Ontogenetic Maps


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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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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Discovery of the Unicist Psychological Market Segmentation

The Unicist Psychological Market Segmentation was discovered at The Unicist Research Insititute. It has been applied for more than 25 years until it could be integrated in the Conceptual Psychology as a behavioral object.

Psychological SegmentationIt is the segmentation that defines the type of relation an individual has with a product/service. An individual adapts to reality within limits. Psychology established the limits of an individual’s context. You can access a synthetic document on Unicist Market Segmentation at:
http://www.unicist.org/repo/#Marketing

Psychology defines the personal myths of individuals. Fallacious myths produce stereotypical behaviors. True myths describe human typologies.

Psychological segmentation shows four segments in the relation of the individual with the product or service:

  • Emotive
  • Affective
  • Protective
  • Authoritative

Emotive

This typology establishes emotional relations with products and services. These relations are naturally unstable. When “emotive” individuals are in the expansive cycle they establish pleasure-driven relations. When they are in the contractive cycle they establish a “child-child” relation with products.

Affective

The affective typology seeks stable caring relations with products and services. There is an implicit fear of abandonment. They cannot let go. When they are in the expansive cycle they establish interdependent relations. When they are in the contractive cycle they establish a “child-parent” relation with products.

Protective

“Protective” individuals protect the goods they buy. They care about them. When they are in the expansive cycle they establish dominant relations. When they are in the contractive cycle they establish a protective “mother-child” relation with the product. They need to possess products so they feel they are in charge of them.

Authoritative

They use products and services functionally and carefully. They respect the identity of objects. When they are in the expansive cycle they establish functional relations. When they are in the contractive cycle they establish a “father-child” relation with products. They change the products/services when they do not fulfill the implicit promises.

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/2014/10/turi.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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B2B Unicist Object Driven Marketing: The Use of Company Profiles

The unicist logical approach to B2B marketing is based on segmenting the companies while, within such companies, the B2C segmentation is used to segment the individual participants in a commercial process.

B2B Customer ProfilesThe B2B marketing process has been specially designed for supply driven markets, although it is fully applicable to demand driven markets considering that in this case it is necessary to sustain significant product/service differentiations.

The use of B2B marketing implies:

  1. Knowing the actual functional needs of a specific client considering the characteristics of the industry and its conjuncture.
  2. Having evaluated the maturity of the business processes and confirmed its compatibility with the value proposition.
  3. Having identified the type of relationships the potential customer establishes with its providers.
  4. Having confirmed that the essential attributes of the value propositions are a real catalyst for the business processes of the prospect.
  5. Having identified the business positioning of the prospect and confirmed that it is compatible with the positioning of the provider.

B2B Customer Profiles

Supply driven markets are based on innovations that are not driven by urgencies.

Therefore an adequate profiling of the prospects is basic in order to know if it is meaningful to invest in a marketing process to make a specific business.

Supply driven markets require a high level of reliability and the need of having the necessary critical mass to influence a company.

The critical mass is given by the aesthetics of the solution, the influence of the provider and the credibility that allows having the necessary level of reliability.

The benefit of using B2B Customer Profiles and Object Driven Marketing is that it allows beginning with a “cheap” promotional process to define possible leads and invest when the prospects fit into the necessary Company Profile to become buyers.

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/index.php#Unicist

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Segmentation is the core of successful marketing actions

Unicist Object Driven Marketing is based on a segmentation that allows, on the one hand, an accurate definition of the “what”, “what for”, “why” and “how” a segment buys, and on the other hand, the transformation of this abstract knowledge into objects to influence the clients and expand the markets.

Unicist Market SegmentationSegments necessarily preexist to segmentation. They cannot be invented, they have to be discovered. The unicist approach to segmentation includes all the levels of processes that happen in the consumer’s mind when making a purchasing decision.

Unicist Object Driven Marketing is the most effective way for marketing because it follows the nature of the consumer’s mind and uses the most powerful technological tools to communicate.

