B) Object Driven Marketing


Digital Marketing: Customer Orientation in the Industry 4.0 Context

The Unicist Research Institute has been working and researching digital marketing for years to find the conceptual structure of cybercommunication and define the rules that allow developing reliable marketing cyber-strategies.

Digital marketing is one of the essential business functions in the era of the “Internet of things”. But the results these functions produce might be paradoxical.  It has to be considered that the German elections in 2017 showed a sort of failure of the Internet marketing of political parties.

Internet marketing requires understanding that the communication on Internet does not work as a traditional ad, but as what The Unicist Research Institute has named a CyberCom.

Traditional ads installed on Internet drive towards paradoxical results and hinder the strengthening of the image of products, services or organizations.

CyberComs do not work as drivers of buying actions, but as catalysts of buying processes, that require generating influence on a “preexisting” process, establishing synergy with the needs of the customers to generate buying decisions. Digital marketing is an extreme simplification that requires managing a conceptual approach to integrate the cyber-processes with the mental processes.

Diana Belohlavek

NOTE: The Unicist Research Institute has been, since 1976, the pioneer in complexity science research to deal with adaptive entities and became a private global decentralized leading research organization in the field of adaptive systems and environments. It was one of the precursors of the Industry 4.0 concept. https://www.unicist.org/turi.pdf

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Mindsets in the B2B Marketing of Management Technologies

A mindset is a pre-concept that establishes a decision framework that avoids personal risks. Mindsets are built upon actual successful experiences that are stored in the long-term memory of individuals. There are specific mindsets that deal with business problem solving and social mindsets that establish the framework of personal interaction.

Mindsets in Management

The mindsets in management are defined by the fundamentals that drive management decisions.  Decision makers are:

  • Solution driven
  • Problem solving driven
  • Technology driven
  • Power driven

Expansive management is driven by complex problem solving and the necessary systems to build the expansion. Contractive management is driven by simple problem solving and the use of tools to simplify the work.

B2B Marketing of Management Technologies

The mindsets provide the framework that allows triggering the automatic responses of the Conceptual Short-Term Memory in buying processes. These mindsets trigger functional decisions when the external environment remains unchanged. They are dysfunctional in changing environments.

The structure of business management defines the different mindsets that are needed to manage the B2B marketing of business solutions. The understanding of the basic functionality of the mindset is needed to know where the solutions fit it:

  • Operational Mindset – Is necessary to deal with functional operations.
  • Technical Mindset – Is necessary to deal with hard technologies.
  • Systemic (Cause-Effect) Mindset – Is necessary to organize processes.
  • Root-Cause Mindset – Is necessary to improve processes and develop strategies.

B2B marketing requires considering the mindset of the sponsors, users, gatekeepers and the decision makers to make adequate proposals. The institutional brand attributes need to fit into the social mindset of the potential buyers while the product brand attributes have to be consistent with the specific mindsets.

These mindsets define the restricted context of the B2B segmentation to be used.  The marketing process of management solutions is catalyzed by the institutional and product brands and is inhibited when the mindsets are disregarded.

Diana Belohlavek

NOTE: The Unicist Research Institute (TURI) has been, since 1976, the pioneer in the research of complexity where the roots of evolution and the structure of concepts were discovered. In the business world, TURI developed a Solution Bank based on the structures of concepts, which define the nature of business functions that allow managing the root-causes of problems and the root-drivers of solutions. https://www.unicist.org/turi.pdf

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Subliminal Aspects of the Unicist Object Driven Marketing

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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The Marketing Model of the Unicist Confederation

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

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For Entrepreneurs: Empty Words Destroy Credibility

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

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Innovations require conquest confrontations

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

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LinkedIn and the upgrade of Object Driven Marketing

Object Driven Marketing, based on the Unicist Theory, allowed establishing an upgrade of the use of Linkedin. See video at:  https://www.youtube.com/UnicistStandard

After five years of monitoring and two years of research, using the complexity science research methodology, the unicist ontological structure of LinkedIn for B2B expansion has been validated at The Unicist Research Institute.

Unicist Ontology of LinkedIn for B2B MarketingThis is an introductory report to explain the possibilities opened by LinkedIn to expand B2B businesses which allowed companies and individuals to foster market expansion integrating both institutional and personal influence. This is the first part of the complete report which includes three parts.

