BtoBマーケティング＆セールス・フルオンライン化のカギを握るコンテンツとSNS

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ϑϧΦϯϥΠϯԽͷ ΧΪΛѲΔ ίϯςϯπͱ4/4 #UP#σδλϧγϑτ ʛ גࣜձࣾϕΠδ ᐦ୩ྗ %BZ /FX͆BWFPG#UP#.BSLFUJOH4BMFT #UP#ϚʔέςΟϯάˍηʔϧεͷ৽ைྲྀ

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#UP#σδλϧγϑτ 2 #UP#%JHJUBM4IJGU *OUSPEVDUJPO ͸͡Ίʹ

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3 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ᐦ୩ ྗʢͦ͗ͨʹ ͭͱΉʣ ໊લ ೥݄೔ ੜ೥݄೔ גࣜձࣾϕΠδ ॴଐ ୅දऔక໾ࣾ௕ ໾৬ େࡕ෎ӋӪ໺ࢢ ग़਎஍ ུྺ ೥ʙ೥ /55σʔλ ೥ʙ೥ XFC੍࡞ձࣾʷࣾ ೥ʙ೥ ϑϦʔϥϯε ೥ʙݱࡏ ϕΠδઃཱ ओͳ৬ೳ • σβΠφʔ • Ϧαʔνϟʔ • ܦӦऀ • ਓࣄ • ϒϩΨʔ • Ϛʔέλʔ • Ӧۀ • ޿ใ • ϥΠλʔ • πΠολϥʔ

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4 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU #UP#ʹڧ͍XFC੍࡞ձࣾ ࣾһ͸શ໊ɻ֎෦ʹग़ͣ͞಺੡Ͱ׬݁Ͱ͖Δମ੍Λ࡞͍ͬͯ·͢ɻ XFCαΠτ͔Β೥݅ͷϦʔυΛ֫ಘɻࣗࣾͷϊ΢ϋ΢ʹ΋ͱ͍ͮͯఏҊ͠·͢ɻ ϚʔέςΟϯάɺ࠾༻ɺ4BB4ͷ6*վળͳͲɺࣄۀ՝୊ʹԠͨ͡αʔϏεఏڙ͕ՄೳͰ͢ɻ #UP#ϚʔέςΟϯάʹਫ਼௨ɻʹ͓ΑͿউͪύλʔϯΛ͍࣋ͬͯ·͢ɻ ࣄۀͱސ٬ʹର͢Δਂ͍ཧղΛ໨ࢦ͢ʮઓུϑΣʔζʯΛॏࢹ͍ͯ͠·͢ɻ ϒϥϯυͱརศੑͷόϥϯε͕औΕͨɺ߹ཧతͳσβΠϯΛ໨ࢦ͠·͢ɻ ιʔείʔυ΍$.4ͳͲɺද໘্͸ݟ͑ͳ͍಺෦ߏ଄ʹ΋ͩ͜ΘΓ·͢ɻ ͷλεΫʹ෼ղͨ͠ϫʔΫϑϩʔɻ҆ఆͨ͠ϓϩδΣΫτਐߦʹఆධ͕͋Γ·͢ɻ ೥Ҏ্ͷྺ࢙ɻۀք೥ۙ͘ͷϝϯόʔ΋ࡏ੶ɻݱ৔ܦݧ͕๛෋ʹ͋Γ·͢ɻ

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5 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU

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6 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU /VSDIBSJOH *OTJEF4BMFT ϦʔυԽ -&"%˞ ঎ஊԽ 4"- 4BMFT ड஫ $-04& ೥ ೥ ݅ ݅ ݅ ݅ ݅ ݅ ࢿྉ%-਺ʢ೥ʣ ঎ஊ਺ʢ೥ʣ ड஫਺ʢ೥ʣ ϗοτԽ .2- ˞ (FOFSBUJPO ঺հͳͲ ݅ʢ݅˞ ʣ ݅ʢ݅˞ ʣ ໰͍߹Θͤ਺ʢ೥ʣ ˋ ˋ ˋ ˋ ˞ ࢿྉμ΢ϯϩʔυͰ֫ಘ͍ͯ͠Δ৽نϦʔυ֫ಘ਺ɻͨͩ͠ಉۀऀ΍ڝ߹ɺ࠾༻໨తͳͲ΋ؚΉ ˞ XFCαΠτ͔Βͷ͓໰͍߹Θͤ਺ɻ4/4ܦ༝΍ϝʔϧͰͷ૬ஊͳͲΛؚΈ·ͤΜɻ ˞ ༧ࢉສԁҎ্ͷ͓໰͍߹Θͤ਺ ೥ ݅ ݅ ݅ ݅ʢ݅˞ ʣ ˋ ˋ

