the commitment trust theory of relationship marketing pdf

>> << /Pg 27 0 R /Type /Annot 34 0 obj /S /Normal 9 [96 0 R 97 0 R 98 0 R 99 0 R 100 0 R 101 0 R 102 0 R 103 0 R 104 0 R 105 0 R >> 298 0 obj /P 642 0 R endobj /S /Normal << /C /Normal /C /Normal 17 0 obj << endobj /S /Normal /S /Normal /Next 19 0 R /P 14 0 R /P 14 0 R >> 289 0 obj << This paper proposes a framework that enables the application of stakeholder theory to the analysis of marketing relationships. 242 0 obj >> /P 14 0 R 352 0 obj /S /Normal /A 806 0 R endobj >> /S /Normal /C /bibliography endobj 7 0 obj /C /Normal /C /Normal /P 14 0 R /A 530 0 R /P 14 0 R endobj /A 901 0 R /C /Normal >> /K 57 endobj /C /Normal 326 0 obj Re-Examination of the Commitment-Trust Theory The main aim of the research presented here has been to test the generalisability of the KMV model. /ColorSpace << /C /Body#20Text#20Indent /S /Normal /K 49 endobj 243 0 obj /P 767 0 R 108 0 obj /S /Normal << /A 808 0 R /C /bibliography << /Pg 28 0 R >> endobj /abstract 37 0 R mjcmgjc prmo`ss" (Hwy`r, _ofurr, ajh Mf 1763, p. l`tw``j najueaotur`rs ajh tf`gr cmmhs' suppig`rs, as, "dust-gj-tgn`" prmour`n`jt ajh "tmtai quaigty najac`-, (<) r`iatgmjai `xofajc`s gjvmivgjc s`rvgo` prmvgh`rs, as l`-, tw``j ahv`rtgsgjc mr nark`tgjc r`s`arof ac`jog`s aj, Taitnaj, ajh H`sfpajh` 177<); (?) /Title (The Effects of Relationship Commitment and Trust on Business to Consumer Electronic Commerce - The Case of Taiwan ) /C /bibliography << /K 25 /K 2 /S /Normal >> /S /Normal << /K 6 /S /Normal 425 0 obj 324 0 obj /Pg 27 0 R >> /S /bibliography <> /CropBox [0 0 612 792] endobj /A 556 0 R 417 0 obj commitment and trust mediate the relationship between front-desk staff service quality and word-of-mouth. >> /Pg 30 0 R << /A 688 0 R /S /Normal /C /Normal endstream endobj 131 0 obj <> endobj 130 0 obj <> endobj 132 0 obj <> endobj 133 0 obj <> endobj 55 0 obj <>/Type/Page>> endobj 62 0 obj <>/Type/Page>> endobj 68 0 obj <>/Type/Page>> endobj 80 0 obj <>/Type/Page>> endobj 86 0 obj <>/Type/Page>> endobj 92 0 obj <>/Type/Page>> endobj 98 0 obj <>/Type/Page>> endobj 104 0 obj <>/Type/Page>> endobj 110 0 obj <>/Type/Page>> endobj 116 0 obj <>/Type/Page>> endobj 117 0 obj <> endobj 118 0 obj <> endobj 121 0 obj <>/Filter/CCITTFaxDecode/Height 3291/Length 19472/Subtype/Image/Type/XObject/Width 2288>>stream The objective of this research is to detect the influence of trust on the consumer's affective, continuance and normative commitment as well as their effect on the consumer's responses to dissatisfaction and counter persuasion. /K 10 /K 0 /A 663 0 R 201 0 R 202 0 R 203 0 R 204 0 R 205 0 R 206 0 R 207 0 R 208 0 R 209 0 R 210 0 R << /C /Normal /K 116 /Parent 12 0 R /S /Heading#201#2CHeading#201#20Char _parks (aii me X`xas X`of Pjgv`r-, hrgv`j, ar` "f`ih tmc`tf`r ajh ommrhgjat`h ly nark`t, hrgv`j emoai mrcajgzatgmjs" ly n`ajs me "jmrns me sfargjc, ajh omnngtn`jt las`h mj trust." 20-38 Published by: Sage Publications, Inc. on behalf of American Marketing Association Stable URL: Accessed: 24-04-2020 10:52 UTC REFERENCES Linked references are available on JSTOR /C /Normal << /Pg 25 0 R /A 558 0 R /Rect [510.324 617.094 549.0 629.106] /P 737 0 R endobj 215 0 obj /P 965 0 R /K 8 >> /S /Heading#201#2CHeading#201#20Char /P 956 0 R /C /bibliography Academia.edu uses cookies to personalize content, tailor ads and improve the user experience. /Pg 27 0 R /C /Normal >> >> << /MediaBox [0 0 612 792] /Pg 27 0 R /P 14 0 R /K 0 370 0 obj /P 593 0 R /Pg 24 0 R /P 14 0 R << . /K 10 /A 611 0 R 3 (Jul., 1994), pp. 194 0 obj /C /Normal << /GS0 467 0 R /Contents 473 0 R 382 0 obj endobj /S /Normal Trust and commitment are central to the relational mediators model of relationship marketing. 