臺灣博碩士論文加值系統

近年來療癒系商品市場擁有龐大商機，其商品種類或造型也不斷推陳出新，大致可分為帶來幸福、溫暖與陪伴感且具紓壓功能之「可愛型療癒系商品」，以及釋放內心不安、憤怒能量具紓壓功能之「發洩型療癒系商品」。在經濟不景氣的背景下，療癒系商品便應運而生，也因此本研究想探究消費者心理變項與可愛型和發洩型療癒系商品消費行為的關係為何。本研究使用相關心理學理論如下，以「焦慮與寂寞的負面情緒觀點」探討消費者負面情緒（包含焦慮與寂寞）與可愛型和發洩型療癒系商品消費行為關係，以「五大因素模式」探討消費者人格特質（包含情緒敏感性與外向性）與可愛型和發洩型療癒系商品消費行為關係。此外，因為可愛型和發洩型療癒系商品購買動機關係介於消費者心理變項和療癒系商品消費行為之間，因而將可愛型和發洩型療癒系商品購買動機列為中介變項，去更綜觀討論心理特質與可愛型和發洩型療癒系商品消費行為的關係。而本研究將可愛型療癒系商品購買動機分為增加樂趣（空間美感或樂趣）、療癒心靈（情緒性需求）、和社交性需求（我想和你做朋友）三大面向；將發洩型療癒系商品購買動機分為只有療癒心靈（情緒性需求）一個面向。因而，本研究目的為試圖從消費者心理角度出發探討消費者與可愛型和發洩型療癒系商品消費行為（包括療癒系商品的認知度、喜好度與購買意願）之間的關係。
本研究藉問卷調查法回收306份有效樣本。實證結果顯示：在可愛型療癒系商品認知度迴歸模型方面，性別對於可愛型療癒系商品認知度有顯著正向影響，「增加樂趣」面向之可愛型療癒系商品購買動機對於可愛型療癒系商品認知度有高度顯著正向影響，「療癒心靈」面向之可愛型療癒系商品購買動機對於可愛型療癒系商品認知度影響並不顯著，「社交性需求」面向之可愛型療癒系商品購買動機對於可愛型療癒系商品認知度影響不顯著。而焦慮對於可愛型療癒系商品認知度影響不顯著，寂寞對於可愛型療癒系商品認知度影響也不顯著。另外，情緒敏感性對於可愛型療癒系商品認知度影響並不顯著，而外向性對於可愛型療癒系商品認知度影響不顯著。在可愛型療癒系商品喜好度迴歸模型方面，性別對於可愛型療癒系商品喜好度影響不顯著，「增加樂趣」面向之可愛型療癒系商品購買動機對於可愛型療癒系商品喜好度有高度顯著正向影響，「療癒心靈」面向之可愛型療癒系商品購買動機對於可愛型療癒系商品喜好度有高度顯著正向影響，「社交性需求」面向之可愛型療癒系商品購買動機對於可愛型療癒系商品喜好度影響則不顯著。而焦慮對於可愛型療癒系商品喜好度影響不顯著，寂寞對於可愛型療癒系商品喜好度有顯著負向影響。另外，情緒敏感性對於可愛型療癒系商品喜好度影響並不顯著，外向性對於可愛型療癒系商品喜好度影響也不顯著。在可愛型療癒系商品購買意願迴歸模型方面，性別對於可愛型療癒系商品購買意願有顯著正向影響，「增加樂趣」面向之可愛型療癒系商品購買動機對於可愛型療癒系商品購買意願有高度顯著正向影響，「療癒心靈」面向之可愛型療癒系商品購買動機對於可愛型療癒系商品購買意願有高度顯著正向影響，「社交性需求」面向之可愛型療癒系商品購買動機對於可愛型療癒系商品購買意願也有高度顯著正向影響。而焦慮對於可愛型療癒系商品購買意願影響並不顯著，寂寞對於可愛型療癒系商品購買意願影響不顯著。