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7 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ࣾ௕ϒϩάʢܭຊʣ ೥݄։݄࢝ؒ๚໰਺໿ ϕΠδͷ೔ใʢܭຊʣ ೥݄։݄࢝ؒ๚໰਺໿ ϕΠδͷ༻ޠूʢܭຊʣ ೥݄։݄࢝ؒ๚໰਺໿ IUUQTCBJHJFNFTPHJUBOJ IUUQTCBJHJFNFOJQQP IUUQTCBJHJFNFHMPTTBSZ

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8 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ೥݄೔ެ։ͷɺϕΠδ͕͜Ε·Ͱഓ͖ͬͯͨίϯ ςϯπ੍࡞ͷϊ΢ϋ΢Λ஫͗ࠐΜͩ࠷৽Φ΢ϯυϝσΟΞɻ શࣾһࢀՃΛجຊͱͯ͠ӡӦ هࣄ͸िؒʹʙຊΛߋ৽ ฤू෦Λ࣋ͪɺΫΦϦςΟΛݫີʹ؅ཧ 4/4Λϑϧ׆༻ͯ͠هࣄΛ഑৴ ެ։Χ݄ͰສQWΛ֫ಘ هࣄͰ͋ͨΓฏۉສQWΛه࿥ ೥ͰهࣄΛΞοϓ͠ɺ݄ؒສQWΛ໨ࢦ͢

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9 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU

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10 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ૊৫ͱͯ͠ͷϕΠδ ৘ใൃ৴ ྑ࣭ͳαʔϏε αʔϏεઃܭɾϚωδϝϯτ ˡ ΧελϚʔαΫηε ஌ݟɾܦݧ ˠ 4&0Ͱͷ֫ಘʢҰ෦ʣ Ϧʔυ΁ͷస׵ɾΫνίϛʹΑΔਪન Ϧʔυ ސ٬ ੒௕ػձɾ஌ݟɾεΩϧ ˠ ˡ Ϧιʔε ؔ༩ɾ૑଄ ࣾһ ٻ৬ऀ ٻ৬ऀ΁ͷస׵ɾΫνίϛʹΑΔਪન ϑΝϯ

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11 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ΢Σϒղੳ࢜ձٞ .BSLF;JOF %BZT $44 /JUF $SFBUPS;JOF.*9 $0/5&/5."3,&5*/(%": "EPCF .BY +BQBO

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12 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ೔ܦ95&$) ೔ܦ4ZTUFNT .BSLF;JOF 8FC%FTJHOJOH -*( XFC୲౰ऀ'PSVN

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13 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ࠓ೔ͷ࿩

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14 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU

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15 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ͜ͷϒϩάهࣄͷ಺༰ͷ͓͞Β͍ͱ ฐ࣮ࣾ੷Λݩʹͨ͠ɺ͞Βʹ౿Έࠐ Μ͓ͩ࿩Λ͍ͨ͠·͢ɻ

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#UP#σδλϧγϑτ 16 #UP#%JHJUBM4IJGU 'VMM 0OMJOFPG#UP#.BSLFUJOH4BMFT #UP#ͷϑϧΦϯϥΠϯԽ

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17 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU 5SBEJUJPOBM طଘ঎श׳ %JHJUBM 5SBOTGPSNBUJPO طଘ঎श׳ͷ߹ཧԽ 'VMM 0OMJOF طଘ঎श׳ͷഁյ • ैདྷͷಇ͖ํ • Ξφϩά༏Ґ • ఆੑత • ଐਓత • ଟײ֮ମݧΛॏࢹ ˞.VMUJTFOTPSJOH&YQFSJFODF • σδλϧԽ • σʔλԽ • ఆྔԽ • ൚༻Խ • ࿑ಇੜ࢈ੑͷ޲্ • ׬શΦϯϥΠϯԽ • ඇର໘ɾඇ෺࣭ • ෺ཧత੍໿͔Βͷ։์ • ݱ࣮ۭؒͱԾ૝ۭؒͷओैٯస