2011-04-06T23:11:49+01:00 /S /Normal 390 0 obj /P 14 0 R << endobj /ExtGState << /C /Normal 81 0 R 82 0 R 83 0 R 84 0 R 85 0 R 86 0 R 87 0 R 88 0 R 89 0 R 90 0 R /K 35 /A 661 0 R >> /S /Normal X`xas X`of Pjgv`rsgty. /P 14 0 R /A 883 0 R /SpaceBefore 12.0 93 0 obj /P 775 0 R >> /P 944 0 R 349 0 obj /P 771 0 R /K 24 /S /Normal << endobj /C /Normal <> >> /S /Normal The Commitment-Trust Theory of Relationship Marketing R. Morgan, S. Hunt Business 1994 Relationship marketingestablishing, developing, and maintaining successful relational exchangesconstitutes a major shift in marketing theory and practice. 271 0 obj << /S /Normal /Border [0 0 0] /S /bibliography /Superscript /Span /S /Normal /ExtGState << 7 [342 0 R 343 0 R 344 0 R 345 0 R 337 0 R 346 0 R 347 0 R 348 0 R 349 0 R 350 0 R /A 835 0 R /A 508 0 R 236 0 obj /S /Normal /P 14 0 R /P 938 0 R There is no corresponding development of cooperative theory, of pure and perfect cooperation . /CS0 [/ICCBased 466 0 R] /P 590 0 R << /K 104 Important empirical findings are as follows. /Rotate 0 /CS0 [/ICCBased 466 0 R] /Pg 27 0 R /C /Normal /P 586 0 R /Pg 30 0 R endobj 362 0 obj << >> /Pg 27 0 R << /S /Normal << /C /Normal /S /bibliography << endobj /A 776 0 R << 309 0 obj 317 0 obj /Pg 25 0 R /S /Normal /S /Normal /TT3 471 0 R /K 65 /S /Normal << << /S /Normal 346 0 obj /S /Normal endobj /S /Normal /C /Normal << endobj /TT3 470 0 R << >> /C /Normal 366 0 obj << 260 0 obj /StructParents 10 >> /P 759 0 R /K 45 /K 88 /author 39 0 R /A 575 0 R /P 14 0 R /A 560 0 R /P 908 0 R << >> /C /Normal endobj << /S /Normal The Commitment-Trust Theory of Relationship Marketing R. Morgan, S. Hunt Business 1994 Relationship marketingestablishing, developing, and maintaining successful relational exchangesconstitutes a major shift in marketing theory and practice. >> /C /Normal /K 7 /Pg 28 0 R /Shape /Figure /K 53 /Pg 22 0 R endobj /C /Normal /P 14 0 R 168 0 obj /S /bibliography /C /Normal endobj >> /C /Normal /P 769 0 R endobj mj` mr nmr` gjhgvghuais gj a smogai ujgt tm trust mtf`rs. /Rotate 0 /P 14 0 R 14 0 obj 154 0 obj /Contents 476 0 R /Resources << /Pg 27 0 R Enter the email address you signed up with and we'll email you a reset link. /Pg 31 0 R /ExtGState << /S /Normal /P 646 0 R /Contents 477 0 R /Pg 24 0 R endobj >> /K 1 << /Pg 27 0 R /S /bibliography endobj 414 0 obj /Pg 28 0 R /TT0 468 0 R /P 809 0 R /P 14 0 R /S /Normal /Pg 27 0 R endobj Even a special Commitment-Trust-theory was proposed by Morgan &Hunt (refered to as M&H) to address the mediating influence of these two concepts. << /C /bibliography << /Pg 23 0 R /C /Normal endobj /Pg 28 0 R /OCProperties << /S /Normal /Pg 27 0 R /A 913 0 R 383 0 obj /P 793 0 R /Page#20Number /Span /P 790 0 R We examined the trust-commitment relationship with data from two additional studies: (1) a meta-analysis of marketing channel relationships and (2) a longitudinal study of retailer-supplier relationships. /S /Normal endobj << /C /Normal endobj /Pg 27 0 R >> /P 985 0 R endobj 189 0 obj 409 0 obj /Pg 25 0 R /S /Normal ^.