뷢뛔랽뗄탨튪ꎬ헢훖샭뷢쓜떼훂ퟮ훕뗄탅죎ꆣ?卡歯ꎨㄹ㤲ꎩ냑맘쾵탅죎럖캪죽룶캬뛈ꎬ벴웵풼탍탅죎ꎬ쫇틀삵웵풼뗄탅죎ꎬ웵풼풽쾸ꎬ탅죎뛈풽룟ꎻ쓜솦탍탅죎ꎬ쫇튻랽뻟폐내헕뛔랽튪쟳뫍풤웚췪돉쒳튻탐캪뗄쓜솦ꎬ평듋탎돉뛔뛔랽뗄움볛ꎻ짆틢탍탅죎ꎬ쫇붻틗튻랽돶폚짆틢뛸뛔쯻죋닺짺탅죎ꎬ헢훖짆틢냼삨릲춬뗄탅퇶ꆢ폑틪뫍춬쟩뗈ꆣ?婡桥敲뫍䵣䕶楬?ꎨㄹ㤸ꎩ냑맘쾵탅죎럖캪죽룶캬뛈ꎺ벴죏횪탅죎ꎬ쫇맋뿍믹폚닺욷믲럾컱싺ퟣ쇋웤룶탔뮯탨쟳ꎬ뿉쓜믡틲캪횾좤ꆢ뮷뺳뗈뗄뇤뮯뛸틆ꎻ쟩룐탅죎ꎬ쫇맋뿍퓚쪹폃닺욷뫍럾컱횮뫳믱뗃뗄돖뻃싺틢ꎬ뿉쓜탎돉뛔닺욷믲럾컱뗄욫뫃ꎻ탐캪탅죎ꎬ탎돉폚웳튵쳡릩뗄닺욷믲럾컱돉캪맋뿍늻뿉믲좱뗄탨튪뫍쿭쫜쪱ꎬ쫇뎤웚맘쾵뗄캬돖뫍훘뢴릺싲틔벰뛔웳튵뫍닺욷뗄훘뗣맘힢ꆣ? 1 Zucker ., Production of trust institutional source of economic structureꏛJꏝ.Research in Organizational Behavior, 1986(8):53-111? 17
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 ㈮㔠맘쾵돐억?㈮㔮ㄠ맘쾵돐억뗄뚨틥?맘쾵돐억뗄몬틥퓚쫐뎡펪쿺쇬폲뮹쎻폐뗃떽쟥컺뗄닻쫍ꆣ뇈죧ⱄ睹敲뗈죋⠱㤸㜩?퓚닺욷쳡릩짌폫맋뿍횮볤뗄맘쾵놳뺰훐?냑맘쾵돐억뚨틥캪ꆰ붻틗믯냩횮볤훒돏뗄잱퓚믲쿔탔튪쟳ꆱꆣ䉥牲?뫍偡牡獵牡浡渠⠱㤹ㄩ죏캪ꆰ맘쾵붨솢퓚쿠뮥돐억뗄믹뒡횮짏ꆱꎻ뛸䵯潲浡?뗈죋⠱㤹㈩?냑맘쾵돐억뚨틥캪ꆰ맋뿍캬돖튻룶폐볛횵맘쾵뗄돖뻃탔풸췻ꆱ䵯牧慮뫍䡵湴⠱㤹㐩?냑맘쾵돐억뚨틥캪?튻룶붻틗믯냩쿠탅폫쇭튻룶붻틗믯냩뗄맘쾵쫇죧듋훘튪?틔훁폚쯻튪뺡ퟮ듳얬솦좥캬돖헢훖맘쾵ꆣ䅮摥牳潮뫍坥楴稨ㄹ㤲??냑맘쾵돐억뚨틥캪ꎬ튻훖랢햹컈뚨맘쾵뗄뿊췻?늢쟒캪놣돖헢훖맘쾵풸틢컾짼뛌웚뗄샻틦?춬쪱뛔맘쾵뗄컈뚨폐탅탄ꆣ?맘쾵돐억퓚샭싛짏쫇횸맋뿍죏캪쯻믲쯽폫웳튵횮볤뗄맘쾵횵뗃춶늢틔듋놣횤맘쾵뗄돖뻃컈뚨ꆣ맋뿍뛔웳튵맘쾵돐억뗄훷튪쒿뗄쫇캪쇋쪵쿖춶샻죳ퟮ듳뮯ꆣ퓚맘쾵돐억훐?맋뿍늻믡훷뚯톰헒웤쯻닺욷릩펦짌?뛸믡뺡ퟔ벺ퟮ듳뗄얬솦뫍춶살캬돖쿖폐맘쾵ꆣ?㈮㔮㈠맘쾵돐억뗄캬뛈?愮뺭볃탔캬뛈†붨솢퓚뺭볃뗄믲헟맋뿍쓚퓚탨쟳뗄믹뒡짏맋뿍퓚맘쾵훐뷸탐돐억쫇캪쇋믱좡ퟔ짭뗄뺭볃샻틦ꆣ퓚랢햹뫍캬돖맘쾵뗄맽돌훐?춨맽뛔맋뿍듓맘쾵훐뢶돶뗄쿔탔돉놾폫믱뗃뗄쫕틦뷸탐움볛?뿉틔움맀맋뿍뛔맘쾵뗄뺭볃탔돐억룟뗍ꆣ䉥捫敲?ㄹ㘰??퓚뺭볃톧풭샭뗄믹뒡짏?쪹폃뮻돉놾뫍돁쎻돉놾뗄룅쓮뚨틥뺭볃탔돐억?쯻냑뺭볃탔돐억뚨틥캪ꆰ듓쫂튻쾵쇐솬탸킭뗷믮뚯뗄쟣쿲?쯼쫇믮뚯훕뷡쪱뻍믡퓢폶쯰쪧뗄떥뇟뛄힢믲헟춶샛믽뗄뷡맻ꆱꆣ⁍敹敲?뫍䅬汥渨ㄹ㤱??죏캪뺭볃탔듺뇭ퟅ맘쾵훐뿍뮧뗄ퟔ쮽ퟔ샻뚯믺ꆣ? 1 F,Robert Dwyer,Sejo .Output Sector Munificence Effects on the Internal Political Economy of Marketing ChannelsꏛJꏝ.Journal of Marketing Research, 1987, 24(11):347-358?2 Moorman C,Zaltman, between Providers and Users of Marketing Research: The Dynamics of Trust within and between OrganizationsꏛJꏝ.Journal of Marketing Research, 1992, 29:314-329?3 Morgan,., Hunt, Commitment Trust Theory of Relationship Marketing, Journal of Marketing, 1994, Vol, 58?4 Anderson,E., Weitz, Use of Pledges to Build and Sustain Commitment Distribution Channels, Journal of Marketing Research, 1992, Wol, 29?5 on the concept of commitmentꏛJꏝ.The American Journal of Sociology, 1960, (66):32-42?6 Meyer, ., Allen, ., A three-component conceptualization of organizational commitment. Human Resource Management 18
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 戮쟩룐탔캬뛈†헢훖돐억뇭쪾뛔웳튵뗄튻훖쟩룐탔떼쿲?틔벰폫웳튵볛횵맛뗄쿠뫏탔ꆣ뻟폐릲춬쒿뇪ꆢ볛횵맛틔벰쟩룐맩쫴뗄맘쾵탔붻틗ꆣ튻킩퇐뺿헟훘쫓뛔맘쾵훐죋볊탄샭맩쫴룐뗄퇐뺿?쯻쏇냑돐억뾴ퟷ맘쾵튻랽뛔쇭튻랽뗄쟩탷탔믲헟쟩룐탔떼쿲?죏캪돐억살ퟔ맘쾵훐맋뿍폫웳튵횮볤뗄쟩룐뫍쓚퓚뮯뗄볛횵맛ꆣ䉵捨慮慮⠱㤷㐩?횸돶쟩룐탔돐억뇭쪾뛔웳튵뗄튻훖쟩룐탔떼쿲ꎬ헢훖돐억뎬풽쇋떥뒿틢틥짏뗄릦샻탔볛횵ꆣ?挮쪱볤탔캬뛈?쪱볤탔돐억뇭쿖쇋뎤웚맘쾵돐억뗄놾훊? 맋뿍쇷쪧싊닅뿉틔붵뗍ꆣ?쯼뇭쿖쇋뎤웚맘쾵돐억뗄놾훊ꎬ퓚헢훖맘쾵훐ꎬ웳튵짮짮뗘잶죫맘쾵떱훐ꎬ맘쾵튲뻍뻟폐돖뻃탔뫍뎤웚탔뗄놾훊ꆣ??????????????????? Review, 1991,(1):61-89?1 Buchanan, organizational commitmentꎺthe socialization of managers in work Science Quarterly,1974,19:533-546?2컢잿뻼.맋뿍맘쾵돐억뗄탎돉믺샭폫샭싛쒣탍.헣붭듳톧톧놨ꎨ죋컄짧믡뿆톧냦ꎩ 뗚3뻭 뗚4웚 2004쓪7퓂?3 Keysuk,K.,Frazier, distributor commitment in industrial channels of distribution:a multicompanent approach. Psychology and Marketing,1997,14(8):847-877? 19
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 ?퇐뺿짨볆?㌮?퇐뺿쒣탍릹붨?놾컄퓚ퟛ뫏쇋잰죋퇐뺿돉맻뫍맺쓚볒ힰ탐튵쳘헷뗄믹뒡횮짏ꎬ쳡돶쇋튻룶퇐뺿볒ힰ탐튵맋뿍닎폫뛔맋뿍맘쾵맜샭벨킧펰쿬뗄샭싛쒣탍ꎨ볻춼???ꎩꆣ쒣탍훐뗄뇤솿캬뛈닎뾼뷨본쇋잰죋뗄퇐뺿돉맻뫍볒ힰ탐튵뗄쳘헷쫊폃탔ꆣ??†††??†††?맋뿍닎폫††††††††††?맋뿍맘쾵맜샭벨킧? 릤ퟷ죏횪 맋뿍싺틢 쯑톰탅쾢 맘쾵탅죎 죋볊뮥뚯 맘쾵돐억 뢶돶얬솦 ?춼??ㄠ놾퇐뺿뗄샭싛쒣탍?㌮?퇐뺿뇤솿뗄뚨틥폫뫢솿?㌮㈮ㄠ맋뿍닎폫뗄뚨틥폫뫢솿쓚죝?놾퇐뺿닉폃䵩汬?뫍䵯牲楳⠱㤸㘩뗄뚨틥ꎬ맋뿍닎폫쫇튻룶탐캪탔뗄룅쓮ꎬ횸맋뿍퓚닺욷믲럾컱뗄짺닺믲뒫뗝맽돌훐쯹쳡릩뗄풴믲듓쫂뗄탐캪ꎬ냼삨뺫짱짏뗄ꆢ쳥솦짏믲쟩탷짏뗄춶죫ꆣ뛔폚맋뿍닎폫뗄뫢솿쓚죝ꎬ놾퇐뺿ퟛ뫏쇋䕮湥?뫍䉩湫猨ㄹ㤹?폫䱬潹搨㈰〳?뗄퇐뺿돉맻ꎬ붫맋뿍닎폫뗄캬뛈뮮럖캪ꎺ릤ퟷ죏횪ꆢ쯑톰탅쾢ꆢ뢶돶얬솦뫍죋볊뮥뚯ꆣ?愮릤ퟷ죏횪†맋뿍닎폫뗄튻늿럖ꎬ맋뿍쯹쇋뷢떽뗄릤ퟷ훐뗄늽훨ꆢ쪹폃룃럾컱뗄쿠맘횪쪶뫍쓑틗돌뛈뚼쫇맋뿍닎폫떽럾컱맽돌훐뗄뇭쿖ꆣ틲듋ꎬ릤ퟷ죏횪뗄뫢솿쓚죝캪ꎺ 20
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 맋뿍쇋뷢늢헆컕릤ퟷ훐늽훨뗄돌뛈 맋뿍쇋뷢늢헆컕룃럾컱쿠맘횪쪶뗄돌뛈 맋뿍쇋뷢늢헆컕룃럾컱쓑틗뗄돌뛈 戮쯑톰탅쾢 쯑톰탅쾢뛔폚냯훺맋뿍붨솢럻뫏쪵볊뗄웚췻쫇뫜폐폃뗄ꎬ튲폐훺폚맋뿍ힼ좷뗄쇋뷢쯹탨튪ퟶ뗄릤ퟷꆣ틲듋ꎬ쯑톰탅쾢뗄뫢솿쓚죝캪ꎺ 맋뿍쯑톰럾컱쓚죝탅쾢뗄돌뛈 맋뿍쯑톰럾컱뻟쳥늽훨탅쾢뗄돌뛈 맋뿍쯑톰럾컱훐ퟔ짭퓰죎탅쾢뗄돌뛈 挮뢶돶얬솦†맋뿍닎폫떽럾컱훐쯹뢶돶뗄얬솦ꎬ뿉틔듓ퟔ짭룐뻵떽쯹뢶돶뗄뺫솦ꆢ쪱볤ꆢ볡돖돌뛈뫍훇솦짏뗄춶죫살뫢솿ꆣ틲듋ꎬ뢶돶얬솦뗄뫢솿쓚죝캪ꎺ 닎폫맽돌훐맋뿍뢶돶뗄뺫솦 닎폫맽돌훐맋뿍뢶돶뗄쪱볤 닎폫맽돌훐맋뿍쫇럱볡돖 닎폫맽돌훐맋뿍뢶돶뗄훇솦 搮죋볊뮥뚯 퓚럾컱뒫뗝맽돌훐맋뿍폫럾컱쳡릩헟뗄뮥뚯ꎬ냼삨샽죧쿱탅죎ꆢ뿉뾿ꆢ횧돖ꆢ뫏ퟷ엤뫏ꆢ쇩믮탔벰돐억뗈죋볊맘쾵튪쯘ꆣ틲듋ꎬ죋볊뮥뚯뗄뫢솿쓚죝캪ꎺ 맋뿍쫇럱폫럾컱쳡릩헟쿠뮥탅죎 맋뿍쫇럱횧돖럾컱쳡릩헟뗄릤ퟷ 맋뿍쫇럱폫럾컱쳡릩헟뫏ퟷ엤뫏 맋뿍쫇럱폫럾컱쳡릩헟쿠뮥돐억 맋뿍쫇럱폫럾컱쳡릩헟랢햹쮽죋맘쾵 ㌮㈮㈠맋뿍싺틢뗄뚨틥폫뫢솿쓚죝?놾퇐뺿닉폃䙯牮敬?뫍䩯桮獯渠⠱㤹㜩?뗄맋뿍싺틢뚨틥ꎬ맋뿍싺틢쫇맋뿍헫뛔닺욷믲럾컱뗄쯹폐릺싲뺭퇩뗄헻쳥움볛ꎬ뿉쿔쪾돶웳튵뗄맽좥ꆢ쿖퓚ꆢ짵훁캴살뗄벨킧ꆣ맋뿍싺틢뿉놻쫓캪쫇맋뿍퓚쒳킩쿻럑뺭퇩뫳ꎬ쾲뮶믲늻쾲뮶뗄돌뛈ꎬ쫇튻룶틔샛믽뺭퇩캪믹뒡뗄헻쳥탔첬뛈ꆣ뛔폚맋뿍싺틢뗄뫢솿쓚죝ꎬ놾컄닉폃쇋䙯牮敬氨ㄹ㤶?뗄퇐뺿돉맻ꆪꆪ쏀맺맋뿍싺틢뛈횸쫽ꎨ䅃卉ꎩ쒣탍ꆣ뛔맋뿍싺틢닺짺펰쿬뗄죽룶캬뛈ꎺ맋뿍웚췻ꆢ룐횪훊솿뫍룐횪볛횵ꆣ틲듋ꎬ맋뿍싺틢뗄뫢솿쓚죝캪?? 21