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18 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU XFCαΠτ ίϯςϯπ .BSLFUJOH 4BMFT -FBE (FOFSBUJPO -FBE /VSDIBSJOH *OTJEF 4BMFT 'JFME 4BMFT 1SPDFTT $9 ՝୊ܗ੒લ ৘ใऩू ؔ৺ৢ੒ ൺֱݕ౼ ҙࢥܾఆ Φ ϑ ϥ Π ϯ Φ ϯ ϥ Π ϯ ޿ࠂ Πϕϯτ ༣ศ ి࿩ ޱίϛ ର໘ ޿ࠂ ݕࡧ ιʔγϟϧ ϝʔϧ XFCձٞ ςϨϏ԰֎ަ௨ లࣔձେن໛Πϕϯτ ηϛφʔ %.Ϩλʔ ςϨΞϙʢίʔϧυίʔϧʣ ϑΥϩʔίʔϧ ίʔϧ ࿩୊ ঺հ ඈͼࠐΈӦۀ ର໘Ӧۀ (PPHMF'BDFCPPL*OTUBHSBN5XJUUFS FUD 4&0 5XJUUFS'BDFCPPL*OTUBHSBN:PV5VCFFUD μʔΫιʔγϟϧʢνϟοτάϧʔϓ΢ΣΞʣ μʔΫιʔγϟϧʢνϟοτάϧʔϓ΢ΣΞʣ 4/4͔Βͷϝοηʔδ ϝʔϧϚΨδϯ ϑΥϩʔϝʔϧ ΢ΣϏφʔ ΦϯϥΠϯӦۀ ίʔϙϨʔταΠτ੡඼ɾαʔϏεαΠτ Φ΢ϯυϝσΟΞ ϗϫΠτϖʔύʔ -1 ަྲྀ ࠙਌ձษڧձ ঺հ

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19 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU XFCαΠτ ίϯςϯπ .BSLFUJOH 4BMFT -FBE (FOFSBUJPO -FBE /VSDIBSJOH *OTJEF 4BMFT 'JFME 4BMFT 1SPDFTT $9 ՝୊ܗ੒લ ৘ใऩू ؔ৺ৢ੒ ൺֱݕ౼ ҙࢥܾఆ Φ ϑ ϥ Π ϯ Φ ϯ ϥ Π ϯ ޿ࠂ Πϕϯτ ༣ศ ి࿩ ޱίϛ ର໘ ޿ࠂ ݕࡧ ιʔγϟϧ ϝʔϧ XFCձٞ ςϨϏ԰֎ަ௨ లࣔձେن໛Πϕϯτ ηϛφʔ %.Ϩλʔ ςϨΞϙʢίʔϧυίʔϧʣ ϑΥϩʔίʔϧ ίʔϧ ࿩୊ ঺հ ඈͼࠐΈӦۀ ର໘Ӧۀ (PPHMF'BDFCPPL*OTUBHSBN5XJUUFS FUD 4&0 5XJUUFS'BDFCPPL*OTUBHSBN:PV5VCFFUD μʔΫιʔγϟϧʢνϟοτάϧʔϓ΢ΣΞʣ μʔΫιʔγϟϧʢνϟοτάϧʔϓ΢ΣΞʣ 4/4͔Βͷϝοηʔδ ϝʔϧϚΨδϯ ϑΥϩʔϝʔϧ ΢ΣϏφʔ ΦϯϥΠϯӦۀ ίʔϙϨʔταΠτ੡඼ɾαʔϏεαΠτ Φ΢ϯυϝσΟΞ ϗϫΠτϖʔύʔ -1 ަྲྀ ࠙਌ձษڧձ ঺հ

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20 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU 4/4 ΦϑϥΠϯࢪࡦΛΦϯϥΠϯԽ ΦϑϥΠϯࢪࡦΛผࢪࡦͰ୅ସ ର໘ Ӧۀ ΦϯϥΠϯ Ӧۀ ςϨΞϙ

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21 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ೉қ౓͕ߴ͍ࢪࡦ లࣔձ Ӧۀ

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22 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ӦۀΦϯϥΠϯԽͷରࡦ ᶃԿ΋͠ͳ͍ʢීวతͳӦۀεΩϧ͕͋Δʣ ᶄӦۀεΩϧΛΦϯϥΠϯʹ࠷దԽͤ͞Δ ᶅલ޻ఔΛ޻෉͠Ӧۀ೉қ౓ΛԼ͛Δ ϚʔέςΟϯά ͷ໾ׂ

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23 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ঎ஊ ˋ ঎ஊ ˋʙ ঎ஊ ʙˋ ϨΨγʔاۀ Πϯλʔωοτ࣌୅ ϑϧΦϯϥΠϯ࣌୅ ঎ஊલͰԿҙࢥܾఆͯ͠Δʁ

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24 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU اۀ͸঎ஊʹԿΛظ଴ͯ͠Δʁ ʮ೔ຊͷӦۀʹؔ͢Δҙࣝɾ࣮ଶௐࠪʯ)VC4QPU +BQBO೥݄೔

