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Unicist Functionalist Approach

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Unicist B2B CRM: Installing Binary Actions in the CRM

The virtual B2B commercial processes were developed to deal with differentiated and innovative value propositions. They do not apply to commodities or non-differentiated products and services. The final purpose is to work in the field of first choice alternatives, independently from the marketing strategy the company uses.  

Virtual commercialization is based on the brand power attributes, which include both the image of the organization and the brand of the products or services.

The purpose of the process is to foster a buying decision, which is driven by the integration of virtual B2B marketing and virtual B2B selling. These are the binary actions that are introduced in the CRM. Virtual marketing expands the boundaries to open a first-choice space in companies and virtual selling provides the minimum strategy that drives the closing of sales.

Each potential customer needs to be considered a market. This is achieved by segmenting the companies based on their structural attributes.

Based on the book Unicist Marketing Strategy by Peter Belohlavek.

Martin Alvaro

NOTE: The Unicist Research Institute (TURI) is a world leader in its segment. It introduced the Unicist Functionalist Approach and the use of binary actions to build business solutions. https://www.unicist.org/pdf/wp-unicist-functional-approach.pdf

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Binary Actions and Catalysts in Fly Fishing

I am a trout fisherman. It can be said that trout fishing is an evident proof of adaptability. That is why it is so difficult and can be perceived as an art. I would like to give you access to a demonstration of how trout fishing uses binary actions and catalysts to better adapt. If you just observe the fly that is used by a fisherman, you will find two different levels of binary actions.

binary actions in Fly fishing
  1. On the one hand, there is a binary action that attracts the trout that is composed by the fly and the hook. The fly is the catalyst, and the hook is the driver. The active function is the fly that attracts the fish while the hook is the energy conservation function that catches the fish.

  2. On the other hand, the functionality of the hook is defined by its binary actions, the point is its active function, which allows the fish to be hooked, and the barb acts as an entropy inhibitor (energy conservation function) preventing the fish, once hooked, from disengaging.

Managing catalysts and binary actions is a must when dealing with adaptive environments. As a fly fisherman for many years, I have been able to experience the indispensability of binary actions and catalysts in the fly as a system.

Fishing without the catalyst is as absurd as throwing a hook into the river and pretending to catch something.  Without the catalyst, the only thing you have is the desire to fish. The use of catalysts and binary actions is a must in fly fishing and in any adaptive system or environment.

Martin Alvaro

NOTE: The Unicist Research Institute (TURI) is a world leader in its segment. Since 1976, it has been specialized in complexity sciences applied to the research on the roots of evolution and its application to social, institutional, business and individual evolution.

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The Use of Unicist AI to define Segmentation, Binary Actions, Catalysts, and Marketing Objects

The unicist segmentation is based on the fundamentals of buying processes that define their functionality. The use of Unicist AI integrating data-based AI with fundamentals-based AI allows managing the process using adaptive automation.

The Unicist AI is based on the integration of fundamentals-based AI to manage the basics of processes and data-based AI to manage the operational aspects.

Data-based AI works within the clusters established by fundamentals-based AI. The fundamentals provide the framework of the meaning of data.

Fundamentals-based AI allows establishing the functional segments and the segmented binary actions, catalysts, and marketing objects to develop marketing and selling processes.

Data-based AI refines the structural information provided by fundamentals-based AI and – when sufficient customer’s data are available – allows establishing databases of potential buyers.

Diego Belohlavek

NOTE: The Unicist Research Institute (TURI) is a world leader in its segment. Since 1976, it has been specialized in complexity sciences applied to the research on the roots of evolution and its application to social, institutional, business and individual evolution.

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Unicist Strategy: Commercial Binary Actions

The learning from nature allows developing skills that can be applied in everyday life. What can be learned from these videos is that the development of binary actions requires understanding the environment and designing the necessary binary actions that maximize the probability of success.

In the field of business, the quality assurance of this process is given by the development of pilot test until the strategy is found and the use of destructive tests to expand the boundaries of its application.

Dolphins:

The advanced hunting strategy of a dolphin

Lions:

Alone, big cats aren’t much of a match for their prey. But when they team up, lion prides pack a punch.

