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 that allowed developing the unicist conceptual segmentation model to influence buying decisions.
The unicist evolutionary approach 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 effective 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
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.
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 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.
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.
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.
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.
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.