Unicist Marketing: A Double Dialectical Approach

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The unicist marketing approach is based on the fact that human actions are driven by the concepts people have. This implies that if the functional concepts individuals have are known, then their behavior can be predicted and influenced with a high level of accuracy.

Unicist Behavioral Marketing, also named Unicist Object Driven Marketing, is an application of the discovery of the structure of concepts that emulates the intelligence that underlies nature and defines the “nature” of things.

In the B2C market, the unicist approach is based on knowing the hard segments and the concepts that underlie the functionality of products/services and the potential buyers´ behavior. In the B2B market this approach is based on knowing the concepts of the business aspects that define the operational archetype of companies.

The application of Unicist Marketing is based on the use of maximal and minimum strategy actions to ensure the influence on buying decisions. These maximal and minimum strategy actions are applied in advertising, relationship building, promotions and sales closing processes. The unicist logical tools provide a framework to define these actions and monitor their functionality.

Unicist Press Committee

NOTE: The Unicist Research Institute has been, since 1976, the pioneer in using a unicist ontological approach to deal with complexity. It introduced a paradigm shift in sciences emulating the triadic intelligence of nature, integrating complexity sciences with systemic sciences. This research allowed developing unicist technologies to manage the complex aspects in the social, business and individual fields. https://www.unicist.org/turi.pdf


Internet B2B Marketing – Unicist Advertising

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Unicist advertising is based on double dialectical communications that integrate the objective of stimulating the need of a solution that is being proposed with the confirmation that the credibility is ensured.

Unicist AdvertisingThis type of advertising requires the existence of differentiated value propositions that propose new solutions, which may imply structural or functional differentiations or innovations.

This approach is basically simple when using Internet advertising because it enables giving simultaneous double messages that awaken the interest of potential buyers using segmented media and one to one communication as vehicles.

On the one hand, it is necessary to stimulate the perception of the aesthetics of the proposal that requires that the solution becomes perceived as necessary, desirable and essentially harmonic. On the other hand, the credibility of the solutions has to be made tangible.

These processes have to happen in an ambiguous environment in order to allow the prospects to project their needs on the communication that is being published.

This needs to occur within the context of image driven marketing, which uses the attributes of the products and of the institution to catalyze buying processes.

The double dialectical communication requires managing the conceptual segmentation of the market. It requires using semantic objects to install the knowledge on the differentiations or innovations and commercial objects to influence the buying processes.
http://www.unicist.org/scientific-collaboration/#Marketing

This technology is necessary to build virtual marketplaces in B2B markets. A variation of this approach is also used in B2C markets.

Diana Belohlavek

NOTE: The Unicist Research Institute was the pioneer in using the unicist logical approach in complexity science research and became a private global decentralized leading research organization in the field of human adaptive systems. It has an academic arm and a business arm.
https://www.unicist.net/marketing/wp-content/uploads/2016/10/turi.pdf


The Magic of Bestsellers

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BestsellersBestsellers are such because they use pastime language and allow readers to project all the bad feelings on the book.

The unicist standard for future research allows making inferences from particular facts to universal conclusions based on the homology of their fundamentals.

The nature of bestsellers is that they respond to the needs of a culture including those who appear to have anti-establishment views. Anti-establishment bestsellers in fact just expose the implicit weaknesses of the strengths of a society.

Cultures that naturally follow bestsellers are comfortable in their conservatism. That is why bestsellers are attacked by anti-establishment intellectuals.

The influence of bestsellers is a hard indicator of the level of conservatism of a culture when developing country scenarios. The need to project the bad feelings and introject the good is the natural need of a conservative person.