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25 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ඞਢཁ݅ ػೳཁ݅ Ձ֨ ೲظ ෺ཧత੍໿ ಠࣗੑ ༏Ґੑ ޮՌ ମ੍ ࣮੷ ஌ݟ ৘ॹཁ݅ ৴པײ ޷ҹ৅ ਅ໘໨͞ ೤৺͞ ஸೡ͞ ࢓ࣄͷ࢟੎ ࣾձత஍Ґ ධ൑

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26 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU Ӧۀͷ೉қ౓ΛԼ͛Δʹ͸ ର໘Ӧۀ͕୲͍ͬͯͨ৘ॹཁ݅Λ ϚʔέςΟϯάͰ΍Γ੾ͬͯ͠·͏

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27 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ϑϧΦϯϥΠϯ࣌୅ʹӦۀͷ೉қ౓Λ Լ͛ΔϚʔέςΟϯά্ͷΧΪ͸ʁ

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28 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ίϯςϯπ ιʔγϟϧ

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29 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU #VZFS %.6 ҙࢥܾఆؔ༩ऀ %FDJTJPO.BLJOH6OJU %FDJTJPO.BLFS (BUF,FFQFS &OE6TFS *OGMVFODFS

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30 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ࣾ಺ͷ৘ใωοτϫʔΫ 4/4 ࣗࣾϝσΟΞ ޿ࠂ లࣔձ ి࿩ Ӧۀ ঺հ ΦϑϥΠϯࢪࡦ ҙࢥܾఆ νʔϜ %.6

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31 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ࣾ಺ͷ৘ใωοτϫʔΫ 4/4 ࣗࣾϝσΟΞ ΦϑϥΠϯࢪࡦ ޿ࠂ లࣔձ ి࿩ Ӧۀ ঺հ ҙࢥܾఆ νʔϜ %.6

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32 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ޿ࠂ లࣔձ ి࿩ Ӧۀ ঺հ ࣾ಺ͷ৘ใωοτϫʔΫ 4/4 ࣗࣾϝσΟΞ Φ΢ϯυϝσΟΞ ϗϫΠτϖʔύʔ ࣗࣾαΠτ 5XJUUFS 'BDFCPPL ϝʔϧ νϟοτ ΞϓϦ %. ΦϯϥΠϯӦۀ %. ΦϯϥΠϯӦۀ ΦϑϥΠϯࢪࡦ ҙࢥܾఆ νʔϜ %.6

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33 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ޿ࠂ లࣔձ ి࿩ Ӧۀ ঺հ ස ൟ ʹ ί ϯ ς ϯ π ͱ ઀ ৮ ࣾ಺ͷ৘ใωοτϫʔΫ 4/4 ࣗࣾϝσΟΞ Φ΢ϯυϝσΟΞ ϗϫΠτϖʔύʔ ࣗࣾαΠτ 5XJUUFS 'BDFCPPL ϝʔϧ νϟοτ ΞϓϦ ྑ࣭ͳίϯςϯπ ڧ͍ΞΧ΢ϯτ ࣾ಺όζ͔ΒͷϒϥϯυԽ %. ΦϯϥΠϯӦۀ %. ΦϯϥΠϯӦۀ ΦϑϥΠϯࢪࡦ ҙࢥܾఆ νʔϜ %.6

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34 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ͜Μͳ͜ͱ͕ຊ౰ʹى͜Δͷ͔ʁ

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35 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ϕΠδͷऔΓ૊ΈΛݩʹ͝঺հ

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#UP#σδλϧγϑτ 36 #UP#%JHJUBM4IJGU 1SFNJTFPG"DUJWJUJFT ׆ಈͷલఏ

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37 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ίϯαϧλϯτ ᐦ୩ʗݹ௕ʗେؘ ௐࠪɾ෼ੳ ᐦ୩ʗࠓ੢ʗେؘ ๏຿ɾܖ໿ ᐦ୩ ৘ใઃܭ ߴ௩ʗ஑ా ௩ݩʗߴౡ ϑϩϯτΤϯυ࣮૷ ௕ాʗञҪ ழҪʗ੢ଜʗӜ࡚ʗۚ ϓϩδΣΫτ Ϛωδϝϯτ ࠓ੢ʗݹ௕ େؘʗޒϊҪ σΟϨΫγϣϯ ࠓ੢ʗݹ௕ େؘʗޒϊҪ ςΫχΧϧ ΞυόΠβϦʔ ໺ଜ αʔόαΠυ࣮૷ ௕ాʗञҪʗழҪ ΫϦΤΠςΟϒ σΟϨΫγϣϯ ۚʗᐦ୩ ίϐʔϥΠςΟϯά ᐦ୩ʗޒϊҪʗݹؓ ίϯαϧςΟϯά Ϛωδϝϯτ ੍࡞ɾ։ൃ σβΠϯ ߴ௩ʗ஑ా ௩ݩʗߴౡ ৽԰ෑ ͢΂੍ͯ࡞ऀͰϚʔέςΟϯά΍Ӧۀͷઐ೚͕͍ͳ͍