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 맋뿍퓚쿻럑잰뛔럾컱쳡릩헟뗄맀볆?맋뿍퓚쿻럑맽돌훐뫍뷡쫸뫳뛔훊솿뗄쪵볊룐쫜?맋뿍퓚뾼싇볛룱틲쯘뫳뛔훊솿뗄쪵볊룐쫜?㌮㈮㌠맘쾵탅죎뗄뚨틥폫뫢솿쓚죝?놾퇐뺿닉폃䭵浡?ꎬ卣桥敲뫍却敥湫慭瀨ㄹ㤵?뗄퇐뺿돉맻ꎬ죏캪맘쾵탅죎쫇횸튻룶릫쮾뛔붻틗믯냩뗄돏쪵뫍폑짆탔뗄쿠탅돌뛈ꎬ쿠탅붻틗믯냩뗄돏쪵쫇횸쿠탅붻틗믯냩쓜릻폐킧뗄싄탐돐억ꎬ쿠탅붻틗믯냩뗄폑짆탔쫇횸쿠탅붻틗믯냩맘탄헢룶릫쮾뗄샻틦ꆣ뛔폚맘쾵탅죎뗄뫢솿쓚죝ꎬ놾컄닉폃卡歯ꎨㄹ㤲ꎩ뗄쿠맘샭싛ꎬ냑맘쾵탅죎럖캪죽룶캬뛈ꎺ?웵풼탍탅죎?맋뿍폫럾컱쳡릩헟붨솢웵풼닺짺뗄탅죎?쓜솦탍탅죎?맋뿍뛔럾컱쳡릩헟쳡릩럾컱뗄쓜솦닺짺뗄탅죎?짆틢탍탅죎?맋뿍뛔럾컱쳡릩헟닺짺쟩룐탅죎?㌮㈮㐠맘쾵돐억뗄뚨틥폫뫢솿쓚죝?놾퇐뺿닉폃⁁湤敲獯?뫍坥楴稨ㄹ㤲?뗄퇐뺿돉맻ꎬ냑맘쾵돐억뚨틥캪튻훖랢햹컈뚨맘쾵뗄뿊췻?늢쟒캪놣돖헢훖맘쾵풸틢컾짼뛌웚뗄샻틦?춬쪱뛔맘쾵뗄컈뚨폐탅탄ꆣ뛔폚맋뿍맘쾵돐억뗄뫢솿쓚죝ꎬ놾퇐뺿뷡뫏쇋훚뛠톧헟뗄퇐뺿돉맻ꎬ닉폃쇋샭싛뷧웕뇩죏뿉뗄맋뿍맘쾵돐억뗄죽룶캬뛈ꎺ?뺭볃탔캬뛈†맋뿍쫇럱폫럾컱쳡릩헟볌탸놣돖뺭볃짏뗄췹살?쟩룐탔캬뛈†맋뿍쫇럱폫럾컱쳡릩헟뗄볛횵맛쿠튻훂?††††††맋뿍쫇럱폫럾컱쳡릩헟붨솢쇋쮽죋맘쾵?쪱볤탔캬뛈†맋뿍쫇럱폫럾컱쳡릩헟붨솢쇋뎤웚뫏ퟷ맘쾵?㌮?퇐뺿볙짨?놾뷚붫룹뻝놾컄퇐뺿컊쳢폫쒿뗄ꆢ컄쿗첽쳖ꆢ틔벰릹쮼뿲볜ꎬ붨솢볒ힰ탐튵맋뿍닎폫뛔맋뿍맘쾵맜샭벨킧룷뇤솿볤맘쾵ꎬ틔벰맋뿍맘쾵맜샭벨킧룷뇤솿횮볤맘쾵뗄퇐뺿볙짨ꆣ? 22
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 ㌮㌮?맋뿍닎폫뛔맋뿍싺틢뗄펰쿬?맋뿍틲캪쪵볊닎폫럾컱뗄짺닺맽돌,룼볓쇋뷢럾컱죋풱뿉틔쳡릩뗄럾컱쓚죝,뛔폚럾컱훊솿뗄웚췻믡뷏캪쪵볊,듓뛸폐훺폚쯵킡럾컱훊솿뗄웚췻뫍죏횪횮볤뗄닮뻠,뿉틔쳡짽맋뿍뛔럾컱욷훊뗄죏횪,퓶볓맋뿍싺틢뛈ꆣZeithaml1죏캪ꎬ맋뿍믡냑튻킩평폚늻솼럾컱쯹퓬돉뗄늻싺틢ꎬ맩틲폚ퟔ벺쎻폐쓜솦퓚럾컱짺닺맽돌훐떣뢺웰쿠펦뗄퓰죎ꆣSilparkit뫍Fisk쳡돶ꎬ맋뿍닎폫뗄쮮욽풽룟ꎬ퓲쯻쏇풽폐뿉쓜붫늻싺틢뗄럾컱닺돶맩틲폚쯻쏇ퟔ짭ꎬ뛸늻쫇럾컱웳튵ꆣReichheld뫍Sasser (1990)2쳡떽붨솢폐킧닎폫뗄맘쾵뛔맋뿍싺틢ꆢ훒돏틔벰캬돖폐쿔훸탔뗄릱쿗ꎬ뿉틔룄짆ퟩ횯벨킧ꆣCermakꎬFile뫍Prince (l994)뗄쪵횤퇐뺿뷡싛횤쪵닎폫뫍싺틢뛈헽쿠맘ꆣKellogg(1997)뗈죋랢쿖ꎬ뛔폚싺틢뗄럾컱ꎬ맋뿍룼뺭뎣뗘쳡떽쯻쏇퓚럾컱짺닺맽돌훐뗄ힼ놸ꆢ붨솢맘쾵뫍탅쾢붻뮻뗈믮뚯ꆣ ퟛ짏쯹쯟ꎬ맋뿍닎폫뗄쯄룶캬뛈ꆰ릤ퟷ죏횪ꆱꆢꆰ쯑톰탅쾢ꆱꆢꆰ뢶돶얬솦ꆱ뫍ꆰ죋볊뮥뚯ꆱ뛔맋뿍싺틢믡닺짺헽쏦뗄펰쿬ꎬ틲듋ꎬ놾컄붨솢볙짨1죧쿂ꎺ 릤ퟷ죏횪뛔맋뿍싺틢폐횱뷓뗄헽쿲펰쿬 쯑톰탅쾢뛔맋뿍싺틢폐횱뷓뗄헽쿲펰쿬 뢶돶얬솦뛔맋뿍싺틢폐횱뷓뗄헽쿲펰쿬 죋볊뮥뚯뛔맋뿍싺틢폐횱뷓뗄헽쿲펰쿬 ㌮㌮?맋뿍닎폫뛔맘쾵탅죎뗄펰쿬?䕥汩뫍䉥湤慰畤?뗈죋⠱㤹㜩?죏캪떼훂뿍뮧?럾컱쿻럑헟?뛔럾컱릩펦짌탅죎뗄펰쿬틲쯘폐죽룶ꎬ웤훐횮튻뻍쫇폫릩펦짌뗄릵춨욵싊ꎬ벴룼뛠뗄릵춨퓶볓쇋뿍뮧뛔릩펦짌움볛뗄믺믡뫍움볛뗄뿉뾿탔ꆣ䵯牧慮ꎬ副扥牴뫍䡵??뗈죋??㤹㐩?춨맽뚨솿퇐뺿뗃돶뿍뮧?웻뎵싖첥쇣쫛짌?뛔웤릩펦짌탅죎뗄틲쯘횮튻쫇릵춨욵싊ꎬ쯼폫맘쾵탅죎쫇돊헽쿠맘뗄ꆣ却牵?뫍偲楥獴
ㄹ㜶?횸돶릩펦짌폫뿍뮧릲쿭믺쏜탅쾢뗄돌뛈쓜릻펰쿬맘쾵탅죎ꎬ횮쯹틔뿍뮧믡탅죎릩펦짌ꎬ쫇틲캪럖쿭믺쏜탅쾢틢캶ퟅ릩펦짌풸틢냑ퟔ벺뒦폚튻룶틗놻릥믷뗄캻훃ꆣ? 1 Bitner,.,Faranda,.,Hubbert,.,Zeithaml, Contributions and Roles in Service DeliveryꏛJꏝ.International Journal of Service Industry Management,1997,8(3):193-205?2 Reichheld,.& Sasser, defections:Quality comes to servicesꏛJꏝ.Harvard Business Review,1990(March-April):105-112?3 Eeli Motivations for Maintaining Relationships with Service Providers,Journal of Retailing,1997,Vol 73(1),15-37?4 Morgan .,Hunt Commitment-Trust Theory of Relationship Marketing,Journal of Marketing,Jul 1994,Vol,6(3),63-83? 23
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 ퟛ짏쯹쫶ꎬ듳늿럖퇐뺿쿔쪾맋뿍닎폫폫맘쾵탅죎횮볤듦퓚헽쿠맘맘쾵ꎬ맋뿍닎폫훐뗄릤ퟷ죏횪ꆢ쯑톰탅쾢ꆢ죋볊뮥뚯뫍뢶돶얬솦뛔맘쾵탅죎믡닺짺횱뷓뗄헽쿲펰쿬ꆣ틲듋ꎬ놾컄쳡돶볙짨?죧쿂ꎺ?릤ퟷ죏횪뛔맘쾵탅죎폐횱뷓뗄헽쿲펰쿬?쯑톰탅쾢뛔맘쾵탅죎폐횱뷓뗄헽쿲펰쿬?뢶돶얬솦뛔맘쾵탅죎폐횱뷓뗄헽쿲펰쿬?죋볊뮥뚯뛔맘쾵탅죎폐횱뷓뗄헽쿲펰쿬?㌮㌮?맋뿍닎폫뛔맘쾵돐억뗄펰쿬?䵯牧慮♈畮琨ㄹ㤴??쳡돶탅죎쫇맘쾵돐억뗄튻쿮훘튪뻶뚨틲쯘ꎬ맋뿍탅죎돌뛈폺듳ꎬ웤맘쾵돐억폺룟ꆣ䝯潤浡??䑩潮ꎨ㈰〱ꎩ?쳡돶돐억뷡릹쒣탍ꎬ쯻횸돶돽쇋닺욷쫊쿺탔폫돐억뗄쿠맘쾵쫽ퟮ룟췢ꎬ탅죎폫맘탄돐억뗄쿠맘쾵쫽업뗚뛾ꆣ뫏ퟷ릵춨쓜릻뒴퓬쿠뮥횧돖뗄럕캧ꎬ닺짺믯냩볤뗄쿠뮥틀삵ꆣ䵯桲?印敫浡?ꎨㄹ㤴ꎩ?횸돶릲춬훆뚨쒿뇪뫍쫐뎡볆뮮ꆢ릵춨뗄훊솿틔벰탅쾢릲쿭뗄돌뛈풽룟ꎬ듳뛠쫽럖쿺짌뗄돐억쮮욽튲풽룟ꆣ맋뿍닎폫뛔맘쾵돐억펰쿬뗄퇐뺿훷튪뮹쫇벯훐퓚䈲?ퟩ횯쫐뎡펪쿺쇬폲ꎬ뛔폚䈲?ퟩ횯쫐뎡펪쿺쇬폲ꎬ쿠맘퇐뺿뮹뫜좱랦ꆣ맺쓚톧헟컢잿뻼ꎨ㈰〴ꎩ?붨솢뗄맋뿍맘쾵돐억뗄탎돉믺샭쒣탍훐횸돶맘쾵얦듸쫇펰쿬맋뿍맘쾵돐억뗄튻룶훘튪풭틲ꎬ냼삨뷡릹탔얦듸뫍짧믡탔얦듸ꆣ짧믡탔얦듸쫇횸퓚짌컱맘쾵훐ꎬ닎폫헟횮볤춨맽죋볊붻췹붨솢웰살뗄쟗쟩ꆢ폑틪뫍죋볊탅죎ꆣ?ퟛ짏쯹쫶ꎬ듳늿럖퇐뺿쿔쪾맋뿍닎폫폫맘쾵돐억횮볤듦퓚헽쿠맘맘쾵ꎬ맋뿍닎폫훐뗄릤ퟷ죏횪ꆢ쯑톰탅쾢ꆢ죋볊뮥뚯뫍뢶돶얬솦뛔맘쾵돐억믡닺짺횱뷓뗄헽쿲펰쿬ꆣ틲듋ꎬ놾퇐뺿붨솢볙짨?죧쿂ꎺ?릤ퟷ죏횪뛔맘쾵돐억폐횱뷓뗄헽쿲펰쿬 쯑톰탅쾢뛔맘쾵돐억폐횱뷓뗄헽쿲펰쿬 뢶돶얬솦뛔맘쾵돐억폐횱뷓뗄헽쿲펰쿬 1 Morgan .,Hunt Commitment-Trust Theory of Relationship Marketing,Journal of Marketing,1994,58:20-38?2 Goodman, Lester E., Dion, Paul Determinants of Commitment in the Distributor-Manufacturer Relationship. Industrial Marketing Management,2001,Vol,30 Issue 3,P287-300 ?3 Mohr,J.,Spekman,R.,Characteristics of partnership success:partnership attributes, communication behavior and conflict resolution Management Journal,1994,1(5):P135-152?4컢잿뻼.맋뿍맘쾵돐억뗄탎돉믺샭폫샭싛쒣탍ꆣ헣붭듳톧톧놨ꎨ죋컄짧믡뿆톧냦ꎩ뗚34뻭뗚4웚2004쓪7퓂? 24
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 죋볊뮥뚯뛔맘쾵돐억폐횱뷓뗄헽쿲펰쿬 ㌮㌮?맋뿍맘쾵맜샭벨킧룷뇤솿횮볤뗄맘쾵?䍡湮潮뫍健牲慵汴??㤹㤩죏캪뿍뮧싺틢쫇틔탅죎캪믹뒡뗄뿍뮧맘쾵뗄뷡맻ꎬ틲캪탅죎붵뗍쇋붻틗맘쾵훐뿍뮧폫릩펦짌횮볤뗄돥춻ꆣ䑷祥爨?㤸㜩?죏캪싺틢뛈쫇뿍뮧뛔뿉탅삵뗄붻틗맘쾵ퟜ뗄움볛뷡맻ꎬ떱뿍뮧탅죎쫐뎡맘쾵훐뗄싴헟쪱ꎬ뿍뮧믡틲캪믺믡훷틥뗄떣폇뗄복짙뛸뛔붻틗뇭쪾싺틢ꆣ䵯牲楳⁍慹敲⠱㤹㘩퓲춨맽쪵횤횤쏷쇋뿍뮧탅죎릩펦짌붫퓶볓뿍뮧뗄싺틢뛈ꆣ?䵯牧慮뫍䡵湴⠱㤹???쳡돶쇋ퟩ횯쫐뎡짏웳튵볤맘쾵뗄䕋䵖⡅硴敮摥??䭥??䵥摩慴楮???慲楡扬??䵯摥氩쒣탍ꆣ쯻쏇죏캪맘쾵탅죎쫇맘쾵돐억뗄튻쿮훘튪뻶뚨틲쯘ꎬ맋뿍탅죎돌뛈폺듳ꎬ웤맘쾵돐억폺룟ꆣ?䭥汬敹뫍䑡癩?틔럾컱늹뻈뗄맋뿍웚췻캪퇐뺿훷쳢ꎬ헫뛔쏀맺튻볒붡뾵뻣샖늿뗄믡풱뷸탐퇐뺿ꆣ랢쿖맋뿍싺틢뛔럾컱늹뻈뷶폐볤뷓킧맻ꎬ틠벴맋뿍싺틢믡쿈펰쿬웤뛔럾컱ퟩ횯뗄돐억ꎬ퓙뛸펰쿬럾컱늹뻈뗄웚췻ꆣ䡥湮楧?周畲慵ꎬ䝷楮湥?뫍䝲敭汥爨㈰〲??캪퇩횤맘쾵훊솿뇤솿?맋뿍싺틢ꆢ돐억?퓚맘쾵샻틦?탅죎샻틦ꆢ짧믡샻틦ꆢ쳘쫢뛔듽샻틦?벰맘쾵펪쿺뷡맻?뿚놮쿠뒫ꆢ맋뿍훒돏?뗄훐뷩뷇즫ꆣ룃퇐뺿헫뛔?훖늻춬샠탍럾컱튵?룟뛈맋뿍뷓뒥뗄맋뿍뮯럾컱튵ꆢ훐뛈떽뗍뛈맋뿍뷓뒥뗄쟡뛈맋뿍뮯럾컱튵ꆢ훐뛈맋뿍뷓뒥뗄뇪ힼ뮯럾컱튵?뷸탐퇐뺿ꎬ릲쫕벯㌳?캻폐킧퇹놾ꆣ퇐뺿랢쿖?맘쾵훊솿뗄훐뷩뷇즫쫇쿔훸훘튪뗄ꎬ뛸쟒ꎬ맋뿍싺틢믡횱뷓펰쿬맘쾵돐억ꆣ?ퟛ짏쯹쫶ꎬ듳늿럖퇐뺿쿔쪾맋뿍맘쾵맜샭벨킧룷뇤솿횮볤듦퓚쿠뮥펰쿬뗄ퟷ폃ꎬ뻟쳥뇭쿖퓚맘쾵탅죎뫍맋뿍싺틢헽쿠맘ꎬ맘쾵탅죎뫍맘쾵돐억헽쿠맘ꎬ맋뿍싺틢뫍맘쾵돐억헽쿠맘ꆣ틲듋ꎬ놾퇐뺿붨솢볙짨?죧쿂ꎺ?맘쾵탅죎뫍맋뿍싺틢헽쿠맘?맘쾵탅죎뫍맘쾵돐억헽쿠맘?맋뿍싺틢뫍맘쾵돐억헽쿠맘? 1 , OH,S,Developing buyer-supplier relationships, Journal of Marketing, April 1987,,11-27?2 Morgan, Robert M;Hunt,Shelby D,The commitment-trust theory of relationship marketing, Journal of Marketing,Jul 1994,(3),63-83?3 Hennig-Thurau, Thorsten; Gwinner, Kevin P.; Gremler, Dwayne Relationship Marketing Outcomes: An Integration of Relational Benefits and Relationship Quality. Journal of Service Research,(3):p230-248? 25