Peter Belohlavek

NOTE: The Unicist Research Institute was the pioneer in using the unicist logical approach in complexity science research and became a private global decentralized leading research organization in the field of human adaptive systems. It has an academic arm and a business arm.
https://www.unicist.net/marketing/wp-content/uploads/2016/10/turi-1.pdf

 


Think Tanks for Innovation Management

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We invite our partners and associates to participate in the Think Tanks that deal with the installation of “Unicist Technologies” in small, midsize and large companies. There is a New Standard that has been established to manage the introduction of new technologies that has been developed in applications that began in 1981 and that have just been finished. After having read this information you will become aware that we invite to participate those associates who consider our technology as a “non-redundant” added value for their activities. This is a high-value business. 

To install new technologies, the innovation management process requires integrating the natural competition with the "old" technologies and the use of "oursoucing" as a catalyst.

To install new technologies, the innovation management process requires integrating the natural competition with the “old” technologies and the use of “oursoucing” as a catalyst.

The development of a philanthropic activity in Texas (US) allowed synthesizing a new “Innovation Management” strategy. It has to be considered that an innovation is such when it cannot be managed with the existing “mindset” and requires a change of habits.

This research included, among others, the applications at American Express, ING, ABB, BASF, Massey Ferguson, Shell, La Caja, Renault, Diners Club, IBM and TWG.

Competition

This strategy is based on accepting the natural competition between the existing technologies and the new technologies. This competition might have two different concepts: It might be a supplementary competition that implies an opposition of the organization or it can be a complementary competition that is based on the acceptance of a new additional value.

The “supplementation based competition” inhibits any innovation while the complementary competition works as a “gravitational force” to introduce innovations. This gravitational force provides a stable context for the implementation of innovations and sustains the need for them.

Killing Innovations

“Supplementation based competition” is such when there are “ego conflicts” between the new technology and the leaders of the organization. This is frequent in small organizations, which are naturally reluctant to innovations. This type of competition is based on considering the new technology as redundant with the existing technology.

BIG CHANGES: Unicist Change StrategyComplementary competition, on the other hand, requires using an outsourcing process of innovations. This implies the outsourcing of the coordination of the process, including the client in such process. This allows introducing the concept of the innovation in order to introduce the necessary “mindset” in the organization. It does not include the outsourcing of the operation, which is done by the members of the organization.

Outsourcing Processes as Catalysts

This outsourcing process works as a catalyst to introduce the innovation, which takes advantage of the natural complementary competition and transforms it into the main force to induce the changes.

Using the outsourcing of services as a catalyst is the most effective way to introduce innovations. But this role has to be formalized in a contract that needs to have an expiration date to ensure that the outsourcing service is not a business in itself.

When the outsourcing process is not formalized, the complementary competition evolves towards a “Competition based on Supplementation” and the change is neutralized. These outsourcing services need to be managed by Think Tanks integrated by members of the Unicist Group and members of the client.

The conclusion of this research work is the end of the research cycle 2015-2016.

It includes:
www.unicist.net/partner-news/148-new-researches-have-been-concluded-since-february-2015

www.unicist.org/conceptual-thinking/human-mindset

This is the “change management” strategy that has been formally adopted as a standard by the Unicist Group and its members. It is the application of the paradigm shift in sciences in the field of “change management”. It makes change management be manageable.

Executive Committee


The Unicist Ontology of Catalyzing Business Objects

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Catalizing Business ObjectsCatalyzing business objects are elements of the restricted context of a system that can be used to influence other objects to accelerate their work. They are not part of the system they accelerate.

Catalyzing objects are energy conservation functions of a superior level that influence the use of the energy of a system.

Their main characteristic is that they need to have the necessary synchronicity, acceleration and speed to work when they are needed.

An example of this a catalyst is the brand power when it is used in selling processes.

They need to be designed with an intrinsic ambiguity in order to allow the participants to decide to accelerate. If they are not ambiguous they do not work as catalysts and produce paradoxical results.

