Unicist Product/Service Demonstrations

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Unicist Marketing Demonstration processes are the way to install a new idea in the mind of a potential client. They are an application of the use of semantic objects, which sustain the demonstration process avoiding the need of facing conflicts produced by the introduction of new knowledge.

Their purpose is to allow the participants to have a pleasant experience in a controlled environment where they feel safe. These conditions are necessary to ensure an environment of personal involvement, which drives the experiencing process of the participants.

Maximal Strategy

The maximal strategy actions are given by proposing things that satisfy needs without becoming a competitor with the potential clients. These proposals have to include all the necessary attributes to be extremely desirable to have.

To work as a demonstration, it is also necessary that the proposal be perceived as essentially harmonic with the environment. It might be new, it might be a breakthrough but it has to fit within the “rules” of the environment. This allows using semantic objects to avoid conflicts during the demonstration.

Conflict Management Objects

These objects are used to approach the episodic memory of individuals. They need to be based on a mind opening figurative communication and include a message that has to be based on objective information.

Complementation Building Objects

These objects are used to approach the long-term memory of individuals in its oneness. It is a structural approach that needs to include the different aspects individual consider when making a decision.

Minimum Strategy

In the development of a demonstration process, the minimum strategy is based on the credibility of the proposal, which means that it needs to make things possible that were not possible before. But in order for the demonstration process to work, the promise of making things possible that were not possible before needs to be considered within the possible expectations. The promise needs to be part of an existing trend in the field of application in order to have credibility.

Any demonstration requires the existence of an influential authoritative context that can be built using semantic objects. The use of these objects within the demonstration process avoids conflicts.

Informative objects

These objects are used to approach the semantic memory of individuals. They need to include a message based on news that people are expecting and their figurative language needs to be sustained by graspable analogies.

Value Adding objects

These objects are used to approach the procedural memory of individuals. They need to include a message based on a meaningful interpretation of the reality an individual is facing and their figurative language needs to be sustained by meaningful metaphors.

Conclusion

A demonstration process ends when a potential client envisions the benefits of the value proposition and has the intention to buy or become a user.

It has to be considered that to achieve this goal, the approach to potential clients requires a previous segmentation avoiding the presentation to people who obtain no benefit from the proposal.

If a demonstration is made for people who do not benefit from the proposal, the process degrades into a conflict.

On the other hand, when the functional semantic objects are used responding to the segments that will benefit from the proposal, the demonstration process will end up in installing a new idea in the mind of a potential client.

* Semantic objects are linguistics communications, in written or verbal format, that have the power to install meaningful knowledge in the long-term memory of an individual.

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/2017/05/turi.pdf

 

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The Universal Segmentation of Human Behavior

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The unicist approach to human behavior and communication is based on the fact that human actions are driven by the concepts they have. Therefore, any time an influential communication is posed, the “Conceptual Short-Term Memory” (CSTM) becomes activated to apprehend the “gist” of the message.

This apprehension is based on an instantaneous projection of the pre-concept individuals have in their long-term memory (LTM). Thus, individuals begin to access the message that is finally transformed into functional knowledge if the “gist” can be structured.

The knowledge of the fact that concepts work as behavioral objects, allowed defining a universal segmentation model of human behavior. The Unicist Semiotic Research Methodology was developed to define the perception of communications in order to be able to segment accurately.

Behind any communication there is a “Hard” need that establishes the wide context, a Life-style that establishes the restricted context and a Behavioral Segmentation that is integrated by a conceptual, a functional and a psychological segmentation to define the target of a communication.

Learn more: https://www.unicist.net/marketing/unicist-segmentation

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/2017/05/turi-1.pdf

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Subjectivism: the Innovation Killer

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Subjectivism is the anti-concept of adaptive behavior that destroys the possibility of dealing with adaptive environments.  That is why subjectivism is a functional behavior in authoritarian and anarchic environments where it provides an over-adaptive participation that mitigates the perception of authoritarianism and individualism.

Its driver is the justification of the unfulfilled goals that generates a parallel reality where the environment is responsible for the dysfunctional actions that produce the unfulfillment of the goals that were established. These justifications are sustained by the use of fallacious myths and the establishment of dysfunctional utopias.

The social fallacious myths that sustain social subjectivism are those that question the roles of authoritative leaders and those that allow “buying time” to avoid responsibilities. The guilt avoidance actions are sustained by the use of dysfunctional utopias that avoid the discussion of the functional aspects of a given reality.

Once installed, it destroys any possibility for adaptive behavior and generates internal power conflicts and annulment conflicts that hinder functional actions.

Unicist Press 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/2017/05/turi-2.pdf

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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.net/marketing/wp-content/uploads/2017/02/turi-1.pdf

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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

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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

 

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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

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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

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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

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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

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