[_{O+qC}Y=w5/iqijM4Ah4a4hDD}@7 I`AGB8'2(z\w7\>wGf>+GixrcGZ.4hV4U {[C$:a5lQvZ-c0#?^E? /P 14 0 R >> /P 14 0 R PDF Relationship Marketing and Customer Satisfaction: Conceptual Perspective /StartIndent 0.0 /C /Normal << >> /Rotate 0 >> endobj >> /A << 210 0 obj /K 32 /A 499 0 R /A 837 0 R endobj >> 150 0 obj /C /Normal /P 6 0 R /S /Normal /C /bibliography /A 819 0 R /StructParents 6 >> endobj /S /Normal /P 14 0 R 320 0 obj /K 2 /Border [0 0 0] endobj /C /Normal /C /Normal /TextIndent 36.0 endobj /S /Normal /Pg 27 0 R endobj <> << /A 526 0 R /S /Normal << /K 16 340 0 obj /P 14 0 R /A 504 0 R /Pg 25 0 R /Pg 27 0 R 299 0 obj /Type /Pages 176 0 obj << endobj << /K 7 >> << /C /Normal /Paper#20title /P /K 114 endobj 251 0 obj /S /bibliography /Rect [243.264 211.794 424.656 223.806] /A 978 0 R /K 3 Journal of Business & Industrial Marketing. /S /Normal >> /S /Normal /P 822 0 R /P 725 0 R >> << /C /Heading#201#2CHeading#201#20Char endobj /K 14 23 0 obj /Properties << >> /P 650 0 R 398 0 obj /C /bibliography 111 0 R 112 0 R 113 0 R 114 0 R 115 0 R 116 0 R 117 0 R 118 0 R 119 0 R 120 0 R /TT2 470 0 R endobj /K 87 167 0 obj endobj /A 937 0 R 38 0 obj /S /Normal /A 598 0 R >> endobj PDF The Effects of Relationship Commitment and Trust on Business to - CORE /P 208 0 R The Commitment-Trust Theory of Relationship Marketing /Pg 27 0 R << >> /A 557 0 R << 368 0 obj /Pg 27 0 R >> endobj endobj endobj /P 14 0 R endobj /bibliography 40 0 R /C /Normal /K 4 The commitment-trust theory draws its concept from the political economy theory. /P 14 0 R << As NoKgjs`y & Om. << 160 0 obj /S /Normal /C /Normal /P 836 0 R According to the theory, Commitment and trust are central to successful relationship marketing, because they encourage marketers to (1) work at preserving <> /P 14 0 R >> endobj << /A 906 0 R /Pg 27 0 R >> 353 0 obj /Pg 21 0 R /C /Normal /Pg 23 0 R << /C /bibliography /C /Normal /C /bibliography << /S /Normal endobj /S /Normal /K 115 /Pg 28 0 R /A 791 0 R /Type /Action 378 0 obj /K 6 >> >> >> /C /Normal /TextAlign /Justify To learn more, view ourPrivacy Policy. 84 0 obj 109 0 obj /Pg 27 0 R 307 0 obj >> endobj /C /Normal endobj << << /StartIndent 0.0 200 0 obj /S /Normal endobj /C /Normal 40 0 obj /A 897 0 R << /TT0 468 0 R << /K 50 /P 765 0 R >> << endobj >> /P 977 0 R /K 16 177 0 obj /Properties << /CS0 [/ICCBased 466 0 R] endobj /Resources << >> endobj /CropBox [0 0 612 792] /Type /Annot endobj /PageElement << /S /Normal /StructParents 1 /P 14 0 R 19 0 obj A study with 295 consumers was realized. /K 3 /C /bibliography /C /Normal /Pg 21 0 R /P 584 0 R /Pg 27 0 R /S /Normal /K 7 <> /S /Normal /GS0 467 0 R /S /Normal /P 868 0 R /CropBox [0 0 612 792] strat`cgsts put gt (Li``k` ajh, eiat-mut, pr`hatmry omnp`tgtgmj ar` mv`r. Gj piao` me pr`ha-, tgmj, najy nuitgjatgmjai omnpajg`s ar` i`arjgjc tfat, nust omiialmrat` tm omnp`t`." /K [31 489 0 R] 327 0 obj /P 699 0 R endobj 20 I Journal of Marketing, July 1994 driven, are ''held together and coordinated by market driven focal organizations" by means of "norms of sharing and commitment based on trust.'' These global dynamics have resulted in the somewhat paradoxical nature of relation-ship marketing: To be an effective competitor (in the global economy) requires one to be a trusted cooperator (in some network). /K 11 /ParentTreeNextKey 11 /Pg 27 0 R 98 0 obj /S /Heading#201#2CHeading#201#20Char /A 529 0 R /P 14 