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38 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU Πϯό΢ϯυ ϚʔέςΟϯά *OCPVOE.BSLFUJOH Φ΢ϯυϝσΟΞ 4/4 ޱίϛ ίϯςϯπ഑৴ Πϕϯτొஃ ϝσΟΞܝࡌ Ξ΢τό΢ϯυ ϚʔέςΟϯά 0VUCPVOE.BSLFUJOH ޿ࠂ ςϨΞϙ %. లࣔձ ๚໰Ӧۀ ༗ঈ13

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39 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU  ఏҊίϯϖ͸͠ͳ͍  ܖ໿୯ՁສԁҎ্  ։࢝͸ʙ͔݄ޙ  ҙࢥܾఆऀͱ௚઀࿩ͤΔ  ૬ੑΛॏࢹ͢Δ ސ٬Խͷ৚݅

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40 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ू٬νϟωϧʢ("ʣ

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41 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ϑΥʔϜ্ͷ޻෉

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42 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ϕΠδΛ஌ͬͨΩοΧέ

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43 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU اۀ಺ͰԿ͕ى͍ͬͯ͜Δͷ͔ʁ

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44 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU 5XJUUFSΛݟΔ Φ΢ϯυϝσΟΞ๚໰ ҹ৅ʹ࢒Δ ৽ணهࣄΛݟΔ Φ΢ϯυϝσΟΞ࠶๚ ΑΓ޷͖ʹͳΔ 5XJUUFSΛϑΥϩʔ ৘ใ௨ ୲౰ऀ ୲౰Λ೚͞ΕΔ νϟοτͰ৘ใΛืΔ ৘ใ௨ʹڭ͑ͯ΋Β͏ νϟοτͷ63-ΫϦοΫ XFCαΠτʹ๚໰ ͍͍ͳʂͱࢥ͏ ໰͍߹Θͤʢ$7ʣ ˞ϝʔϧ΍ձ࿩ͷ৔߹΋͋Δ ˞ࢦ໊ݕࡧͷ৔߹΋͋Δ

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45 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU $PPLJFϕʔεͷٕज़Ͱ௥͍͔͚ͯ΋ 4/4΍Φ΢ϯυϝσΟΞͷޮՌ͸ݟ͑ͳ͍

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46 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU  ސ٬ΛݸͰ͸ͳ͘܈Ͱଊ͑Δ  σʔλͷܽམΛಎ࡯Ͱิ͏ ୲౰ऀ ෦௕ Ҋ಺܎ ར༻ऀ ৘ใ௨ $PPLJF $PPLJF $PPLJF $PPLJF $PPLJF σʔλ͕͋Δ σʔλ͕ͳ͍

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47 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ͦͷ݁Ռ

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48 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ঎ஊ࣌ͷ͓٬༷ͷ੠ ࠷ॳ͔ΒϕΠδ͞Μʹ੠Λ͔͚Α͏ͱࢥͬͯͨ ϕΠδ͞ΜҰ୒Ͱ͢ ϕΠδ͞ΜʹཔΊΔΑ͏ʹ༧ࢉΛ༻ҙ͠·ͨ͠ ࣾһ͕ϕΠδ͞ΜΛڧ͘ਪનͯͨ͠ ໾һ͕ϕΠδ͞ΜͱऔҾ͍ͨ͠ͱݴͬͯͨ

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49 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ίϩφͷӨڹ΋ࠓͷͱ͜Ζͳ͠ ˞݄ܾࢉ͕ͩɺࠓ೥݄຤Ͱຊ೥౓ͷ໨ඪച্ୡ੒͕֬ఆ্ͯ͠ํमਖ਼ ˞ίϩφͷӨڹ΋ͳ͘ɺࡢ೥ൺͰച্ʙΞοϓͷ༧ఆ ˞ίϩφظؒத͚ͩͰࣾһΛ໊࠾༻͠ɺ໊ˠ໊ʹ

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50 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU Ͱ͸ɺސ٬ͷ܈ʹಇ͖͔͚Δ ίϯςϯπʷ4/4ઓུͱ͸ʁ

