unicist logical approach


The Next Stage in Marketing: Unicist Customer Profiles

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

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

This implies:

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

Customer Profiles

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

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

Peter Belohlavek

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


Subliminal Aspects of the Unicist Object Driven Marketing

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


Trends: Unicist Lifestyle Segmentation and Evolution

Unicist Lifestyle SegmentationLifestyle segmentation underlies human behavior. Lifestyles establish the parameters of normality and the “ethical mask” of a society.

Describing the lifestyles of a country permits establishing the limits within which segmentations can work. Only in the case of basic human needs lifestyles are not a limit but only a gravitational force.

The unicist lifestyle segmentation is analogous to the VALS segmentation of SRI. But, while VALS uses psychology to segment people according to their distinct personality traits, Unicist Lifestyle Segmentation uses anthropological invariables and country archetypes to segment people.

Unicist Lifestyles

Lifestyles are the archetypical behavior patterns of a society and its members. These archetypes serve a group as automatisms to carry out the everyday activities that are functional to that society’s purpose.

Hence, lifestyles are the result of the integration of a society’s collective unconscious with its archetype, which define different ways of facing reality.

Archetypes resolve the weaknesses of a social group by turning uncertainties into assertive answers which guarantee the success of individual and social purposes.

An individual’s lifestyle makes him acceptable and functional to the society’s needs. It also allows him to find groups of identification across different cultures or communities.

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/index.php#Unicist


Opportunity for young graduates with marketing orientation

This is an invitation for graduates, from all over the world, to participate in what is the next stage in marketing applied to global businesses using the unicist object driven technologies.

Unicist Basic DiscoveriesWe invite young graduates, who are open to deal with the new stage in behavioral sciences applied to marketing to work in these marketing projects. These projects are developed by Think Tanks in which they would participate. There are sponsored learning programs for the applicants.

The discoveries made at The Unicist Research Institute allowed dealing with the roots of human behavior that were defined by Ethical Intelligence, Strategic Intelligence and the Logical Type of Thought, which define the basic drivers of human behavior.

We strongly suggest you compare this approach to the complex adaptive aspects of businesses with alternative technologies:

Compare with our Colleagues

These basics allowed emulating the nature of buying processes and using commercial, semantic and semiotic objects to influence the market.

If you are interested, please contact us so we can provide more information at:
n.i.brown@unicist.org

Diana Belohlavek
CEO – Unicist Confederation

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/2014/07/turi.pdf


Open Lecture on B2B Adaptive Marketing: New Relationship Building – 5-22-2014 – 3:00 pm ET

By Peter Belohlavek – The building of new commercial relationships in B2B businesses requires having the necessary “gravitational force” to influence others and being able to establish a new complementation that allows developing a functional and personal bond that benefits both parts. Different cultures require different stages to build new relationships that drive to differential levels of social capital. We recommend accessing: http://www.unicist.org/repo/#Marketing 

Unicist Press Committee


Discovery of the Ontogenetic Structure of Psychological Segmentation (*)

The Unicist Psychological Segmentation is based on Conceptual Psychology. It is the segmentation that defines the type of relation an individual has with a product/service. An individual adapts to reality within limits. Conceptual psychology established the limits of an individual’s context.

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

The unicist ontology of the psychological segmentation can be defined as:

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.

(*) This development is one of the “100 major unicist discoveries that are changing the world”
http://www.unicist.org/repo/index.php#Unicist

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


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


Use of ambiguous language: a must-do in business

The use of ambiguous language is a necessary tool in business. It opens new doors if one knows how to read the feedback one gets. But it is dysfunctional when used at an operational level. That’s why it’s been the subject of bad press when the nature of its functionality is not understood, and is used at an operational level as a synonym of vagueness.

Maximal Strategies are based on the use of ambiguous language. Maximal strategies are the strategies that go beyond the boundaries of the actual actions.
Therefore they enter in the field of risk and uncertainty.

That is why the real possibility of the actions has to be found before defining the strategy.

This approach implies necessarily dealing with the fundamentals of the business.
The use of ambiguous language is necessary to deal with fundamentals. Maximal strategies become ventures without the use of ambiguous language.
Individuals, who cannot understand, speak and write synthetic / ambiguous language cannot develop maximal strategies.

Ambiguous language is based on a maximal strategy driven by a dialogue and a minimum strategy driven by a monologue, which is an informative action.

The maximal strategy implies exerting a functional influence while sustaining this action with the objective recognition that is obtained during the dialogue.

A dialogue itself is a biunivocal communication with mutual adaptation to the feedbacks received.
Maximal strategies are based on the conjunction “and”, and backward chaining thinking. This implies that a dialogue is possible if the final objective is in the mind of those who are dialoguing.

When there is no end in the mind there is no dialogue, just the coexistence of two monologues.

The minimum strategy is sustained by the dualistic thinking, the disjunction “or”, in order to obtain emotional influence and subjective recognition.

Forward chaining thinking is the approach to reality based on a predefined method of communicating. In this case, no one has a clear concept of the final goal to be achieved but the next step is clear for all the parts involved. Information implies monologues.

Being it a dualistic approach the information is right or wrong. If it is right, the information provides positive feedback, if it is wrong, the communication breaks up.

The better one manages ambiguity, the better one does business.

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