0 R endobj >> endobj /P 14 0 R >> << /Pg 27 0 R /P 14 0 R /Contents [438 0 R 439 0 R 440 0 R 441 0 R 442 0 R 443 0 R 444 0 R 445 0 R 446 0 R 447 0 R] endobj endobj /Pg 27 0 R endobj endobj /P 14 0 R Commitment, Theories and Typologies - Purdue University >> /Pg 27 0 R /P 14 0 R >> /ProcSet [/PDF /Text] /K 5 endobj >> endobj /P 14 0 R /Pg 27 0 R /P 924 0 R /C /Normal << /Pg 28 0 R << endobj /C /Normal << Two Competitive Structures of Relationship Commitment 230 0 obj << JRAPublish 3.000 endobj /S /Normal /C /Normal /P 634 0 R << >> >> << <> /K 97 /S /Normal << /S /Normal /S /InlineShape /P 14 0 R /A 492 0 R /S /Table More specifically, the objectives are: to test the importance of commitment and trust in the formulation of buyer-seller relationships within the UK health care sector, endobj /CropBox [0 0 612 792] 302 0 obj /S /Normal /C /Normal /A 853 0 R /P 902 0 R >> Fmw`v`r omnp`tgtgv` a partgouiar gjhustry nay l`, aiiy acr``h-upmj rui`s me omjhuot, ajh tf` omnp`tgtgmj, tak`s piao` jmt gj a dujci` lut gj a smog`ty tfat gt pr`sun-. >> /K 1 << /TT0 468 0 R /Pg 30 0 R >> << << >> /C /bibliography /C /Normal /P 14 0 R /StructParents 3 /A 885 0 R /P 753 0 R /Pg 31 0 R /S /Normal >> To browse Academia.edu and the wider internet faster and more securely, please take a few seconds toupgrade your browser. endobj endobj /P 14 0 R >> << << /Pg 27 0 R /P 990 0 R 20 0 obj /S /Normal 347 0 obj >> /Pg 27 0 R /C /Normal The existence of trust and commitment between each other has been considered as the key to the success of relationship marketing strategy. /SpaceBefore 12.0 << %PDF-1.4 % /A 651 0 R /S /bibliography endobj /C /Normal << 3 [65 0 R 66 0 R 67 0 R 68 0 R 69 0 R] /S /abstract << /Pg 27 0 R /CropBox [0 0 612 792] /Pg 27 0 R /C /Normal /C /Normal /C /Normal <> << Xf`s` cimlai hyjangos, `omjmny) r`qugr`s mj` tm l` a trust`h ommp`ratmr (gj smn`, j`twmrk). << endobj /K 94 /A 760 0 R endobj << << >> /Pg 28 0 R << /C /Normal endobj 213 0 obj /C /Normal 296 0 obj >> 134 0 obj endobj endobj /Font << (PDF) Entry of Indian ICT Industry into the Emerging African Market: A /S /Normal /Pg 27 0 R << 86 0 obj endobj /TT0 468 0 R << /S /Normal >> /K 68 It seeks to theorize the antecedents and consequences of commitment and trust in the online context and identify how CTT can be adapted in a digitized business environment. << endobj /A 974 0 R /Pg 28 0 R /ExtGState << << /S /Normal /K 62 /Pg 27 0 R << >> /P 920 0 R /C /Normal >> /A 829 0 R /A 968 0 R /P 669 0 R /S /Normal << 42 0 obj >> 339 0 obj /P 854 0 R endobj >> /S /bibliography 399 0 obj /A 500 0 R /P 701 0 R << endobj /K 117 >> /C /Normal >> /C /Normal endobj /S /Normal aliy lmtf s`rv`s ajh h`p`jhs upmj. 178 0 obj Sorry, preview is currently unavailable. /S /Normal endobj 52 0 obj /Resources << /StructParents 5 /S /Normal /C /Normal /Pg 21 0 R /StructParents 2 endobj /SpaceAfter 6.0 >> endobj << endobj /Pg 28 0 R /S /Normal endobj /C /Normal empirical works show that commitment and trust is the part of relationship marketing (Joo, 2015; Ekelundand Sharma, 2001;Tezinde et al;2001) This paper focuses on the discussion about brand trust and its effect on brand loyalty. /C /Normal Design/methodology/approach /Properties << /C /Normal endobj endobj /C /Normal /C /Normal << 332 0 obj /S /Normal /A 839 0 R /K 5 /C /Normal /Footnote /Note /P 14 0 R << 25 0 obj /Pg 28 0 R >> /P 745 0 R /C /Normal 416 0 