Payame Noor University Communication Management in Sport Media 2345-5578 7 4 2020 06 21 Investigating Networking Capability of Sports Clubs in Ardabil Province Investigating Networking Capability of Sports Clubs in Ardabil Province 15 22 6665 10.30473/jsm.2020.50541.1373 FA Farzad Nobakht .Assistant Professor, Department of Physical Education and Sports Sciences, Faculty of Education Sciences and Psychology, University of Mohaghegh Ardabili, Ardabil, Iran Akram Faridi M.A. in Sports Management, Department of Physical Education and Sports Sciences, Faculty of Education Sciences and Psychology, University of Mohaghegh Ardabili, Ardabil, Iran Abbas Naghizadeh M.A. in Sports Management, Department of Physical Education and Sports Sciences, Faculty of Education Sciences and Psychology, University of Mohaghegh Ardabili, Ardabil, Iran Mehrdad Moharramzadeh Professor, Department of Physical Education and Sports Sciences, Faculty of Education Sciences and Psychology, University of Mohaghegh Ardabili, Ardabil, Iran Nasrin Azizian Kohan Assistant Professor, Department of Physical Education and Sports Sciences, Faculty of Education Sciences and Psychology, University of Mohaghegh Ardabili, Ardabil, Iran Journal Article 2019 12 27 The main purpose of this study was to investigate the networking capability of women’s sport clubs in Ardabil province in order to both benefit the clubs and promote the development of women's sports. It was a descriptive applied research. The statistical population of Ardabil sports club staff is 200 and based on Morgan table the sample size was estimated 120 people (n = 120). The data were collected through Business Networking Questionnaire. Cronbach's alpha was used to assess the reliability of the questionnaire. One-sample t-test and SPSS 20 software were also used to test the hypotheses. The results of this study showed that Ardabil women's clubs' product networking capability, processes, information system and organizational culture were significantly higher than the average (mean= 3 and significance level= 95%). Also, the networking of managers, staff and organizational structure were found to be significantly lower than the average. The results showed that by spreading culture of networking activities and changing the approach of managers and staff of women's clubs, new products can be developed for existing clubs. Also, standardizing processes and using new information systems can facilitate the networking process since existing clubs cannot develop on their own because of their small size. The main purpose of this study was to investigate the networking capability of women’s sport clubs in Ardabil province in order to both benefit the clubs and promote the development of women's sports. It was a descriptive applied research. The statistical population of Ardabil sports club staff is 200 and based on Morgan table the sample size was estimated 120 people (n = 120). The data were collected through Business Networking Questionnaire. Cronbach's alpha was used to assess the reliability of the questionnaire. One-sample t-test and SPSS 20 software were also used to test the hypotheses. The results of this study showed that Ardabil women's clubs' product networking capability, processes, information system and organizational culture were significantly higher than the average (mean= 3 and significance level= 95%). Also, the networking of managers, staff and organizational structure were found to be significantly lower than the average. The results showed that by spreading culture of networking activities and changing the approach of managers and staff of women's clubs, new products can be developed for existing clubs. Also, standardizing processes and using new information systems can facilitate the networking process since existing clubs cannot develop on their own because of their small size.

https://sportmedia.journals.pnu.ac.ir/article_6665_f96031a3c99f0aef56c85cc213dd2df2.pdf