Chimps:

David Attenborough walks us through a group of chimpanzees on the hunt for a monkey.

I hope you can make the essential analogies to profit from these experiences.

Martin Alvaro

NOTE: The Unicist Research Institute (TURI) is a world leader in its segment. Since 1976, it has been specialized in complexity sciences applied to the research on the roots of evolution and its application to social, institutional, business and individual evolution.

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Binary Actions in Marketing Processes

Synthesis

Commercial binary actions are two synchronized actions that expand markets while they ensure their results. They were developed to accelerate market growth by managing actions to install maximal strategies to grow and minimum strategies to ensure results.

Binary actions empower the value of processes while they diminish their costs. They use catalysts to expand the boundaries of solutions and business objects to accelerate processes and ensure their functionality.

Binary Actions Exist since Living Beings became Intelligent

Binary actions are part of human adaptive behavior. They also exist in the behavior of animals. Binary action is an action that maximizes the achievement of results by using the influence of the environment to do something. Using the context to do things is part of natural human intelligence. The core is being able to anticipate the consequences of what is happening in the context.

Unicist Binary Actions

Every action of the context of an activity influences the possibilities of some actions and inhibits others. Smart people only develop adaptive actions when the context makes them possible.

The research of Binary Actions

The first stage of the research at The Unicist Research Institute was focused on how this integration of context and actions works and how it can be emulated to develop binary actions based on the development of a restricted context that sustains the achievement of results. This drove to the discovery of the structure of social gravitational forces and catalyst that apply in all the fields of human behavior.

unicist binary actions

The second stage of the research was to find a way to develop binary actions that allow influencing people without generating reactions or change resistance.

This stage, integrated with the previous stage, drove to the development of binary actions to influence people by understanding the concepts that drive their actions. This knowledge established a new stage in the management of adaptive systems and environment.

The Building of Binary Actions

In marketing the use of binary actions is driven by the use of catalysts that generate a space in the market by satisfying latent needs, accelerate buying processes and install “hope” in the mind of potential buyers.

Supply driven markets, differentiated products or services and innovative value propositions require necessarily the building of catalysts when they are not available in the environment.

A self-evident catalyst in marketing processes is the brand power that sustains a value proposition. This is an artificial catalyst that is built by an organization to install attributes in the mind of the potential customers to sustain the marketing process.

Influencing customers requires using unicist binary actions that include the drivers and catalysts of buying processes. The unicist conceptual marketing approach uses binary actions based on the root causes of buying processes, which are influenced using catalysts.

Binary actions ensure fluent communication. Their use allows emulating the structure of buying processes to manage their dynamics and evolution.

The binary actions require using catalysts and marketing drivers in a synchronic way that accelerates buying processes.

Unicist binary actions are driven by the development of marketing actions according to the types of the products and services proposed and the segments of buyers.

Martin Alvaro

NOTE: The Unicist Research Institute (TURI) is a world leader in its segment. Since 1976, it has been specialized in complexity sciences applied to the research on the roots of evolution and its application to social, institutional, business and individual evolution.

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Attractors Building: Designing the Contagiousness of Products and Services

Designing the contagiousness of the use value of a product or service allows building “attractors” that accelerate the speed of growth in the market. It is what allows establishing the word of mouth in the market. This technology is needed for innovative, and differentiated products or services.

The gravitational force of the contagiousness of a product or service is given by being inserted in a trend that satisfies the consumer latent needs. Satisfying latent needs implies covering the implicit weaknesses of products and services.

The reference group (influencer) that sustains this trend is the one that establishes a framework of influence that catalyzes the contagiousness.

What is contagious in a product or service is something that makes it extremely “smart”. It is something new, but at the same time so obvious that it generates the irrepressible desire to “appropriate it”, under the expression “How didn’t I think of it!”.

Therefore, to produce contagion and keep the benefits of it, you need to have the necessary brand-power, to be able to have the critical mass to not only have the costs but also enjoy the benefits.

In plain language, what is contagious is “the idea”, in technical terms, it is its concept that is implicit in the product or service. It has to be considered that any value proposition made to a person is recognized by the Conceptual Short-Term Memory (CSTM) that uses the concepts stored in the Long-Term Memory (LTM).