另外，情緒敏感性對於可愛型療癒系商品購買意願影響不顯著，外向性對於可愛型療癒系商品購買意願影響也不顯著。在發洩型療癒系商品認知度迴歸模型方面，性別對於發洩型療癒系商品認知度有顯著正向影響，「療癒心靈」面向之發洩型療癒系商品購買動機對於發洩型療癒系商品認知度有高度顯著正向影響。而焦慮對於發洩型療癒系商品認知度有顯著負向影響，寂寞對於發洩型療癒系商品認知度並不顯著。另外，情緒敏感性對於發洩型療癒系商品認知度有顯著正向影響，外向性對於發洩型療癒系商品認知度影響則不顯著。在發洩型療癒系商品喜好度迴歸模型方面，性別對於發洩型療癒系商品喜好度影響並不顯著，「療癒心靈」面向之發洩型療癒系商品購買動機對於發洩型療癒系商品喜好度有高度顯著正向影響。而焦慮對於發洩型療癒系商品喜好度影響不顯著，寂寞對於發洩型療癒系商品喜好度有顯著負向影響。另外，情緒敏感性對於發洩型療癒系商品喜好度影響不顯著，外向性對於發洩型療癒系商品喜好度影響也不顯著。在發洩型療癒系商品購買意願迴歸模型方面，性別對於發洩型療癒系商品購買意願影響並不顯著，「療癒心靈」面向之發洩型療癒系商品購買動機對於發洩型療癒系商品購買意願有高度顯著正向影響。而焦慮對於發洩型療癒系商品購買意願有顯著正向影響，寂寞對於發洩型療癒系商品購買意願則有顯著負向影響。另外，情緒敏感性對於發洩型療癒系商品購買意願影響不顯著，外向性對於發洩型療癒系商品購買意願影響也不顯著。
另一方面，在「增加樂趣」面向之可愛型療癒系商品購買動機迴歸模型方面，外向性對於「增加樂趣」面向之可愛型療癒系商品購買動機有高度顯著正向影響。在「療癒心靈」面向之可愛型療癒系商品購買動機迴歸模型方面，焦慮對於「療癒心靈」面向之可愛型療癒系商品購買動機影響並不顯著，寂寞對於「療癒心靈」面向之可愛型療癒系商品購買動機有顯著正向影響。而情緒敏感性對於「療癒心靈」面向之可愛型療癒系商品購買動機影響不顯著，外向性對於「療癒心靈」面向之可愛型療癒系商品購買動機則有高度顯著正向影響。在「社交性需求」面向之可愛型療癒系商品購買動機迴歸模型方面，外向性對於「社交性需求」面向之可愛型療癒系商品購買動機有顯著正向影響。最後，「療癒心靈」面向之發洩型療癒系商品購買動機迴歸模型方面，因為模型本身不具有顯著解釋力，因而焦慮對於「療癒心靈」面向之發洩型療癒系商品購買動機假設沒有得到支持；寂寞對於「療癒心靈」面向之發洩型療癒系商品購買動機假設沒有得到支持；情緒敏感性對於「療癒心靈」面向之發洩型療癒系商品購買動機假設沒有得到支持；而外向性對於「療癒心靈」面向之發洩型療癒系商品購買動機假設也沒有得到支持。
由上述可知，消費者心理變項與可愛型和發洩型療癒系商品消費行為有影響，也因此對於實務建議為應瞄準高焦慮感及高情緒敏感性的消費者進行更多發洩型療癒系商品行銷；也應瞄準高外向性的消費者進行更多可愛型療癒系商品行銷。而女性不只喜愛可愛型療癒系商品，對於發洩型療癒系商品也很感興趣，行銷人員應針對女性在發洩型療癒系商品上做更多行銷溝通。最後，未來行銷可愛型療癒系商品時應不只注重宣傳「療癒需求」，也應加入或考慮「外型可愛溫馨」、「增進社交、人際關係」之主題訴求。而對於發洩型療癒系商品行銷應較以「療癒、紓壓」需求為主要訴求重點。