Payame Noor University Communication Management in Sport Media 2345-5578 7 4 2020 06 21 An investigation of consumption-commenication`s emotions affected by well-known sports mascots in explain consumers' behavioral intention: The moderating effect of gender An investigation of consumption-commenication`s emotions affected by well-known sports mascots in explain consumers' behavioral intention: The moderating effect of gender 23 36 6663 10.30473/jsm.2020.51003.1381 FA Rasool Norouzi Seyed Hossini Assistant Professor in Sports Management, Physical Education Department, Humanities Faculty, Tarbiat Modares University Erfan Moradi Ph.D. Student in Sports Management, Physical Education Department, Humanities Faculty, Tarbiat Modares University Journal Article 2020 01 18 Consumption Emotions from the perspective of consumers can be the basis for their mental involvement with their desired product and this mental conflict can be expected to be deeply and effective on consumers' behavioral intentions when it is linked to sport and associated phenomena such as sports symbols or mascots.Therefore, the purpose of the present study is to analyze the consumption- commination`s emotions influenced by well-known sports mascots (case study: Puma brand) in explaining consumer behavioral intentions with a consideration of the gender moderating effect. The methodology of this study is descriptive-survey and by purpose, it is a type of applied study. Estimation of sample size in this study was done using SPSS Sample power software based on the objectives and assumptions of the research and using the tool considered (questionnaire)the assumptions considered in the form of statistical methods were analyzed by Smart PLS 3 software. The findings of this study indicate that consuming emotions consisting of arousal and pleasure have a positive and significant effect on the behavioral intentions of consumers affected by Puma sports mascots; On the other hand, the role and effect of gender modulation in the causal relationship between arousal on behavioral intention was rejected and the effect of pleasure on behavioral intention was confirmed; in other words, the gender variable has moderate the relationship between pleasure on behavioral intentions. It is therefore recommended to marketers and practitioners the psychological-communicational characteristics (feeling of pleasure) of different groups affected bywell-known sports mascots are increasingly taken into consideration. Consumption Emotions from the perspective of consumers can be the basis for their mental involvement with their desired product and this mental conflict can be expected to be deeply and effective on consumers' behavioral intentions when it is linked to sport and associated phenomena such as sports symbols or mascots.Therefore, the purpose of the present study is to analyze the consumption- commination`s emotions influenced by well-known sports mascots (case study: Puma brand) in explaining consumer behavioral intentions with a consideration of the gender moderating effect. The methodology of this study is descriptive-survey and by purpose, it is a type of applied study. Estimation of sample size in this study was done using SPSS Sample power software based on the objectives and assumptions of the research and using the tool considered (questionnaire)the assumptions considered in the form of statistical methods were analyzed by Smart PLS 3 software. The findings of this study indicate that consuming emotions consisting of arousal and pleasure have a positive and significant effect on the behavioral intentions of consumers affected by Puma sports mascots; On the other hand, the role and effect of gender modulation in the causal relationship between arousal on behavioral intention was rejected and the effect of pleasure on behavioral intention was confirmed; in other words, the gender variable has moderate the relationship between pleasure on behavioral intentions. It is therefore recommended to marketers and practitioners the psychological-communicational characteristics (feeling of pleasure) of different groups affected bywell-known sports mascots are increasingly taken into consideration.

https://sportmedia.journals.pnu.ac.ir/article_6663_e80d595df59b0853579a38fda6304a63.pdf

Payame Noor University Communication Management in Sport Media 2345-5578 7 4 2020 06 21 Explaining the Consequences of Human Brand Personality Appeal in Sports TV Programs(Case Study: Navad TV Program) Explaining the Consequences of Human Brand Personality Appeal in Sports TV Programs(Case Study: Navad TV Program) 37 52 6615 10.30473/jsm.2020.49363.1359 FA Vahid Makizadeh Assistant Professor in Business Management, Hormozgan University, Bandar Abbas Adel Mohebbi M. A. in Business Management, Islamic Azad University, Bandar abbas Fatemeh Sharaei M. A. in Strategic Management, Tarbiat Modares University, Tehran Journal Article 2019 10 28 The Purpose of this paper is to investigate the consequences of brand personality appeal (BPA) in the sports program (90 TVprogram). After the literature review and inline with the previous researches, thetheoretical framework was presented and tested. This research used convenience sampling as a sampling method. The reliability of the questionnaire was 0.876 using Cronbach's alpha coefficient.Hypotheses were tested by confirmatory factor analysis (CFA) and structural equation modeling (SEM) using Amos 24 software.The results indicate that advertising appeal has positive impact on brand personality appeal. Brand personality appeal also has positive impact on relationship quality, brand loyalty, and brand attachment. Relationship quality and brand loyalty also have positive impact on word of mouth. Attachment to the brand has positive impact on relationship quality and brand loyalty. The Purpose of this paper is to investigate the consequences of brand personality appeal (BPA) in the sports program (90 TVprogram). After the literature review and inline with the previous researches, thetheoretical framework was presented and tested. This research used convenience sampling as a sampling method. The reliability of the questionnaire was 0.876 using Cronbach's alpha coefficient.Hypotheses were tested by confirmatory factor analysis (CFA) and structural equation modeling (SEM) using Amos 24 software.The results indicate that advertising appeal has positive impact on brand personality appeal. Brand personality appeal also has positive impact on relationship quality, brand loyalty, and brand attachment. Relationship quality and brand loyalty also have positive impact on word of mouth. Attachment to the brand has positive impact on relationship quality and brand loyalty.