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#UP#σδλϧγϑτ 51 #UP#%JHJUBM4IJGU "DUJWJUJFT PG CBJHJF ϕΠδͷऔΓ૊Έ

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52 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ϚʔέςΟϯάˍηʔϧεϑΝωϧ ϚʔέςΟϯά ηʔϧε ՝୊Խલ ೰Έʹؾ෇͍͍ͯͳ͍ ৘ใऩू ՝୊ײ͕͋Δ͕ղܾ๏͕෼͔Βͳ͍ બผ ղܾ๏Λݟ͚ͭબ୒ࢶΛߜΓࠐΉ ࠷ऴબߟ ߜͬͨબ୒ࢶ͔ΒܾΊΔ ͜Ε͔Βίϯςϯπ ͍·͙͢ίϯςϯπ ͩΊ͓͠ίϯςϯπ ໰୊ఏىɺ՝୊ղܾɺ੡඼ಛ௕ͳͲ ˠ໾ʹཱͪɺબ͹ΕΔ ࣄྫ঺հɺՁ֨දɺձࣾ঺հͳͲ ˠࡉ͔͍ر๬ʹԠ͑ɺܾ৺ͤ͞Δ ݻఆ؍೦ͷഁյɺڞײɺܒ໤ͳͲ ˠҹ৅ʹ࢒ΓɺهԱ͞ΕΔ

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53 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ίϯςϯπͷ452%. 4USBUFHZɿઓུ ໨తɺλʔήοτɺࢦඪ 5IFNFɿओ୊ اըɺΞΠσΞɺओࢫɺ݁࿦ 2VBMJUZɿ඼࣭ จষͷ࣭ɺදݱͷ࣭ɺςΫχοΫ %FMJWFSZɿ഑৴ ഑৴ํ๏ɺ֦ࢄํ๏ɺܝࡌ৔ॴ .BOBHFNFOUɿӡ༻ ૊৫ฤ੍ɺ੍࡞ϓϩηεɺεέδϡʔϧͳͲ 4USBUFHZ 5IFNF 2VBMJUZ %FMJWFSZ .BOBHFNFOU ʢϕΠδߟҊʣ

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54 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU 2VBMJUZ ྑ࣭ͳίϯςϯπͱ͸ʁ

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55 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ໨తʹ৺Λಈ͔͢ هԱ ୈҰ૝ى ҹ৅ͷ࣋ଓ ϚʔέςΟϯάޮՌ ϒϥϯυͷৢ੒ ख ஈ ᶃ ৺ Λ ಈ ͔ ͢ ૬ ख Λ ஌ Δ ख ஈ ᶄ ৺ ͕ ಈ ͘ ֬ ཰ Λ ߴ Ί Δ ख ஈ ᶅ Α Γ ڧ ͘ ৺ ͕ ಈ ͔ ͢ खஈͷ۩ମྫ खஈᶃ ৺Λಈ͔͢૬खΛܾΊΔ λʔήςΟϯάɺௐࠪ खஈᶄ ৺͕ಈ֬͘཰ΛߴΊΔ จষज़ɺ࿦ཧߏ੒ खஈᶅ ΑΓڧ͘৺Λಈ͔͢ ৘ॹతදݱɺҟৗੑɺετʔϦʔͷົ

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56 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU

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57 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ৺͕ಈ͘ίϯςϯπΛ࡞Δͭͷ࣭໰ ͦͷίϯςϯπΛಡ·͍ͤͨͷ͸୭͔ʁ ͦͷਓ͕͍࣋ͬͯΔؒҧͬͨݻఆ؍೦͸Կ͔ʁ ͦͷݻఆ؍೦͸Ͳ͏෴͞Εɺਖ਼͞ΕΔ΂͖͔ʁ ͜ΕΛಡΜͰɺͦͷਓ͸৺Λ༳͞ͿΒΕΔ͔ʁ

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58 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU

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59 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ίϯςϯπͷ඼࣭؅ཧ ςʔϚˠࠎࢠˠॳߘˠमਖ਼ߘͷॱͰ֬ೝ ฤू௕ɺϥΠλʔνʔϜͰ಺༰νΣοΫ ඼࣭͕ຬͨͳ͍৔߹ɺެ։Ԇظ ࠷ऴϒϥογϡΞοϓ͸ฤू෦Ͱߦ͏

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60 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU %FMJWFSZ ίϯςϯπΛͲ͏ӡͿʁ