The market of healing products has had great business opportunities in recent years, and more and more types and shapes of healing products are continuously coming out. The healing products can be divided into two kinds, including: one is “cute healing products” which bring consumers a sense of happiness, warmth, companionship and stress-relieving; the other is “emotion-releasing healing products” which help consumers release a sense of uncertainty, anger and pressure. Under the background of economic recession, here come healing products. Therefore, the study is aimed at exploring the relationship between consumers’ psychological variables and the consumer behavior of cute and emotion-releasing healing products. The study adopts related psychological theories as follows: exploring the relationship between consumers’ negative emotions( including anxiety and loneliness) and the consumer behavior of cute and emotion-releasing healing products from the negative emotions views of anxiety and loneliness; exploring the relationship between consumers’ personalities (including neuroticism and extraversion) and the consumer behavior of cute and emotion-releasing healing products from the view of The Big Five Model. Moreover, because the purchase motives of cute and emotion-releasing healing products are between consumers’ psychological variables and the consumer behavior of healing products, the study categorizes the purchase motives of cute and emotion-releasing healing products as mediators. Consequently, the study can explore the relationship between consumers’ psychological variables and the consumer behavior of cute and emotion-releasing healing products much broadly.
The study divides the purchase motives of cute healing products into three dimensions, including: fun-increasing (aesthetic feelings or fun of space), soul-healing (emotional needs), and social needs (I want to be your friend) dimensions; and divides the purchase motives of emotion-releasing healing products into only one dimension called soul-healing (emotional needs) dimension. Therefore, the study’s goal is to try to exploring the relationship between consumers and the consumer behavior (including the cognition, affection and purchase intention of healing products) of cute and emotion-releasing healing products from consumers’ psychological view.
The study uses surveys to collect 306 valid samples, and the empirical results show: from the aspect of the regression model of the cognition of cute healing products, gender has a significant positive influence on the cognition of cute healing products, the fun-increasing dimension of the purchase motive of cute healing products has a highly significant positive influence on the cognition of cute healing products, the soul-healing dimension of the purchase motive of cute healing products doesn’t have a significant influence on the cognition of cute healing products, and the social needs dimension of the purchase motive of cute healing products doesn’t have a significant influence on the cognition of cute healing products. Anxiety doesn’t have a significant influence on the cognition of cute healing products, and loneliness doesn’t have a significant influence on the cognition of cute healing products, either. Besides, neuroticism doesn’t have a significant influence on the cognition of cute healing products, and extraversion doesn’t have a significant influence on the cognition of cute healing products. From the aspect of the regression model of the affection of cute healing products, gender doesn’t have a significant influence on the affection of cute healing products, the fun-increasing dimension of the purchase motive of cute healing products has a highly significant positive influence on the affection of cute healing products, the soul-healing dimension of the purchase motive of cute healing products has a highly significant positive influence on the affection of cute healing products, and the social needs dimension of the purchase motive of cute healing products doesn’t have a significant influence on the affection of cute healing products. Anxiety doesn’t have a significant influence on the affection of cute healing products, but loneliness has a significant negative influence on the affection of cute healing products. Besides, neuroticism doesn’t have a significant influence on the affection of cute healing products, and extraversion doesn’t have a significant influence on the affection of cute healing products, either. From the aspect of the regression model of the purchase intention of cute healing products, gender has a significant positive influence on the purchase intention of cute healing products, the fun-increasing dimension of the purchase motive of cute healing products has a highly significant positive influence on the purchase intention of cute healing products, the soul-healing dimension of the purchase motive of cute healing products has a highly significant positive influence on the purchase intention of cute healing products, and the social needs dimension of the purchase motive of cute healing products also has a highly significant positive influence on the purchase intention of cute healing products. Anxiety doesn’t have a significant influence on the purchase intention of cute healing products, and loneliness doesn’t have a significant influence on the purchase intention of cute healing products as well. Besides, neuroticism doesn’t have a significant influence on the purchase intention of cute healing products, and extraversion doesn’t have a significant influence on the purchase intention of cute healing