https://sportmedia.journals.pnu.ac.ir/article_6615_10764f356ff120e36485b84bf03d7ea7.pdf

Payame Noor University Communication Management in Sport Media 2345-5578 7 4 2020 06 21 Investigating the Effect of Advertising by the Famous Sports Figures on the Tendency to Buy Sports and non-sports Goods: A Quasi-Experimental Study Investigating the Effect of Advertising by the Famous Sports Figures on the Tendency to Buy Sports and non-sports Goods: A Quasi-Experimental Study 53 64 6666 10.30473/jsm.2020.50420.1371 FA Amir Hossein Sepehrian M.A. in Sports Management, Faculty of Sport Sciences, Ferdowsi University of Mashhad Seyed Morteza Azimzadeh Assistant Professor in Sports Management, Faculty of Sport Sciences, Ferdowsi University of Mashhad Mohammad Keshtidar Associate Professor in Sports Management, Faculty of Sport Sciences, Ferdowsi University of Mashhad Journal Article 2019 12 22 Nowadays, identifying the factors influencing consumer purchase behavior has come at the forefront of corporate attention. Therefore, this study was conducted to investigate the impact of advertising using celebrity athletes on the intention to purchase sports and non-sports goods. This is an applied study that employs a quasi-experimental method. This study was conducted as a pre-test and post-test on an available and voluntary sample of 150 sports sciences students of the Ferdowsi University of Mashhad. Data were collected using Zaichkowski’s Standardized Purchase Intention Questionnaire (1985) by SPSS version 23. Descriptive and inferential statistical methods were investigated. The results showed that celebrity athlete endorsement had a significant positive effect on the intention to purchase sports and non-sports goods. However, celebrity athlete endorsement has increased the intention to purchase sports goods significantly more than the intention to purchase non- sports goods. Thus, the use of celebrity athletes in advertising can exert a significant and beneficial influence on the behavior and intention of consumers to purchase sporting and non-sports goods. A celebrity endorser is advised to have the necessary expertise and knowledge about the prodeucts that he/she wants to advertise. Nowadays, identifying the factors influencing consumer purchase behavior has come at the forefront of corporate attention. Therefore, this study was conducted to investigate the impact of advertising using celebrity athletes on the intention to purchase sports and non-sports goods. This is an applied study that employs a quasi-experimental method. This study was conducted as a pre-test and post-test on an available and voluntary sample of 150 sports sciences students of the Ferdowsi University of Mashhad. Data were collected using Zaichkowski’s Standardized Purchase Intention Questionnaire (1985) by SPSS version 23. Descriptive and inferential statistical methods were investigated. The results showed that celebrity athlete endorsement had a significant positive effect on the intention to purchase sports and non-sports goods. However, celebrity athlete endorsement has increased the intention to purchase sports goods significantly more than the intention to purchase non- sports goods. Thus, the use of celebrity athletes in advertising can exert a significant and beneficial influence on the behavior and intention of consumers to purchase sporting and non-sports goods. A celebrity endorser is advised to have the necessary expertise and knowledge about the prodeucts that he/she wants to advertise.

https://sportmedia.journals.pnu.ac.ir/article_6666_85b4996e4f81c45c9a9a43f9e5b5829d.pdf

