IMC plan of Lays Seaweed Flavor Snack Essay

1. 1 Purpose
The intents of this originative platform are to understand the merchandise and mark market. to aware of the current promotional mix. to develop the IMC aims and to discourse a originative scheme and major merchandising thought that suited the best with this merchandise. To spread out and develop the publicities of the current merchandise so that it increases the gross revenues and has better image for the consumer to devour the merchandise.

1. 2 Restrictions
This originative platform have the restrictions of clip and restrictions of information of the author can derive since we can non reach the company and merely can entree from the public stuffs. therefore it may incorporate some mistakes due to the restrictions of the author every bit good.

1. 3 Mandate
This study is created for Indofood company to discourse about the current merchandise of Lays every bit good as to better the publicity and originative scheme in order to keep its competitory advantage in the market. This study is commissioned by Thomas Thjie. CEO of Indofood Fritolay Makmur

1. 4 Scope of operations
The range of the operations would be in discoursing the specific bite merchandise from Indofood which is Lays murphy french friess seaweed spirit in assorted elements of company background. merchandise description. rival analysis. and mark market in Indonesia part. The informations of this study is gathered from public stuffs. corporate web site. web articles and text book. This study besides contains current description of promotional mix. IMC aims and response hierarchy every bit good as making a new promotional tool and suited originative scheme that would accommodate best to sell this merchandise to the mark market.

2. Background of Company

PT Indofood Fritolay Makmur started commercial operations since 1990. The company keep the trade name of Lays. Cheetos. Chitato. Chiki. and JetZ trade names industries and markets snack nutrient. ( Bloomberg Businessweek. 2014 ) The company besides offers cassava french friess under Qtela trade name. PT Indofood is based in Jakarta. Indonesia. Since March 17. 2010. PT Indofood Fritolay Makmur has been a joint venture with PT Indofood CBP Sukses Makmur Tbk and Pepsico. Inc. PT Indofood CBP Sukses Makmur Tbk ( “ICBP” ) is an constituted market-leading manufacturer of packaged nutrient merchandises with a diverse scope of merchandises supplying mundane nutrient solutions for consumers of all ages. Harmonizing to PT Indofood ( 2010 ) Many of its merchandises trade names are among the strongest trade names with important Top-of-Mind position in Indonesia and have gained the trust and trueness of 1000000s of consumers in Indonesia for decennaries. ( PT Indofood. 2010 )

ICBP was established as a separate entity in September 2009 and listed on the IDX on 7 October 2010. It was established by agencies of internal restructuring of the CBP Group of Indofood. the parent company. listed on the IDX since 1994. Following the listing. Indofood remains the bulk stockholder of ICBP with 80 % ownership. Hence. ICBP continues to bask synergisms with other Indofood Group companies to keep its competitory advantages. Most of ICBP’s concern operations and merchandise trade names have been well-established for many old ages. with many of them basking taking places in their several market sections. Its assorted concern operations are noodles ( Indomie. Supermi. Sarimi. Sakura. Pop Mie. Mi Telur Cap 3 Ayam and Pop Bihun ) . dairy ( Indomilk. Cap Enaak. Indoeskrim and Orchid Butter ) . nutrient flavorers ( Sambal Indofood. Sirup Indofood Freiss and Bumbu Racik Indofood ) . nutrition & A ; particular nutrients ( Promina. SUN. Govit and Provita ) . and snack nutrients ( Chitato. Lays. Qtela. Cheetos and Trenz ) which produces and markets a scope of western and modernised traditional bites which will be focus on this study. Here is the vision. mission and values of Indofood Company.

Vision
A Entire Food Solutions Company
Mission
To supply sustainable solutions for nutrient demands
To continuously better our people. procedures and engineerings To lend to the public assistance of the society
To continuously better stakeholders’ values




Valuess
“With subject as the footing of our manner of life ; We conduct our concern with unity ; We treat our stakeholders with regard ; and together we unite to endeavor for excellence and uninterrupted invention. ”

2. 1. Merchandise Description
Brief History of Lays. it all started when bit was found by C. E. Doolin in 1932. Tanenbaum ( 2014. ) Doolin loved those maize french friess so much that he purchased the formula and began to sell bags of the crunchy bites. While Doolin was doing his maize french friess. Lay was busy bring forthing his murphy french friess. Lay purchased Atlanta’s Barrett Food Company in 1938 and so formed H. W. Lay & A ; Company. FritoLay ( 2014 ) Years subsequently. in 1961. the Frito Company and the H. W. Lay company merged to go Frito-Lay. Inc. Today. Frito-Lay trade names account for 59 % of the U. S. bite bit industry.