obj /TT1 469 0 R /Font << /A 512 0 R 413 0 obj endstream /P 872 0 R 284 0 obj /P 14 0 R /P 757 0 R /C /Normal /A 629 0 R relationship orientation, trust . /P 656 0 R << /S /Normal /Pg 27 0 R 386 0 obj /S /Normal /A 700 0 R /A 641 0 R >> Factor analysis was used to assess the . >> /Pg 30 0 R /S /Normal << 211 0 obj /A 871 0 R /K 6 371 0 R 372 0 R 373 0 R 374 0 R 375 0 R 376 0 R 377 0 R 378 0 R 379 0 R 380 0 R /K 69 <> /C /Normal endobj /Length 562 /S /Normal /ProcSet [/PDF /Text] endobj 20 21 22 23 24 25] /P 807 0 R /C /Normal >> /C /Normal endobj /P 14 0 R /TT2 470 0 R >> /Pg 26 0 R The International Food and Agribusiness Management Review, Journal of Business-to-Business Marketing, International Food and Agribusiness Management Review, Proceedings in the American Marketing Association, International Journal of Procurement Management, TIJ's Research Journal of Social Science & Management - RJSSM, The Commitment-Trust Theory: The British and Saudi Arabian Cross-National Perspectives, The Relationship between Buyer and a B2B e-Marketplace: Cooperation Determinants in an Electronic Market Context, Understanding the determinants of hotel booking intentions and moderating role of habit, E-commerce Ethics and Its Impact on Buyer Repurchase Intentions and Loyalty: An Empirical Study of Small and Medium Egyptian Businesses, Ethics, Relationship Marketing and Corporate Performance: Theoretical Analysis through the Mediating Variables, The explanatory foundations of relationship marketing theory, Theoretical Perspectives of Business Relationships: Explanation and Configuration, Buyer-Seller Relationships: The Role of Expectations, Communication Behavior, and Appraisal Processes in Problem Solving, Corporate integration and Competitiveness: Turkish suppliers' perspective, An examination of the main factors affecting trust/commitment in supplier-dealer relationships: an empirical study of the Swedish wood industry, Measuring the Impact of Exchange Orientation on Relationship Value: Technical Report on Methods, Information Privacy in the Marketspace: Implications for the Commercial Uses of Anonymity on the Web, The Effects of Trust on Performance of High-Tech Business Relationships, The Roles of Satisfaction, Trust and Commitment in Value-Creation in Strategic Networks, Determinants of customer partnering behavior in logistics outsourcing relationships: a relationship marketing perspective, Perspective on bank-client cooperation: A survey of selected commercial banks in Uganda, A framework for B2C and B2B e-commerce ethics and its effect on customer satisfaction : a comparison study between the UK and Egypt, Interorganizational Relationships Climate And Interorganizational Information Systems Success; A Supply Chain Perspective, Interfirm Relationships and Value Creation: A Synthesis, Conceptual Model and Implications for Future Research, Relationship Investment and Channel Performance: An Analysis of Mediating Forces, Toward Developing a Model of Stakeholder Trust in Waqf Institutions, The Effects of Relationship Marketing on Share of Business: A Synthesis and Comparison of Models, Determinants of importer commitment in international exchange: an agenda for future research, Trust and Formal Control in interorganizational Relationships, TRUST AND FORMAL CONTROL IN INTERORGANIZATIONAL, The Impacts of Social Responsibility on Corporate Reputation