Payame Noor University Communication Management in Sport Media 2345-5578 7 4 2020 06 21 The Effect of Instagram Advertising Indices on the Immediate and Hidden Behavioral Response of Sporting Goods Consumers The Effect of Instagram Advertising Indices on the Immediate and Hidden Behavioral Response of Sporting Goods Consumers 65 78 6662 10.30473/jsm.2020.51829.1393 FA Hossein Mansouri Ph.D. Student in Sports Management, Department of Sport Sciences, Kurdistan University, Sanandaj, Iran 0000-0002-7982-7478 Moslem Gholami M. A. in Sports Management, Department of Sport Sciences, Kurdistan University, Sanandaj, Iran Saeed Sadeghi Boroujerdi Professor in Sports Management, Department of Sport Sciences, Kurdistan University, Sanandaj, Iran Meysam Sadeghi Ph.D. Student in Sports Management, Department of Sport Sciences, Tarbiat Modares University, Tehran, Iran Journal Article 2020 02 29 The purpose of this study was to investigate the effect of Instagram advertising indices on the immediate and hidden behavioral response of sporting consumers. The statistical population of this study consists of consumers of sporting goods in Tehran Monirieh market who areusing Instagram. 341 questionnaires were used. Data analysis was performed using Smart-PLS software. The results showed that tendency index with 0.32 had the most effect on immediate behavioral responses and knowledge with 0.24, awareness with 0.216 and persuasion with 0.156 had the most effect on behavioral responses, while persuading with 0.284 had the most effect on hidden behavioral responses and awareness with 0.268, tendency with 0.244 and knowledge with 0.22 had effect on hidden behavioral responses, respectively. Expressing the benefits, added value, potential benefits of purchasing a product on Instagram and displaying product consumption by celebrities, such as heroes and artists, promotes sports marketing on Instagram, enhancing consumer interest and persuading consumers to shop and creativity in advertising can affect this relationship. Interacting and engaging through social media greatly facilitates the process of creating a stable intimate relationships between the company, its products and customers and it causes immediate and hidden positive behaviors such as transferring information and posts, interacting, and ultimately it leads to consumer purchasing behavior The purpose of this study was to investigate the effect of Instagram advertising indices on the immediate and hidden behavioral response of sporting consumers. The statistical population of this study consists of consumers of sporting goods in Tehran Monirieh market who areusing Instagram. 341 questionnaires were used. Data analysis was performed using Smart-PLS software. The results showed that tendency index with 0.32 had the most effect on immediate behavioral responses and knowledge with 0.24, awareness with 0.216 and persuasion with 0.156 had the most effect on behavioral responses, while persuading with 0.284 had the most effect on hidden behavioral responses and awareness with 0.268, tendency with 0.244 and knowledge with 0.22 had effect on hidden behavioral responses, respectively. Expressing the benefits, added value, potential benefits of purchasing a product on Instagram and displaying product consumption by celebrities, such as heroes and artists, promotes sports marketing on Instagram, enhancing consumer interest and persuading consumers to shop and creativity in advertising can affect this relationship. Interacting and engaging through social media greatly facilitates the process of creating a stable intimate relationships between the company, its products and customers and it causes immediate and hidden positive behaviors such as transferring information and posts, interacting, and ultimately it leads to consumer purchasing behavior

https://sportmedia.journals.pnu.ac.ir/article_6662_06fd21e1475740a4346a9e626e76f2e8.pdf