Diana Belohlavek

NOTE: The Unicist Research Institute was the pioneer in using the unicist logical approach in complexity science research and became a private global decentralized leading research organization in the field of human adaptive systems. It has an academic arm and a business arm.
https://www.unicist.net/marketing/wp-content/uploads/2016/01/turi.pdf


The Next Stage in Marketing: Unicist Customer Profiles

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The unicist logical approach to marketing allowed developing a profiling technology that allows beginning with the hard characteristics of a segment, integrating the functional, psychological, conceptual and lifestyle segmentations to define the customer profile that allows dealing with a segment based on predictors and observable characteristics.

Unicist Market SegmentationThe Unicist Object Driven Marketing Technology for B2C requires the definition of the different segments that integrate a market. It has to be considered that each segment needs to be managed as an “independent” universe in terms or marketing, although it is interdependent with other segments.

This implies:

  1. Having the functional concepts that are defined by the operational attributes of the product/service.
  2. Having the psychological segmentation based on conceptual psychology that allows defining the relationship the buyer establishes with the product/service and the vendor.
  3. Having the essential attributes of the product/services that define the concept of the value proposition.
  4. Knowing the lifestyle, based on conceptual anthropology, that works as a limit for the value propositions.

Customer Profiles

The use of customer profiles begins with the approach to the segments that are natural buyers of a product/service and continuing the expansion based on the adjacency of segments.

This allows making an object driven approach based on the goodwill a value proposition includes and the proximity to the actual needs of the participants of a market.

Peter Belohlavek

NOTE: The Unicist Research Institute was the pioneer in using the unicist logical approach in complexity science research and became a private global decentralized leading research organization in the field of human adaptive systems. It has an academic arm and a business arm. https://www.unicist.net/marketing/wp-content/uploads/2015/09/turi.pdf


Subliminal Aspects of the Unicist Object Driven Marketing

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The discovery and development of the essential functionality of language, words, ambiguous language, figurative language, semiotics and the functionality of instincts in human decision making drove to the development of the subliminal communication approach.

Subliminal communication is a process that has been applied at The Unicist Research Institute for 25 years until it was fully confirmed. It allows influencing adaptive decisions without entering into manipulative stimulation. It empowers, on the other hand, the functionality of virtual collaboration including virtual marketing.

Subliminal Stimulation of Decision Making

Subliminal CommunicationEvery human decision includes, at some point, the use of instinctive drivers to cover the genetic needs of individuals.

Subliminal decision making is part of two contradictory types of processes:

  1. Adaptive decisions that drive individuals to influence an environment while being influenced by it. These adaptive processes drive towards growth.
  2. Over-adaptive decisions that driven individuals to dominate, oppose or submit to an environment in order to obtain individualistic profits. These over-adaptive processes drive towards survival.

Adaptive decision making requires developing adequate subliminal stimuli that give answers that provide the “genetic” security to facilitate the decision making processes. It is necessary to provide functional subliminal information that allows establishing a safe environment in which people are able to satisfy their needs.

Developing a subliminal stimulus requires having an authoritative role that allows building an asymmetric complementation in which the individual can profit from what is proposed and at the same time what is proposed has to include an extremely aesthetic solution. Extreme aesthetics means that the solution satisfies the individual’s needs in an extremely desirable and harmonic way.

The apparent paradox is that individuals need to be segmented according to the attitudes that define their essential needs to foster their adaptive behavior, while instinctive behavior is essentially genetic driven.

Manipulative Subliminal Influence

Manipulative subliminal influence is exerted to profit from individuals by destroying their capacity of adapting to reality.

This process is totally unconscious and occurs when individuals cannot deal with reality in a conscious way and their existence is endangered. This danger might be real or may have been constructed in a parallel reality an individual created in her/his mind.

There are three aspects that can be manipulated to generate over-adaptive decisions:

  1. Extreme fear: Produced by facing a destructive or self-destructive situation
  2. Extreme desire: produced by the need to obtain extreme gratification
  3. Extreme uncertainty: produced by an absolute loss of control of a situation

Manipulative subliminal influence is naturally exerted by psychopaths and drives to the destruction of the counterpart and of the environment. That is why subliminal communication has been considered as unfair.