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61 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU 4/4ͰγΣΞ͞Ε΍ͯ͘͢͠ɺ4/4Ϣʔ βʔʹίϯςϯπΛૹΓಧ͚Δɻ4/4͸σ ϦόϦʔखஈ͕ͩɺҰํͰίϯςϯπͱ͠ ͯͷੑ࣭΋࣋ͭɻ 4/4 ݕࡧΤϯδϯͰൃݟ͞Ε΍͘͢͢Δ͜ͱͰɺ ݕࡧϢʔβʔʹίϯςϯπΛૹΓಧ͚Δɻ ݫີʹ͸4&0ࣗମ͸ίϯςϯπʹͳΒͣɺ ७ਮͳσϦόϦʔࢪࡦɻ 4&0

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62 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU 4&0΋ͦΕͳΓʹେࣄ

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63 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU

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64 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ͜͜Ͱ͸4/4ʹϑΥʔΧε

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65 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ʮ4/4ͷҧ͍ʯגࣜձࣾϗοτϦϯΫ

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66 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU

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67 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ޿ࠂ లࣔձ ి࿩ Ӧۀ ঺հ ස ൟ ʹ ί ϯ ς ϯ π ͱ ઀ ৮ ࣾ಺ͷ৘ใωοτϫʔΫ 4/4 ࣗࣾϝσΟΞ Φ΢ϯυϝσΟΞ ϗϫΠτϖʔύʔ ࣗࣾαΠτ 5XJUUFS 'BDFCPPL ϝʔϧ νϟοτ ΞϓϦ ྑ࣭ͳίϯςϯπ ڧ͍ΞΧ΢ϯτ ࣾ಺όζ͔ΒͷϒϥϯυԽ %. ΦϯϥΠϯӦۀ %. ΦϯϥΠϯӦۀ ΦϑϥΠϯࢪࡦ ҙࢥܾఆ νʔϜ %.6

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68 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU 5XJUUFSӡ༻ͷϝιουΛڭ͑ɺదੑͷ͋ΔਓΛൃ۷͢Δ 5XJUUFSಓ৔

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69 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ᶃ ٯுΓ ᶄ ϊ΢ϋ΢ͷఏڙ ᶅ ஌త޷ح৺ͷܹࢗ ᶆ σʔλɾ֬཰ͷ࿩ ᶇ ڭ܇ ᶈ ໰୊ఏى ᶉ ͲΜͰΜฦ͠ ᶊ ྫ͑࿩ ᶋ ͋Γͷ··ܥ ᶌ ༊͠ܥ ᶍ ໘നܥ

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70 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU Ұൠ࿦ɾݻఆ؍೦ ൓࿦ɾҙ֎ͳࢍ੒ ͚ͩͲ ٯுΓͷ๏ଇ

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71 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ϑΥϩʔͷϓϩηε ؾʹͳΔπΠʔτΛݟ͚ͭΔ ͜ͷਓ͸୭ͩΖ͏ʁ ϓϩϑΟʔϧΛΫϦοΫ ϓϩϑΟʔϧΛνΣοΫ λΠϜϥΠϯΛνΣοΫ ϑΥϩʔ ྑ࣭ͳπΠʔτΛͯ͠޿͘࿐ग़͢Δ ΞΧ΢ϯτ͕ؾʹͳΔπΠʔτΛ͢Δ ΫϦοΫͨ͘͠ͳΔΞΠίϯ΍໊લʹ͢Δ ັྗతͳϓϩϑΟʔϧΛ࡞Δ λΠϜϥΠϯΛྑ࣭ͳπΠʔτͰຒΊΔ

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72 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ϑΥϩϫʔΛੜΉެࣜ ΠϯϓϨογϣϯ਺ ϓϩϑΟʔϧΫϦοΫ཰ ϑΥϩʔ཰ πΠʔτΛͰ͖Δ͚ͩͨ͘͞Μͷਓʹ ݟͯ΋Β͏ ϓϩϑΟʔϧΛͰ͖Δ͚ͩΫϦοΫ͠ ͯ΋Β͏ ϓϩϑΟʔϧΛݟͯɺͰ͖Δ͚ͩϑΥ ϩʔͯ͠΋Β͏

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73 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU • ΦϦδφϧͷπΠʔτ • ࣗݾͷߟ͑΍ମݧΛޠ͍ͬͯΔ • ओޠ͕ʮࢲʯͷπΠʔτ • ςʔϚ͕͸͖ͬΓ͍ͯ͠Δ • ॻ͖ํʹݸੑ͕ײ͡ΒΕΔ • ඇϑΥϩϫʔʹϦʔν͢Δ ϓϩϑΟʔϧΫϦοΫ͞Ε΍͍͢ • ϦϯΫ΍πΠʔτͷҾ༻ • ग़དྷࣄ΍ࣄ࣮Λड़΂ͯΔ͚ͩ • ओޠ͕୭Ͱ΋͍͍಺༰ • ςʔϚ͕ந৅తͰᐆດ • ͋Γ͖ͨΓͳৗ౟͔۟͠ͳ͍ • ϑΥϩϫʔʹ͔͠Ϧʔν͠ͳ͍ ϓϩϑΟʔϧΫϦοΫ͞Εʹ͍͘