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 ㌮?컊뻭짨볆뫍쫽뻝쫕벯?㌮㐮?컊뻭짨볆?짨볆컊뻭닉폃䱩步牴컥뗣돟뛈솿뇭살뷸탐움맀ꎬ쎿룶쳢쒿뚼짨폐컥룶솿뮯럖쫽릩놻뗷닩헟톡퓱ꎬ럖뇰쫇ㄠ췪좫늻춬틢′?늻춬틢″?튻냣‴?춬틢‵췪좫춬틢ꆣ?컊뻭뗄쓚죝죧쿂ꎺ?뗚튻늿럖?맋뿍닎폫탐캪뗄쏨쫶ꆣ놻뗷닩헟믘듰퓚틔췹볒ힰ맽돌훐맋뿍닎폫뗄탐캪ꆣ릲짨볆ㄵ룶쳢쿮ꎬ닢움랽쪽캪䱩步牴컥뗣돟뛈ꆣ?뗚뛾늿럖?맋뿍뛔맋뿍싺틢ꆢ맘쾵탅죎뫍맘쾵돐억뗄룐쫜ꆣ놻뗷닩헟퓚볒ힰ럾컱뫳ퟔ벺뗄헦쪵룐쫜뷸탐믘듰ꆣ릲짨볆룶쳢쿮ꎬ닢움랽쪽캪䱩步牴컥뗣돟뛈ꆣ?뗚죽늿럖?놻뗷닩헟뗄죋뿚춳볆쇏ꆣ?냼삨탔뇰ꆢ쓪쇤ꆢ쫕죫ꆢ톧샺뫍횰튵릲컥쿮쓚죝ꆣ?컊뻭뗄짨볆룱쪽폫쓚죝쿪볻뢽슼ꆣ?㌮㐮?퇹놾뫍쫽뻝쫕벯?뗷닩컊뻭뗄랢럅뛔쿳훷튪쫇폐맽볒ힰ뺭퇩뗄쿻럑헟ꎬ평폚첫풭쫐뗄쿻럑쮮욽폐쿞ꎬ뫜뛠볒춥뚼톡퓱쇋ퟔ훷ힰ탞뗄랽쪽ꎬ쎻폐폫볒ힰ릫쮾뫏ퟷꎬ헢튻늿럖쿻럑헟쎻폐놻톡캪컊뻭랢럅뛔쿳ꎬ쯹틔뛔쿳뇘탫쫇폐맽볒ힰ뺭퇩쟒폫볒ힰ릫쮾뫏ퟷ뗄쿻럑좺쳥ꆣ뻟쳥쫽뻝뗷닩훐ꎬ훷튪벯훐퓚첫풭쫐탂붨뗄벸룶킡쟸쓚뷸탐컊뻭뗷닩?놾듎컊뻭뗷닩튻릲별쯍컊뻭㌰?럝ꎬ쪵볊쫕믘컊뻭㈰?럝ꎬ믘쫕싊캪㘸⸳?ꎬ퓚쯹폐믘쫕뗄컊뻭훐ꎬ뿛돽웤훐믘듰늻췪헻컊뻭?럝ꎬ폐킧컊뻭캪㈰?럝ꎬ폐킧컊뻭싊캪㘶⸷?ꆣ?????????? 26
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 뇭??ㄠ쫜럃헟믹놾쇏춳볆뇭?쿮쒿?톡쿮?퇹놾쫽?냙럖뇈ꎨ?ꎩ?업탲?탔뇰?쓐?ㄳ??㘸⸵????얮?㘳?㌱⸵????쓪쇤?㈰?㌰?㈵?ㄲ⸵????㌰?㐰???㔲????㐰?㔰?㘳?㌱⸵????㔰?㘰???㐥???㘰틔짏???????퓂쫕죫?〰풪틔쿂???㈥???〰?㈰?풪??㔥???㈰〰?㔰?풪???㔰⸵????㔰〰풪틔짏?㠵?㐲⸵????톧샺?돵훐벰틔쿂?ㄱ?㔮㔥???룟훐?ㄲ?㘥???듳ꆢ룟횰?㐴?㈲????놾뿆?㤴?㐷????쮶쪿벰틔짏?㌹?ㄹ⸵????횰튵?릤죋?ㄷ?㠮㔥???얩쏱?ㄵ?㜮㔥???뷌쪦?㈹?ㄴ⸵????튽짺?ㄹ?㤮㔥???탐헾쫂튵떥캻?㌸?ㄹ????웳튵횰풱?㐱?㈰⸵????룶쳥뺭펪헟?㌷?ㄸ⸵????웤쯻???㈥??? 27
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 ?춳볆쫽뻝럖컶?㐮?킧뛈폫탅뛈럖컶?㐮ㄮ?맋뿍닎폫컊뻭뗄킧뛈폫탅뛈럖컶?틲ퟓ럖컶쫇퇐뺿죧뫎틔ퟮ짙뗄탅쾢뚪쪧붫훚뛠풭폐뇤솿얨쯵돉짙쫽벸룶틲ퟓꎬ죧뫎쪹틲ퟓ뻟폐튻뚨뗄쏼쏻뷢쫍탔뗄뛠풪춳볆럖컶랽램ꆣ?ퟷ헟붫맋뿍닎폫컊뻭뗄쪮컥룶컊쳢ퟷ캪닢솿쿮쒿살닢솿맋뿍닎폫뗄틲ퟓꎬ뛔쯼뷸탐틲ퟓ럖컶ꎬ뷡맻죧뇭????䭍?볬퇩춳볆솿쫇폃폚뇈뷏뇤솿볤볲떥쿠맘쾵쫽뫍욫쿠맘쾵쫽뗄횸뇪ꆣ䭍?횵풽뷓뷼폚?ꎬ틢캶ퟅ뇤솿볤뗄쿠맘탔풽잿ꎬ풭폐뇤솿풽쫊뫏ퟷ틲ퟓ럖컶ꆣ뇭???훐ꎬ䭍?볬퇩횵캪〮㤳?ꎬ뇭쏷럇뎣쫊뫏ퟷ틲ퟓ럖컶ꆣ〮?틔짏뇭쪾럇뎣쫊뫏ꎻ〮?뇭쪾쫊뫏ꎻ〮?뇭쪾튻냣ꎻ〮?뇭쪾늻첫쫊뫏ꎻ〮?틔쿂뇭쪾벫늻쫊뫏ꆣ?듋췢ꎬ냍쳘샻쳘쟲탎뛈볬퇩뗄룅싊?횵캪〮〰?ꎬ킡폚〮〱ꎬ헢튲쮵쏷뇤솿뻟폐뫜룟뗄쿠맘탔ꎬ쫇쫊뫏ퟷ틲ퟓ럖컶뗄ꆣ??뇭??ㄠ맋뿍닎폫䭍传뫍⁂慲瑬整琠뗄볬퇩?좡퇹ퟣ릻뛈뗄⁋慩獥??䵥祥??佬歩渠뛈솿ꆣ?⸹㌶?䉡牴汥瑴?뗄쟲탎뛈볬퇩?뷼쯆뾨랽?㈸㤰⸵㐶?摦???卩朮?⸰〰??닉폃훷돉럖럖컶램쳡좡릫릲틲ퟓꎬ늢춨맽ퟮ듳랽닮램뻟폐⁋慩獥爠뇪ힼ뮯뗄헽붻탽램믱뗃룷틲ퟓ뗄뢺퓘횵ꎬ죧뇭????럖컶뷡맻닺짺?룶틲ퟓꎬ뷢쫍쇋ퟜ쳥뇤닮뗄㠱⸶㔴?ꎬ틲ퟓ뢺뫉좫늿듳폚〮?ꎬ틲ퟓ뢺뫉듳폚〮?벴뿉맩캪튻룶틲ퟓꆣ뿉틔뫜쟥돾뗄에뛏돶ꎬ틲ퟓ?캪ꆰ죋볊뮥뚯ꆱꎬ틲ퟓ?캪ꆰ뢶돶얬솦ꆱꎬ틲ퟓ?캪ꆰ쯑톰탅쾢ꆱꎬ틲ퟓ?캪ꆰ릤ퟷ죏횪ꆱꆣ뷡맻쿔쪾폫풭폐뗄릹쮼컇뫏ꆣ틲듋ꎬ컒쏇뿉틔뗃돶뷡싛ꎺ붫맋뿍닎폫럖캪죋볊뮥뚯ꆢ뢶돶얬솦ꆢ쯑톰탅쾢뫍릤ퟷ죏횪쯄룶캬뛈ꎬ평짨쿫훐쯹쇐뗄솿뇭쿮쒿쟸닢솿뗄릹쮼쫇뫏샭뗄ꎬ닢솿뗄릹쮼킧뛈쫇럻뫏퇐뺿튪쟳뗄ꆣ?탅뛈럖컶쫇튻훖닢뛈ퟛ뫏움볛쳥쾵쫇럱뻟폐튻뚨뗄컈뚨탔뫍뿉뾿탔뗄폐킧럖컶랽램ꆣ 28
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 卐卓뗄탅뛈럖컶훷튪폃폚뛔솿뇭쓚퓚탅뛈뷸탐퇐뺿ꆣ놾컄닉폃뿋샊냍맾ꎨ䍲潮扡捨ꎩꛁ쾵쫽살럖컶탅뛈ꎬ폃폚닢뛈솿뇭쓚늿뗄튻훂탔ꆣ맋뿍닎폫뗄룷틲ퟓ뻟쳥탅뛈럖컶뷡맻죧뇭????듓뇭???훐뿉틔뾴돶룷룶틲ퟓ뗄ꛁ쾵쫽뻹듳폚〮?ꎬ헢쮵쏷맋뿍닎폫솿뇭쫇뿉뾿뗄ꎬ퇹놾뗄탅뛈춨맽튻훂탔볬퇩ꎬ쫇쫊뫏뷸탐춳볆럖컶뗄ꆣ?뇭??㈠맋뿍닎폫탽돉럝뻘헳?? 돉럝?맋뿍닎폫뇤솿?????????컒폫볒ힰ릫쮾풱릤쿠뮥탅죎?⸸㤱?⸱㤵?⸲㈶?⸱〴?컒폫볒ힰ릫쮾풱릤뫏ퟷ엤뫏?⸸㐲?⸱㤹?⸰〸?⸳㈲?컒폫볒ힰ릫쮾풱릤쿠뮥돐억?⸸㈹?⸴㌰?⸱ㄲ?⸲ㄸ?컒럇뎣횧돖볒ힰ릫쮾풱릤뗄릤ퟷ?⸸㈳?⸳㔵?⸱㜰?⸲㈷?컒폫볒ힰ릫쮾풱릤랢햹쮽죋맘쾵?⸷㘳?⸴㌰?⸳㐵?⸲㌴?볒ힰ맽돌훐컒쮼뾼늢쳡돶쇋쿠맘틢볻?⸴〲?⸷㌳?⸳ㄸ?⸲〹?볒ힰ맽돌훐컒뢶돶쇋듳솿뗄뺫솦?⸳㤶?⸷ㄸ?⸲㠰?⸲㠹?볒ힰ맽돌훐컒튻횱퓚볡돖닎폫?⸴㐶?⸶㠲?⸳㘵?⸲〳?볒ힰ맽돌훐컒뢶돶쇋듳솿뗄쪱볤?⸴㘸?⸶㜸?⸳〳?⸱㜱?컒쯑톰쇋볒ힰ맽돌훐맋뿍퓰죎뗄탅쾢?⸲ㄶ?⸰㠴?⸸㈱?⸱㠸?컒쯑톰쇋볒ힰ릫쮾럾컱뗄뻟쳥늽훨뗄탅쾢?⸰㔰?⸳ㄴ?⸷㘸?⸱㜹?컒쯑톰쇋볒ힰ릫쮾럾컱쓚죝뗄탅쾢?⸱㔶?⸲㠵?⸷㔱?⸰㤹?춨맽헢듎볒ힰ쇋뷢늢헆컕쇋볒ힰ럾컱쿠맘횪쪶?⸲㈱?⸲〵?⸰㌷?⸸?춨맽헢듎볒ힰ쇋뷢늢헆컕쇋볒ힰ럾컱뗄늽훨?⸱〲?⸲㜸?⸲㠰?⸷㜷?춨맽헢듎볒ힰ쇋뷢늢헆컕쇋볒ힰ럾컱쓑틗돌뛈?⸳?⸰㌲?⸲㈱?⸷㜵?샛믽뷢쫍ퟜ쳥랽닮뇤틬?㠱⸶㔴??쳡좡랽램›훷돉럖럖컶램ꆣ?탽램›뻟폐⁋慩獥爠뇪ힼ뮯뗄헽붻탽램ꆣ?愮?탽퓚‶?듎뗼듺뫳쫕솲ꆣ?뇭???맋뿍닎폫뿉뾿탔춳볆솿?틲ퟓ?䍲潮扡捨❳⁁汰桡?죋볊뮥뚯?〮㤶??뢶돶얬솦?〮㤳??쯑톰탅쾢?〮㜹??릤ퟷ죏횪?〮㠱?? 29
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 㐮ㄮ?맋뿍맘쾵맜샭뗄킧뛈폫탅뛈럖컶?ퟷ헟붫맋뿍맘쾵맜샭컊뻭뗄쪮룶컊쳢ퟷ캪닢솿쿮쒿살닢솿맋뿍맘쾵맜샭뗄틲ퟓꎬ뛔쯼뷸탐틲ퟓ럖컶ꎬ뷡맻죧뇭????䭍?볬퇩춳볆솿쫇폃폚뇈뷏뇤솿볤볲떥쿠맘쾵쫽뫍욫쿠맘쾵쫽뗄횸뇪ꆣ䭍?횵풽뷓뷼폚?ꎬ틢캶ퟅ뇤솿볤뗄쿠맘탔풽잿ꎬ풭폐뇤솿풽쫊뫏ퟷ틲ퟓ럖컶ꆣ뇭???훐ꎬ䭍?볬퇩횵캪〮㤵?ꎬ뇭쏷럇뎣쫊뫏ퟷ틲ퟓ럖컶ꆣ〮?틔짏뇭쪾럇뎣쫊뫏ꎻ〮?뇭쪾쫊뫏ꎻ〮?뇭쪾튻냣ꎻ〮?뇭쪾늻첫쫊뫏ꎻ〮?틔쿂뇭쪾벫늻쫊뫏ꆣ?듋췢ꎬ냍쳘샻쳘쟲탎뛈볬퇩뗄룅싊?횵캪〮〰?ꎬ킡폚〮〱ꎬ헢튲쮵쏷뇤솿뻟폐뫜룟뗄쿠맘탔ꎬ쫇쫊뫏ퟷ틲ퟓ럖컶뗄ꆣ??뇭??㐠맋뿍맘쾵맜샭䭍传뫍⁂慲瑬整琠뗄볬퇩?좡퇹ퟣ릻뛈뗄⁋慩獥??䵥祥??佬歩渠뛈솿ꆣ?⸹㔵?䉡牴汥瑴?뗄쟲탎뛈볬퇩?뷼쯆뾨랽?㌱⸸㈲?摦????卩朮?⸰〰??닉폃훷돉럖럖컶램쳡좡릫릲틲ퟓꎬ늢춨맽ퟮ듳랽닮램뻟폐⁋慩獥爠뇪ힼ뮯뗄헽붻탽램믱뗃룷틲ퟓ뗄뢺퓘횵ꎬ죧뇭????럖컶뷡맻닺짺?룶틲ퟓꎬ뷢쫍쇋ퟜ쳥뇤닮뗄㤲⸱㠶?ꎬ틲ퟓ뢺뫉좫늿듳폚〮?ꎬ틲ퟓ뢺뫉듳폚〮?벴뿉맩캪튻룶틲ퟓꆣ뿉틔뫜쟥돾뗄에뛏돶ꎬ틲ퟓ?캪ꆰ맘쾵돐억ꆱꎬ틲ퟓ?캪ꆰ맘쾵탅죎ꆱꎬ틲ퟓ?캪ꆰ맋뿍싺틢ꆱꆣ뷡맻쿔쪾폫풭폐뗄릹쮼컇뫏ꆣ틲듋ꎬ컒쏇뿉틔뗃돶뷡싛ꎺ붫맋뿍맘쾵맜샭럖캪맘쾵돐억ꆢ맘쾵탅죎뫍맋뿍싺틢쯄룶캬뛈ꎬ평짨쿫훐쯹쇐뗄솿뇭쿮쒿쟸닢솿뗄릹쮼쫇뫏샭뗄ꎬ닢솿뗄릹쮼킧뛈쫇럻뫏퇐뺿튪쟳뗄ꆣ?놾컄죔좻닉폃뿋샊냍맾ꎨCronbachꎩa쾵쫽살럖컶맋뿍맘쾵맜샭뗄탅뛈ꎬ폃폚닢뛈솿뇭쓚늿뗄튻훂탔ꆣ맋뿍맘쾵맜샭뗄룷틲ퟓ뻟쳥탅뛈럖컶뷡맻죧뇭4-6 ? 30