The paradox of this is that subliminal communication is naturally part of every human communication process. The question is the true intentions of the one who uses subliminal communication that can be measured by the results obtained by the participants.

Conclusion

The use of virtual tools in communication processes requires empowering their functionality in order to build strong functional relationships. The use of adaptive subliminal communication is a need to break the barriers established by virtuality developing a different but natural complementation context.

The inclusion of a subliminal approach is a core aspect for building semantic objects to develop object driven marketing actions. It is basic in global marketing processes in which it is necessary to deal with different segments, lifestyles and cultural archetypes.

Peter Belohlavek

NOTE: The Unicist Research Institute was the pioneer in using the unicist logical approach in complexity science research and became a private global decentralized leading research organization in the field of human adaptive systems. It has an academic arm and a business arm. http://www.unicist.org/repo/#Unicist


The Marketing Model of the Unicist Confederation

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The Unicist Confederation is a multilocal-cooperative confederation that organizes the business arm of The Unicist Research Institute. The positioning of the Unicist Confederation is based on the use of objects, that emulate the organization of nature, and includes the three objects that integrate a system to sustain the introduction of unicist technologies in companies:

Marketing Model of the Unicist Cofederation1. Driving objects
2. Inhibiting objects
3. Entropy inhibitors

It has to be clarified that we consider each company is a market itself.

This information is public because we are interested in expanding the approach of emulating nature in the field of business worldwide. None of the information included in this document is confidential.

The Commercial System

1) The driving objects are given by the value propositions that are developed for a specific client. Their accuracy, functionality and the adequate timing define the success of our commercial action. They work as Commercial Objects.

To define a value proposition it is necessary to have sound knowledge of the market and the environment where this proposition has to work. Value propositions need to be written in business language.

2) The inhibiting objects help to ensure the functionality of our actions. They are defined in our Code of Ethics that establishes the framework of actions.

3) The quality assurance system inhibits the entropy to ensure the minimum strategy that sustains the effectiveness of the value propositions.

The Core of Success

The core of the success of innovative propositions is to have catalysts that accelerate buying decisions and gravitational objects that sustain the foundations of the value propositions.

About the Catalysts – Semantic Objects

The commercial/professional catalysts are accelerators that need to be able to increase the influence of the value propositions and have the necessary synchronicity to satisfy the needs of the clients.

The accelerator for the buying decisions of our clients is given by the conceptual framework of the solutions. The use of catalysts requires using ambiguous language in order to open a discussion space with the clients.

The catalysts of our business can be found at:
http://www.unicist.org/repo/
http://www.unicist.org/scientific-collaboration/

These catalysts can be used with professionalized organizations that manage the concepts of what they are doing and can go beyond the operational aspects. Our catalysts work just by reading their “prefaces”.

About the Gravitational Objects

Innovations need to be sustained by a gravitational force that gives them meaning. They are utopias or meaningless ideas if they do not have a gravitational force that sustains them. They need to work using subliminal communication.

The gravitational force that sustains our value propositions is given by the Paradigm Shift in Sciences that is introduced by the The Unicist Research Institute.
https://www.unicist.net/marketing/wp-content/uploads/2015/07/unicist-paradigm-shift.pdf

Conclusion

The value propositions are the drivers of the actions of the Unicist Confederation, the restricted context is positioned by the use of the available catalysts and the wide context is established by the paradigm shift in sciences.

In our commercial actions it is necessary to begin by establishing the gravitational force, which provides an authoritative environment. Then it is necessary to use the available catalysts before making concrete business propositions.

These value propositions are marketed using a model based on the use of the attributes of the image.

This requires that all the members of the Unicist Confederation need to have the knowledge of what the paradigm shift in science is, and be able to explain this shift in plain language.