products, either. From the aspect of the regression model of the cognition of emotion-releasing healing products, gender has a significant positive influence on the cognition of emotion-releasing healing products, and the soul-healing dimension of the purchase motive of emotion-releasing healing products has a highly significant positive influence on the cognition of emotion-releasing healing products. Anxiety has a significant negative influence on the cognition of emotion-releasing healing products, but loneliness doesn’t have a significant influence on the cognition of emotion-releasing healing products. Besides, neuroticism has a significant positive influence on the cognition of emotion-releasing healing products, but extraversion doesn’t have a significant influence on the cognition of emotion-releasing healing products. From the aspect of the regression model of the affection of emotion-releasing healing products, gender doesn’t have a significant influence on the affection of emotion-releasing healing products, and the soul-healing dimension of the purchase motive of emotion-releasing healing products has a highly significant positive influence on the affection of emotion-releasing healing products. Anxiety doesn’t have a significant influence on the affection of emotion-releasing healing products, but loneliness has a significant negative influence on the affection of emotion-releasing healing products. Besides, neuroticism doesn’t have a significant influence on the affection of emotion-releasing healing products, and extraversion doesn’t have a significant influence on the affection of emotion-releasing healing products, either. From the aspect of the regression model of the purchase intention of emotion-releasing healing products, gender doesn’t have a significant influence on the purchase intention of emotion-releasing healing products, and the soul-healing dimension of the purchase motive of emotion-releasing healing products has a highly significant positive influence on the purchase intention of emotion-releasing healing products. Anxiety has a significant positive influence on the purchase intention of emotion-releasing healing products, and loneliness has a significant negative influence on the purchase intention of emotion-releasing healing products. Besides, neuroticism doesn’t have a significant influence on the purchase intention of emotion-releasing healing products, and extraversion doesn’t have a significant influence on the purchase intention of emotion-releasing healing products, either.
On the other hand, from the aspect of the regression model of the fun-increasing dimension of the purchase motive of cute healing products, extraversion has a highly significant positive influence on the fun-increasing dimension of the purchase motive of cute healing products. From the aspect of the regression model of the soul-healing dimension of the purchase motive of cute healing products, anxiety doesn’t have a significant influence on the soul-healing dimension of the purchase motive of cute healing products, but loneliness has a significant positive influence on the soul-healing dimension of the purchase motive of cute healing products. Moreover, neuroticism doesn’t have a significant influence on the soul-healing dimension of the purchase motive of cute healing products, but extraversion has a highly significant positive influence on the soul-healing dimension of the purchase motive of cute healing products. From the aspect of the regression model of the social needs dimension of the purchase motive of cute healing products, extraversion has a significant positive influence on the social needs dimension of the purchase motive of cute healing products. Finally, from the aspect of the soul-healing dimension of the purchase motive of emotion-releasing healing products, because the regression model itself doesn’t have significant explanatory power, whether anxiety has a significant influence on the soul-healing dimension of the purchase motive of emotion-releasing healing products doesn’t be supported; whether loneliness has a significant influence on the soul-healing dimension of the purchase motive of emotion-releasing healing products doesn’t be supported; whether neuroticism has a significant influence on the soul-healing dimension of the purchase motive of emotion-releasing healing products doesn’t be supported; and whether extraversion has a significant influence on the soul-healing dimension of the purchase motive of emotion-releasing healing products doesn’t be supported, either.
From mentioned above, consumers’ psychological variables really have influences on the consumer behavior of cute and emotion-releasing healing products. Therefore, the study inspires some practice suggestions as follows: marketing practitioners should target at consumers with high-degree anxiety and neuroticism to undergo more marketing of emotion-releasing healing products; should target at consumers with high-degree extraversion to undergo more marketing of cute healing products. Women not only like cute healing products, but also are interested in emotion-releasing healing products, so practitioners should do more marketing communication of emotion-releasing healing products to women. Finally, in the future when promoting cute healing products, practitioners should not only to lay stress on “healing souls” appeal, but also to focus on “cute and warm shapes” and “incrementing social and interpersonal relationships” appeals; when promoting emotion-releasing healing products, practitioners should focus on “healing souls and relieving stresses” appeal.