Ballads started selling merchandises in Indonesia around mid twelvemonth of 2009. Lays ( 2013 ) . Before Lay’s entry into the Indonesian market. the trade name had already gained world-wide acknowledgment. In Indonesia. Lay’s is marketed and produced as a joint venture between Indofood and Fritolay International. and going PT Indofood Fritolay Makmur. Fritolay International itself is besides being owned by Pepsico Inc. Lays present their merchandises in 6 spirits. there are Pizza. BBQ Fiesta. Classic Salty. Grilled Chicken Paprica. Salmon Teriyaki and Seaweed Flavor. In this study. the focal point will be Lays Seaweed spirit which contains natural fresh murphy with seaweed flavorers.

2. 2. Target Market
Even though Snack Lays is categorized as uniform selling. it still needs mark market so that it can construct the best manner to publicize to its perspective costumiers. The cleavages of Ballads are divided into Geographical. Demographical. Psychographic and behavioural cleavage. The geographical cleavage is about the part or country of the mark market. Lays choose Indonesia part particularly in Java Islands with the country of City. Urban. Suburban accross Indonesia the size of population: 250. 585. 668 people ( World Population Review. 2014 ) . The Demographic Segmentation is about to aim the people with both gender whose age between 10 – 25 old ages old with any household size. but particularly a household consists of parents and kids. Because It is targeted more to immature people or in school age. therefore the instruction background is kids from simple school to pupils in the university with any cultural or racial background in Indonesia. On the other manus. the Psychographic Segmentation which based on the lifestyle penchants will utilizing VALS model ( VALS. 2014 ) . There are 4 types of people Lays want to aim. They are first. Experiencers. with the personality of immature. exhilaration. still unfastened to the new. and have a batch societal activities.

They are possible because they are tend to be an unprompted consumers. Second. is Achievers. they have many demands and wants. end oriented. like prestigiousness merchandises. predictability. Thy are active self-discovery in consumer market place. Third. Believers. people who are idealist. have concrete beliefs. spiritual. community. They are possible because they are predictable consumers. take familiar merchandise. and loyal clients. Fourth. Makers are motivated by self-expression. organized. practical people who have constructive accomplishments and value autonomy. They prefer a practical or functional intent. and purchase basic merchandises. Furthermore. Behavioral Segmentation is about the behaviour of the mark market. Behavioral consists of the occasions of particular and regular occasions such as bent out with friends. ticker films. bites clip with The Degree of usage in Light usage and medium usage. The Brand Loyalty of mark market vary into Not loyal. loyal to really loyal. The Benefits mark market can hold is Lays service as bites. good quality. crispy and delightful. convenience. easy to entree. gratifying. Whereas. the Readiness phase is All people who know Lays and the attitudes toward merchandise are impersonal. positive attitude toward Lays.

2. 3. Positioning Scheme
Based on Foote. Cone & A ; Belding ( FCB ) theoretical account. Lays Seaweed Flavo is positioned as Habit Formation ( the actor ) which in the thought grid and considered as low engagement. It is accustomed purchase and sellers does non hold to market the merchandise. yet making an advertizement to move as a reminder about the merchandise Harmonizing to Belch & A ; Belch ( 2009 ) Positioning can be defined as the art and scientific discipline of suiting the merchandise or service to one or more sections of the wide market in such a manner as to put it meaningfully apart from competition. Market placement is the most of import factor in set uping a trade name in market place. Positioning scheme that would accommodate best with Snack Lays is Positioning by Product Attributes and Benefits. This scheme is to put the trade name apart from rivals on specific characteristic or benefit offered. In this instance. out of other rivals. Lays offer a alone quality of feature of murphy bit with seaweed spirit. Lays has been really strategically positioned within the bite nutrient industry. the salient attributes which of import to consumers and are the footing for doing a purchase determination. One of the salient attributes is its international acknowledgment and world-wide trade name makes Lays trusted and worthy in the head of consumers. Furthermore. the gustatory sensation. the trade name prestigiousness. and pass oning a merriment delightful bite trade name to the consumers makes the Lays has positive positioned in the head of mark market.