When dealing with human behavior, fundamentals lay the grounding of human attitudes but the environmental and materialistic needs define the drivers of what people desire, want, need and buy.

Unicist ontology considers that the ontology of a functional reality is unique and cross-cultural but its operation varies according to the culture.

That is the reason why “Design globally, operate locally” gains a strong meaning. In this sense, the cross-cultural concepts are called invariables, while the operational shape such invariables take, varies from culture to culture.

Unicist Market Mix is an approach to influence the markets, its segments and individuals in the most profitable way: approaching their nature.

Understanding cultures, segments and products makes the unicist marketing mix approach possible. The unicist marketing mix establishes the successive and simultaneous actions to influence the consumer’s or user’s purchasing decision.

Diana Belohlavek

NOTE: The Unicist Research Institute was the pioneer in complexity science research and became a private global decentralized leading research organization in the field of human adaptive systems. http://www.unicist.org

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Sell more, using the unicist universal market segmentation

The universal market segmentation describes the basic attitudes that drive individuals when they are buying. If you are able to approach each individual based on her/his basic attitude all what you are proposing will become credible.

Universal Market SegmentationThe attitude of individuals defines the first reaction of a person when a proposal is made. These segments are valid for any process where an individual is buying a product, service or idea.

This defines cross-cultural segments which behave within the structure of the myths, taboos and utopias of each culture. That is why it is necessary to design globally but operate locally.

Such cross-cultural segments are:

Independent

The independent seeks concrete personal benefits or utopias. He exercises pressure to accommodate realities to obtain benefits. When independent individuals are expansive, they seek benefits; when they try to avoid contraction, they foster utopias.

Conservative

Conservative individuals try to adapt to their external reality by choosing one of the two ways they consider feasible:

  1. Following the rules of a culture (when they are expanding)
  2. Approaching reality rationally (when they try to avoid contraction)

Dominant

Dominant individuals establish the rules of the environment. They build the necessary micro-cultures to be in a leading position. They are representatives of the culture (when they are expanding), or foster the evolution of their environment (when they try to avoid contraction).

Influential

Influent individuals base their influence on their innovation capacity. Their creativity and idealism drives them towards two different ways to exert influence:

  1. Propose innovations based on ideas (when they are expanding)
  2. Propose innovations based on creations (when they try to avoid contraction)

Conclusion

Take your time to grasp this segmentation because it is extremely functional. You have to consider that we all belong to one of these segments and are believable when talking with equals. Therefore it is necessary to be aware of the segments we belong to in order to avoid projecting ones attitudes on others.

Unicist Press Committee

NOTE: The Unicist Research Institute was the pioneer in complexity science research and became a private global decentralized leading research organization in the field of human adaptive systems. http://www.unicist.org

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Alternatives to learn from the market: Copying or Recreating

The research on the conceptual structure of benchmarks, developed at The Unicist Research Institute, showed the different levels of energy consumption in the learning process involved in benchmarking and the nature of recreating versus copying.

Benchmarking UseThe objective of benchmarking is to learn from the market.

Benchmarking forces individuals to face the market and confront with the possible weaknesses of its value proposal.

The learning processes are materialized in a recreation process that allows integrating the benchmark by upgrading the value proposition at a conceptual level.

There is also the possibility of copying solutions that are not protected by intellectual property.

Recreation is energy consuming but allows overcoming the benchmark with better solutions. Copying tends towards cloning solutions which probably will be at a lower level than the benchmark but might have lower costs.

The recreation process requires apprehending the ontology of the benchmark to build a better operational solution. Creation, and also recreation, requires sound knowledge.

Ontological benchmarking requires understanding the ontological structure of the business aspects that are being compared.

It allows apprehending the nature of the activity and widening the possibilities of the expansion of the functionality of the value proposition.

Therefore, it is necessary to have the ontological structures of what is being compared. Ontological benchmarking is an energy consuming activity.