謝辭……………………………………………………………………………………i

中文摘要……………………………………………………………………………iii

英文摘要…………………………………………………………………………vii

目錄………………………………………………………………………………xiii

表目錄……………………………………………………………………………xv

圖目錄……………………………………………………………………………xvi

第一章 緒論…………………………………………………………………………1
第一節 研究動機與目的………………………………………………………1

第二章 文獻探討……………………………………………………………………3
第一節 療癒系商品定義及分類………………………………………………3
第二節 性別與療癒系商品消費行為…………………………………………5
第三節 療癒系商品購買動機與療癒系商品消費行為………………………7
第四節 負面情緒與療癒系商品消費行為……………………………………10
第五節 人格特質與療癒系商品消費行為……………………………………21

第三章 研究方法…………………………………………………………………26
第一節 研究架構與問題/假設………………………………………………26
第二節 研究設計………………………………………………………………28

第四章 研究結果…………………………………………………………………36
第一節 敘述統計……………………………………………………………36
第二節 假設驗證………………………………………………………………37
第三節 小結……………………………………………………………………48

第五章 結論…………………………………………………………………………51
第一節 討論……………………………………………………………………51
第二節 未來研究………………………………………………………………55
第三節 研究限制………………………………………………………………56
第四節 實務建議………………………………………………………………57

參考文獻…………………………………………………………………………58

附錄一 五定義及其典型特徵………………………………………………………68

附錄二 五大因素中六構面………………………………………………………69

附錄三 研究問卷（前測）……………………………………………………………70

附錄四 正式研究問卷……………………………………………………………75

附錄五 正式研究問卷各研究變項量表之因素載荷值及信度……………………80

中文部份

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林欣靜（民98年2月）。五感療癒打敗不景氣。Taiwan Panorama台灣光華雜誌，6。取自http://www.taiwan-panorama.com/show_issue.php?id=200929802006c.txt&;table1=...

柯永河（民82）。心理治療與衛生。台北：張老師。

許哲嘉（民98）。療傷系玩具之意象認知研究（大同大學工業設計學系所碩士論文）。取自 https://www.google.com.tw/url?sa=t&;rct=j&;q=&;esrc=s&;source=web&;cd=1&;cad=rja&;ved=0CDAQFjAA&;url=http%3A%2F%2Fethesys.lib.ttu.edu.tw%2FETD-db%2FETD-search%2Fgetfile%3FURN%3Detd-0915109-161649%26filename%3Detd-0915109-161649.pdf&;ei=8Zq-UsLoJqqhigePjIHIDA&;usg=AFQjCNFAiqLxwtFAguQCXzJgLYoMY075bw

郭貞（民83）。台灣地區民眾之消費動機與習性。廣告學研究，3，93-113。

陳書梅（民98年9月1日）。書目療法與閱讀革命—從「知性閱讀」到「療癒閱讀」【臺大校友雙月刊】。取自http://www.alum.ntu.edu.tw/wordpress/?p=3786

陳惠君(民97)。療癒商品設計之研究（國立成功大學工業設計學系碩博士班碩士論文）。取自 https://www.google.com.tw/url?sa=t&;rct=j&;q=&;esrc=s&;source=web&;cd=1&;cad=rja&;ved=0CC0QFjAA&;url=http%3A%2F%2Fetdncku.lib.ncku.edu.tw%2FETD-db%2FETD-search-c%2Fgetfile%3FURN%3Detd-0726108-235402%26filename%3Detd-0726108-235402.pdf&;ei=IJ6-Uv6oAcj_iAespYDIDA&;usg=AFQjCNGFYIj6_KMCKt0bxnP8CpH_tivtng

陳美瑛（譯）（民96）。女性顧客購物心理學－讓女人開新買單的50則銷售技巧（原作者：鈴木丈織）。臺北：商周。（原著出版年：2007）

陳宥臻（民101年12月16日）。布偶、巧克力逆勢熱賣 療癒商機旺【中時電子報】。取自http://tw.news.yahoo.com/%E5%B8%83%E5%81%B6-%E5%B7%A7%E5%85%8B%E5%8A%9B%E9%80%86%E5%8B%A2%E7%86%B1%E8%B3%A3-%E7%99%82%E7%99%92%E5%95%86%E6%A9%9F%E6%97%BA-213000680.html

陳鶴元（民100年11月）。療癒系設計—感性與自我探求歷程。MOT/TIMES 線上誌。取自http://www.mottimes.com/cht/article_detail.php?serial=88&;type=1

張秀霞（民95）。人格特質、團隊互動過程與創新行為之相關性研究（朝陽科技大學企業管理系碩士班碩士論文）。取自https://www.google.com.tw/url?sa=t&;rct=j&;q=&;esrc=s&;source=web&;cd=2&;cad=rja&;ved=0CDQQFjAB&;url=http%3A%2F%2Fethesys.lib.cyut.edu.tw%2FETD-db%2FETD-search%2Fgetfile%3FURN%3Detd-0227106-084541%26filename%3Detd-0227106-084541.pdf&;ei=_KO-UpGSBuO1iQfs0YCYDw&;usg=AFQjCNHiMyR7vEmE3w2NKfKrMsj6tCcnyg

崔斐韻（民93）。大學生資訊焦慮與因應方式之研究—以南部地區為例（國立高雄師範大學教育學系所碩士論文）。取自 http://ndltd.ncl.edu.tw/cgi-bin/gs32/gsweb.cgi?o=dnclcdr&;s=id=%22092NKNU0332043%22.&;searchmode=basic

