B2C & B2B Profiles


Unicist Marketing

The Unicist Standard provides the unicist unified field method to manage the unified field of marketing to ensure the achievement of results.
The discovery that the concepts people have in their long-term memory drive their actions and that the conceptual short-term memory triggers perception, drove marketing to a superior level. Unicist marketing is on the one hand an approach to the concepts and fundamentals that underlie products/services and drive buying decisions. On the other hand, it is an approach to the roots of buying processes, which requires using the unicist conceptual segmentation to define operational customer profiles. It uses commercial, semantic, semiotic and branding objects to influence buying decisions. The unicist unified field method defines the steps to diagnose, build solutions and develop pilot tests to ensure the results of marketing processes.

 

The Unicist Marketing Process

It needs 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). Therefore, the marketing actions that are based on conceptual segmentation increase notoriously their effectiveness.

The unicist marketing technologies have been developed at The Unicist Research Institute to manage the root-causes of buying processes.

The unicist marketing process is based on the use of business objects and of unicist segmentation.

Buying decisions are driven by the concepts individuals have.

That is why buying decisions are triggered by the instantaneous perception of the Conceptual Short-Term Memory that uses the information stored as a concept in the long-term memory.

Unicist B2C Market Segmentation

The Unicist Segmentation Model allows building accurate customer profiles for B2C markets. It provides the necessary information to define interdependent universes when using big data analytics.

Unicist market segmentation is the integration of the drivers that influence buyers or consumers when deciding what to buy, or what to do.

The Unicist Customer Profiles allow focusing on specific segments of a market and expand through their influence on adjacent groups of potential customers.

These profiles are built based on the unicist structural segmentation models that allow influencing buying decisions using commercial, semantic and semiotic objects.

The objective of using the unicist profiling technology and the use of marketing objects is to increase sales.

The Context: Hard Segmentation

The hard segmentation includes the definition of the functional needs, the urgent needs and the latent needs that are covered by a product or service.

The hard segmentation is the starting point of the unicist segmentation model in the case of product-driven marketing.

It defines the context (category) that allows influencing the buyers’ decisions. In the case of brand-driven marketing, the satisfaction of latent needs works as a catalyst of the influencing process.

Conceptual Segmentation

It has to be considered that all human conscious actions are driven by the concepts and fundamentals an individual manages. This means that individuals always use the concept they have in mind, which might be functional or dysfunctional.

The knowledge of the concepts and individual has is needed to forecast her/his behavior.

The discovery that the behavior of individuals is driven by the concepts they have, made the conceptual segmentation necessary. This segmentation describes the nature of a product as it is perceived by the potential buyers. “

Suspicion” is installed in the mind of the prospective buyers if the category of a product does not fit into the pre-concepts they have.

Functional Segmentation

The Functional Segmentation is defined by the benefits that are generated by the characteristics of a product. It defines the aesthetics of a product. Functionality is defined as the capacity of something to satisfy an individual’s need.

The discovery of the conceptual structure of aesthetics made the functional segmentation possible. This segmentation integrates the hard characteristics and the conceptual segmentation with the aesthetics of a product in the case of product driven markets.

In the case of brand driven markets, on the other hand, it transforms the concept that underlies the value propositions into observable attributes. It is the driver of rational buying processes and defines the capacity of something to satisfy an individual’s need. If it does not, it cannot be perceived or is rejected.

Psychological Segmentation

The psychological driver deals with the maturity of the intrapersonal and interpersonal bonds that allow integrating the functional intelligence an individual has and making the active intelligence driven actions adaptive.

An individual adapts to reality within limits. Psychology established the limits of an individual’s context.

The psychological segmentation defines the bonds between buyers and the product.

The discovery of “Conceptual Psychology” allowed developing the structure of the psychological segmentation that drives the emotional bond between products and buyers during the buying processes. It is required in order to avoid installing doubts in the mind of the prospects.

Lifestyle Segmentation

The Lifestyle segmentation is defined by the social role of the buyer in the environment.

Collective intelligence provides behavioral patterns that establish the cohabitation rules of a society and defines who is a member and who is an alien. It includes the transcendent and immanent aspects of behavior.