3. Promotional Mix Elementss
Lays has been utilizing several promotional mix. there are:
3. 1. Ad
“Advertising is any paid signifier of non-personal communicating about an organisation. merchandise. service. or thought by an identified patron and normally being used by companies whose merchandises and services are targeted at aggregate consumer markets” ( Belch & A ; Belch. 2009 ) . Lays was utilizing Television advertizement to advance its merchandise. the advertisement was about the delectability and irressistible Lays Seaweed spirit. The advertizement can be seen widely in youtube It was an effectual nonpersonal communicating because it can convey a message to big figure of groups of persons ( mass coverage ) at the same clip expeditiously. It shows an immediate popularity from consumers who tried this new merchandise and most people admit that they are satisfied with Lays Seaweed spirit.


Furthermore. Lays besides had done print advertisement in several female Indonesian magazine such as citacinta and gogirl ( Sulung. 2010 ) Print media play an of import function. in gaining the right to transport the Lays’s message of gratifying and delightful murphy bit. Haight ( 2005 ) Advertised in Print media can do consumers travel rearward to devour an advertizement. so it is an astonishing alliance between advertiser transmittal of Lays message and consumer ingestion.

3. 2. Gross saless Promotions
Gross saless publicity provides excess values or inducements to the gross revenues force. the distributers. or the ultimate consumer and can excite immediate gross revenues ( Belch & A ; Belch 2012 ) . Lays had done gross revenues publicity in several local supermarkets in intersection. hypermart. indomaret and alfamart by giving consumers price reduction. buy1get1 event. and bundles publicity. Recent gross revenues publicity from Lays was related to monetary value publicities in Circle K where consumers can purchase two Lays seaweed spirit and extra drink with cheaper monetary value which merely IDR 12000 ( Circle K. 2014 ) . Lays besides had a promotional event in several public vacation event in large supermarkets sporadically such as ( Lays. 2013 ) in Christmas event when the price reduction and purchase 1 get 1 available widely for consumers.

Last. but non least. Lays besides created competitions for consumers to win the award. For case. last twelvemonth on March 2013 Lays held Lays Taste Adventure which is a competitions for consumers to post their exposure feeding ballads. in order to win iphone 5. iPod nano. sole verifiers and shackles sole ballads. In 2012. Lays Irressistible Moments Indonesia. ( 2012 ) . on December 2012 besides a competition which offer the chance to win exciting awards by subjecting their minutes with ballads. ( Lays Indonesia. 2014 ) The competitions held in societal media by Lays Indonesia. called Harpitdays where the victor can win voucher gift valued of IDR 200. 000 for six victors.

3. 3. Interactive or Internet Selling
“It allows for a dorsum and Forth flow of information whereby users can take part in and modify the signifier and content of the information they receive in existent time” ( Belch & A ; Belch. 2009. p. 12 ) Lays Indonesia connect and relate with their consumers through internet media with societal media sites which is facebook. It is the lone official page of Lays Indonesia where straight speaks to Indonesian consumers about the merchandises and publicities and make a platform where people can pass on to Lays. The societal media page allows the trade name to pay attending or attention to the consumers mind by inquiring their sentiments. promoting their life. giving merriment position. games. and more. Compliment and complaing about the trade name besides can manage good with the usage of societal media. In add-on Lays Indonesia besides create website contains basic informations to supply some information about Lays.

4. IMC Aims
Harmonizing to ( Reid. 2001 ) “Integrated Marketing Communication ( IMC ) has been promoted both as an emerging communications doctrine and as a strategic direction procedure for making and pull offing the development of strong trade names. ” “It is besides considered as the planning and executing of all types of marketing communicating needed for a merchandise. trade name. thought. company or topographic point in order to fulfill a common set of aims and back up the placement of promotion” ( Zimuto. 2013. p. 95 ) . The DAGMAR attack suggest a logical procedure for advertisement and publicity planning. Using DAGMAR attack in IMC aims would focues the advertisers’attention on the value of utilizing communications based aims to mensurate advertisement effectinveness and encouraged the measuring of phases in response hierarchy to asses a campaign’s impact ( Belch & A ; Belch. 2012 ) .