Payame Noor University Communication Management in Sport Media 2345-5578 7 4 2020 06 21 The Role of Modern Knowledge Management Processes in the Strategy of Sustainable Competitive Advantage (Case Study: Sports Media Staff of Isfahan Province) The Role of Modern Knowledge Management Processes in the Strategy of Sustainable Competitive Advantage (Case Study: Sports Media Staff of Isfahan Province) 79 98 5448 10.30473/jsm.2019.42624.1280 FA Ehsan Namdar Joyami Ph. D. Student in Human Resources, Department of Public Administration, Sistan and Baluchestan University, Zahedan, Iran. 0000-0001-6380-8646 Seyed Aligholi Rowshan Associate Professor, Department of Public Administration, Sistan and Baluchestan University, Zahedan, Iran. Noor Mohammad Yaghoubi Professor, Department of Public Administration, Sistan and Baluchestan University, Zahedan, Iran. Journal Article 2018 12 07 The purpose of this research is to investigate the role of modern knowledge management processes in the strategy of sustainable competitive advantage among sports media staffs in Isfahan province. To investigate this, a major hypothesis and six partial hypotheses have been developed. The main hypothesis deals with the role of modern knowledge management processes in sustaining competitive advantage; and partial assumptions about the role of the dimensions of modern knowledge management processes (knowledge identification - the goals of cognitive science-knowledge production- Knowledge storage - Knowledge sharing - Knowledge use) in a sustainable competitive advantage. All assumptions were confirmed and their rates for the main hypothesis and sub-hypotheses are 0.34 and 0.38, 0.41, 0.41, 0.38, 0.33, 0.40 respectively. The present study is a descriptive-survey based on the purpose of data collection. The statistical population of this research is the sports media staff in Isfahan province with a population of 580 people. The sampling method is simple random. The sample size is 231 according to Morgan's table. By increasing one unit in knowledge management processes, the sustained competitive advantage will increase 0.34 units. If the organization needs to be knowledgeable and appropriate to the needs of the community and industry, identify the knowledge needed and target it, and adapt to that appropriate strategy and produce the required knowledge, then this knowledge will be stored in the enterprise memory and be exposed to those who need that knowledge and practice, and this can be the leading media organization that has a competitive edge in offering competition with other media organizations in the country. Each organization, according to its location in the local sector, should focus on other areas of science on its indigenous and regional knowledge. Knowledge and effective use of it and quick acquisition and use of new knowledge are the only sources of sustainable competitive advantage. The purpose of this research is to investigate the role of modern knowledge management processes in the strategy of sustainable competitive advantage among sports media staffs in Isfahan province. To investigate this, a major hypothesis and six partial hypotheses have been developed. The main hypothesis deals with the role of modern knowledge management processes in sustaining competitive advantage; and partial assumptions about the role of the dimensions of modern knowledge management processes (knowledge identification - the goals of cognitive science-knowledge production- Knowledge storage - Knowledge sharing - Knowledge use) in a sustainable competitive advantage. All assumptions were confirmed and their rates for the main hypothesis and sub-hypotheses are 0.34 and 0.38, 0.41, 0.41, 0.38, 0.33, 0.40 respectively. The present study is a descriptive-survey based on the purpose of data collection. The statistical population of this research is the sports media staff in Isfahan province with a population of 580 people. The sampling method is simple random. The sample size is 231 according to Morgan's table. By increasing one unit in knowledge management processes, the sustained competitive advantage will increase 0.34 units. If the organization needs to be knowledgeable and appropriate to the needs of the community and industry, identify the knowledge needed and target it, and adapt to that appropriate strategy and produce the required knowledge, then this knowledge will be stored in the enterprise memory and be exposed to those who need that knowledge and practice, and this can be the leading media organization that has a competitive edge in offering competition with other media organizations in the country. Each organization, according to its location in the local sector, should focus on other areas of science on its indigenous and regional knowledge. Knowledge and effective use of it and quick acquisition and use of new knowledge are the only sources of sustainable competitive advantage.

https://sportmedia.journals.pnu.ac.ir/article_5448_20258140c0b4da7f24b86b4a6bab852e.pdf

Payame Noor University Communication Management in Sport Media 2345-5578 7 4 2020 06 21 Effect of Social Media Marketing on Brand Equity and the Response of Persepolis Football Fans Effect of Social Media Marketing on Brand Equity and the Response of Persepolis Football Fans 99 112 6614 10.30473/jsm.2020.49661.1362 FA Sardar Mohammadi Associate Professor in Sports Management, University of Kurdistan Arash Zarei M.A. in Sports Marketing, University of Kurdistan 0009-0003-8402-5925 Journal Article 2019 11 09 The purpose of this study was to review the effect of social network on word of mouth advertising due to loyalty and attachment to the brand in Iran Football Premier League.The present study aimed to investigate the effect of social media marketing on brand equity and the response of Persepolis football fans. Descriptive correlational method was used. The statistical population of the study consisted of all the fans of Persepolis Football Club. To cllect data, 315 questionnaires were collected online at www.porsline.ir and after excluding altered and incomplete questionnaires, 310 acceptable questionnaires were analyzed. Furthermore, a modified Seo and Park questionnaire (2018) was used that includes 23 questions that it’s face and content validities were assessed using the opinion of several professors, its convergent and divergent validity were assessed using confirmatory factor analysis and its internal validity was confirmed by Cronbach's alpha. To analyze the data, descriptive statistics and Structural Equation Modeling were used. The results indicated a significant and positive prediction of social media marketing about brand awareness changes and brand image changes, 0.5% and 1.2%, respectively. Moreover, the study found that brand awareness has a positive effect on verbal advertising and brand commitment. The brand image was also found as having significant effect on verbal advertising and brand commitment. Therefore, the ability of social media space, applied with a well- designed scientific framework, will be highly effective and football clubs can use this space and also their fans to provide services and products that can make a proper income for the club. The purpose of this study was to review the effect of social network on word of mouth advertising due to loyalty and attachment to the brand in Iran Football Premier League.The present study aimed to investigate the effect of social media marketing on brand equity and the response of Persepolis football fans. Descriptive correlational method was used. The statistical population of the study consisted of all the fans of Persepolis Football Club. To cllect data, 315 questionnaires were collected online at www.porsline.ir and after excluding altered and incomplete questionnaires, 310 acceptable questionnaires were analyzed. Furthermore, a modified Seo and Park questionnaire (2018) was used that includes 23 questions that it’s face and content validities were assessed using the opinion of several professors, its convergent and divergent validity were assessed using confirmatory factor analysis and its internal validity was confirmed by Cronbach's alpha. To analyze the data, descriptive statistics and Structural Equation Modeling were used. The results indicated a significant and positive prediction of social media marketing about brand awareness changes and brand image changes, 0.5% and 1.2%, respectively. Moreover, the study found that brand awareness has a positive effect on verbal advertising and brand commitment. The brand image was also found as having significant effect on verbal advertising and brand commitment. Therefore, the ability of social media space, applied with a well- designed scientific framework, will be highly effective and football clubs can use this space and also their fans to provide services and products that can make a proper income for the club.