梁靜純（民99）。療癒空間特質研究─以禪學思維為導向（中原大學室內設計研究所碩士論文）。取自http://ndltd.ncl.edu.tw/cgi-bin/gs32/gsweb.cgi/login?o=dnclcdr&;s=id=%22098CYCU5221024%22.&;searchmode=basic

源臻芳香照護學院出版團隊（譯）（民94）。情緒與芳香治療（原作者：雪俐‧布萊）。新北市：世茂。（原著出版年：2000）

曾錦泉（民92）。國民中學組織變革與校長工作壓力及因應策略之研究（彰化師範大學教育研究所碩士論文）。取自 http://ndltd.ncl.edu.tw/cgi-bin/gs32/gsweb.cgi?o=dnclcdr&;s=id=%22092NCUE0331004%22.&;searchmode=basic

游恆山、李素卿（譯）（民89）。心理學（原作者：P. G. Zimbardo &; R. J. Gerrig）。臺北：五南。（原著出版年：1999）

黃堅厚（民88）。人格心理學。台北：心理。

黃振家（民95年4月）。日本經驗—消費救贖下的療癒經濟學。管理雜誌，382， 143-145。

楊伶雯（民101年11月2日）。幸福巧克力大家愛 年商機50億 兩大超商大拚場【NOWnews】。取自http://tw.news.yahoo.com/%E5%B9%B8%E7%A6%8F%E5%B7%A7%E5%85%8B%E5%8A%9B%E5%A4%A7%E5%AE%B6%E6%84%9B-%E5%B9%B4%E5%95%86%E6%A9%9F50%E5%84%84-%E5%85%A9%E5%A4%A7%E8%B6%85%E5%95%86%E5%A4%A7%E6%8B%9A%E5%A0%B4-181119959.html

楊幼蘭、張淑芬（譯）（民97）。如何賣東西給女性：攻占最大市場，讓顧客開心買單的行銷法則（原作者：Martha Barletta）。臺北：臉譜。（原著出版年：2006）

楊少夫（民95）。寂寞消費者之消費動機、消費行為與情緒之變化（國立政治大學企業管理研究所碩士論文）。取自http://nccur.lib.nccu.edu.tw/handle/140.119/35002

楊國樞（民82）。中國人的心理與行為：理念及方法篇。載於楊國樞、余安邦（主編），中國人的社會取向：社會互動的觀點（87-142頁）。台北：桂冠。

葉惟禎（民95年4月）。療癒系小物—解讀苦悶心事的小玩意，管理雜誌，382， 146-147。

詹益統（民85）。個人屬性、人格特質與內滋激勵與外附激勵關聯性之研究—以交通部數據通訊所員工為例（國立交通大學管理科學研究所未出版之碩士論文）。國立交通大學，新竹市。

歐滄和（民78）。高中學生校園人際壓力因應風格及有關因素之硏究（國立臺灣師範大學教育學系所未出版之碩士論文）。國立臺灣師範大學，台北市。

鄧立仁（民101年12月13日）。白領室內紓壓 小資女搶療癒菇！【NOWnews】。取自http://www.nownews.com/2012/12/13/11867-2881919.htm

藍意茹（民95）。癒す玩具之設計探究（國立臺灣藝術大學造形藝術研究所視覺傳達設計組碩士論文）。取自 http://ndltd.ncl.edu.tw/cgi-bin/gs32/gsweb.cgi?o=dnclcdr&;s=id=%22094NTUA0580048%22.&;searchmode=basic

饒婉平(民95)。療癒系商品之消費者體驗研究（私立銘傳大學設計管理研究所碩士論文）。取自https://www.google.com.tw/url?sa=t&;rct=j&;q=&;esrc=s&;source=web&;cd=1&;cad=rja&;ved=0CC0QFjAA&;url=http%3A%2F%2Fethesys.lib.mcu.edu.tw%2FETD-db%2FETD-search%2Fgetfile%3FURN%3Detd-0823106-154617%26filename%3Detd-0823106-154617.pdf&;ei=oN6-Us-zFcasiAfNjIHADQ&;usg=AFQjCNGD3fXIhSSCGgMEcSus3YmTwXuIKQ


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