This is a new stage in marketing that has been opened by the expansion of the use of Internet, the Era of Participation and the development of a “vehicle” like LinkedIn that allows building the necessary environment to use virtual tools to expand markets.

The research on the ontology of LinkedIn, explains its functionality to expand B2B markets and how to use it for Image Driven Marketing, Sponsor Driven Marketing and Referral Driven Marketing.

The use of LinkedIn became functional to all sizes of organizations, providing a participative environment that allows individuals to develop credibility to build commercial interest groups based on the generation of value. This requires using an extreme segmented approach in order to ensure the generation of value.

LinkedIn evolved from its original position expanding its functionality without changing its nature. This evolution opened the possibilities for its use as a vehicle to build market growth based on the expansion of the boundaries using the power of virtual communication.

The Era of Participation

To apprehend the concept of LinkedIn, it becomes necessary to understand the concept of the Era of Participation. In the following lines you will be able to access a synthetic description of some of the main segments discovered, but we recommend accessing the complete report that you will find at the end.

Adaptive Participation

The Era of ParticipationEvolutionary participation requires beginning with a conscious adaptive process where the individual is looking for a place to be who s/he is. This makes the individual a differentiated person that needs to begin by participating through value adding actions (participation to do) while sustaining the identity of the role by having the necessary image that allows others to tag him/her properly (participation to appear).

Participation is only possible when the members who participate are able to recognize each other as part of the same group. In fundamentalist groups this tagging might include tattoos or similar timeless marks but in social groups individuals need to have the necessary “look & feel” in order to be tagged and recognized as members.

This appearance is extremely notorious in social and professional networks that establish the basics of the profile that need to be covered in order for the group to accept a possible member. That is why appearance, which is given by the personal brand or image, is the entropy inhibitor that makes expansive participation possible.

When the image has been positioned, the final objective of being a real member becomes possible.

Over-adaptive Participation

The apparent paradox is that over-adaptation is the minimum strategy. This requires an explanation. Adapting implies influencing while being influenced to achieve a goal, which in this case is to have a place in the world. Influencing is what we call adaptive participation and being influenced is what in this case is named over-adaptive participation.

Over-adaptiveness implies accepting the rules of the environment, which implies submission but beginning with a dominant participation in order to feel that one is not submitting but establishing the rules.

When the self-esteem has been conserved by this dominant participation, which mostly implies active inaction that allows judging the environment, an oppositional role becomes necessary to accept the rules of the game.

When individuals are able to feel superior by judging the environment, opposing to some aspects to preserve their self-esteem, then over-adaptive participation becomes functional. But, this functionality depends on its compatibility with the adaptive participation.

Segments of Participation

There are different segments or participants that need to be understood in order to deal with them. Accessing profiles and activities on Facebook, Twitter and LinkedIn is very useful to identify the different segments, which are never pure but always have an implicit dominant trend that drives their participation.

  • Publicity Driven
  • Bragging Driven
  • Utopia Driven
  • Recognition Driven
  • Action Driven

Much more than Networking

In the second segment of this report, the concept of LinkedIn will be published. And lastly, the third part will describe the concept of Interest Group Building. In order to apprehend these concepts we recommend becoming aware of the concept of the “Era of Participation” to understand its meaning and why LinkedIn is much more than a “space for networking”.

Access the complete synthetic report on the “Era of Participation”:
http://www.unicistinstitute.net/future-research/future-research-the-era-of-participation-is-changing-the-habits/

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/2015/04/turi.pdf

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LinkedIn: the vehicle for global B2B market expansion (Part 3)

LinkedIn allows sustaining the building of Interest Groups that allows expanding B2B markets based on using the adequate profiles that identify the three levels of functional segmentation that are needed to develop image-driven, sponsor-driven or referral-driven marketing strategies.

You can find the complete information on “B2B Marketing using LinkedIn” in the booklet on “Virtual Marketplace Building” you can find at:
http://www.unicist.org/repo/#Marketing

LinkedIn B2B MarketingThe proven functionality of LinkedIn as a vehicle deals with the development of additional market channels, the building of distribution channels and the building of sponsors in the client’s organization.

To build the specific profiles to develop the marketing strategy it is necessary to integrate the segmentation that corresponds to the specific industry, the segments defined by the participation, the segmentation of LinkedIn as a vehicle and the segmentation of the type of interest group that needs to be built.