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 †††††††††††††??뇭??㔠맋뿍맘쾵맜샭탽돉럝뻘헳?? 돉럝?맋뿍맘쾵맜샭뇤솿 ??????컒폫룃볒ힰ릫쮾뗄볛횵맛쿠튻훂?⸷㔲?⸴㌰?⸴ㄱ?컒폫룃볒ힰ릫쮾붨솢쇋뎤웚뫏ퟷ맘쾵?⸷㐹?⸴?⸴㔸?컒폫룃볒ힰ릫쮾볌탸놣돖뺭볃짏뗄췹살?⸷㌹?⸴㘷?⸳㜶?컒폫룃볒ힰ릫쮾붨솢쇋쮽죋맘쾵?⸷㌲?⸴㔶?⸴〶?컒폫볒ힰ릫쮾붨솢웵풼뫏춬쪹컒뫜탅죎쯻?⸴ㄲ?⸷㠰?⸳㤵?컒뛔볒ힰ릫쮾쳡릩럾컱뗄쓜솦뫜탅죎?⸴㜳?⸷㐳?⸳㠲?컒뛔볒ힰ릫쮾뗄탅죎붨솢퓚쟗쏜폑틪횮짏?⸴㘶?⸷㈵?⸴㈴?컒퓚볒ힰ맽돌훐뫍뷡쫸뫳뛔훊솿뫜싺틢?⸴㤶?⸳㠵?⸷㌵?컒퓚뾼싇볒ힰ볛룱뫳뛔훊솿죔뫜싺틢?⸳㤳?⸴㤱?⸷㌱?컒퓚볒ힰ틔잰뻍뛔룃볒ퟥ릫쮾뗄럾컱뫜뾴뫃?⸵㔸?⸴㔰?⸶㈶?샛믽뷢쫍ퟜ쳥랽닮뇤틬?㤲⸱㠶??쳡좡랽램›훷돉럖럖컶램ꆣ??탽램›뻟폐⁋慩獥爠뇪ힼ뮯뗄헽붻탽램ꆣ?愮?탽퓚‷?듎뗼듺뫳쫕솲ꆣ?뇭???맋뿍맘쾵맜샭뿉뾿탔춳볆솿?틲ퟓ?䍲潮扡捨❳⁁汰桡?맘쾵돐억?〮㤷??맘쾵탅죎?〮㤶??맋뿍싺틢?〮㤵?? 듓뇭4-6훐뿉틔뾴돶룷룶틲ퟓ뗄a쾵쫽뻹듳폚ꎬ헢쮵쏷맋뿍맘쾵맜샭솿뇭쫇뿉뾿뗄ꎬ퇹놾뗄탅뛈춨맽튻훂탔볬퇩ꎬ쫇쫊뫏뷸탐춳볆럖컶뗄ꆣ 㐮?쿠맘탔럖컶?쿠맘럖컶쫇럖컶뿍맛쫂컯횮볤쿠맘탔뗄쫽솿럖컶랽램ꆣ쿠맘럖컶춨맽춼탎뫍쫽횵솽훖랽쪽ꎬ쓜릻폐킧뗘뷒쪾쫂컯횮볤춳볆맘쾵뗄잿죵돌뛈ꆣ?쯤좻즢뗣춼쓜릻횱맛햹쿖뇤솿횮볤뗄춳볆맘쾵ꎬ떫늢늻뺫좷ꆣ쿠맘쾵쫽퓲틔쫽횵뗄랽쪽뺫좷뗘랴펳쇋솽룶뇤솿볤쿟탔쿠맘뗄잿죵돌뛈ꆣ놾컄닉폃쇋健慲獯?볲떥쿠맘쾵쫽뷸탐쿠맘럖컶퇐뺿ꆣ? 31
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 㐮㈮?맋뿍닎폫뫍맋뿍싺틢뗄쿠맘럖컶?뇭4-7쫇ꆰ맋뿍닎폫ꆱ뗄쯄룶틲ퟓꎺꆰ릤ퟷ죏횪ꆱꆢꆰ쯑톰탅쾢ꆱꆢꆰ뢶돶얬솦ꆱ뫍ꆰ죋볊뮥뚯ꆱ폫ꆰ맋뿍싺틢ꆱ횮볤뗄쿠맘럖컶뷡맻ꆣ뿉틔뾴돶ꎬꆰ맋뿍닎폫ꆱ뗄ꆰ릤ퟷ죏횪ꆱꆢꆰ쯑톰탅쾢ꆱꆢꆰ뢶돶얬솦ꆱ뫍ꆰ죋볊뮥뚯ꆱ쯄룶틲ퟓ폫ꆰ맋뿍싺틢ꆱ뻹헽쿠맘ꎬ늢쟒뻹퓚뗄쮮욽짏쿔훸ꆣ 웤훐ꎬꆰ죋볊뮥뚯ꆱ틲ퟓ폫ꆰ맋뿍싺틢ꆱ횮볤뗄쾵쫽캪ꎬ쏷쿔듳폚웤쯻죽룶틲ퟓꎬ쮵쏷ꆰ죋볊뮥뚯ꆱ뫍ꆰ맋뿍싺틢ꆱ뗄쿠맘탔ퟮ듳ꆣ 뇭??㜠맋뿍닎폫뫍맋뿍싺틢뗄쿠맘럖컶뷡맻???맋뿍싺틢?릤ퟷ죏횪?健慲獯渠쿠맘탔??㈲?⨪?쿔훸탔ꎨ쮫닠ꎩ??〰????㈰??쯑톰탅쾢?健慲獯渠쿠맘탔??㈳?⨪?쿔훸탔ꎨ쮫닠ꎩ??〰????㈰??뢶돶얬솦?健慲獯渠쿠맘탔?⸳㌴⨪?쿔훸탔ꎨ쮫닠ꎩ?⸰〰???㈰??죋볊뮥뚯?健慲獯渠쿠맘탔?⸶ㄵ⨪?쿔훸탔ꎨ쮫닠ꎩ?⸰〰???㈰??⨮?퓚???쮮욽ꎨ쮫닠ꎩ짏쿔훸쿠맘?⨪⸠퓚〱?쮮욽ꎨ쮫닠ꎩ짏쿔훸쿠맘ꆣ?㐮㈮?맋뿍닎폫뫍맘쾵탅죎뗄쿠맘럖컶?뇭4-8쫇ꆰ맋뿍닎폫ꆱ뗄쯄룶틲ퟓꎺꆰ릤ퟷ죏횪ꆱꆢꆰ쯑톰탅쾢ꆱꆢꆰ뢶돶얬솦ꆱ뫍ꆰ죋볊뮥뚯ꆱ폫ꆰ맘쾵탅죎ꆱ횮볤뗄쿠맘럖컶뷡맻ꆣ뿉틔뾴돶ꎬꆰ맋뿍닎폫ꆱ뗄ꆰ릤ퟷ죏횪ꆱꆢ ꆰ뢶돶얬솦ꆱ뫍ꆰ죋볊뮥뚯ꆱ죽룶틲ퟓ폫ꆰ맘쾵탅죎ꆱ뻹헽쿠맘ꎬ늢쟒뻹퓚뗄쮮욽짏쿔훸쿠맘ꆣ떫쫇ꎬꆰ쯑톰탅쾢ꆱ뗄p횵듳폚ꎬ퓚쮮욽짏쿔훸쿠맘ꆣ 웤훐ꎬꆰ죋볊뮥뚯ꆱ틲ퟓ폫ꆰ맋뿍싺틢ꆱ횮볤뗄쾵쫽캪ꎬ쏷쿔듳폚웤쯻죽룶틲ퟓꎬ 32
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 쮵쏷ꆰ죋볊뮥뚯ꆱ뫍ꆰ맋뿍싺틢ꆱ뗄쿠맘탔ퟮ듳ꆣ 뇭??㠠맋뿍닎폫뫍맘쾵탅죎뗄쿠맘럖컶뷡맻???맘쾵탅죎?릤ퟷ죏횪?健慲獯渠쿠맘탔?⸳㐶⨪?쿔훸탔ꎨ쮫닠ꎩ?⸰〰???㈰??쯑톰탅쾢?健慲獯渠쿠맘탔???㘶??쿔훸탔ꎨ쮫닠ꎩ???ㄹ???㈰??뢶돶얬솦?健慲獯渠쿠맘탔??㈰?⨪?쿔훸탔ꎨ쮫닠ꎩ?⸰?????㈰??죋볊뮥뚯?健慲獯渠쿠맘탔?⸵⨪?쿔훸탔ꎨ쮫닠ꎩ?⸰〰???㈰??⨮?퓚???쮮욽ꎨ쮫닠ꎩ짏쿔훸쿠맘?⨪⸠퓚〱?쮮욽ꎨ쮫닠ꎩ짏쿔훸쿠맘ꆣ?㐮㈮?맋뿍닎폫뫍맘쾵돐억뗄쿠맘럖컶?뇭4-9쫇ꆰ맋뿍닎폫ꆱ뗄쯄룶틲ퟓꎺꆰ릤ퟷ죏횪ꆱꆢꆰ쯑톰탅쾢ꆱꆢꆰ뢶돶얬솦ꆱ뫍ꆰ죋볊뮥뚯ꆱ폫ꆰ맘쾵돐억ꆱ횮볤뗄쿠맘럖컶뷡맻ꆣ뿉틔뾴돶ꎬꆰ맋뿍닎폫ꆱ뗄ꆰ쯑톰탅쾢ꆱꆢꆰ뢶돶얬솦ꆱ뫍ꆰ죋볊뮥뚯ꆱ죽룶틲ퟓ폫ꆰ맘쾵돐억ꆱ뻹헽쿠맘ꎬ늢쟒뻹퓚뗄쮮욽짏쿔훸쿠맘ꆣ떫쫇ꎬꆰ릤ퟷ죏횪ꆱ뗄p횵듳폚ꎬ퓚쮮욽짏쿔훸쿠맘ꆣ 웤훐ꎬꆰ죋볊뮥뚯ꆱ틲ퟓ폫ꆰ맋뿍싺틢ꆱ횮볤뗄쾵쫽캪ꎬ쏷쿔듳폚웤쯻죽룶틲ퟓꎬ쮵쏷ꆰ죋볊뮥뚯ꆱ뫍ꆰ맋뿍싺틢ꆱ뗄쿠맘탔ퟮ듳ꆣ 33
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 뇭??㤠맋뿍닎폫뫍맘쾵돐억뗄쿠맘럖컶뷡맻???맘쾵돐억?릤ퟷ죏횪?健慲獯渠쿠맘탔???㘱??쿔훸탔ꎨ쮫닠ꎩ?⸰㈳???㈰??쯑톰탅쾢?健慲獯渠쿠맘탔?⸴㈷⨪?쿔훸탔ꎨ쮫닠ꎩ?⸰〰???㈰??뢶돶얬솦?健慲獯渠쿠맘탔?⸴〱⨪?쿔훸탔ꎨ쮫닠ꎩ?⸰〰???㈰??죋볊뮥뚯?健慲獯渠쿠맘탔???ㄵ⨪?쿔훸탔ꎨ쮫닠ꎩ?⸰〰???㈰??⨮?퓚???쮮욽ꎨ쮫닠ꎩ짏쿔훸쿠맘†††††††††††††††††††††††††††††††?⨪⸠퓚〱?쮮욽ꎨ쮫닠ꎩ짏쿔훸쿠맘ꆣ?㐮㈮?맋뿍맘쾵맜샭벨킧룷뇤솿횮볤뗄쿠맘럖컶?틔쿂죽룶뇭쫇맋뿍맘쾵맜샭벨킧룷뇤솿횮볤뗄쿠맘탔럖컶ꎬ듓죽룶뇭뿉틔뾴돶맘쾵탅죎폫맋뿍싺틢뫍맘쾵돐억쿔훸쿠맘ꎬ맋뿍싺틢폫맘쾵돐억튲쿔훸쿠맘ꆣ 뇭4-10쫇ꆰ맘쾵탅죎ꆱ뗄죽룶틲ퟓꎺꆰ웵풼탅죎ꆱꆢꆰ쓜솦탅죎ꆱ뫍ꆰ짆틢탅죎ꆱ폫ꆰ맋뿍싺틢ꆱ횮볤뗄쿠맘럖컶뷡맻ꆣ뿉틔뾴돶ꎬꆰ맘쾵탅죎ꆱ뗄ꆰ쓜솦탅죎ꆱ뫍ꆰ짆틢탅죎ꆱ솽룶틲ퟓ폫ꆰ맋뿍싺틢ꆱ뻹헽쿠맘ꎬ늢쟒뻹퓚뗄쮮욽짏쿔훸쿠맘ꆣ떫쫇ꎬꆰ웵풼탅죎ꆱ뗄p횵듳폚ꎬ퓚쮮욽짏쿔훸쿠맘ꆣ 뇭4-11쫇ꆰ맘쾵탅죎ꆱ뗄죽룶틲ퟓꎺꆰ웵풼탅죎ꆱꆢꆰ쓜솦탅죎ꆱ뫍ꆰ짆틢탅죎ꆱ폫ꆰ맘쾵돐억ꆱ횮볤뗄쿠맘럖컶뷡맻ꆣ뿉틔뾴돶ꎬꆰ맘쾵탅죎ꆱ뗄ꆰ쓜솦탅죎ꆱ뫍ꆰ짆틢탅죎ꆱ솽룶틲ퟓ폫ꆰ맘쾵돐억ꆱ뻹헽쿠맘ꎬ늢쟒뻹퓚뗄쮮욽짏쿔훸쿠맘ꆣ떫쫇ꎬꆰ웵풼탅죎ꆱ뗄p횵듳폚ꎬ퓚쮮욽짏쿔훸쿠맘ꆣ 뇭4-12쫇ꆰ맋뿍싺틢ꆱ뗄죽룶틲ퟓꎺꆰ맋뿍웚췻ꆱꆢꆰ룐횪훊솿ꆱ뫍ꆰ룐횪볛횵ꆱ폫ꆰ맘쾵돐억ꆱ횮볤뗄쿠맘럖컶뷡맻ꆣ뿉틔뾴돶ꎬꆰ맋뿍싺틢ꆱ뗄ꆰ룐횪훊솿ꆱ뫍ꆰ룐횪볛횵ꆱ솽룶틲ퟓ폫ꆰ맘쾵돐억ꆱ뻹헽쿠맘ꎬ늢쟒뻹퓚뗄쮮욽짏쿔훸쿠맘ꆣ떫쫇ꎬꆰ맋뿍웚췻ꆱ뗄 34
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 p횵듳폚ꎬ퓚쮮욽짏쿔훸쿠맘ꆣ 뇭???맘쾵탅죎뫍맋뿍싺틢뗄쿠맘럖컶뷡맻???맋뿍싺틢?웵풼탅죎?健慲獯渠쿠맘탔???㜰??쿔훸탔ꎨ쮫닠ꎩ?⸰?????㈰??쓜솦탅죎?健慲獯渠쿠맘탔?⸴㌸⨪?쿔훸탔ꎨ쮫닠ꎩ?⸰〰???㈰??짆틢탅죎?健慲獯渠쿠맘탔??㌹?⨪?쿔훸탔ꎨ쮫닠ꎩ?⸰〰???㈰??⨮?퓚???쮮욽ꎨ쮫닠ꎩ짏쿔훸쿠맘†††††††††††††††††††††††††††††††⨪⸠퓚〱?쮮욽ꎨ쮫닠ꎩ짏쿔훸쿠맘ꆣ? 뇭??ㄱ?맘쾵탅죎뫍맘쾵돐억뗄쿠맘럖컶뷡맻???맘쾵돐억?웵풼탅죎?健慲獯渠쿠맘탔???????쿔훸탔ꎨ쮫닠ꎩ?⸰?????㈰??쓜솦탅죎?健慲獯渠쿠맘탔?⸴㔰⨪?쿔훸탔ꎨ쮫닠ꎩ?⸰〰???㈰??짆틢탅죎?健慲獯渠쿠맘탔??㔰?⨪?쿔훸탔ꎨ쮫닠ꎩ?⸰〰???㈰??⨮?퓚???쮮욽ꎨ쮫닠ꎩ짏쿔훸쿠맘††?†††††††††††††††††?⨪⸠퓚〱?쮮욽ꎨ쮫닠ꎩ짏쿔훸쿠맘ꆣ? 35
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 뇭??ㄲ?맋뿍싺틢뫍맘쾵돐억뗄쿠맘럖컶뷡맻???맘쾵돐억?맋뿍웚췻?健慲獯渠쿠맘탔??ㄵ???쿔훸탔ꎨ쮫닠ꎩ??〲????㈰??룐횪훊솿?健慲獯渠쿠맘탔??㌸?⨪?쿔훸탔ꎨ쮫닠ꎩ??〰????㈰??룐횪볛횵?健慲獯渠쿠맘탔??㌹?⨪?쿔훸탔ꎨ쮫닠ꎩ??〰????㈰??⨮?퓚???쮮욽ꎨ쮫닠ꎩ짏쿔훸쿠맘††††††††††††††††††††††††††††††⨪⸠퓚〱?쮮욽ꎨ쮫닠ꎩ짏쿔훸쿠맘ꆣ?㐮?믘맩럖컶?믘맩럖컶쫇튻훖펦폃벫캪맣랺뗄쫽솿럖컶랽램ꆣ쯼폃폚럖컶쫂컯횮볤뗄춳볆맘쾵ꎬ닠훘뾼달뇤솿횮볤뗄쫽솿뇤뮯맦싉ꎬ늢춨맽믘맩랽돌뗄탎쪽쏨쫶뫍랴펳헢훖맘쾵ꎬ냯훺죋쏇ힼ좷냑컕뇤솿쫜웤쯻튻룶믲뛠룶뇤솿펰쿬뗄돌뛈ꎬ뷸뛸캪풤닢쳡릩뿆톧틀뻝ꆣ?뛠풪쿟탔믘맩쒣탍쫇횸폐뛠룶뷢쫍뇤솿뗄쿟탔믘맩쒣탍ꎬ폃폚뷒쪾놻뷢쫍뇤솿폫웤쯻뛠룶뷢쫍뇤솿횮볤뗄쿟탔맘쾵ꆣ뛠풪쿟탔믘맩뗄쫽톧쒣탍쫇ꎺ????ꛂ〠?ꛂ???ꛂ???ꆭ?ꛂ???ꛅ??㐮㌮?맋뿍닎폫뫍맋뿍싺틢뗄믘맩럖컶?캪쇋뛔ꆰ맋뿍닎폫ꆱ뗄룷틲ퟓ폫ꆰ맋뿍싺틢ꆱ횮볤뗄틲맻맘쾵뷸탐뾼달ꎬ놾컄뛔쫽뻝뷸탐뛠풪훰늽믘맩럖컶ꎬ뗃떽뗷헻뗄에뚨쾵쫽??캪〮㔹?ꎬ볬퇩뛠풪쿟탔믘맩랽돌뗄쓢뫏폅뛈ꎬ뗚쯄늽믘맩랽돌쓜뷢쫍ퟜ뇤닮뗄㔹⸰?ꆣ퓚믘맩랽닮ꎨ䅎佖?ꎩ럖컶훐ꎬ뗚쯄늽믘맩뗄?횵캪㜰⸱㔲ꎬ듯떽쇋뇈뷏쿔훸뗄쮮욽ꆣ?퓚뇭??ㄳ훐뿉횪ꎬꆰ죋볊뮥뚯ꆱꆢꆰ뢶돶얬솦ꆱꆢꆰ쯑톰탅쾢ꆱ뫍ꆰ릤ퟷ죏횪ꆱ헢쯄룶뇤솿뛔펦쾵쫽뗄볬퇩횵뚼킡폚〮〱ꎬ쮵쏷퓚〮〱뗄쿔훸탔쮮욽짏ꎬ헢킩ퟔ뇤솿뗄쾵쫽쿔훸틬폚?ꆣ뎣솿쿔훸탔룅싊캪ㄮ〰?듳폚〮〵ꎬ뇭쪾뎣솿폫?쎻폐쿔훸탔닮틬ꎬ늻펦돶쿖퓚믘 36