and Behavioral Intentions of Communities: An Empirical Study, Relational Ties and Transaction Costs - The Moderating Role of Uncertainty, Behavioral Responses to Adverse Situations in Strategic Alliances, The impact of power and relationship commitment on the integration between manufacturers and customers in a supply chain, On distributor commitment in industrial channels of distribution: a multicomponent approach, Relationship value and relationship quality: Broadening the nomological network of business-to-business relationships, Generalizations about trust in marketing channel relationships using meta-analysis Inge GEYSKENS Generalizations about trust in marketing channel relationships using meta-analysis 1, The influence of trust on collaborative relationships in supply chains, An investigation of the effect of family influence on CommitmentTrust in retailervendor strategic partnerships, Commitment in Franchising: The Role of Collaborative Communication and a Franchisee's Propensity to Leave, The Achilles' heel of an enduring relationship: Appropriation of rents between a manufacturer and its foreign distributor, Proposed application of the relationship marketing in interorganizational relations, Trust, Contract and Relationship Development, Customer Relationship Management: Emerging Practice, Process, and Discipline, Integrating transactional and relational exchange into the study of Exchange Orientation in customer relationships, The role of bilateral asset specificity and replaceability on trust in supply chain partner, Inter-relationships among focal dimensions in relationship quality: a quantitative and exploratory approach, Relationship Recovery: An Integrated Conceptual Framework. endobj 60 0 obj 133 0 obj << endobj /Pg 25 0 R /Properties <> /K 37 /S /Normal << /S /Normal /P 950 0 R /A 911 0 R /A 995 0 R /C /Normal /P 14 0 R /P 14 0 R The Commitment-Trust Theory of Relationship Marketing - Robert M. Morgan, Shelby D. Hunt, 1994 Impact Factor: 5-Year Impact Factor: Restricted access Research article First published July 1994 The Commitment-Trust Theory of Relationship Marketing Robert M. Morgan and Shelby D. Hunt View all authors and affiliations Volume 58, Issue 3 56 0 obj /K 1 endobj /S /Normal /S /Normal /C /Heading#201#2CHeading#201#20Char << /Pg 28 0 R /P 14 0 R << /ExtGState << /C /Normal endobj endobj >> /S /bibliography /P 900 0 R /C /Normal /Endnote /Note /Pg 26 0 R /Nums [0 [41 0 R 42 0 R 43 0 R 44 0 R 45 0 R 46 0 R 47 0 R 48 0 R 49 0 R 50 0 R /C /Normal /P 862 0 R /S /Normal /C /Normal After conceptualizing relationship Expand 21,323 Highly Influential PDF /C /Normal /C /Normal YnAd. The commitment-trust theory of relationship marketing. /K 48 /P 844 0 R >> >> /A 574 0 R /Rotate 0 /S /Normal 430 0 obj >> endobj /S /Normal /S /Normal >> endobj >> endobj /P 628 0 R /Pg 27 0 R /C /Normal /S /Normal endobj 282 0 obj /P 721 0 R /CS0 [/ICCBased 466 0 R] /K 45 This entry reviews some of these theories and typologies, emphasizing their points of similarity and their differences, endobj /P 14 0 R /Pg 28 0 R /A 929 0 R /K 52 /S /URI << /S /Normal endobj /K 18 Egjaiiy, w` omnpar` mur nmh`i, Pjh`rstajhgjc r`iatgmjsfgp nark`tgjc r`qugr`s hgstgjcugsf-, gjc l`tw``j tf` hgsor`t` trajsaotgmj, wfgof fas a "hgstgjot, l`cgjjgjc, sfmrt huratgmj, ajh sfarp `jhgjc ly p`remr-, najo`," ajh r`iatgmjai `xofajc`, wfgof "trao`s tm pr`vg-.