https://sportmedia.journals.pnu.ac.ir/article_6614_7d67e48d663df69f7068d1f9781897a0.pdf

Payame Noor University Communication Management in Sport Media 2345-5578 7 4 2020 06 21 Comparison of Sports Coverage on the Websites of Education Ministry in Provinces with Emphasis on Sports Fields and the Relationship between News and Educational Grade Comparison of Sports Coverage on the Websites of Education Ministry in Provinces with Emphasis on Sports Fields and the Relationship between News and Educational Grade 113 124 6616 10.30473/jsm.2020.46372.1327 FA Hamid Ghasemi Associate Professor in Sports Management, Payam Noor University Masoumeh Hosseini Assistant Professor in Sports Management, Payam Noor University Hassan Ameri Asl M.A. in Sports Media Management, Karaj Payam Noor University Journal Article 2019 05 21 With the advent of Internet and joined computer networks in the world today, the first point of contact between users is the organization and services. The aim of this study was to compare the sports coverage on the websites of the education Ministry in different provinces with an emphasis on sports related news and how much the news is informative in 2014. The research method was descriptive in terms of strategy and applied in terms of purpose. The population was all the websites of education ministry administrations in all provinces equal to 31 websites due to 31 provinces and total population sampling was used. The measurement tool was coding sheets that it’s face validity was confirmed by 5 sports and communication management specialists and its reliability coefficient was obtained 0.8 based on Scott's formula. Pearson Chi-square test was used for research hypotheses. Results showed that the content of the websites of the provinces have significant differences in terms of sports fields (Futsal 7.4%, Volleyball 7.2%, Track and Field 5.3%) educational grades (Primary Schools 16.6%, Secondary schools 7.4% and high schools 10.5%) level of events (regional 44.7%, Provincial 31.3%,...). Therefore, according to the research findings, it is suggested to sports officials in education ministry that in addition to popular sports fields (Football, Futsal, and Volleyball), pay attention to other sports fields as well. With the advent of Internet and joined computer networks in the world today, the first point of contact between users is the organization and services. The aim of this study was to compare the sports coverage on the websites of the education Ministry in different provinces with an emphasis on sports related news and how much the news is informative in 2014. The research method was descriptive in terms of strategy and applied in terms of purpose. The population was all the websites of education ministry administrations in all provinces equal to 31 websites due to 31 provinces and total population sampling was used. The measurement tool was coding sheets that it’s face validity was confirmed by 5 sports and communication management specialists and its reliability coefficient was obtained 0.8 based on Scott's formula. Pearson Chi-square test was used for research hypotheses. Results showed that the content of the websites of the provinces have significant differences in terms of sports fields (Futsal 7.4%, Volleyball 7.2%, Track and Field 5.3%) educational grades (Primary Schools 16.6%, Secondary schools 7.4% and high schools 10.5%) level of events (regional 44.7%, Provincial 31.3%,...). Therefore, according to the research findings, it is suggested to sports officials in education ministry that in addition to popular sports fields (Football, Futsal, and Volleyball), pay attention to other sports fields as well.

https://sportmedia.journals.pnu.ac.ir/article_6616_1d0b08722dea731ac39f06c428745a8e.pdf