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74 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ίϯςϯπ ιʔγϟϧ ͜ΕΒ͕ϚʔέςΟϯάͷ࠶ॏཁυϥΠόʔͱߟ͑ɺͦΕ ͧΕͷਫ਼౓ΛߴΊ͍ͯͨ͘Ίͷ׆ಈΛਐΊ͍ͯΔ

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75 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ͨͩ͠՝୊΋͋Δ

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76 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU γϯϓϧܥ ෳࡶܥ ֓ཁ ෳࡶܥͱൺ΂ΔͱɺͦΕ͕ଥ౰͔͸͓͖ͯ͞ɺೲಘײͷ͋Δ ,1*ཱ͕ͯ΍͘͢ɺ30*΋༧૝͠΍͍͢ γϯϓϧܥͱൺ΂Δͱɺೲಘײͷ͋Δ,1*ཱ͕ͯʹ͘͘ɺ30* Λ༧૝͠ʹ͍͘ ࢪࡦྫ ΢Σϒ޿ࠂɺ4&0ɺαΠτվળɺΦ΢ϯυϝσΟΞʢ֎෦ҕ ୗʣͳͲ 4/4ɺΦ΢ϯυϝσΟΞ ࣗࣾӡ༻ ɺϒϥϯσΟϯάܥࢪࡦ ޮՌͷൃݱ ໌֬ ᐆດ ൃݱ·Ͱͷ࣌ؒ ૣ͍ ஗͍ ޮՌܭଌ ༰қ ೉ղ ετοΫઌ σʔλ هԱ Өڹൣғ ڱ͍ʢϚʔέςΟϯάྖҬͷΈʣ ޿͍ʢ࠾༻ɺࣾһڭҭɺاۀจԽʹ΋೾ٴʣ ࠶ݱੑ ߴ͍ ௿͍ ଐਓੑ ௿͍ ߴ͍ ࢀೖোน ௿͍ ߴ͍ Ϧʔμʔͷίϛοτ ͳͯ͘΋੒Ռ·Ͱ୧Γண͚Δ ͳ͍ͱ੒Ռ·Ͱ୧Γண͔ͳ͍ ٻΊΒΕΔࢥߟ ࿦ཧతɾ߹ཧత ࿦ཧͱײ֮ͷϛοΫε

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77 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ᶃγϯϓϧܥࢪࡦͱซ༻͢Δ ᶄϝιουԽͯ͠࠶ݱੑΛߴΊΔ

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78 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ࣭Λॏࢹͨ͠Φ΢ϯυϝσΟΞӡ༻ͱ هԱʹ࢒ΓϒϥϯυԽ͢Δ4/4ӡ༻Λ ࢧԉ͢ΔϓϩάϥϜΛݱࡏ४උத

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79 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU େલఏ ྑ͍૊৫ͱྑ͍αʔϏε͕͋Δ͜ͱ

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80 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU օ͞Μ΋ίϯςϯπͱιʔγϟϧΛ࣠ʹͨ͠ ৽͍͠ϚʔέςΟϯάʹ௅ઓͯ͠Έͯ͸ʁ

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#UP#σδλϧγϑτ 81 #UP#%JHJUBM4IJGU #POVT$POUFOUT ͓·͚

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82 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ࿝࢛઒ᰟ߳ʢϐϟΦγϟϯʣ δϟϯϧɿ఻౷࢛઒ྉཧ ৔ॴɿຑ෍े൪ɺ࿡ຊ໦ώϧζɺۜ࠲ࡾӽ ໊෺ɿຑം౾෗ɺोͳ͠୲ʑ໙ɺΑͩΕܲɺଞʜ Φεεϝɿனͷίʔε

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83 #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU ϥɾϒϥϯγϡ δϟϯϧɿϑϥϯεྉཧ ৔ॴɿ੨ࢁ ΦεεϝɿγΣϑͷΦεεϝίʔε

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גࣜձࣾϕΠδ ˟ ౦ژ౎ੈా୩۠୅ా UFMGBY VSMIUUQTCBJHJFNF ͝ਗ਼ௌ͋Γ͕ͱ͏͍͟͝·ͨ͠