Unicist Executive Committee

NOTE: The Unicist Research Institute was the pioneer in using the unicist logical approach in complexity science research and became a private global decentralized leading research organization in the field of human adaptive systems. It has an academic arm and a business arm.
https://www.unicist.net/marketing/wp-content/uploads/2015/07/turi.pdf


For Entrepreneurs: Empty Words Destroy Credibility

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The reseach on the Unicist Ontology of Words showed how empty words drive pastime activities and how ambiguous words drive adaptive work in business. When a business uses mottos like “World leaders in their specialty” or “The power of our organization and the credibility of our people”, there are two possibilities:

  • They are ambiguous words to allow people to make their own interpretation
  • They are empty words because there is no content to sustain the motto

If they are ambiguous words, the motto can be proved and explained in few words using plain language.

On the other hand, if they are empty words, they pretend to drive the reader towards a fallacious conclusion. In plain language: empty words are lies.

The Unicist Ontology of Words’ Functionality (*)

Unicist Ontology of WordsInterpersonal written or spoken language requires the use of words which, according to their meaning, define the functionality of communication.

This description explains the functionality implicit in the use of words. The results of this research help individuals to diagnose reality based on the facts implicit in what is said.

Conceptually, based on their meaning, there are four different “types” of words:

  • Empty words: are those words that have no rational meaning in the context they are being used. They have multiple non structured meanings with no shareable purpose. Adjectives with no adverbial function are empty words.
  • Hollow words: are those words that are able to integrate in a unique sense the meanings given to them by emitters and receivers. In these words there is an implicit tacit purpose underlying.
  • Full words: are the words with a unique irrefutable meaning for those involved in a communication process. They are the solid container where hollow words fit in.
  • Ambiguous words: are the words having two different excluding meanings. One of the meanings is functional to the communication process and the other is dysfunctional.

(*) Excerpt from the book Unicist Standard Language by Peter Belohlavek.

The paradox is that non-institutionalized businesses need to build credibility based on their actions but instead tend to use empty words to position their activity. In plain language: bragging is part of their habits in marketing.

This destroys their internal and external credibility and drives them towards marginal markets that require a low cost – low value strategy. In these markets bragging is part of the rules of the game.

The use of empty words in marketing needs to be avoided. Empty words are necessary to develop the rituals to establish personal relationships and are part of the social small-talk. But their use when developing commercial messages destroys the credibility of the business. The first action to be done, when a new motto begins to be used, is to confirm and upgrade the content that sustains the motto. “Under-promise and over-deliver” is the core of credibility.

Diana Belohlavek

NOTE: The Unicist Research Institute has been the pioneer in using a logical approach to deal with complexity since 1976 and is nowadays the world leader in its segment. It has an academic arm and a business arm: https://www.unicist.net/marketing/wp-content/uploads/2015/07/turi-1.pdf


Innovations require conquest confrontations

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A confrontation of conquest begins when a new product with no synergy with the pre-existing products is launched. There is also a confrontation of conquest when new markets are sought.

When the products that have been launched do not belong to an existent category and satisfy non manifested needs, the confrontation of conquest begins with the weakening of some occupied niches to introduce the new product (guerrilla confrontation).

Confrontation of conquest requires an empty space occupying strategy when non manifested needs are being satisfied.

The confrontation of conquest requires beginning with niches, continuing with segments and finally covering the market.

There are two possibilities in the confrontation of conquest. A market leader can dominate the marketplace or there can be no leader.

When there is a leader the confrontation of conquest implies simultaneously a confrontation of supremacy. This implies a double investment of energy when there is a market leader.

Diana Belohlavek

NOTE: The Unicist Research Institute was the pioneer in using the unicist logical approach in complexity science research and became a private global decentralized leading research organization in the field of human adaptive systems. It has an academic arm and a business arm.
https://www.unicist.net/marketing/wp-content/uploads/2015/06/turi.pdf