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 맩랽돌훐ꆣ?퓚뛠훘릲쿟탔춳볆솿훐ꎬ죝닮뫍噉?횵뚼캪ㄮ〰?ꎬ쮵쏷뛠훘릲쿟탔럇뎣죵ꆣ죝죌뛈뗄좡횵랶캧퓚?훁?횮볤ꎬ풽뷓뷼폚?쮵쏷뛠훘릲쿟탔풽잿ꎻ풽뷓뷼폚?뇭쪾뛠훘릲쿟탔풽죵ꆣ噉?횵캪죝죌뛈뗄떹쫽ꎬ좡횵듳폚뗈폚?ꎬ풽뷓뷼폚?뇭쪾뛠훘릲쿟탔풽죵ꎻ풶풶듳폚?뇭쪾듦퓚퇏훘뗄뛠훘릲쿟탔ꆣ?듓믘맩럖컶훐ꎬ놾컄뗃떽뇪ힼ믘맩랽돌ꎺ?맋뿍싺틢=×죋볊뮥뚯+×뢶돶얬솦+×쯑톰탅쾢+×릤ퟷ죏횪 뇭??ㄳ?맋뿍닎폫폫맋뿍싺틢뗄믘맩럖컶?럇뇪ힼ뮯쾵쫽?뇪ힼ쾵쫽?릲쿟탔춳볆솿?쒣탍???뇪ힼ?컳닮?쫔폃냦???卩朮?죝닮?噉????뎣솿??㠮㌱㑅?ㄷ?⸰㔱??⸰〰?ㄮ〰???죋볊뮥뚯?⸶ㄵ?⸰㔱?⸶ㄵㄲ⸰㠱?⸰〰ㄮ〰??ㄮ〰?뢶돶얬솦?⸳㌴?⸰㔱?⸳㌴㘮㔵??⸰〰ㄮ〰??ㄮ〰?쯑톰탅쾢??㈳??⸰㔱??㈳???㐳??⸰〰ㄮ〰??ㄮ〰?릤ퟷ죏횪??㈲??⸰㔱??㈲???ㄶ??⸰〰ㄮ〰??ㄮ〰?愮?틲뇤솿㨠맋뿍싺틢?㐮㌮?맋뿍닎폫뫍맘쾵탅죎뗄믘맩럖컶?캪쇋뛔ꆰ맋뿍닎폫ꆱ뗄룷틲ퟓ폫ꆰ맘쾵탅죎ꆱ횮볤뗄틲맻맘쾵뷸탐뾼달ꎬ놾컄뛔쫽뻝뷸탐뛠풪훰늽믘맩럖컶ꎬ뗃떽뗷헻뗄에뚨쾵쫽??캪〮㔳?ꎬ볬퇩뛠풪쿟탔믘맩랽돌뗄쓢뫏폅뛈ꎬ뗚쯄늽믘맩랽돌쓜뷢쫍ퟜ뇤닮뗄㔳⸹?ꆣ퓚믘맩랽닮ꎨ䅎佖?ꎩ럖컶훐ꎬ뗚쯄늽믘맩뗄?횵캪㔶⸹㤸ꎬ듯떽쇋뇈뷏쿔훸뗄쮮욽ꆣ?퓚뇭??ㄴ훐뿉횪ꎬꆰ죋볊뮥뚯ꆱꆢꆰ뢶돶얬솦ꆱꆢꆰ쯑톰탅쾢ꆱ뫍ꆰ릤ퟷ죏횪ꆱ헢쯄룶뇤솿뛔펦쾵쫽뗄볬퇩횵뚼킡폚〮〱ꎬ쮵쏷퓚〮〱뗄쿔훸탔쮮욽짏ꎬ헢킩ퟔ뇤솿뗄쾵쫽쿔훸틬폚?ꆣ뎣솿쿔훸탔룅싊캪ㄮ〰?듳폚〮〵ꎬ뇭쪾뎣솿폫?쎻폐쿔훸탔닮틬ꎬ늻펦돶쿖퓚믘맩랽돌훐ꆣ?퓚뛠훘릲쿟탔춳볆솿훐ꎬ죝닮뫍噉?횵뚼캪ㄮ〰?ꎬ쮵쏷뛠훘릲쿟탔럇뎣죵ꆣ죝죌뛈뗄좡횵랶캧퓚?훁?횮볤ꎬ풽뷓뷼폚?쮵쏷뛠훘릲쿟탔풽잿ꎻ풽뷓뷼폚?뇭쪾뛠훘릲쿟탔풽죵ꆣ噉?횵캪죝죌뛈뗄떹쫽ꎬ좡횵듳폚뗈폚?ꎬ풽뷓뷼폚?뇭쪾뛠훘릲쿟탔풽죵ꎻ풶풶듳폚 37
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 ?뇭쪾듦퓚퇏훘뗄뛠훘릲쿟탔ꆣ?듓믘맩럖컶훐ꎬ놾컄뗃떽뇪ힼ믘맩랽돌ꎺ 맘쾵탅죎=×죋볊뮥뚯+×뢶돶얬솦+×쯑톰탅쾢+×릤ퟷ죏횪 ?뇭??ㄴ?맋뿍닎폫폫맘쾵탅죎뗄믘맩럖컶?††††††††††††††?†?럇뇪ힼ뮯쾵쫽?뇪ힼ쾵쫽?릲쿟탔춳볆솿?쒣탍???뇪ힼ?컳닮?쫔폃냦???卩朮?죝닮?噉????뎣솿??ㄮㄹ㙅?ㄶ?⸰㔳??⸰〰?ㄮ〰????죋볊뮥뚯?⸵?⸰㔳?⸵?㤮㘱??⸰〰?ㄮ〰??ㄮ〰??릤ퟷ죏횪?⸳㐶?⸰㔳?⸳㐶?㘮㔲??⸰〰?ㄮ〰??ㄮ〰??뢶돶얬솦?⸲〸?⸰㔳?⸲〸?㌮㤱??⸰〰?ㄮ〰??ㄮ〰??쯑톰탅쾢?⸱㘶?⸰㔳?⸱㘶?㌮ㄳ??⸰〲?ㄮ〰??ㄮ〰??愮?틲뇤솿㨠맘쾵탅죎?㐮㌮?맋뿍닎폫뫍맘쾵돐억뗄믘맩럖컶?캪쇋뛔ꆰ맋뿍닎폫ꆱ뗄룷틲ퟓ폫ꆰ맘쾵돐억ꆱ횮볤뗄틲맻맘쾵뷸탐뾼달ꎬ놾컄뛔쫽뻝뷸탐뛠풪훰늽믘맩럖컶ꎬ뗃떽뗷헻뗄에뚨쾵쫽??캪〮㘳?ꎬ볬퇩뛠풪쿟탔믘맩랽돌뗄쓢뫏폅뛈ꎬ뗚쯄늽믘맩랽돌쓜뷢쫍ퟜ뇤닮뗄㘳???ꆣ퓚믘맩랽닮ꎨ䅎佖?ꎩ럖컶훐ꎬ뗚쯄늽믘맩뗄?횵캪㠴⸸ㄲꎬ듯떽쇋뇈뷏쿔훸뗄쮮욽ꆣ?퓚뇭??ㄵ훐뿉횪ꎬꆰ죋볊뮥뚯ꆱꆢꆰ뢶돶얬솦ꆱꆢꆰ쯑톰탅쾢ꆱ뫍ꆰ릤ퟷ죏횪ꆱ헢쯄룶뇤솿뛔펦쾵쫽뗄볬퇩횵뚼킡폚〮〱ꎬ쮵쏷퓚〮〱뗄쿔훸탔쮮욽짏ꎬ헢킩ퟔ뇤솿뗄쾵쫽쿔훸틬폚?ꆣ뎣솿쿔훸탔룅싊캪ㄮ〰?듳폚〮〵ꎬ뇭쪾뎣솿폫?쎻폐쿔훸탔닮틬ꎬ늻펦돶쿖퓚믘맩랽돌훐ꆣ?퓚뛠훘릲쿟탔춳볆솿훐ꎬ죝닮뫍噉?횵뚼캪ㄮ〰?ꎬ쮵쏷뛠훘릲쿟탔럇뎣죵ꆣ죝죌뛈뗄좡횵랶캧퓚?훁?횮볤ꎬ풽뷓뷼폚?쮵쏷뛠훘릲쿟탔풽잿ꎻ풽뷓뷼폚?뇭쪾뛠훘릲쿟탔풽죵ꆣ噉?횵캪죝죌뛈뗄떹쫽ꎬ좡횵듳폚뗈폚?ꎬ풽뷓뷼폚?뇭쪾뛠훘릲쿟탔풽죵ꎻ풶풶듳폚?뇭쪾듦퓚퇏훘뗄뛠훘릲쿟탔ꆣ?듓믘맩럖컶훐ꎬ놾컄뗃떽뇪ힼ믘맩랽돌ꎺ?맘쾵돐억=×죋볊뮥뚯+×뢶돶얬솦+×쯑톰탅쾢+×릤ퟷ죏횪 ? 38
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 뇭??ㄵ?맋뿍닎폫폫맘쾵돐억뗄믘맩럖컶?럇뇪ힼ뮯쾵쫽?뇪ힼ쾵쫽?릲쿟탔춳볆솿?쒣탍???뇪ힼ?컳닮?쫔폃냦???卩朮?죝닮?噉????뎣솿???㈮ㄹ㥅?ㄶ⸰㔲??⸰〰?ㄮ〰???죋볊뮥뚯???ㄵ⸰㔲???ㄵ???㜳??⸰〰ㄮ〰??ㄮ〰??쯑톰탅쾢?⸴㈷⸰㔲?⸴㈷?㠮ㄸ??⸰〰ㄮ〰??ㄮ〰??뢶돶얬솦?⸴〱⸰㔲?⸴〱?㜮㘸??⸰〰ㄮ〰??ㄮ〰??릤ퟷ죏횪?⸱㘱⸰㔲?⸱㘱?㌮〸??⸰〲ㄮ〰??ㄮ〰??愮?틲뇤솿㨠맘쾵돐억?㐮㌮??맋뿍맘쾵맜샭벨킧룷뇤솿횮볤뗄믘맩럖컶?듓믘맩럖컶뷡맻뇭??ㄶ뿉틔뗃떽ꆰ맘쾵탅죎ꆱ뗄죽룶틲ퟓ훐ꎬꆰ쓜솦탅죎ꆱꆢꆰ짆틢탅죎ꆱ뫍ꆰ웵풼탅죎ꆱ뷸죫쇋뷢쫍ꆰ맋뿍싺틢ꆱ뗄믘맩랽돌ꎬ웤훐ꆰ쓜솦탅죎ꆱ뷸죫뷢쫍ꆰ맋뿍싺틢ꆱ뗄믘맩랽돌뗄쾵쫽튪쿠뛔듳튻킩ꎬ쮵쏷ꆰ쓜솦탅죎ꆱ뛔ꆰ맋뿍싺틢ꆱ뗄펰쿬쿠뛔튪듳튻킩ꆣ?듓믘맩럖컶훐ꎬ놾컄뗃떽뇪ힼ믘맩랽돌ꎺ?맋뿍싺틢=×쓜솦탅죎+×짆틢탅죎+×웵풼탅죎 뇭??ㄶ?맘쾵탅죎폫맋뿍싺틢뗄믘맩럖컶??럇뇪ힼ뮯쾵쫽?뇪ힼ쾵쫽?릲쿟탔춳볆솿?쒣탍???뇪ힼ?컳닮?쫔폃냦???卩朮?죝닮?噉????뎣솿??ㄮ㔴???ㄶ?⸰????⸰〰?ㄮ〰???쓜솦탅죎??㐳??⸰㔱??㐳??㠮㠰??⸰〰ㄮ〰??ㄮ〰??짆틢탅죎??㌹??⸰㔱??㌹??㜮㘹??⸰〰ㄮ〰??ㄮ〰??웵풼탅죎??ㄷ??⸰????ㄷ??㌮㈳??⸰〰ㄮ〰??ㄮ〰??愮?틲뇤솿㨠맋뿍싺틢??듓믘맩럖컶뷡맻뇭??ㄷ뿉틔뗃떽ꆰ맘쾵탅죎ꆱ뗄죽룶틲ퟓ훐ꎬꆰ짆틢탅죎ꆱꆢꆰ쓜솦탅죎ꆱ뫍ꆰ웵풼탅죎ꆱ뷸죫쇋뷢쫍ꆰ맘쾵돐억ꆱ뗄믘맩랽돌ꎬ웤훐ꆰ짆틢탅죎ꆱ뷸죫뷢쫍ꆰ맘쾵돐억ꆱ뗄믘맩랽돌뗄쾵쫽튪쿠뛔듳튻킩ꎬ쮵쏷ꆰ짆틢탅죎ꆱ뛔ꆰ맘쾵돐억ꆱ뗄펰쿬쿠뛔튪 39
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 듳튻킩ꆣ?듓믘맩럖컶훐ꎬ놾컄뗃떽뇪ힼ믘맩랽돌ꎺ?맘쾵돐억=×짆틢탅죎+×쓜솦탅죎+×웵풼탅죎 뇭??ㄷ?맘쾵탅죎폫맘쾵돐억뗄믘맩럖컶??럇뇪ힼ뮯쾵쫽?뇪ힼ쾵쫽?릲쿟탔춳볆솿?쒣탍???뇪ힼ?컳닮?쫔폃냦???卩朮?죝닮?噉????뎣솿???ㄮ㐱???ㄶ⸰㔲??⸰〰?ㄮ〰????짆틢탅죎??㔰?⸰㔲??㔰?㤮㌷??⸰〰?ㄮ〰??ㄮ〰??쓜솦탅죎??㐵?⸰㔲??㐵?㜮㌴??⸰〰?ㄮ〰??ㄮ〰??웵풼탅죎??ㄶ?⸰㔲??ㄶ?㌮〸??⸰〰?ㄮ〰??ㄮ〰??愮?틲뇤솿㨠맘쾵돐억?듓믘맩럖컶뷡맻뇭??ㄸ뿉틔뗃떽ꆰ맋뿍싺틢ꆱ뗄죽룶틲ퟓ훐ꎬꆰ룐횪볛횵ꆱꆢꆰ룐횪훊솿ꆱ뫍ꆰ맋뿍웚췻ꆱ뷸죫쇋뷢쫍ꆰ맘쾵돐억ꆱ뗄믘맩랽돌ꎬ웤훐ꆰ룐횪볛횵ꆱ뷸죫뷢쫍ꆰ맘쾵돐억ꆱ뗄믘맩랽돌뗄쾵쫽튪쿠뛔듳튻킩ꎬ쮵쏷ꆰ룐횪볛횵ꆱ뛔ꆰ맘쾵돐억ꆱ뗄펰쿬쿠뛔튪듳튻킩ꆣ?듓믘맩럖컶훐ꎬ놾컄뗃떽뇪ힼ믘맩랽돌ꎺ?맘쾵돐억=×룐횪볛횵+×룐횪훊솿+×맋뿍풤웚 ?뇭??ㄸ?맋뿍싺틢폫맘쾵돐억뗄믘맩럖컶??럇뇪ힼ뮯쾵쫽?뇪ힼ쾵쫽?릲쿟탔춳볆솿?쒣탍???뇪ힼ?컳닮?쫔폃냦???卩朮?죝닮?噉????뎣솿??㈮㐰???ㄶ⸰㔲??⸰〰?ㄮ〰????룐횪볛횵??㌹?⸰㔲??㌹?㠮〱??⸰〰?ㄮ〰??ㄮ〰??룐횪훊솿??㌸?⸰㔲??㌸?㘮㐸??⸰〰?ㄮ〰??ㄮ〰??맋뿍풤웚??ㄵ?⸰㔲??ㄵ?㈮㤵??⸰〰?ㄮ〰??ㄮ〰??愮?틲뇤솿㨠맘쾵돐억? 40
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 㔠퇐뺿뷡싛폫늻ퟣ?㔮ㄠ놾퇐뺿뗄뷡싛?놾듎퇐뺿쫇틔첫풭뗘쟸뗄볒ힰ쫐뎡맋뿍캪훷튪뗷닩뛔쿳ꆣ퇐뺿뗄쒿뗄퓚폚첽쳖룟맋뿍닎폫뛈뗄볒ힰ쫐뎡맋뿍닎폫뛔맋뿍맘쾵맜샭벨킧뗄펰쿬ꆣ춨맽뛔뗷닩쇏뗄쿠맘ꆢ믘맩럖컶ꎬ볬퇩쇋놾컄쯹쳡돶뗄퇐뺿볙짨ꆣ뻟쳥퇐뺿뷡싛폐죧쿂벸뗣ꎺ?愮맋뿍닎폫뛔맋뿍싺틢닺짺쿔훸뗄헽쏦펰쿬?놾퇐뺿쯹뚨틥뗄맋뿍싺틢쫇횸룐횪볛횵ꆢ룐횪훊솿뫍맋뿍웚췻ꆣ맋뿍닎폫뗄늻춬캬뛈뛔맋뿍싺틢뗄펰쿬돌뛈늻춬ꆣ웤훐ꎬ죋볊뮥뚯뛔맋뿍싺틢뗄펰쿬ퟮ듳ꎬ뢶돶얬솦듎횮ꎬ펰쿬ퟮ킡뗄쫇릤ퟷ죏횪ꎬ떫뚼뛔맋뿍싺틢닺짺헽쏦뗄펰쿬ꎬ횤쏷쇋놾컄쯹ퟷ뗄볙짨ꆣ죋볊뮥뚯쫇횸퓚럾컱뒫뗝맽돌훐맋뿍폫럾컱쳡릩헟뗄풱릤뗄뮥뚯ꎬ냼삨샽죧쿱탅죎ꆢ뿉뾿ꆢ횧돖ꆢ뫏ퟷ엤뫏ꆢ쇩믮탔벰돐억뗈죋볊맘쾵튪쯘ꆣ죋볊뮥뚯캬뛈퓚맋뿍닎폫훐뛔맋뿍싺틢뗄헽쏦펰쿬ퟮ듳ꎬ죋볊뮥뚯쫇맋뿍폫볒ힰ웳튵뫏ퟷퟮ횱뷓뗄뇭쿖ꎬ쫇맋뿍ퟮ죝틗뻍쓜룐쫜떽뗄싺틢횸쫽ꎬ죋볊뮥뚯뗄킧맻횱뷓펰쿬ퟅ맋뿍뛔볒ힰ웳튵럾컱뗄웚췻ꆢ룐횪떽뗄럾컱훊솿뫍럾컱볛횵ꆣ틲듋ꎬ볒ힰ웳튵튪쿫쳡룟맋뿍맘쾵맜샭뗄벨킧ꎬ쳡룟맋뿍싺틢뛈ꎬ뿉틔퓶볓폫맋뿍뗄죋볊뮥뚯붻췹ꎬ랢햹쮽죋맘쾵ꎬ춬쪱죃맋뿍룼뛠뗘닎폫떽볒ힰ뗄쪵볊맽돌훐살ꎬ죃맋뿍캪볒ힰ돶쒱뮮닟ꆣ?戮맋뿍닎폫뛔맘쾵탅죎닺짺쿔훸뗄헽쏦펰쿬?놾퇐뺿쯹뚨틥뗄맘쾵탅죎쫇횸쓜솦탅죎ꆢ짆틢탅죎뫍웵풼탅죎ꆣ맋뿍닎폫뗄늻춬캬뛈뛔맘쾵탅죎뗄펰쿬돌뛈늻춬ꆣ웤훐ꎬ죋볊뮥뚯뛔맘쾵탅죎뗄펰쿬ퟮ듳ꎬ릤ퟷ죏횪듎횮ꎬ펰쿬ퟮ킡뗄쫇쯑톰탅쾢ꎬ떫뚼뛔맘쾵탅죎닺짺헽쏦뗄펰쿬ꎬ횤쏷쇋놾컄쯹ퟷ뗄볙짨ꆣ죋볊뮥뚯캬뛈퓚맋뿍닎폫훐뛔맘쾵탅죎뗄헽쏦펰쿬춬퇹튲쫇ퟮ듳뗄ꆣ죋볊뮥뚯쫇볓잿맋뿍폫볒ힰ웳튵맘쾵뗄믹뒡ꎬ폐쇋뫃뗄죋볊맘쾵ꎬ퓲믡볓잿쮫랽뗄쿠뮥탅죎ꆣ릤ퟷ죏횪뗄펰쿬럹뛈쯤좻킡폚죋볊뮥뚯ꎬ떫뛔맋뿍폫볒ힰ웳튵붨솢맘쾵탅죎튲폐뷏쿔훸뗄헽쏦펰쿬ꆣ릤ퟷ죏횪쫇맋뿍닎폫뗄튻늿럖ꎬ쫇맋뿍쯹쇋뷢떽뗄릤ퟷ훐뗄늽훨ꆢ쪹폃룃럾컱뗄쿠맘횪쪶뫍쓑틗돌뛈뚼쫇맋뿍닎폫떽럾컱맽돌훐뗄뇭쿖ꆣ틲듋ꎬ볒ힰ웳튵뿉틔춨맽볓잿폫맋뿍뗄죋볊뮥뚯ꎬ춬쪱죃맋뿍룼뛠뗘쇋뷢볒ힰ랽쏦뗄횪쪶ꎬ엠퇸뛔폚볒ힰ뗄탋좤ꎬ헢퇹뿉틔쳡룟볒ힰ웳튵뗄맋뿍맘쾵맜샭벨킧ꆣ?挮맋뿍닎폫뛔맘쾵돐억닺짺쿔훸뗄헽쏦펰쿬?놾퇐뺿쯹뚨틥뗄맘쾵돐억쫇횸뺭볃탔ꆢ쟩룐탔뫍쪱볤탔돐억ꆣ맋뿍닎폫뗄늻춬캬뛈뛔맘쾵돐억뗄펰쿬돌뛈늻춬ꆣ웤훐ꎬ죋볊뮥뚯뛔맘쾵돐억뗄펰쿬ퟮ듳ꎬ뢶돶얬솦뫍쯑톰탅쾢뛔맘 41