Diana Belohlavek

NOTE: The Unicist Research Institute was the pioneer in complexity science research and became a private global decentralized world-class research organization in the field of human adaptive systems. http://www.unicist.org

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Marketing Strategy: Every battle is won before it is fought

The unicist approach to manage the competitive triangle in business provides the information to define the possibilities of accessing a new market or specifically a new customer or client.

Unicist Competitive TriangleThe ontogenetic map of the competitive triangle has been designed to define the fundamentals to expand the boundaries of the commercial operation of a business. Sun Tzu was right.

To expand the boundaries of a business it is necessary:

  1. To generate an additional added value to the client; this implies innovation.
  2. To develop a value proposition that allows establishing a common space where the goals of the client and the provider are being integrated.
  3. To ensure a meaningful return on investment for the client.

About the competitor

Competitors are substitutes and succedanea delivered by another provider, the client itself or alternatives of the providing company that cannibalize the original value proposition.

It has to be considered that the egos of the participants of the client’s organization are also competitors.

The unicist approach to the competitive triangle generates the perception of apparent paradoxes that can only be apprehended if one is conscious of one’s buying process.

There is no doubt about the fact that the final purpose is to satisfy the clients’ needs.

A market confrontation is won by the one who is able to build a common place where the needs of the client and the value proposition fit in.

But if one considers that the building of a common space requires being complementary with the client, it is self-evident that the provider needs to propose a complementation to the buyer.

The Competitive TriangleTherefore the winner of the “contest” is not the one who is more active but the one who has a better energy conservation function (seen from the client’s point of view).

The competitor is the one who assumes the active function and fosters the installation of solutions that are considered utopian by the buyer. Innovations are not aesthetic in themselves.

There are several inferences that can be done based on the knowledge of this structure:

  1. The selling problem is simple. It just requires following the rules of a minimum strategy. What is complex is the design of a strategy based on actual business intelligence. It is necessary to know precisely which are the needs of the client and the content of the value proposition of the competitor.
  2. Innovations can only be bought if they are understood, reliable and considered necessary to produce a demanded result.
  3. While the clients appear to be looking for the most productive solutions they will buy the safest solution which might or not be the most productive. Even innovators need to rely on solutions.
  4. The competitors are the “catalysts” of the buying process. That is why competition expands markets. The existence of innovative alternative solutions proposed by the company allows building a virtual competitor, if the business is managed based on a value adding ethics. This has to be included in the attributes of the brand.
  5. If there is a virtual competitor there has to be a double action on the market, on the one hand, an innovative maximal strategy and, on the other hand, a complementary minimum strategy.

This implies that to enter a new market a company needs to establish a superior competitive alternative (star product/service) that provides an “umbrella” to the possible and complementary solutions.

The core of this approach is to have accurate business intelligence, including specific SWOT analysis, to define the marketing strategy and selling actions.

Diana Belohlavek

NOTE: The Unicist Research Institute was the pioneer in complexity science research and became a private global decentralized world-class research organization in the field of human adaptive systems. http://www.unicist.org

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Unicist Complementation: the driver of infinite growth

Complementation is the most powerful attitude people have to grow. That is why it is considered that the building of complementation hypothetically drives to infinite expansion (which is, of course, a metaphor).

Growth would be infinite if people were open minded and able to build successive complementary solutions.

There are homologous cases in nature that have been studied and synthesized in “mutualism, commensalism and parasitism”.

These three categories are also found in human complementation. They are described as complementation, pseudo-complementation and anti-complementation.

The existence of a complementation implies the generation of the value the “complemented” needs, having an extreme focus on this objective and using an integrative logic to be able to manage all the elements of a given reality as a conjunction to achieve the purpose of value generation.

This means that complementation implies a conjunction (and) of all the elements, having no disjunction (or).

Peter Belohlavek

NOTE: TURI was the pioneer in using a logical approach to deal with evolution and became a private global decentralized world-class research organization in the field of human adaptive systems.  http://www.unicist.org

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