Therefore. the component of SMART ( Specific. Measurable. Achievable. Rational. Time-Limit ) must be considered in order to make an effectual communicating with consumers. The advertizement can be done in little infinite ads. point of sale. and short musca volitanss For the IMC Objective. Lays Seaweed Flavor usage print or media publicizing hence hierarchy of effects model would suit the best to demo the work procedure. Here is the IMC Objective for Lays: 1. To make trade name consciousness of Lays Seaweed Flavor among non user immature people of the mark market in Indonesia part to 75 % by following twelvemonth. 2. Make a positive feelings toward Lays Seaweed Flavor to 55 % and penchant of taking this merchandise to 45 % particularly by immature people age between 12-20 old ages old who are still in analyzing in school by following twelvemonth. 3. To increase gross revenues of Lays Seaweed Flavor by 20 % in following twelvemonth and maintain clients to buy back and on a regular basis devour the merchandise. to go consumers favourite seaweed bite.

New Promotional Tool

5. 1. Public Relations
In order to make the aims and derive more competitory advantage in the market. a new promotional tool is created to able aim the market. A new promotional tool that Lays Seaweed have non done earlier is utilizing public dealingss. Public Relations defined as “the direction map which evaluater public attitudes. identifies the policies and processs of a organisation with the public involvement. and executes a plan o action and communicating to gain public apprehension and acceptance” ( Belch & A ; Belch. 2009. p. 559 ) . The public relation activity that Lays seaweed will travel through is sponsorship. It is strenghten by the sentiment of Riley ( 2012 ) that Sponsorship is a specialized sort of public dealingss and progressively popular. peculiarly with larger concerns.

A concern will patronize an event. squad or person in order to construct trade name consciousness. Because the mark is immature people particularly those who are still in school. so Lays will patronize a school events at several schools and universities in Indonesia. In the event. Lays will put a fun-catchy advertizement in the topographic point of event to garner attending of the pupils and create involvements and positive feelings to people who see. In the event. Ballads can take part by making some merriment games for pupils to make to make more positive feelings toward Lays. There besides may be chance to sell merchandises. so Lays can utilize this chance to give free tests to pupil. immature people. it is a good manner to catch immature non user consumer. The period of making this public relation suggests in 3 – 6 months.

5. 2. Gross saless Promotions
The gross revenues publicities is given to the consumers in the public country. such as supermarket retail merchant. store food markets and besides can be given while making the public dealingss. This will pull purchasers to purchase more and devouring Lays Seaweed. Because most people attract to any gross revenues publicities in the market. extremely effectual if there is any event of the minute such as Public Holiday or Weekend yearss. The type of gross revenues publicities would be price reductions. giving 10 % price reductions for pupils who buy Lays Seaweed. purchase 1 get 1 free publicity and packages publicity such as it is cheaper if consumers buy 3 Ballads at one time and valied with multiple purchases. Vouchers and Gifts besides can be given if consumer buy certain Numberss of Lays Seaweed. for illustration 3 and they will be given a gift or if they buy 6 they will be given verifiers. This gross revenues publicities should hold restrictions of clip 1 – 3 months of handiness.

5. 3. Print Ad
To derive an effectual promotional run. Lays will besides make print media publicizing to derive consciousness and attending from the urban metropolis people. Although print advertisement looks a inactive advertisement yet it considered effectual. Lays Seaweed will make the print advertisement in the popular magazines like females magazine such as gogirl! . citacinta. gadis. femina. Food magazine such as sedap. selera. and nova.

5. 4. Point of Purchase
Furthermore. for the other months of non making sponsorship. Ballads can publicize in out-of-door advertisement to derive aggregate coverage of attending and point of purchase ( dad ) by show mostly in supermarket retail merchant. food markets store and supermarket promenade to pull immature people who live in urban metropolis. Traffic flows in the food market shop greatly influence food market shopping behaviour. In fact. consumers frequently buy merchandises that are placed on show merely because they are on show. Retailers use the “brand-lift index” to mensurate the incremental gross revenues that occur when a merchandise is on show. In fact. one survey indicated that POP shows in convenience shops can increase merchandise gross revenues by about 10 % ( Babin & A ; Harris. 2012 ) . The tests and gross revenues publicities besides are provided to guarantee effectual communicating with consumers.