Only in the case of basic human needs lifestyles are not a limit but only a gravitational force.

The discovery that cultural archetypes work as the concepts of a culture required developing an anthropological lifestyle segmentation.

This segmentation allows installing value propositions within the limits established by the collective intelligence of a culture. When the value proposition exceeds these limits, the proposals are perceived as marginal..

B2C-Customer Profiling

The unicist technology allows defining the observable characteristics of the people that belong to the segments that want to be approached.

The unicist profiling technology allows integrating the “hard” characteristics of a segment with the “functional”, “psychological”, “conceptual” and “lifestyle” segmentations and transforming them into customer profiles.

The use of customer profiles begins with the approach to the segments that are natural buyers of a product/service and and then continues with 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 and latent needs of the participants of a market.

Unicist Profiles and Big Data Analytics

Unicist Big Data Management includes the use of Unicist Artificial Intelligence and Neural Networks. It implies the integration of unicist segmentation and profiles that allow defining predictors that are used as an input for big data analytics.

The use of unicist artificial intelligence allows confirming the accuracy of the market information and expanding the boundaries of the marketing actions.

This allows using segmented marketing and objects to expand markets. It is the natural complement for traditional Big Data Analytics.

When managing Big Data, machine learning is dependent on the quality of learning data sets, that is why it is subject to cognitive bias. The use of the ontogenetic maps of business functions avoids the bias and ensures the quality of intelligent big data analysis.

Unicist B2B Market Segmentation

The Unicist B2B Market Segmentation model includes three central segmentations that define the context of the buying process which are: the conceptual segmentation, the relationship segmentation and the institutional segmentation. It also includes the brand power segmentation that works as a catalyst of the B2B buying processes.

The development of the Unicist B2B Market Segmentation model demanded more than two decades. The final solution was triggered by the development of the social critical mass that defines the success of social and business actions. This development was based on multiple B2B marketing experiences beginning with Diners in 1981.

The unicist B2B market segmentation defines the segments of potential buyers and their relationship with the segments of the providers to select the approach that needs to be used to define the possibility of business and its probability of success.

Conceptual Segmentation

The conceptual segmentation defines the core attributes of value propositions and is the segmentation where the marketing processes begin and end. It deals with the need satisfaction generated by the value propositions and their differentiation.

The desirability of the value propositions is given by the subjective differentiation, which includes the differentiation of the use value and the competitive advantage.

The consistency of the value propositions is established by the objective differentiation that is defined both by a functional differentiation and by a price differentiation. The technological differentiation is what establishes the background of the conceptual segmentation.

Relationship Segmentation

The relationship segmentation defines the influence a provider has or might have on a potential customers or clients.

It is defined by the complementary attributes with the client that reinforce the value proposition, the empathic attributes that allow building the necessary personal relationships and the influential attitudes that include both functional and subjective aspects.

The competitive attributes of the provider supplement the position of the buyers and empower the value propositions.

The types of relationships define the actions that are needed to sustain the critical mass of a B2B marketing process.

Institutional Segmentation

The institutional segmentation sustains the credibility of buyers and providers.

It establishes the compatibility between the roles of both parts and allows defining when there is a true possibility of building up a business.

It is defined by the market orientation of the provider, the reliability attributes that define the focus of the value propositions, the trustability attributes that define the influence that can be exerted and the functional evidences that prove the validity of the positioning.

The market orientation is materialized by the implicit promises implicit in the provider’s value propositions.

Brand Power Segmentation

The brand power segmentation works as a catalyst of the B2B marketing processes. Brand power is a basic condition to sustain marketing. The absence of brand power transforms any value proposition into a marginal proposal.

It is defined by the influential power attributes, which drive the constructive power of a company, the power denotation attributes that define the recognized attributes of the brand, the power connotation attributes that define the implicit values and the dissuasion power attributes that define the slope of the influence of the brand.

The brand power works as a catalyst when the brand of the provider is influential and works as an inhibitor when the influence of the buyers supersedes the influence of the suppliers.

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.

The 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.

 

 

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