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 쾵돐억뗄펰쿬튲뷏듳ꎬ펰쿬ퟮ킡뗄쫇릤ퟷ죏횪ꎬ쯄룶캬뛈뚼뛔맘쾵돐억닺짺헽쏦뗄펰쿬ꎬ춬퇹튲횤쏷쇋놾컄쯹ퟷ뗄볙짨ꆣ죋볊뮥뚯캬뛈퓚맋뿍닎폫훐뛔맘쾵돐억뗄헽쏦펰쿬죔좻튲쫇ퟮ듳뗄ꆣ뢶돶얬솦뗄펰쿬럹뛈쯤좻킡폚죋볊뮥뚯ꎬ떫뛔맋뿍폫볒ힰ웳튵붨솢맘쾵돐억튲폐뷏쿔훸뗄헽쏦펰쿬ꆣ맋뿍닎폫떽럾컱훐쯹뢶돶뗄얬솦ꎬ쫇횸ퟔ짭룐뻵떽쯹뢶돶뗄뺫솦ꆢ쪱볤ꆢ볡돖돌뛈뫍훇솦짏뗄춶죫ꆣ춬퇹ꎬ뛔폚맘쾵돐억뛸퇔ꎬ폫맋뿍싺틢튻퇹ꎬ볒ힰ웳튵뿉틔춨맽볓잿폫맋뿍뗄죋볊붻췹ꎬ죃맋뿍룼뛠뗘닎폫떽볒ힰ맽돌훐살ꎬ뢶돶ퟔ벺뗄얬솦ꎬ뿉틔쳡룟맋뿍맘쾵맜샭벨킧ꆣ?搮맋뿍맘쾵맜샭벨킧룷뇤솿횮볤닺짺쿔훸헽쏦펰쿬?놾퇐뺿쯹뚨틥뗄맋뿍맘쾵맜샭벨킧럖캪죽룶늿럖ꎬ벴맘쾵탅죎ꆢ맋뿍싺틢뫍맘쾵돐억ꆣ쯼쏇죽헟횮볤뗄맘쾵춨맽뛔쫽뻝쇏뗄쿠맘ꆢ믘맩럖컶ꎬ뗃돶뗄뷡싛쫇맘쾵탅죎뛔맋뿍싺틢벰맘쾵돐억닺짺쿔훸헽쏦펰쿬ꎬ뛸맋뿍싺틢뛔맘쾵돐억튲닺짺쿔훸헽쏦펰쿬ꆣ?평틔짏뷡싛뿉틔뗃돶ꎬ퓚볒ힰ탐튵훐맋뿍닎폫뛔맋뿍맘쾵맜샭벨킧닺짺쿔훸헽쏦뗄펰쿬ꎬ볓잿맋뿍닎폫믮뚯뿉틔쳡룟맋뿍맘쾵맜샭벨킧뗄쮮욽ꆣ?㔮㈠뛔컒맺볒ힰ웳튵쳡룟맋뿍맘쾵맜샭벨킧뗄붨틩?춨맽잰컄뗄퇩횤랢쿖ꎬ맋뿍닎폫뛔맋뿍맘쾵맜샭벨킧좷쪵듦퓚ퟅ쿔훸헽쿲펰쿬ꆣ뛸맋뿍맘쾵맜샭벨킧쫇웳튵짺듦뫍랢햹뗄룹풴ꎬ뛔폚볒ힰ웳튵뛸퇔ꎬ맋뿍맘쾵맜샭폈캪훘튪ꆣ놾늿럖쓚죝헽쫇믹폚헢퇹뗄잰쳡쿂ꎬ첽쳖볒ힰ웳튵죧뫎춨맽쳡룟맋뿍닎폫뛈살쳡짽맋뿍맘쾵맜샭뗄벨킧ꎬ퓶잿컒맺볒ힰ웳튵쫐뎡뺺헹솦ꎬ듓뛸쪵쿖볒ힰ웳튵볛횵ퟮ듳뮯뗄쒿뗄ꎬ틔웚듯떽쫂냫릦놶뗄킧틦ꆣ놾컄붫듓틔쿂벸룶랽쏦뛔컒맺볒ힰ웳튵쳡룟맋뿍맘쾵맜샭벨킧쳡돶붨틩ꎺ?愮틔볓잿맋뿍닎폫ퟷ캪볒ힰ웳튵뗄뺭펪랽헫?룄룯뾪럅죽쪮쓪살ꎬ쯦ퟅ컒맺볓죫坔?ꎬ럾컱튵삩듳뛔췢뾪럅ꎬ쳘뇰쫇맺쓚뗄볒ힰ웳튵붫쏦쇙룼캪퇏뻾뗄뺺헹탎쫆ꎬ죧뫎쳡룟볒ힰ웳튵뗄뺺헹솦뫍쳡룟맋뿍맘쾵맜샭벨킧ꎬ돉캪톧쫵뷧뫍웳튵뷧뗄맘힢붹뗣ꆣ볒ힰ탐튵쟸뇰폚웤쯻탐튵뗄쳘뗣횮튻뻍쫇맋뿍닎폫뛈뷏룟ꆣ쯦ퟅ컒맺뺭볃뗄뿬쯙랢햹ꎬ죋쏱짺믮쮮욽뗄늻뛏쳡룟ꎬ듳볒뛔쯹쿻럑뗄짌욷튪쟳풽살풽뿁뿌ꆣ듓ퟮ돵뗄싺ퟣ릦쓜탔훊ꎬ떽쿖퓚죋쏇뛔뿮쪽ꆢ퇹쪽ꆢ쪱짐뗄ힷ쟳ꎬ쳘뇰쫇뛔룶탔뮯뗄튪쟳풽살풽룟ꆣ춬쪱ꎬ쯦ퟅ뺭볃뗄랢햹ꎬ볒ힰ벼쫵튲랢짺쇋랭쳬뢲뗘뗄뇤뮯ꎬ룷쪽룷퇹뗄볒ힰ틕쫵늻쪤쎶뻙ꆣ쯹틔ꎬ퓚헢룶맋뿍탨쟳룶탔뮯ꆢ뛠퇹뮯ꎬ볒ힰ닺욷춬퇹튲뛠퇹뮯뗄듳놳뺰횮쿂ꎬ볒ힰ탐튵뗄룟맋뿍닎폫뛈쳥쿖뗄쇜샬뺡훂ꆣ볒ힰ웳튵퓚볒ힰ뗄맽돌훐ꎬ죴쎻폐맋뿍뗄룟뛈닎폫ꎬ 42
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 벸뫵늻쓜췪돉볒ힰ좫맽돌ꆣ맋뿍뛔폚ힰ탞닄쇏ꆢힰ탞럧룱ꆢힰ탞샠탍ꆢ랿볤뗄늼뻖ꆢ폫볒뗧뗄듮엤뗈틲쯘뗄뛠퇹뮯ꆢ룶탔뮯탨쟳ꎬ쪹볒ힰ웳튵뫜쓑퓚쎻폐맋뿍뗄닎폫쿂췪돉볒ힰ좫맽돌ꆣ쇭튻랽쏦ꎬ훐맺죋뛔폚볒뗄룅쓮폐튻훖쳘쫢뗄룐쟩ꎬ폐튻쳗쫴폚ퟔ벺뗄힡랿닅폐튻훖볒뗄룐뻵ꆣ쯹틔ꎬ볒ힰ뛔폚맋뿍살쮵훁맘훘튪ꎬ쯻쏇믡폫볒ힰ릫쮾쪱뿌놣돖솪쾵ꎬ퓚볒ힰ맽돌훐늻뛏뗘폫쪩릤죋풱릵춨붻쇷ꆣ헢퇹ꎬ볒ힰ탐튵룟뗄맋뿍닎폫뛈뻍쳥쿖돶살ꎬ쯻쏇믡뺡좫솦닎폫떽볒ힰ맽돌훐살ꎬ랢뇭ퟔ벺뗄뾴램ꆢ틢볻ꎬ뢶돶ퟔ벺뗄얬솦ꎬ쯑톰볒ힰ뗄쿠맘탅쾢ꎬ횱떽냑ퟔ벺뗄랿ퟓힰ탞떽럻뫏ퟔ벺뗄뇪ힼ캪횹ꆣ?쯹틔ꎬ뛔폚볒ힰ웳튵뛸퇔ꎬ펦룃쟥탑뗄죏쪶떽볒ힰ탐튵룟맋뿍닎폫뛈헢튻탐튵쳘뗣ꎬ늢냑헢튻쳘뗣랢퇯맢듳ꎬ붫맋뿍닎폫ퟷ캪웳튵뺭펪뗄뫋탄ꆣ뿉틔뾴돶ꎬ볈좻맋뿍닎폫쫇볒ힰ탐튵뗄튻듳쳘뗣ꎬ냩쯦ퟅ볒ힰ뗄헻룶맽돌ꎬ쓇쎴ꎬ맋뿍닎폫퓲쫇볒ힰ웳튵폫맋뿍솪쾵뗄캨튻랽램ꎬ쯼춬퇹펰쿬ퟅ웳튵폫맋뿍뗄맘쾵ꆣ쯹틔ꎬ맋뿍닎폫쫇볒ힰ웳튵쳡룟맋뿍맘쾵맜샭벨킧뗄맘볼ꆣ볒ힰ웳튵펦룃퓚틔뫳뗄뺭펪맽돌훐ꎬ붫맋뿍닎폫ퟷ캪웳튵뺭펪뗄믹놾랽헫ꎬ퓚맋뿍닎폫짏쿂릦럲ꎬ첽쯷돶쫊뫏볒ힰ웳튵뗄맋뿍닎폫랽램ꎬ듓뛸쳡룟맋뿍맘쾵맜샭벨킧ꎬ듲퓬웳튵뗄뫋탄뺺헹솦ꆣ?戮믹폚맋뿍닎폫쯄캬뛈뗄볒ힰ웳튵뺭펪닟싔?춨맽잰컄뗄퇩횤컒쏇랢쿖ꎬ맋뿍닎폫뗄쯄룶캬뛈ꎨ죋볊뮥뚯ꆢ뢶돶얬솦ꆢ릤ퟷ죏횪ꆢ쯑톰탅쾢ꎩ뛔맋뿍맘쾵맜샭벨킧듦퓚ퟅ쿔훸뗄헽쏦펰쿬ꎬ쯹틔볒ힰ웳튵튪듓헢쯄룶캬뛈ퟅ쫖쳡룟맋뿍맘쾵맜샭벨킧ꎬ듓뛸캬쾵볒ힰ웳튵맋뿍뗄훒돏ꆣ?⠱?죋볊뮥뚯캬뛈?잰컄쳡떽볒ힰ탐튵쫇맋뿍닎폫뛈뷏룟뗄탐튵ꎬ볒ힰ웳튵튪쳡짽맋뿍맘쾵맜샭벨킧ꎬ듲퓬웳튵뗄뫋탄뺺헹솦ꎬ쫷솢ퟔ벺뗄욷없폅쫆ꎬ퓚볒ힰ뗄맽돌훐샫늻뾪맋뿍뗄룟뛈닎폫ꎬ헢퇹닅쓜싺ퟣ맋뿍룶탔뮯ꆢ뛠퇹뮯뗄탨쟳ꆣ퓚볒ힰ뗄맽돌훐ꎬ맋뿍뗄닎폫쫗쿈뇭쿖퓚폫볒ힰ럾컱죋풱뗄릵춨ꆢ붻쇷ꆣ춨맽릵춨ꎬ붫ퟔ벺뗄쿫램ꆢ틢춼ꆢ뛔볒ힰ럧룱뗄튪쟳ꆢ닄쇏뗄튪쟳튻튻폫볒ힰ릫쮾뗄풱릤뷸탐붻쇷ꆣ퓚릵춨붻쇷뗄맽돌훐ꎬ죋볊뮥뚯뗄틲쯘뻍쳥쿖쇋돶살ꆣ쯦ퟅ뫏ퟷ맽돌뗄뷸탐ꎬ뫏ퟷ듎쫽뗄퓶볓ꎬ뫏ퟷ쪱볤뗄믽샛ꎬ쮫랽퓚튻뚨돌뛈짏붨솢웰쇋탅죎ꆢ쿠뮥횧돖ꆢ엤뫏뗈죋볊뮥뚯뗄믹놾쳵볾ꆣ쯹틔ꎬ죋볊뮥뚯쫇맋뿍폫볒ힰ웳튵뫏ퟷퟮ횱뷓뗄뇭쿖ꎬ쎻폐죋볊뮥뚯ꎬ볒ힰ웳튵뗄릤ퟷ붫컞램볌탸ꎬ맋뿍튲늻믡폫볒ힰ웳튵붨솢뫏ퟷ맘쾵ꎬ볒ힰ붫컞램췪돉ꆣ쯹틔ꎬ퓚볒ힰ럾컱뷓뒥훐ꎬ럾컱풱릤폫맋뿍쯹붨솢뗄맘쾵뛔폚헻룶ퟩ횯뛸퇔뚼쫇럇뎣훘튪뗄ꆣ죋볊뮥뚯쫇횸퓚럾컱뒫뗝맽돌훐맋뿍폫럾컱쳡릩헟뗄풱릤뗄뮥뚯ꎬ냼삨샽죧쿱탅 43
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 죎ꆢ뿉뾿ꆢ횧돖ꆢ뫏ퟷ엤뫏ꆢ쇩믮탔벰돐억뗈죋볊맘쾵튪쯘ꆣ?틲듋ꎬ볒ힰ웳튵폐틢쪶뗄퓋폃맋뿍닎폫햽싔ꎬ붫폐훺폚웳튵퓚쫐뎡짏좡뗃뺺헹폅쫆ꎬ퓋폃쇬쿈폚웤쯻웳튵뗄쫐뎡펪쿺샭쓮ꎬ붨솢틔맋뿍캪훐탄뗄맘쾵펪쿺ꆣ놾컄뗄쪵횤럖컶뇭쏷ꎬ죋볊뮥뚯퓚맋뿍닎폫펰쿬맋뿍맘쾵맜샭벨킧훐웰떽쇋ퟮ훘튪뗄ퟷ폃ꎬ볒ힰ웳튵뗄풱릤튪돤럖훘쫓폫맋뿍뗄죋볊뮥뚯ꎬ폐틢쪶뗄엠퇸폫맋뿍뗄죋볊맘쾵ꎬ뷸튻늽붨솢폐볛횵뗄맋뿍맘쾵ꎬ헢퇹늻뷶쓜쳡짽맋뿍ퟔ짭뗄싺틢돌뛈ꎬ룼훘튪뗄쫇쓜놣쇴힡맋뿍틔벰죃맋뿍폐솼뫃뗄뿚놮뒫능ꎬ뛔폚볒ힰ웳튵뗄뎤웚랢햹붫웰떽욷없뒫능뗄킧펦ꆣ?⠲?뢶돶얬솦캬뛈?맋뿍닎폫떽볒ힰ뗄맽돌훐살ꎬ돽쇋탨튪폫볒ힰ릫쮾뗄럾컱죋풱릵춨붻쇷폐맘볒ힰ랽쏦뗄뻟쳥쓚죝틔췢ꎬ맋뿍퓚볒ힰ맽돌훐튲튪뢶돶ퟔ벺뗄얬솦쪹볒ힰ뗄뷡맻럻뫏ퟔ벺뗄뇪ힼꆣ죋볊뮥뚯뗄맽돌춬퇹튲쫇맋뿍뢶돶ퟔ벺얬솦뗄뇭쿖ꆣ맋뿍닎폫떽볒ힰ뗄맽돌훐살ꎬ쯹뢶돶뗄얬솦냼삨뺫솦ꆢ쪱볤ꆢ볡돖돌뛈뫍훇솦짏뗄뢶돶ꆣ놾컄뺭맽쪵횤럖컶뗃돶뷡싛ꎬ맋뿍닎폫뗄뢶돶얬솦캬뛈뛔맋뿍맘쾵맜샭벨킧죽룶움볛횸뇪폐쿔훸뗄헽쏦펰쿬ꆣ쯹틔ꎬ볒ힰ웳튵펦룃헽좷뗘틽떼맋뿍닎폫떽볒ힰ맽돌훐살ꎬ쪹맋뿍훷뚯뢶돶쯻쏇뗄얬솦ꎬ캪볒ힰ맽돌릱쿗ퟔ벺뗄솦솿ꆣ헽좷뗘틽떼맋뿍퓚볒ힰ맽돌훐뢶돶ퟔ벺뗄얬솦ꎬ냼삨솽룶랽쏦ꆣ튻랽쏦쫇맋뿍쳥솦짏뗄뢶돶얬솦ꎬ맋뿍닎폫떽볒ힰ쪵볊맽돌훐살ꎬ뢶돶ퟔ벺뗄쳥솦샍뚯ꎬ쟗짺뺭샺떽볒ힰ뗄쇷돌ꆢ뛔벼쫵뗄튪쟳뗈ꆣ뺭맽튻듎볒ힰ맽돌뗄쳥퇩ꎬ맋뿍뻍쇋뷢쇋볒ힰ뗄믹놾쓚죝ꆣ춨맽헢훖쳥솦짏뗄뢶돶얬솦ꎬ쪹맋뿍쓜쳡룟뛔볒ힰ웳튵럾컱훊솿뗄룐횪ꆣ춬쪱ꎬ맋뿍뛔볒ힰ웳튵쯹쓜쳡릩뗄럾컱폐쇋룼좷쟐ꆢ쟥돾뗄쇋뷢ꎬ폐훺폚맋뿍뛔볒ힰ웳튵탎돉룼볓쿖쪵뗄웚췻ꆣ쇭튻랽쏦퓲쫇맋뿍훇솦짏뗄뢶돶얬솦ꆣ뺭맽맋뿍닎폫떽볒ힰ맽돌훐살ꎬ뢶돶ퟔ벺뗄쳥솦샍뚯ꎬ쟗짺룐쫜볒ힰ뗄헻룶맽돌ꎬ쪹ퟔ벺뛔볒ힰ폐쇋쿠떱돌뛈뗄쇋뷢ꆣ쯹틔ꎬ맋뿍퓚닎폫볒ힰ맽돌훐뗄쪱뫲ꎬ뿉틔룹뻝ퟔ벺닎폫볒ힰ뗄럡뢻뺭퇩ꎬ쿲볒ힰ릫쮾뗄죋풱쳡돶ퟔ벺뛔폚볒ힰ랽쏦뗄붨틩ꎬ믲폫볒ힰ죋풱릲춬첽쳖폐맘뷢뻶볒ힰ훐폶떽쪵볊컊쳢뗄냬램ꆣ쯼쓜릻쯵킡맋뿍뛔럾컱웚췻뫍쪵볊룐횪떽뗄럾컱돉맻횮볤뗄닮뻠ꎬ폐훺폚쳡룟맋뿍쯹룐횪뗄럾컱훊솿ꆣ?⠳?릤ퟷ죏횪캬뛈?릤ퟷ죏횪쫇맋뿍닎폫뗄튻늿럖ꎬ쫇맋뿍쯹쇋뷢떽뗄릤ퟷ훐뗄늽훨ꆢ쪹폃룃럾컱뗄쿠맘횪쪶뫍쓑틗돌뛈뚼쫇맋뿍닎폫떽럾컱맽돌훐뗄뇭쿖ꆣ릤ퟷ죏횪뛔폚맋뿍살쮵쫇맋뿍닎폫떽볒ힰ맽돌훐살뗄튻훖탎쪽ꆣ맋뿍뛔폚볒ힰ뗄죏횪쫇탨튪뎤웚뗄믽샛ꎬ쳘뇰쫇훷뚯닎폫떽볒ힰ맽돌훐살ꎬ닅쓜쪹맋뿍룼뛠뗘쇋뷢볒ힰ뗄쓚죝ꎬ쯼쫇맋뿍닎폫뗄튻훖폐킧탎쪽ꆣ춨맽맋뿍뗄닎폫ꎬ 44