5. 5 Internet/Interactive Selling
To develop and keep current societal media publicity with facebook and to do a new cyberspace or synergistic selling for consumers to carry them to be active and engaged more with Lays trade name from their ain topographic point and clip. Ballads can be updated more informations in the Website as it is considered as inactive and has uninterested layout web site. The web site should be updated at least one time in a month to give audience the new information about Lays activities in sponsorship and publicities. Furthermore. giving others utile information such as facts. sentiments and thoughts will go more interesting and attractive web site to allow immature people experience with Ballads from their appliances and phones.

6. Major Selling Idea
Major selling thought is the footing for the cardinal subject or message thought in an advertisement run ( Belch & A ; Belch. 2012 ) . Major selling thought is of import portion in originative scheme. The competitory advantage Ballads have over other rivals are differential advantages. it is created when a company’s merchandises or services differ from its rivals and are seen as better than a competitor’s merchandises by clients. Lays Seaweed have differential advantage in which it has an international acknowledgment and world-wide coverage. with historical background of making the murphy french friess and first-class leading over the old ages. made it possible for the leaders to work their manner up the corporate ladder. More advantages are being owned by a larger corporation like PepsiCo has advantages in its ain similar mass advertisement and an established name.

One word to depict the cardinal characteristic that can be used as competitory advantage for Lays Seaweed is “happiness” because eating the crispy and crunch murphy bit would do the consumers feel joy and happy to savor the delightful seaweed murphy bit which is alone as a bite. This “happiness” is strong and meaningful to appeal the mark audience. It has positive and good significance in many ways and all people wants to be happy. Therefore. The merchandising thought with subject of felicity will be interesting and draw people to cognize more about Lays Seaweed by devouring it. This major aid positioning the trade name and making a trade name image because it creates alone selling place in advancing a happiness merchandise.

6. Creative Scheme
7. 1. Ad Entreaty
Ballads Seaweed advertizement is emotional entreaty with happines and joy. The thought of the advertizement comes from the charming tree that can bring forth fresh murphy. It called the thaumaturgy tree because it has twinkles of pyrotechnic to make delightful murphy to go a fresh-cut- crispy murphy bit that Lays usage to the consumers.

7. 2. Execution Manner
The executing manner of this advertizement is dramatization. because it is dramatized the pictured with a tree and organize a pyrotechnic and murphy which burst out to go the murphy bit with seaweed flavorers.

7. 3. Creative Tacticss
Headline
The headline of this advertisement is “Happiness is closer than you think ” This headline is taking place of the ad therefore it placed in the centre of the advertizement with a part of bigger Hagiographas than others. The intent is to derive attending with the felicity in the capital size as it is the chief word of the advertizement. It is considered as indirect headline because it provokes wonder and motivates engagement of people to devour this Lays Seaweed. The headline is indirectly persuade people to eat Lays because it can make felicity. and felicity is easy to acquire as closer to the local food markets to purchase Lays Seaweed.

Subheadline
The subheadline is placed under the headline with the xanthous streamer to back up the headline. It is smaller the headline and larger than a transcript And stating the merchandise of the advertizement. Body Copy

Body transcript is the chief text part of a print ad. The organic structure copy support the headline and subheadline to execute a good and effectual advertizement. The organic structure transcript is carrying people to purchase the merchandise now and promise they will non repent to savor the Lays Seaweed. Ocular Elementss

The ocular elements of this advertizement is considered as colourful and merriment with the elements of the murphies corner and firework twinkle. The ballads seaweed is placed on the down right of the advertizement to do consumers concentrate on the advertizement every bit much as the merchandise. The ocular elements compliment to each other with the background of a cheery twenty-four hours with green grass. The visuals convey a strong meaningful image and congratulate the headline. subheadline and organic structure transcript. Layout

Layout is the physical agreement of the assorted parts of the ad – headline. transcript and ocular The layout of the advertizement is blended together to execute a finished advertizement. The layout is centered to heighten the focal point of the people. so as the people see they will concentrate on the headline. the merchandises image. the subheadline and the organic structure transcript as all of them are congratulating each other elements. The layout if full image and has no white infinite to allow people concentrate on ocular and heighten the usage of effectual advertizement.