This requires managing the fundamentals of these segmentations and having the technical-analytical information that allows transforming a conceptual approach into operational profiles.

The end of this profiling process is a simple accurate description that can be managed by everyone.

Then a bridge between the profiles and the information that is available on LinkedIn has to be built in order to segment, avoiding a bold approach.

Linkedin for B2B MarketingBold approaches generate paradoxical effects because they generate the perception of spamming.

When a message that is sent to an individual is needed, it can never be perceived as a spam. The segmentation and profiling process allows defining what an individual needs.

The more accurate this communication is, the higher the probability of achieving functional results and the less paradoxical results it will produce.

It has to be considered that these paradoxical results generate a double negative effect.

  • They are perceived as an aggression by the one who receives a disruptive communication.
  • They degrade the image of the institution and person who sends the message.

The building of sponsors in B2B markets is the final goal that can be achieved using LinkedIn. These sponsors allow beginning a commercial process that includes users, deciders and gatekeepers.

The advantage of this virtual approach is that it establishes stable active relationships that require little time for all the participants to be maintained.

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/2015/03/turi.pdf

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The Power of LinkedIn for B2B Marketing (Part 2)

The functionality of LinkedIn as a B2B marketing vehicle depends on the capacity the participants have to build an interest group. It can be very helpful for those who decide to use this vehicle to learn from the origins of the Rotary Club.

The Unicist Ontology of Interest Group Building If you haven’t read Part I of this report we, recommend accessing it at:
http://unicist.net/marketing/the-power-of-linkedin-for-b2b-expansion-part-1/

An interest group looks for building social influence for the use of the participants in order to build a strong “social capital”.

To do so, it is necessary to foster participation to provide a more influential place that allows sustaining this social capital. But these actions can only be functional if the authority conflicts among the members of the group are avoided.

Closed groups are weaker than open groups to be used as marketing vehicles. Closed groups establish an explicit influence among their members, which generates “antibodies” to marketing activities. The power of LinkedIn is given by the possibility of building open groups based on personal and institutional influence.

LinkedIn as an “institutionalized” vehicle establishes an implicit segmentation of its members. We have identified these segments, which are:

  1. The action driven segment
  2. The recognition driven segment
  3. The trust driven segment
  4. The optimism driven segment
  5. The subjectivist segment

The Unicist Ontology of LinkedIn for B2B MarketingA short description will help to give a guiding idea of these segments.

1) The action driven segment

This is the segment of those who participate in LinkedIn to generate added value in the environment. These are innovation driven people whose goal is to generate value without expecting a counterpart. They are not focused on being recognized by others. They are more interested in the deeds than in the opinion on the deeds. They use LinkedIn with a conceptual approach.

2) The recognition driven segment

This segment uses LinkedIn to influence the environment and to be recognized by others for having added value. They are individuals who look for security and also for “likes” of their work. They are diplomatic in the management of criticism of other members and always find a bridge to avoid conflicts. They use LinkedIn with a systemic approach.

3) The trust driven segment

This segment assumes an authoritative role in LinkedIn, which makes them worth of trust. As a result, the relationships they establish are based on mutual trust. They seek for discussing ideas to expand their own activities and the activities of other members. They follow strictly the rules of the environment and look for “likes” of their ideas. They use LinkedIn with an analytical approach.

4) The optimism driven segment

This segment believes in LinkedIn as a media that opens the world for them and for the community. LinkedIn is a vehicle of opportunities for them. They are permanently looking for news that opens new pathways for their activities. They believe in the information posted on LinkedIn. They use LinkedIn with an operational approach.

5) The subjectivist segment

This is the segment of the individualists that use LinkedIn to sell themselves. Individuals in this segment are over-adapted, which drives their dominant or oppositional roles, participating in order to demonstrate that they are right. They look for benefits from others and evaluate opinions with two different criteria: the opinion of others based on facts, and their own opinion based on intentions.

The Art of Marketing – The Unicist Object Driven Approach

The description of the nature of marketing allows organizing commercial processes including the roles that are necessary to achieve its purpose. The objective of this introduction is to establish the basics that need to be integrated in order to ensure the growth of businesses.

The Unicist Ontology of MarketingMarketing takes place in the mind of the potential buyer. Therefore, it is necessary to know how the buying process works before a marketing strategy can be defined.