A product or service is contagious because it is extremely smart, extremely empathetic, and extremely sympathetic to the consumer. In other words, it is an obvious and unexpected solution that everyone needs and wants to hear about.

Extreme examples are the paradigmatic cases of the early stages of:

  • Ipod
  • Netflix
  • Airbnb
  • Uber
  • The Internet

Extreme Smartness

The solution is taken as a desirable innovation, that is what makes it smart, and it starts generating an expansion of the consumer’s social role, while on the other hand, it satisfies their emotional needs.

The consumers in the very act of incorporating the “idea”, elevate their social role, empowering themselves with the new solution in their environment.

On the other hand, the fact that makes this implicit innovation in the product or service desirable, is that it does not imply a change in the person, because in some way, the solution complements their emotional needs and therefore satisfies them.

The Extreme Empathy

Extreme empathy occurs when the product or service satisfies functional needs of the consumer, which implies, on the one hand, that it satisfies social needs and, on the other hand, that it satisfies instinctive needs.

Each product has implicit in its category the type of social needs to be covered, as well as the type of instincts it needs to satisfy.

In Maslow’s hierarchy of needs you can find the description of the universal psychological/social needs that the functionality of a product or service satisfies.

The instincts described in the Deadly Sins can be categorized into their basic types in relation to the functionality of the category, that the product or service satisfies.

Satisfying the instinctive needs that underlie the product catalyzes the contagious process. Covering instincts that are not related with the instincts that the product naturally satisfies, inhibits the process.

The Extreme Sympathy

Sympathy has to do with the capacity to influence the use value of the product or service, which allows the individual to expand his or her possibilities.

This expansion of possibilities is materialized in the fact that the new solution represents both a functional complement to the consumer needs and an emotional complement which allows expanding her/his possibilities.

The emotional complementation, covering what the client lacks, is what sustains the contagiousness and ensures the process.

Conclusion

The use of “attractors” allows accelerating the speed of growth in the market. This technology is needed for innovative, and differentiated products or services.

There are four different types of attractors according to the functionality for which they are built:

  • Originality driven
  • Practicality driven
  • Simplicity driven
  • Prestige driven

Attractors wear out over time, because a satisfied need generates a new one. Therefore, attractors building requires a sound knowledge about the latent needs that are being satisfied, in order to anticipate the next.

Based on the research works led by Peter Belohlavek at The Unicist Research Institute.

Martin Alvaro

NOTE: The Unicist Research Institute (TURI) is a world leader in its segment. Since 1976, it has been specialized in complexity sciences applied to the research on the roots of evolution and its application to social, institutional, business and individual evolution.

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A Functionalist Approach to Marketing

Unicist Conceptual Marketing is a customer focused approach. It seems redundant with the definition of marketing but in the real world there are different perspectives:

  1. The perspective of marketing products that satisfy customer needs
  2. The perspective of satisfying needs by developing and marketing products

Both perspectives include the same elements but with different levels of priority. That is why the unicist approach to marketing considers each segment, that represents individual customers, as a universe where the needs can be understood and satisfied.

It can be said that the brand power that sustains value propositions is integrated by the product and the institutional brands of a provider. The brand power works as a universal catalyst, that establishes the restricted context of operation to catalyze marketing processes.

Developing Unicist Conceptual Marketing implies beginning with the customer:

  1. All begins by defining the customers, their segments, and their profiles to be able to define the necessary marketing strategies that address them in the most effective way.

  2. Then it is necessary to define the marketing model that fits with the approach to customers, with the product, the maturity of the markets, the level of innovation and the actions of the competitors.

  3. Then it is necessary to define the binary actions that allow integrating maximal and minimum strategies to ensure results, which are sustained by marketing and catalyzing objects.

  4. The final stage is establishing the adequate competitive strategy that allows approaching the customers ensuring being perceived as a first choice.

  5. The understanding of the functionality of data-based AI and fundamentals-based AI will provide you the necessary information to define when you can take advantage of the use of artificial intelligence.

You have also access to the Unicist Functional Designer to develop First Choice Marketing which allows you to experience the use of this technology. https://www.unicist-systems.com/

Unicist Press Committee

NOTE: The Unicist Research Institute (TURI) is a world leader in its segment. Since 1976, it has been specialized in complexity sciences applied to the research on the roots of evolution and its application to social, institutional, business and individual evolution.