7. 4. Media Vehicle
Media vehicle is the specific bearer. publication or promotional piece used to transport an advertisement mesage ( Belch & A ; Belch. 2012 ) . The advertizement will be exposed in a print media of popular magazine in Indonesia. in the large promenade as an advertizement and as the point of purchase in food markets retail merchant. In the magazine. the advertizement will be placed on the back screen of magazine as it has more exposure instead than inside the pages of magazine. The range of possible purchasers exposed to the message are expected to be 60 % of audiences who see the advertizement. The audience will be exposed to the message for several times. but non excessively much to guarantee the client attending and non as a distressing advertizement. So. the frequence of being exposed to the media is from 3 – 10 exposures. While the coverage of the advertizement is people who live in urban metropolis where the advertizement is placed. particularly in the public topographic points where people are go throughing by.

The advantages of utilizing this scheme are it is certainly will garner consumer’s attending about the advertizement as it is alone. colourful and interesting. The arrangement of this advertizement in public infinites where people move a batch and passed by will increase the trade name consciousness and hive away the trade name advertisement in their memory so that when they go to food markets store. they want to purchase and seek the Lays Seaweed Flavor. The disadvantages is it is a inactive advertisement and some people may experience disturbed or disfavor towards the advertizement because it did non fit their perceptual experience. The company’s fiscal place is strong plenty and capable to do this advertizement run works because it is a top company in Indonesian which are topographic point in the top as the one of the company which holding high gross net incomes and income in Indonesia 8. Conclusion & A ; Recommendation

Ballads as one of trade name under the PT Indofood company has been known as an international murphy bit trade name that is sold in many states. particularly in Indonesia. Lays comes in many spirits but the focal point of the promotional run is the merchandise of Lays Seaweed Flavor because it is a possible merchandise to derive consumers involvements and ingestion. To make a originative IMC Plan. the mark markets are divided into demographic. geographic. behavioural and psychographic. The IMC aims of Lays Seaweed are determined through the response hierarchy and DAGMAR attack and concentrate urban and suburban market country with people aged between 10 -25 old ages old. The placement scheme is merchandise properties and benefits with a new IMC mix of Public dealingss. and Point of Purchase which will beef up the merchandise place in the market. The originative scheme and the advertizement is created to heighten the originative platform in order to develop Lays Seaweed in new and different ways. Furthermore it is recommended for the company to develop the public dealingss activities that benefits the development of immature people physically and emotionally by making an event such for adolescents such as motorcycle for merriment. competitions and contests other than sponsorships in order to make stronger values in the eyes of the mark market.

List of Mentions

Belch. B. & A ; . . 2009. Ad and Promotion. 8th penyunt. New York:
McGraw-Hill. Bloomberg Businessweek. 2014. Bloomberg Businessweek. viewed 6 May 2014

Circle K. 2014. Circle K Indonesia. viewed 6 May 2014

FritoLay. 2014. History. . viewed 8 May 2014

Haight. D. . 2005. Ad and the hereafter of print media. Pulp & A ; Paper. 79 ( 2 ) . p. 64. Penetrations. S. B. . 2014. US Framework and VALS™ Types. . viewed 8 May 2014

Ballads Indonesia. 2014. Put Indonesia Facebook. viewed 10 May 2014

Ballads. 2013. Lays. . viewed 5 May 2014

PT Indofood. 2010. Indofood CBP. . viewed 6 May 2014

Reid. D. M. . 2001. Constructing Strong Brands through the Management of Integrated Marketing Communication. International Journal of Wine Marketing. vol. 14. no. 3. pp. 37-50. Review. W. P. . 2014. Indonesia World Population Review. . viewed 8 May 2014 & lt ; hypertext transfer protocol: //worldpopulationreview. com/countries/indonesia-population/ & gt ; Riley. J. . 2012. Promotion – public dealingss & A ; sponsorship. viewed 10 May 2014

Strategic Business Insights. 2014. Stragegic Business Insights. viewed 10 May 2014

Sulung. A. . 2010. Julie for Lay’s. . viewed 10 May 2014

Tanenbaum. K. . 2014. Nosh Food Rewind: A History of Our Favorite Treats. . viewed 8 May 2014

Zimuto. J. . 2013. The Percept Of Small And Medium Enterprises ( SMES ) Selling Directors on IMC Strategy in Zimbabwe. Diaries of Humanistic disciplines. Science & A ; Commerce. vol. 4. no. 3. pp. 95-100.

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