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Preface | |
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Leadership Concepts Essence, Enigma, Energy, and Effect | |
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Introduction | |
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Essence of Personal Leadership | |
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Necessary Elements and Ingredients | |
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Self-Awareness | |
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Perspective of Strengths and Weaknesses | |
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Sense of Reality | |
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See Through Objective Lenses | |
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Courage to Change | |
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Create Ideas and Take Risks | |
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Compassion and Passion | |
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Persistence to Make Things Right | |
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Ethical Conscience | |
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Pursuit of Fairness, Integrity, and Honor | |
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Enigma of Positional Leadership | |
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Pressures of Being at the Top | |
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Vision | |
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Dream is Meaningful and Achievable | |
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Values | |
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Mandate for Organizational Success | |
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Principles | |
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Assumptions Guide Decision Making | |
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Partnerships | |
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Teamwork that Fits the Situation | |
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Relationships | |
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Perceptiveness of Boundaries and Obligations | |
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Energy of Fundraising Leadership | |
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Differences Between Good and Bad | |
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Positive Energy | |
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Energy that Inspires and Stimulates | |
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Negative Energy | |
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Energy that Deters and Contaminates | |
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Effect of Organizational Stages | |
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Various Stages Will Alter Strategy | |
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Infancy | |
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Vision and Values Create Impetus | |
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Adolescence | |
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Infrastructure Demands Are Paramount | |
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Early Maturity | |
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Expertise and Expansion Are Evident | |
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Seniority | |
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Transformation Needed for Sustainability | |
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Summary | |
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References | |
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Philanthropy Concepts Principles, Motivations, IMPACT, and Culture | |
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Introduction | |
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Principles of Organized Philanthropy | |
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Spiritual and Democratic Ideology | |
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Tradition | |
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Way of Life that Advances Communities | |
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Spirit | |
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Can-Do Approach of Generosity and Gratitude | |
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Sector | |
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Designated for Inspiration, Ideas, and Ideals | |
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Process | |
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Connecting Donors and Recipients | |
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Motivations of Personal Philanthropy | |
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Discovery of Complexity and Complications | |
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Demographics | |
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Conditions that Predict Probability | |
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Psychographics | |
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Values and Attitudes that Predict Inclination | |
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Impact of Community Philanthropy | |
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Measurable Economic and Social Benefits | |
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Social | |
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Engagement of People in Community Building | |
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Financial | |
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Monetary Impact to the Global Economy | |
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Culture of Organizational Philanthropy | |
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Foundation for Successful Fundraising | |
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Attitude | |
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Perception Influences Opinions | |
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Advocacy | |
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Communications Shape Cultures | |
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Action | |
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Aligning Cultural Ideas and Ideals | |
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Summary | |
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References | |
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Development Concepts Profession, Professionals, Program, and Plan | |
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Introduction | |
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Profession of Fund Development | |
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From Begging, to Selling, to Marketing | |
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Pioneers (1641 to 1904) | |
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Moral Imperative to Collect Contributions | |
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Campaigners (1905 to 1960) | |
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Consultants Who Codified Campaign Theory | |
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Technocrats and Innovators (1960 to 1990) | |
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Merged a Calling Into a Career | |
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Reflectors and Correctors (1990 to 2005) | |
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Shifted to a Donor-Focused Culture | |
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Responders (2005 and Beyond) | |
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Faced Expansion, Retraction, and Globalization | |
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Professionals in Fund Development | |
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Characteristics, Credentials, and Compensation | |
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Characteristics | |
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Expertise, Competencies, and Conscience | |
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Credentials | |
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Education, Experience, and Certification | |
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Compensation | |
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Equitable and Competitive Salaries | |
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Job Description | |
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Roles, Responsibilities, and Expectations | |
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Program for Fund Development | |
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An Integrated Seemless System | |
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Strategies | |
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An Integrated Development Program | |
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Resources | |
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Adequate Infrastructure and Systems | |
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Teamwork | |
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Key to Unleashing Energy and Talent | |
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Plan for Fund Development Program | |
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Articulation of Metrics and Methods | |
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Components of the Plan | |
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The Individual Parts, Assembled, and Linked | |
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Evaluation of Plan | |
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Measures to Reduce Risk and Increase Effectiveness | |
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Summary | |
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References | |
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Relationship Concepts Social Exchange, Alignment, Cultivation, and Management | |
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Introduction | |
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Social Exchange in Relationships | |
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Move From Transactions to Transformations | |
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Marketing | |
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Social Exchange Based on Shared Values | |
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Motivations | |
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Evaluation of Constituency Profile | |
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Constituents | |
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Focus on High Potential Prospects | |
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Alignment of Relationships | |
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Constituency Analysis Uncovers Patterns | |
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Research | |
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Identify Donors with Linkage and Interests | |
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Segmentation | |
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Organize Similar Donors Into Groups | |
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Targeting | |
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Rate, Rank, and Match Donors with Cases | |
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Cultivation in Relationships | |
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Strategies To Build Long-Term Relationships | |
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Donor Pyramid | |
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Donor Movement and Monetary Distribution | |
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Cultivation Cycle | |
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Process to Engage Donors Toward Mission Affinity | |
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Moves Management | |
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Relationship System Involving Multiple Contacts | |
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Management of Relationships | |
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Techniques To Expand the Donor Base | |
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Acquisition | |
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Identify and Invite Donors to Give | |
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Renewal | |
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Encourage Donors to Repeat Behavior | |
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Upgrade | |
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Building Donor Loyalty and Attachment | |
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Over-Above | |
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The Final Step in Donor Management | |
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Summary | |
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References | |
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Solicitation Concepts Case, Campaigns, Communications, and Goals | |
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Introduction | |
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Case to Solict Gifts | |
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Critical Elements of a Case for Support | |
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Mission | |
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Relevance and Achievability of Vision | |
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Leadership | |
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Marketplace Position in the Community | |
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Stability | |
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Structurally Sound and Financially Responsible | |
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Readiness | |
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Institutional Assessment of Worthiness | |
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Case for Support | |
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Compelling, Urgent, and Realistic Goal | |
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Campaigns to Solicit Gifts | |
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Integration of Fundraising Methods | |
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Annual | |
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Program for Repeat, Loyal Giving | |
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Major | |
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Program for Inspired, Impactful Gifts | |
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Capital | |
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Program for Mega, Named Donors | |
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Legacy | |
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Program for Donors' Last Gifts | |
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Communications to Solicit Gifts | |
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Motivational Elicitors to Generate a Response | |
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Donor Focused | |
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Creation of a Social Exchange | |
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Methods | |
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Solicitation Effectiveness and Efficiency | |
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Stewardship | |
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Accountability for Donors and Dollars | |
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Goals to Solicit Gift | |
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Budgetary Approach to Match Needs and Interests | |
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Summary | |
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References | |
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About the Author | |
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Index | |