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 맋뿍뛔폚볒ힰ릤ퟷ뗄죏횪풽살풽럡뢻ꎬ춬쪱맋뿍뛔폚볒ힰ웳튵뗄죏횪튲풽살풽쫬쾤ꆣ퓚맋뿍닎폫뗄맽돌훐ꎬ맋뿍뗄릤ퟷ죏횪쮮욽랢믓뗄풽룟ꎬ뛔볒ힰ웳튵뗄죏횪쮮욽튲뻍풽룟ꆣ쯹틔ꎬ볒ힰ웳튵퓚쳡룟맋뿍맘쾵맜샭벨킧쪱ꎬ펦룃쳘뇰힢틢뛔맋뿍릤ퟷ죏횪뗄틽떼ꆣ늻뷶쪹맋뿍쳡룟뛔볒ힰ릤ퟷ뗄죏횪ꎬ뛸쟒춬쪱믡쳡룟맋뿍뛔볒ힰ웳튵뗄죏횪ꆣ볒ힰ웳튵뿉틔폐킧뗘샻폃헢룶믺폶ꎬ쳡룟맋뿍뛔볒ힰ웳튵뗄죏횪쮮욽ꎬ쳡룟웳튵뗄맋뿍싺틢뛈뫍맋뿍훒돏뛈ꎬ폐훺폚웳튵쫷솢욷없ꆢ믱뗃뎤웚뗄뺺헹폅쫆ꆣ ⠴?쯑톰탅쾢캬뛈 헢샯쯹쮵뗄쯑톰탅쾢늢늻쫇틔췹퇐뺿훐캪쇋움볛뛸쯑톰탅쾢ꎬ뛸쫇맋뿍캪쇋쇋뷢럾컱뗄탨쟳뫍ퟔ벺펦룃냧퇝뗄뷇즫ꎬ쯑톰탅쾢뛔폚냯훺맋뿍붨솢럻뫏쪵볊뗄웚췻쫇뫜폐폃뗄ꎬ튲폐훺폚맋뿍ힼ좷뗄쇋뷢쯹탨튪ퟶ뗄릤ퟷꆣ쯑톰탅쾢뻟쳥뛸퇔냼삨맋뿍쯑톰럾컱쓚죝탅쾢뗄돌뛈ꆢ맋뿍쯑톰럾컱뻟쳥늽훨탅쾢뗄돌뛈뫍맋뿍쯑톰럾컱훐ퟔ짭퓰죎탅쾢뗄돌뛈ꆣ잰컄뗄쪵횤퇐뺿틑뺭뗃돶뷡싛ꎬ쯑톰탅쾢뛔폚맋뿍맘쾵맜샭벨킧폐헽쿲뗄펰쿬ꎬ떫쫇ꎬ쿠뛔폚죋볊뮥뚯ꆢ릤ퟷ죏횪뫍뢶돶얬솦뛸퇔ꎬ펰쿬뗄돌뛈뷏킡ꎬ뺿웤풭틲쫇잰죽헟쫇탐캪떼쿲ꎬ뛸쯑톰탅쾢쫇탅쾢떼쿲ꆣ탐캪떼쿲뛔폚맋뿍맘쾵맜샭벨킧뗄펰쿬룼뎹뗗룼횱뷓ꎬ뛸탅쾢떼쿲뛔맋뿍맘쾵맜샭벨킧뗄펰쿬퓲뷏죵ꎬ쫴폚볤뷓뗘펰쿬ꆣ떫늢늻쓜쮵쯑톰탅쾢뛔맋뿍맘쾵맜샭벨킧쎻폐펰쿬ꆣ맋뿍퓚닎폫볒ힰ맽돌횮잰ꎬ평폚뛔볒ힰ탐튵믲볒ힰ웳튵뗄럾컱늻쫬쾤ꎬ늻쇋뷢ꎬ떫폖쳘뇰쿫횪뗀볒ힰ뗄뻟쳥랽램뫍늽훨뗈쓚죝ꎬ맋뿍뻍믡좥춨맽룷훖쟾뗀믱뗃헢킩쯻쏇쿫튪뗄탅쾢ꆣ듓쒳훖틢틥짏살쮵ꎬ쯑톰탅쾢쫇맋뿍닎폫뗄잰쳡ꆣ 쯹틔ꎬ볒ힰ웳튵펦룃짮뿌뗘죏쪶떽맋뿍뗄헢튻쳘탔ꆣ헽좷뗘틽떼맋뿍쯑톰맘폚볒ힰ랽쏦뗄탅쾢ꎬ쪹맋뿍룼뛠뗘쇋뷢볒춥ힰ탞ꎬ쇋뷢헢룶탐튵ꎬ쇋뷢볒ힰ웳튵ꆣ뛔폚볒ힰ럾컱쳡릩헟뛸퇔ꎬ룸맋뿍쳡릩탅쾢쫇쯻쏇ퟮ믹놾뗄릦쓜ꆣ룼훘튪뗄쫇맋뿍탨튪폫럾컱쳡릩헟럖쿭탅쾢ꎬ틔놣횤럾컱쳡릩헟쯹쳡릩뗄럾컱쓜싺ퟣ맋뿍뗄탨튪ꆣ볒ힰ웳튵펦룃헽좷틽떼맋뿍ꎬ쪹쯻쏇쓜릻뫍볒ힰ웳튵릲춬럖쿭탅쾢ꎬ헢훖럖쿭뗄탅쾢냼삨솽늿럖ꎺ뇘놸탅쾢뫍럇뇘놸탅쾢ꎬ떱탅쾢뛔럾컱뒫뗝캪쿈뻶쳵볾쪱ꎬ뻍돆캪뇘놸탅쾢ꎻ떱탅쾢늢럇뇘놸쪱ꎬ뻍돆캪럇뇘놸탅쾢ꎬ죧맻뻟폐헢킩탅쾢ꎬ볒ힰ럾컱쳡릩헟뻍뿉틔닺짺룼쫊떱뗄럾컱ꆣ 挮쳡룟맋뿍뗄닎폫틢풸ꎬ닉좡뛠훖쫖뛎뛔웤닎폫탐캪뷸탐틽떼ꆣ?튪춨맽맋뿍닎폫살쳡룟맋뿍맘쾵맜샭벨킧ꎬ쫗쿈탨튪뗃떽맋뿍뗄죏춬뫍엤뫏ꆣ떫쫇ꎬ맋뿍췹췹쾰맟폚쫬쾤뗄뮷뺳틔벰뎤웚붨솢웰살뗄탐캪랽쪽뛸늻풸틢룄뇤ꎬ쫂쪵짏ꎬ헽쫇볒ힰ웳튵쎻쓜듓맋뿍뗄솢뎡뾴듽뇤룯뛸떼훂쇋맋뿍뛔맋뿍닎폫뗄뗖훆ꆣ쯹틔ꎬ볒ힰ웳튵뇘탫닉좡룷훖쫖뛎살컼틽맋뿍닎폫떽볒ힰ맽돌훐살ꎬ뿉틔듓틔쿂벸랽쏦ퟅ쫖ꆣ뗚튻ꎬ붨솢맋뿍뗄탅죎ꆣ맋뿍뷓쫜뇤룯뗄틢풸춬쯻쏇뛔ퟩ횯뗄폑짆돌뛈쏜쟐쿠맘ꆣ 45
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 튪뗃떽맋뿍뗄죏춬뫍엤뫏ꎬ쪹맋뿍뷓쫜맋뿍닎폫뗄샭쓮ꎬ뇘탫쿈뗃떽맋뿍뛔볒ힰ웳튵뗄탅죎ꎬ붨솢룟뗄폑짆돌뛈ꆣ쪹맋뿍퓚닎폫럾컱짺닺맽돌훐쎻폐뫳맋횮폇ꆣ뗚뛾ꎬ뒴퓬폐샻폚맋뿍닎폫뗄뮷뺳ꎬ듓벼쫵ꆢ맜샭뗈뷇뛈횧돖맋뿍닎폫ꆣ볒ힰ웳튵펦룃믽벫뗘틽떼맋뿍닎폫ꎬ쪹맋뿍퓚닎폫맽돌훐볈늻럁낭떽웳튵뗄퓋ퟷꎬ폖쓜쳡룟ퟔ짭뗄싺틢돌뛈ꎬ쪹웳튵뫍맋뿍뚼쓜듓맋뿍닎폫떱훐뗃떽틦뒦ꆣ쳡릩맋뿍닎폫쯹탨튪뗄벼쫵짨놸횧돖ꎬ퓚맜샭돌탲짏ퟶ떽폐샻폚맋뿍뗄닎폫ꆣ쪹맋뿍퓚헻룶닎폫맽돌훐뺡솿늻튪엶떽헏낭ꎬ룸맋뿍듸살짭탄폤퓃뗄닎폫쳥퇩ꆣ뗚죽ꎬ릫뾪탻뒫맋뿍닎폫뗄샻틦ꎬ춨맽듳훚쎽쳥믲룶죋릵춨뗈쫖뛎ꎬ죃죋쏇횪뗀폐맘맋뿍닎폫뗄탅쾢ꎬ틽웰쯻쏇뗄탋좤ꎬ늢쿲맋뿍닻쏷룄뇤뒫춳뗄탐캪랽쪽늢쟒쪹폃탂뗄맋뿍닎폫뗄뒫뗝쾵춳뗄틦뒦ꆣ뗚쯄ꎬ믘놨맋뿍ꎬ죧맻맋뿍믽벫닎폫볒ힰ맽돌늢쟒폐킧뗘췪돉쇋뷇즫뛸믱뗃쇋믘놨ꎬ맋뿍ퟔ좻퓚쿂튻듎튲믡풸틢닎폫떽럾컱쳡릩맽돌훐살ꆣ?㔮㌠놾퇐뺿뗄뻖쿞?†??놾싛컄캧죆볒ힰ웳튵뗄맋뿍닎폫뛔맋뿍맘쾵맜샭벨킧뗄펰쿬컊쳢햹뾪쇋튻쾵쇐뗄샭싛럖컶뫍쪵횤럖컶ꎬ좡뗃쇋튻뚨뗄돉맻ꆣ떫쫇평폚룷랽쏦뗄쿞훆ꎬ놾컄퓚퇐뺿맽돌훐듦퓚ퟅ튻뚨뗄뻖쿞탔ꎬ웤훐폐뫜뛠컊쳢싛컄훐쎻폐짦벰떽ꎬ믲헟쎻폐짮죫첽쳖ꎬ헢킩컊쳢뫍늻ퟣ뚼폐듽컒쏇퓚캴살뗄뫳탸퇐뺿훐뷸튻늽췪짆룄뷸ꆣ놾퇐뺿뗄뻖쿞뇭쿖퓚틔쿂벸뗣ꎺ?愮놾퇐뺿훷튪쫇틔볒ힰ탐튵캪퇐뺿뛔쿳ꎬ퇐뺿뷡싛횻쿞폚맺쓚볒ힰ탐튵ꎬ뛔폚웤쯻럾컱탐튵믲맺췢볒ힰ탐튵늻뻟폐쫊폃탔ꎬ퇐뺿뷡싛튲믡폐닮틬ꎬ웕뇩쫊폃탔뮹폐듽폚춨맽룼뛠탐튵뗄퇐뺿살횤쏷ꆣ?戮놾퇐뺿듓볒ힰ탐튵룟맋뿍닎폫뛈뗄쳘헷돶랢ꎬ퇐뺿맋뿍닎폫뛔맋뿍맘쾵맜샭벨킧뗄펰쿬ꆣ쫂쪵짏쫇듓맋뿍뗄뷇뛈살퇐뺿쳡룟맋뿍맘쾵맜샭벨킧뗄랽램ꎬ맋뿍닎폫뛔맋뿍맘쾵맜샭벨킧뗄펰쿬횻쫇맋뿍맘쾵맜샭펰쿬틲쯘훐뗄튻늿럖ꎬ뮹폐탭뛠펰쿬틲쯘살ퟔ폚웳튵ퟔ짭쓚늿ꎬ쯹틔맋뿍닎폫늢럇쫇맋뿍맘쾵맜샭벨킧펰쿬틲쯘뗄좫쏦쒣탍ꆣ?挮놾퇐뺿뗄뗷퇐맽돌횻뻖쿞퓚첫풭쫐ꎬ뗷퇐퇹놾횻폐솽냙럝ꎬ쯹틔퇐뺿뷡싛쫜떽뗘폲뗄쿞훆뫍뗷퇐퇹놾쫽솿뗄쿞훆ꆣ놾퇐뺿뷡싛쫇럱쫊폃폚맺쓚웤쯻뗘쟸돇쫐ꎬ쫇럱믡쫜떽뗘폲ꆢ쾰쯗ꆢ컄뮯뗈틲쯘뗄펰쿬ꎬ헢킩컊쳢폐듽폚ퟶ뷸튻늽뗄퇐뺿ꆣ???? 46
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 닎뾼컄쿗?ꆾ?ꆿ럆샻웕ꆤ뿆쳘샕ꎬ뾭컄ꆤ삳뛷ꆤ뾭샕?펪쿺맜샭?ㄲ냦?짏몣죋쏱돶냦짧ꎬ㈰〶?ꆾ?ꆿ웫병틴ꎬ췲펳뫬?뿍뮧맘쾵맜샭샭싛폫랽램?훐맺쮮샻쮮뗧돶냦짧ꎬ횪쪶닺좨돶냦짧⸲〰?ꎨ?ꎩꎺ뗚?튳?ꆾ?ꆿ탬쾸탛?맋뿍맘쾵맜샭샭싛퇐뺿뷸햹벰웤뛔컒맺웳튵펪쿺쪵볹뗄웴쪾?췢맺뺭볃폫맜샭?뗚㌱뻭뗚?웚?㈰〹쓪?퓂?ꆾ?ꆿ뗋ꆤ욤늮쮹ꎬ십즳ꆤ뿍룱쮹?훸?뿍뮧맘쾵맜샭?훐맺뷰죚돶냦짧⸲〰?ꎨ?ꎩ뗚?튳?ꆾ?ꆿ쇵폮?맋뿍싺틢뛈닢움?놱뺩짧믡뿆톧돶냦짧?㈰〳쓪돶냦?뗚㤰튳?ꆾ?ꆿ컢잿뻼?맋뿍맘쾵돐억뗄탎돉믺샭폫샭싛쒣탍?헣붭듳톧톧놨ꎨ죋컄짧믡뿆톧냦ꎩ??뗚?뻭?뗚?웚?㈰〴쓪?퓂?ꆾ?ꆿ쯯맺잿?ꆶ맜샭퇐뺿랽램ꆷ?죋쏱돶냦짧ꎬ㈰〷ⰷ??ꆾ?ꆿ틗펢?맋뿍닎폫폫럾컱훊솿ꆢ맋뿍싺틢벰탐캪틢쿲뗄맘쾵퇐뺿ꆪꆪ믹폚볒ힰ탐튵뗄쪵횤퇐뺿⸠?쮶쪿톧캻싛컄?헣붭듳톧ꎬ㈰〶?ꆾ?ꆿ슬퇇좺?맋뿍볛횵폫맋뿍맘쾵맜샭벨킧뗄맘솪탔퇐뺿ꆪꆪ틔퇯훝쇣쫛튵캪샽⸠?쮶쪿톧캻싛컄?퇯훝듳톧ꎬ㈰〹?ꆾ??ꆿ䍨物獴潰桥爠䠮䱯癥汯捫Ⱐ副扥牴⁆⹙潵湧??䱯潫⁴漠䍯湳畭敲猠瑯⁉湣牥慳攠偲潤畣瑩癩瑹ꏛ?ꏝ⹈慲癡牤⁂畳楮敳猠剥癩敷Ⱐㄹ㜹Ⱐ㔷⡍慹?䩵湥⤺ㄶ??ㄷ??ꆾ??ꆿ婥楴桡浬ⱖ⹁⸠䡯眠捯湳畭敲癡汵慴楯?⁰牯捥獳敳楦晥爠扥瑷敥渠杯潤猠慮搠獥牶楣敳ꏛ?ꏝ⹄潮湥汬?Ⱐ䨮䠮…䝥潲来Ⱐ圮刮
䕤献⤠䵡牫整楮朠潦⁓敲癩捥猠ꏛ?ꏝ?䍨楣慧漺?䅭敲楣慮⁍慲步瑩湧⁁獳潣楡瑩潮Ⱐㄹ㠱㨱㠶?ㄹ??ꆾ??ꆿ健瑥爠䬮䵩汬猬䩡浥猠䠮䵯牲楳⹃汩敮瑳猠偡牴楡氠䕭灬潹敥猠潦⁓敲癩捥?佲条湩穡瑩潮猺⁒潬?⁄敶敬潰浥湴渠䍬楥湴⁐慲瑩捩灡瑩潮ꏛ?ꏝ⹁捡摥浹映䵡湡来浥湴?剥癩敷Ⱐㄹ㠶Ⱐㄱ⠴⤺㜲??㜳??ꆾ??ꆿ却数桥渠䰮噡牧?Ⱐ副扥牴⁆Ⱐ䱵獣?⸠䕶潬癩湧⁴漠愠乥眠䑯浩湡湴⁌潧楣潲⁍慲步瑩湧ꏛ?ꏝ⹊潵牮慬映䵡牫整楮?Ⱐ㈰〴Ⱐ㘸⡊慮⤺??ㄷ?ꆾ??ꆿ䉥牲礠䱌⹒敬慴楯湳桩瀠浡牫整楮术?䉥牲礠䱌Ⱐ卨潳瑡捫⁇?Ⱐ啰慨本?䕤?慴⸠䕭敲杩湧?灥牳灥捴楶攠潮?獥牶楣攮⁃桩捡杯⁌?㨠䅭敲楣慮⁍慲步瑩湧⁁獳潣楡瑩潮Ⱐㄹ㠲㨲??ꆾ??ꆿ却潲扡捫愠䬬却牡湤癩欠听䝲潮牯潳⁃⹍慮慧楮朠捵獴潭敲敬慴楯湳桩灳灲潲潦?楴㨠瑨?祮慭楣猠潦敬慴楯湳桩瀠煵慬楴礮⁉湴敲湡瑩潮慬⁊潵牮慬映卥牶楣攠䥮摵獴特? 47
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 䵡湡来浥湴Ⱐㄹ㤴Ⱐ?⠵⤺㈱?㌸?ꆾ??ꆿ倠卬楰慫楴ⱒ倠䙩獫⹐慲瑩捩灡瑩穩湧⁴桥⁓敲癩捥?䕮捯畮瑥爺⁁⁔桥潲整楣慬?䙲慭敷潲欠楮?䉬潣栮⁓敲癩捥??䵡牫整楮?渠䄠䍨慮杩湧⁅湶楲潮浥湴ꏛ?ꏝ?䍨楣慧漺?䅭敲楣慮⁍慲步瑩湧⁁獳潣楡瑩潮Ⱐㄹ㠵Ⱐㄱ??ㄲ??ꆾ??ꆿ倠䬠䵩汬?⁈?䵯牲楳⸠䍬楥湴?猠偡牴楡氠䕭灬潹敥猠潦⁓敲癩捥佲?条湩穡瑩潮猺⁒潬敳?䑥癥汯灭敮琠楮⁃汩敮琠偡牴楣楰慴楯渮⁁捡摥浹映䵡湡来浥湴⁒敶楥?ꏛ?ꏝⰱ㤸㘬ㄱ⠴⤺㜲??㜳??ꆾ??ꆿ䭥汬敹Ⱐ匮⁗Ⱐ䑯湮敬汹Ⱐ䨮䠮䩲⸠卫?楮湥?Ⱐ匮䨮䍵獴潭敲⁰慲瑩捩灡瑩潮渠獥牶楣攠灲潤畣瑩潮湤敬楶敲?ꏛ?ꏝ⹊潵牮慬映剥瑡楬楮?Ⱐㄹ㤰Ⱐ㘶⠳⤺㌱??㌳??ꆾ??ꆿ䍥牭慫ⱄ⹓⹐⹆楬攬䬮䴮…偲楮捥Ⱐ刮䄮䍵獴潭敲⁐慲瑩捩灡瑩潮渠卥牶楣攠印散楦楣慴楯渠慮搠䑥汩癥特ꏛ?ꏝ⹊潵牮慬映䅰灬楥搠䉵獩湥獳⁒敳敡牣?Ⱐㄹ㤴ⰠⰠ?㈩㨹????ꆾ㈰ꆿ䱬潹搬䄮䔮周攠牯汥映捵汴畲攠潮畳瑯浥爠灡牴楣楰慴楯渠楮敲癩ꏛ捥?ꏝ⹄潣瑯牡氠摩獳敲瑡瑩潮Ⱐ䡯湧⁋潮?⁐潬祴散桮楣⁕湩癥牳楴?Ⱐ㈰〳??ꆾ㈱ꆿ䉥瑴敮捯畲琬䰮䄮䍵獴潭敲⁶潬畮瑡特?灥牦潲浡湣攺畳瑯浥牳猠灡牴湥牳渠獥牶楣攠摥汩癥特ꏛ?ꏝ⹊潵牮慬映剥瑡楬楮?Ⱐㄹ㤷Ⱐ㜳⠳⤺㌸??㐰??ꆾ??ꆿ䭥汬潧本䐮䰮Ⱐ奯畮朠䑡桬Ⱐ圮??Ⱐ?䉯睥?Ⱐ䐮䔮佮⁴桥⁒敬慴楯湳桩瀠扥瑷敥渠䍵獴潭敲⁐慲瑩捩灡瑩潮湤?卡瑩獦慣瑩潮㨠呷?⁆牡浥睯牫?ꏛ?ꏝ⹉湴敲湡瑩潮慬⁊潵牮慬?潦⁓敲癩捥Ⱐㄹ㤷Ⱐ㠬
㌩㨲〶?㈱??ꆾ㈳ꆿ䕮湥眬䌮吮Ⱐ慮?⁂楮歳Ⱐ䴮刮䥭灡捴映偡牴楣楰慴楶攠卥牶楣攠剥污?楯湳桩灳渠兵慬楴礬⁓慴楳晡捴楯?湤⁒敳敡牣栠ㄹ㤹Ⱐ㐶㨱㈱?ㄳ??ꆾ㈴ꆿ䵩汬猬倮䬮慮搠䵯牲楳ⱊ⹈?Ⱐ䍬楥湴?猠偡牴楡氠䕭灬潹敥猠潦⁓敲癩捥?佲条湩穡瑩潮猺⁒潬?⁄敶敬潰浥湴渠䍬楥湴⁐慲瑩捩灡瑩潮ꏛ?ꏝ⹁捡摥浹映䵡湡来浥湴?剥癩敷Ⱐㄹ㠶Ⱐㄱ⠴⤺㜲??㜳??ꆾ㈵ꆿ䡵扢敲琬䄮刮䍵獴潭敲??捲敡瑩潮映獥牶楣攠潵瑣潭敳㨠敦晥捴?映汯捵猠潦?捡畳慬楴礠慴瑲楢畴楯湳‱?㌱㠮ꏛ?ꏝ⹁物穯湡⁓瑡瑥⁕湩癥牳楴?Ⱐㄹ㤵?ꆾ㈶ꆿ䅤物慮⸠偡祮?☠健湮楥⹆牯眮䍵獴潭敲敬慴楯湳桩瀠浡湡来浥湴Ⱐ䙲潭瑲慴敧礠瑯?業灬敭敮瑡瑩潮ꏛ?ꏝ⹊潵牮慬映䵡牫整楮朠䵡湡?敭敮琮㈰〶Ⱐ㈲㨱㌵?ㄶ??ꆾ㈷ꆿ剡橩⁓物湩癡獡渠☠䍨物獴楮攠䵯潲浡渮却牡瑥杩挠晩牭潭浩瑭敮瑳湤敷慲摳潲? 48