The purpose of marketing is to provoke buying decisions. This implies that marketing, working as a complex adaptive system, can only be measured by results. What needs to be defined is what the market needs to buy. It might be a product or a service but it can also be the buying of an idea, a brand, an image or a person.

The first step to be achieved in marketing is the positioning of the value proposition as a first choice. Individuals always choose first choices when they buy. This is applicable to products, services or whatever is being sold. When the election of the first choice cannot be achieved by the buyer, individuals discard the inaccessible alternative and choose the next first choice they can buy within the rest of the alternatives.

This happens only if a critical mass of a proposal has been achieved. Without having the necessary critical mass there is no possibility that the proposal be considered as an alternative. Critical mass in business implies that a value proposition has the necessary aesthetics, influence and credibility in order to be bought.

Marketing actions save energy by catalyzing buying processes. This acceleration is possible when the value proposition satisfies needs, there is a strong influence in the market and the marketing actions have the necessary timing to follow the buying processes of the prospective customers.

The Art of MarketingMarketing results are achieved when these aspects – positioning as first choice, catalyzing buying processes and provoking buying decisions – are given. To make this happen marketing needs to integrate the scientific knowledge provided by behavioral sciences and the technological aspects provided by communication techniques.

Marketing needs to use the knowledge of the mind set of potential buyers in order to segment them according to the different approaches they have. This requires understanding the functional, psychological, conceptual and lifestyle segmentations in order to manage the segments as autonomous universes transforming them into manageable profiles.

The understanding of the communication techniques is basic to allow building the necessary commercial, semantic and semiotic objects to influence buying decisions. The quality of these objects is the core of a marketing process.

These objects need to be segmented unless the value proposition is focused on a unique segment. It has to be considered that a segment is not a part of a market but the market is the sum of segments. This implies treating each segment autonomously in order to have the necessary critical mass to provoke buying decisions.

About Ambiguous, Figurative and Subliminal Communication

The communication techniques are the core of a marketing strategy. It has to be considered that it is necessary to integrate ambiguous communication, figurative communication and subliminal communication to make buying processes happen. This is an art that needs to be managed.

TThe Art of Communication Ambiguous communication is what allows customers to participate in the decision process. It is a communication that opens alternative options and fosters the freewill of the customer. This type of communication is evident in successful advertising.

On the other hand, the use of figurative communication is needed to achieve true consensus on what is being proposed. It allows achieving the first choice position. The use of figurative communication allows buyers to “buy the concept” of what is being proposed, which makes them rely on the value proposition.

Lastly, subliminal communication is needed to catalyze the buying process. Explicit catalysts are unbearable for the customers. To develop subliminal communication there are several conditions that must be given:

  1. The positioning of the value proposition has to be true.
  2. The entity that proposes this value proposition has to have an authoritative role.
  3. This type of communication has to foster the use of the potential buyer’s freewill.

Conclusion

The art of marketing is what sustains the unicist object driven marketing and makes it fully reliable.

This art requires integrating behavioral sciences with communication technologies, which means that those that manage this process need to become aware of behavioral sciences driven segmentation and the use of ambiguous and figurative languages in order to design messages that need to include the necessary subliminal stimuli to build marketing catalysts.

The use of LinkedIn as a B2B vehicle requires knowing the customer profiles and which segments of LinkedIn participants allow establishing a value adding relationship. Using LinkedIn as a B2B vehicle requires using an institutionalized stable approach. The core of the success is the adequate integration of ambiguous, figurative and subliminal messages. The segment of subjectivists is dysfunctional for establishing any type of stable relationship.

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/2015/03/turi-1.pdf

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Object Driven Marketing of Rational Products/Services

Rational products are those in which the functional use value of the product prevails in the buyer’s decision. In order to better understand this process we will begin by describing the object driven marketing of rational products.

Every selling process is based on a brand. Nothing exists without a brand.

Even extreme commodities have a brand based on the origin of the product or service. Brands represent the subjective context that gives birth to a selling process.

In an object driven marketing process the fist step of awakening the interest of a buyer is stimulated by an object.

This object needs to be able to provoke attention and awaken the interest of the buyer.

A marketing object is successful when it generates a need for a subjective link that can be covered by a real or virtual individual.

Access a white paper on Unicist Object Driven Marketing at:
http://www.unicist.org/repo/#Marketing

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.
http://www.unicist.org/repo/#Unicist

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