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Functional Marketing vs. Empirical Marketing

Functional marketing introduced an upgrade in marketing processes. While empirical marketing is based on the know-how of buying and marketing processes, functional marketing adds to the know-how, the know-why of buying decisions and of marketing actions.

Unicist Binary Actions

Empirical marketing uses multiple unidirectional cause-effect actions while functional marketing uses synchronized binary actions to influence buying processes.

The basics of functional marketing are given by the use of buying process driven segmentation and profiling to establish differentiated strategies for each segment.

This is what makes the difference in the effectiveness of functional marketing processes.

You can access the basics of the functionalist approach to marketing at:
https://www.unicist.org/scientific-collaboration/#Marketing

Martin Alvaro

NOTE: The Unicist Research Institute (TURI) is a world leader in its segment. Since 1976, it has been specialized in complexity sciences applied to the research on the roots of evolution and its application to social, institutional, business and individual evolution.

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Conceptual Marketing in the 4IR

Marketing 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 discovery that the concepts people have stored in their long-term memory drive their actions, allowed developing a conceptual segmentation model that permits finding the buying arguments and developing the complementary selling arguments to drive buying decisions.

Concepts define the root causes of buying processes and also drove to the development of marketing objects and catalyzing objects to drive buying decisions using binary actions.

Conceptual segmentation gives access to the buying argument of potential clients and allows defining clusters that increase notoriously marketing effectiveness. The use of marketing objects and catalysts allows building an empty space in the market and ensuring the functionality of binary actions to influence buying decisions.

Conceptual Marketing became significant with the appearance of the technologies of the 4th Industrial Revolution. Although Conceptual Marketing is extremely effective in all marketing processes, it is unavoidable when it is possible to use the tools of the 4IR.

Some of the companies that use business objects and catalysts are: Airbus, Amazon, Apple, BBC, Boeing, Dassault Systemes, Dupont, Ericsson, Facebook, General Electric, Google, Hilton, Honda, Hyundai, LinkedIn, Lufthansa, Mapfre, Mayo Clinic, Michelin, Novartis, Open Text, P&G, Pfizer, SAP, Siemens, Tata Motors, Toyota, Unilever, Walmart, Walt Disney World and Youtube.

Martin Alvaro

NOTE: The Unicist Research Institute (TURI) is a world leader in its segment. Since 1976, it has been specialized in complexity sciences applied to the research on the roots of evolution and its application to social, institutional, business and individual evolution.

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Advertising: Unicist Strategy to Generate Interest

The strategy to generate interest applies to any kind of actions where one of the participants is promoting an idea or action. It applies to personal issues, education, social behavior, businesses and any kind of situation where something new is being introduced.

The generation of interest is a basic condition in marketing processes. It applies to innovations in B2C businesses and to the establishment of new relationships or introducing new propositions in the B2B business.

Conceptually, the generation of interest implies the development of a maximal strategy to make evident the aesthetic of the benefit of what is being proposed, while sustaining this with a minimum strategy based on the credibility of the value proposition.

Both strategies drive the influential impact that is necessary to generate interest.

The Ontogenetic Map of the Strategy to Generate Interest

The driver of the strategy is the need to stimulate an expectation of need satisfaction, which requires some preconditions:

  1. The concept of the business has to be known.
  2. The environment has to be known.
  3. There has to be an adaptive attitude in the environment.
  4. It is necessary to understand the market to define the segments of those who profit from the proposal.
  5. It is necessary to know the segments of those who do not profit from the proposal.
  6. The influencer has to assume a personal or institutional leadership.
  7. The functionality of the value proposition has been confirmed.

When these conditions are given, the driver of the strategy is functional and requires the use of a catalyst to accelerate the generation of the idea and a gravitational object to sustain the validity of the proposition.

Based on the research on generation of interest led by Peter Belohlavek at The Unicist Research Institute.

Martin Alvaro

NOTE: The Unicist Research Institute (TURI) is a world leader in its segment. Since 1976, it has been specialized in complexity sciences applied to the research on the roots of evolution and its application to social, institutional, business and individual evolution.

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