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 捵獴潭敲敬慴楯湳桩瀠浡湡来浥湴渠潮汩湥整慩汩ꏛ湧?ꏝ⹊潵牮慬映䵡牫整楮?Ⱐ㈰〵??㘹⡏捴⸩㨠ㄹ??㈰??ꆾ㈸ꆿ坥獴扲潯欬刮䄮䥮瑲慰敲獯湡氠慦晥捴楶攠楮晬略湣敳渠捯湳畭敲慴楳晡捴楯渠睩瑨?灲潤畣瑳ꏛ?ꏝ⹊潵牮慬映䍯湳畭敲⁒敳敡牣?Ⱐㄹ㠰Ⱐ?⡊畮攩㨴??㔴?ꆾ㈹ꆿ坯潤牵晦ⱒ⹂?Ⱐ䍡摯瑴攬⁅⹒⸠?⁊敮歩湧Ⱐ刮䰮䵯摥汩湧潮獵浥爠獡瑩晡捴楯渠灲潣敳獥猺⁊潵牮慬映䵡牫整楮朠剥獥慲捨Ⱐㄹ㠳Ⱐ㈰⡁畧畳琩㨲㤶?㌰??ꆾ㌰ꆿ䍡摯瑴攬䔮刮Ⱐ坯潤牵晦Ⱐ刮䔮…⁊敮歩湳Ⱐ刮䰮䕸灥捴慴楯湳湤潲浳渠浯摥氠潦潮獵浥爠獡瑩獦慣瑩潮ꏛ?ꏝ⹊潵牮慬映䵡牫整楮朠剥獥慲捨Ⱐㄹ㠷Ⱐ㈴⡁畧畳琩㨳〵?㌱??ꆾ㌱ꆿ坯潤獩摥ⱁ⹇?Ⱐ䙲敹Ⱐ䰮䰮…⁄慬?Ⱐ刮吮䱩湫楮?敲癩捥?煵慬楴礬畳瑯浥??獡瑩獦慣瑩潮湤敨慶楯牡氠楮瑥湴楯?ꏛ?ꏝ⹊潵牮慬映䡥慬瑨⁃慲攠䵡牫整楮?Ⱐㄹ㠹⠹⤺??ㄷ?ꆾ㌲ꆿ䙯牮敬氬䌮♍楣桡敬ⱄ⹊⹁牡浥浯牫潲潭灡物湧畳瑯浥爠獡瑩獦慣瑩潮捲潳??楮摩癩摵慬湤⁰牯摵捴慴敧潲楥?ꏛ?ꏝ⹊潵牮慬映䕣潮潭楣⁐獹捨潬潧?Ⱐㄹ㤷Ⱐㄲ㨲㘷?㈸??ꆾ㌳ꆿ䙯牮敬氬䍬慥献䄠湡瑩潮慬畳瑯浥爠獡瑩獦慣瑩潮?扡牯浥瑥爺⁔桥⁓睥摩獨?數灥物敮捥⸠䩯畲湡?映䵡牫整楮?Ⱐㄹ㤲?ꆾ㌴ꆿ䙯牮敬氬䍬慥?⸦?䩯桮獯測⁍楣桡敬⁄⹔桥⁁浥物捡渠捵獴潭敲慴楳晡捴楯渠楮摥㨠?乡瑵牥Ⱐ灵牰潳?湤?晩湤楮杳⸠䩯畲湡?映䵡牫整楮?Ⱐㄹ㤶Ⱐ㈹?ꆾ㌵ꆿ䉨慴瑡捨慲祡⁒ⱄ敶楮湥礠吮??Ⱐ偩汬畴污⁍⹍⹁潲浡氠浯摥氠潦⁴牵獴慳敤渠潵瑣潭敳ꏛ?ꏝ⹁?慣慤敭?映䵡湡来浥湴Ⱐㄹ㤸Ⱐ㈳⠳⤺㐵??㐷??ꆾ㌶ꆿ䑯湥礠倮䴮Ⱐ䍡湮潮?䩡灡?硡浩湡瑩潮映瑨攠湡瑵牥映瑲畳琠楮畹敲?獥汬敲?牥污瑩潮獨楰?ꏛ?ꏝ⹊潵牮慬映䵡牫整楮?Ⱐㄹ㤷Ⱐ㘱⠲⤺㌵?㔱?ꆾ㌷ꆿ䥮歰敮?䅣捲畡?⁓⹃⹔桥?湡瑵牥Ⱐ慮瑥捥摥湴?湤潮獥煵敮捥猠潦潩湴⁶敮瑵牥?瑲畳?ꏛ?ꏝ?䩯畲湡?映䥮瑥牮慴楯湡氠䵡湡来浥湴Ⱐㄹ㤸Ⱐ?⠱⤺??㈰?ꆾ㌸ꆿ婵捫敲⁌⹇?Ⱐ偲潤畣瑩潮映瑲畳琠楮獴楴畴楯湡氠獯畲捥映散潮潭楣瑲畣瑵牥ꏛ?ꏝ⹒敳敡牣栠楮⁏牧慮楺慴楯湡氠䉥桡癩潲Ⱐㄹ㠶⠸⤺㔳?ㄱ??ꆾ㌹ꆿ䘬副扥牴⁄睹敲ⱓ敪漠⹏畴灵琠卥捴潲⁍畮楦楣敮捥⁅晦散瑳渠瑨攠䥮瑥牮慬?偯汩瑩捡氠䕣潮潭礠潦⁍慲步瑩湧⁃桡湮敬?ꏛ?ꏝ⹊潵牮慬映䵡牫整楮朠剥獥慲捨Ⱐㄹ㠷Ⱐ㈴⠱ㄩ㨳㐷?㌵?? 49
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 ꆾ㐰ꆿ䵯潲浡渠䌬婡汴浡測刮䜮䑥獨灡湤攮剥污瑩潮獨楰猠扥瑷敥渠偲潶楤敲猠慮搠啳敲?映䵡牫整楮朠剥獥慲捨㨠周?⁄祮慭楣猠潦⁔牵獴⁷楴桩渠慮搠扥瑷敥渠佲条湩穡瑩潮?ꏛ?ꏝ⹊潵牮慬映䵡牫整楮朠剥獥慲捨Ⱐㄹ㤲Ⱐ㈹㨳ㄴ?㌲??ꆾ㐱ꆿ䵯牧慮ⱒ⹍?Ⱐ䡵湴Ⱐ匮䐮周?⁃潭浩瑭敮琠呲畳琠周敯特映剥污瑩潮獨楰䵡?牫整楮本?䩯畲湡?映䵡牫整楮?Ⱐㄹ㤴Ⱐ噯氬‵??ꆾ㐲ꆿ䅮摥牳潮ⱅ?Ⱐ坥楴稬⁂⹔桥⁕獥映偬敤来猠瑯⁂畩汤湤⁓畳瑡楮⁃潭浩瑭敮琠䑩獴物扵瑩潮?䍨慮湥汳Ⱐ䩯畲湡?映䵡牫整楮朠剥獥慲捨Ⱐㄹ㤲Ⱐ坯氬′??ꆾ㐳ꆿ䠮匮䉥捫敲⹎潴敳渠瑨攠捯湣数琠潦潭浩瑭敮?ꏛ?ꏝ⹔桥⁁浥物捡渠䩯畲湡氠潦?卯捩潬潧?Ⱐㄹ㘰Ⱐ?㘶⤺㌲?㐲?ꆾ㐴ꆿ䵥祥爬䨮倮Ⱐ䅬汥測⁎⹊?Ⱐ?⁴桲敥?捯浰潮敮琠捯湣数瑵慬楺慴楯?映潲条湩穡瑩潮慬?捯浭楴浥湴⸠䡵浡?⁒敳潵牣攠䵡湡来浥湴⁒敶楥?Ⱐㄹ㤱Ⱐ?ㄩ㨶??㠹?ꆾ㐵ꆿ䉵捨慮慮ⱂ⹂畩汤楮朠潲条湩穡瑩潮慬潭浩瑭敮?ꎺ瑨攠獯捩慬楺慴楯渠潦慮慧敲猠楮⁷潲欠潲条湩穡瑩潮献䅤浩湩獴牡瑩癥⁓捩敮捥?兵慲瑥牬礬ㄹ㜴ⰱ㤺㔳??㔴??ꆾ㐶ꆿ䭥祳畫ⱋ?Ⱐ䙲慺楥爬⁇⹌⹏?楳瑲楢畴潲潭浩瑭敮琠楮湤畳瑲楡氠捨慮湥汳映摩獴物扵瑩潮㨠?畬瑩捯浰慮敮琠慰灲潡捨⸠偳祣桯汯杹湤⁍慲步瑩湧Ⱐㄹ㤷Ⱐㄴ⠸⤺㠴??㠷??ꆾ㐷ꆿ䉩瑮敲ⱂ⹊?Ⱐ䙡牡湤愬⁗⹔?Ⱐ䡵扥牴Ⱐ䄮?Ⱐ婥楴桡浬Ⱐ嘮䄮䍵?瑯浥?⁃潮瑲楢畴楯湳?慮搠副汥猠楮⁓敲癩捥⁄敬楶敲?ꏛ?ꏝ⹉湴敲湡瑩潮慬⁊潵牮慬映卥牶楣攠䥮摵獴特?䵡湡来浥湴Ⱐㄹ㤷Ⱐ?⠳⤺ㄹ??㈰??ꆾ㐸ꆿ剥楣桨敬搬䘮䘮…⁓慳獥?Ⱐ圮䔮婥牯?摥晥捴楯湳㨠兵慬楴?潭敳⁴漠獥牶楣敳ꏛ?ꏝ??䡡牶慲搠䉵獩湥獳⁒敶楥?Ⱐㄹ㤰⡍慲捨?䅰物氩㨱〵?ㄱ??ꆾ㐹ꆿ䕥汩⁂敮摡灮摩⹃畳瑯浥牳⁍潴楶慴楯湳潲⁍慩湴慩湩湧⁒敬慴楯湳桩灳⁷楴栠卥牶楣攠偲潶楤敲猬⁊潵牮慬映剥瑡楬楮?Ⱐㄹ㤷Ⱐ噯?‷㌨ㄩⰠㄵ?㌷?ꆾ㔰ꆿ䵯牧慮⁒⹍?Ⱐ䡵湴⁓⹄⹔桥⁃潭浩瑭敮?呲畳琠周敯特映剥污瑩潮獨楰⁍慲步瑩湧?䩯畲湡氠潦⁍慲步瑩湧Ⱐ䩵?‱㤹?Ⱐ噯氬‶⠳?Ⱐ㘳?㠳?ꆾ㔱ꆿ䵯牧慮⁒⹍?Ⱐ䡵湴⁓⹄⹔桥⁃潭浩瑭敮?呲畳琠周敯?礠潦⁒敬慴楯湳桩瀠䵡牫整楮本?䩯畲湡氠潦⁍慲步瑩湧Ⱐㄹ㤴Ⱐ㔸㨲??㌸?ꆾ㔲ꆿ䝯潤浡測⁌敳瑥?⁅?Ⱐ䑩潮Ⱐ偡畬?䄮⁔桥⁄整敲浩湡湴猠潦⁃潭浩瑭敮琠楮⁴桥?䑩獴物扵瑯??䵡湵晡捴畲敲⁒敬慴楯湳桩瀮?䥮摵獴物慬⁍慲步瑩湧⁍慮慧敭敮?Ⱐ㈰〱Ⱐ噯氬? 50
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 ㌰?䥳獵敳″Ⱐ倲㠷?㌰??ꆾ㔳ꆿ䵯桲?Ⱐ印敫浡測⁒?Ⱐ䍨慲慣瑥物獴楣?映灡牴湥牳桩瀠獵捣敳猺⁰慲瑮敲獨楰?慴瑲楢畴敳潭浵湩捡瑩潮敨慶楯爠慮搠捯湦汩捴敳潬畴楯渠瑥捨湩煵敳⸠却牡瑥杩??䵡湡来浥湴⁊潵牮慬Ⱐㄹ㤴Ⱐ?⠵⤺倱㌵?ㄵ??ꆾ??ꆿ䑷祥爮刮?Ⱐ卣桵牲⹐⹈湤⁏?Ⱐ匬⁄敶敬潰楮?畹敲?獵灰汩敲敬慴楯湳桩灳??䩯畲湡氠潦⁍慲步瑩湧Ⱐ䅰物?‱㤸?Ⱐ噯氮㔱Ⱐㄱ?㈷?ꆾ㔵ꆿ䵯牧慮Ⱐ副扥牴⁍㭈畮?Ⱐ卨敬批⁄Ⱐ周?潭浩瑭敮??瑲畳琠瑨敯特映牥污瑩潮獨楰?浡牫整楮?Ⱐ䩯畲湡?映䵡牫整楮?Ⱐ䩵?‱㤹?Ⱐ噯氮㘠???Ⱐ㘳?㠳?ꆾ㔶ꆿ䡥湮楧?周畲慵ⱔ桯牳瑥渻䝷楮湥?Ⱐ䭥癩?⁐?㬠䝲敭汥爬⁄睡祮?⁄⹕湤敲獴慮摩湧?剥污瑩潮獨楰⁍慲步瑩湧⁏畴捯浥?㨠䅮⁉湴敧牡瑩潮映剥污瑩潮慬⁂敮敦楴猠慮搠剥污瑩潮獨楰?兵慬楴礮⁊潵牮慬映卥牶楣攠剥獥慲捨Ⱐ㈰〲⸴⠳⤺瀲㌰?㈴?? 51
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 훂킻?싛컄뗄킴쫇퓚떼쪦삼?커뷌쫚뗄쟗쟐맘뮳뫍쾤탄횸떼쿂췪돉뗄ꆣ퓚킴ퟷ맽돌훐ꎬ삼샏쪦룸폨쇋뫜뛠붨짨탔뗄횸떼틢볻ꎬ캪싛컄뗄쮳샻췪돉쟣힢쇋듳솿뗄탄톪ꆣ삼샏쪦풨늩뗄횪쪶ꎬ퇏뷷뗄톧럧ꎬ컱쪵뗄릤ퟷ첬뛈ꎬ믥죋늻뻫뗄뷌톧뺫짱룸컒쇴쿂쇋짮뿌뗄펡쿳ꎬ춬쪱튲쪹컒쫜틦럋잳ꎬ캪컒뷱뫳뗄톧쾰뫍릤ퟷ쫷솢쇋솼뫃뗄냱퇹ꆣ퓚듋싛컄췪돉횮볊ꎬ쳘쿲컒뺴낮뗄삼샏쪦뇭쪾훔탄뗄룐킻??룐킻즽컷닆뺭듳톧릤짌맜샭톧풺웤쯻뷌쫚맽컒뗄샏쪦ꎬ쯻쏇뛔맜샭횪쪶뗄늻뻫ힷ쟳뫍뛔뷌톧릤ퟷ뗄죈돀뺴튵짮짮듲뚯쇋컒ꎬ맄샸컒퓚죋짺뗀슷짏늻뛏뷸좡ꎻ룐킻㈰〷벶웳튵맜샭튵뗄룷캻뫃폑퓚짺믮폫톧쾰짏룸폨컒랽랽쏦쏦뗄냯훺뫍맘탄ꆣ?룐킻움짳샏쪦뛔싛컄뗄움짳뫍횸헽ꆣ?룐킻컒뗄볒죋ꎬ쓣쏇쫇짮낮컒폖폀늻쟳믘놨뗄죋ꎬ뷱쳬컒쓜릻췪돉톧튵헽쫇틲캪쓣쏇퓚놳뫳뗄쒬쒬횧돖뫍뻞듳컾짼ꆣ 컒붫퓚캴살뗄톧쾰뫍릤ퟷ훐ꎬ틔룼볓럡뫱뗄돉맻듰킻퓸뺭맘탄ꆢ냯훺뫍횧돖맽컒뗄쯹폐샏쪦ꆢ엳폑뫍볒죋ꆣ 52
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 뢽슼?믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿뗷닩컊뻭?ퟰ뺴뗄얮쪿?쿈짺ꎬ쓺뫃ꎡ?쫗쿈ꎬ쪮럖룐킻쓺뗄믽벫닎폫ꎬ쓺쳮킴뗄쫽뻝뛔컒쏇뗄퇐뺿훁맘훘튪ꎡ쿖퓚뷸탐튻쿮맘폚볒ힰ탐튵맋뿍닎폫뛔맋뿍맘쾵맜샭벨킧펰쿬뗄뗷닩ꎬ놾뗷닩쫽뻝뷶릩퇐뺿쯹폃ꎬ돽듋틔췢뻸늻뛔췢킹슶ꆣ쎿룶쳢쒿뚼짨폐컥룶솿뮯럖쫽릩놻뗷닩헟톡퓱ꎬ럖뇰쫇ㄠ췪좫늻춬틢′?늻춬틢″?튻냣‴?춬틢‵췪좫춬틢ꆣ?뗚튻늿럖?맋뿍닎폫탐캪뗄쏨쫶ꆣ놻뗷닩헟믘듰퓚볒ힰ맽돌훐맋뿍닎폫뗄탐캪ꆣ? 췪늻튻춬췪 좫춬냣 틢 좫쓺뛔쿂쫶쮵램뗄뾴램쫇ꎺ 늻틢 춬춬틢 틢 1 춨맽헢듎볒ힰ쇋뷢늢헆컕쇋볒ힰ럾컱뗄늽훨 2 춨맽헢듎볒ힰ쇋뷢늢헆컕쇋볒ힰ럾컱쿠맘횪쪶 3 춨맽헢듎볒ힰ쇋뷢늢헆컕쇋볒ힰ럾컱쓑틗돌뛈 4 컒쯑톰쇋볒ힰ릫쮾럾컱쓚죝뗄탅쾢 5 컒쯑톰쇋볒ힰ릫쮾럾컱뗄뻟쳥늽훨뗄탅쾢 6 컒쯑톰쇋볒ힰ맽돌훐맋뿍퓰죎뗄탅쾢 7 볒ힰ맽돌훐컒뢶돶쇋듳솿뗄뺫솦 8 볒ힰ맽돌훐컒뢶돶쇋듳솿뗄쪱볤 9 볒ힰ맽돌훐컒튻횱퓚볡돖닎폫 10 볒ힰ맽돌훐컒쮼뾼늢쳡돶쇋쿠맘틢볻 11 컒폫볒ힰ릫쮾풱릤쿠뮥탅죎 12 컒럇뎣횧돖볒ힰ릫쮾풱릤뗄릤ퟷ 13 컒폫볒ힰ릫쮾풱릤뫏ퟷ엤뫏 14 컒폫볒ힰ릫쮾풱릤쿠뮥돐억 15 컒폫볒ힰ릫쮾풱릤랢햹쮽죋맘쾵 53
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 뗚뛾늿럖?맋뿍뛔맋뿍싺틢ꆢ맘쾵탅죎뫍맘쾵돐억뗄룐쫜ꆣ놻뗷닩헟퓚볒ힰ럾컱뫳ퟔ벺뗄헦쪵룐쫜뷸탐믘듰ꆣ? 췪늻튻춬췪 좫춬냣 틢 좫쓺뛔쿂쫶쮵램뗄움볛쫇ꎺ 늻틢 춬춬틢 틢 16 컒퓚볒ힰ틔잰뻍뛔룃볒ퟥ릫쮾뗄럾컱뫜뾴뫃 17 컒퓚볒ힰ맽돌훐뫍뷡쫸뫳뛔훊솿뫜싺틢 18 컒퓚뾼싇볒ힰ볛룱뫳뛔훊솿죔뫜싺틢 19 컒폫볒ힰ릫쮾붨솢웵풼뫏춬쪹컒뫜탅죎쯻 20 컒뛔볒ힰ릫쮾쳡릩럾컱뗄쓜솦뫜탅죎 21 컒뛔볒ힰ릫쮾뗄탅죎붨솢퓚쟗쏜폑틪횮짏 22 컒폫룃볒ힰ릫쮾볌탸놣돖뺭볃짏뗄췹살 23 컒폫룃볒ힰ릫쮾뗄볛횵맛쿠튻훂 24 컒폫룃볒ힰ릫쮾붨솢쇋쮽죋맘쾵 25 컒폫룃볒ힰ릫쮾붨솢쇋뎤웚뫏ퟷ맘쾵 ?뗚죽늿럖?놻뗷닩헟뗄죋뿚춳볆쇏ꆣ?ㄮ탔뇰ꎺ䄮쓐†††?䈮얮?㈮쓪쇤ꎺ䄮㈰?㌰쯪†䈮㌰?㐰쯪?䌮㐰?㔰쯪?䐮㔰?㘰쯪?䔮㘰쯪틔짏?㌮퓂쫕죫ꎺ䄮〰풪틔쿂?䈮〰?㈰〰풪?䌮㈰〰?㔰〰풪?䐮㔰〰풪틔짏?㐮톧샺ꎺ䄮돵훐벰틔쿂†䈮룟훐†䌮듳ꆢ룟횰†䐮놾뿆†䔮쮶쪿벰틔짏?㔮횰컱ꎺ??릤죋?䈮얩쏱⁃?뷌쪦⁄?튽짺?䔮탐헾쫂튵떥캻?䘮웳튵횰풱?䜮룶쳥뺭펪헟?䠮웤쯻? 54
믹폚맋뿍닎폫샭싛뗄맋뿍맘쾵맜샭벨킧퇐뺿 릥뛁쮶쪿톧캻웚볤랢뇭뗄싛컄?ꆾ?ꆿ뿍뮧맘쾵맜샭샭싛벰펦폃Ⱐ즽컷닆뺭듳톧톧놨ꎨ룟뗈뷌폽냦ꎩꎬ㈰〹쓪?퓂?? 55
