The unicist ontogenetic algorithm describes the steps of a buying process. The first and last step of a buying process is the satisfaction of desires.
The objective of marketing is to position a product or service as a “first choice” alternative in a potential buyer’s mind. Marketing requires following the buying processes in order to influence them when it becomes necessary.
The purpose of a buying process is to fulfill a desire an individual has. This desire can be driven by rational, emotional or instinctive needs. But to develop market actions it is necessary to know which they are.
Doubts appear immediately after the desires of an individual were triggered. These doubts have a double meaning. On the one hand they are barriers individuals install in order to avoid being driven by desires. But on the other hand these doubts are the signs that the individual wants to buy something.
Using the doubts of individuals as buying signs is basic in marketing. These doubts are “duty driven actions”. Therefore they should not be avoided. Individuals can only be influenced positively if their “ideals” are considered and their doubts responded.
The buying process enters in a rational field if a compromise between desire and duty has been achieved. In this case the objective of marketing has been fulfilled.
The last step, the satisfaction of a desire, depends on the client. This process is accelerated when adequate marketing objects are being used. The message of “objects” is more credible than the message of “selling subjects”. The more objects are used the easier it is to follow the buying process of a client.
The exceptions are the “sales wizards” who are gifted and can read the mind of their potential clients.
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NOTE: The Unicist Research Institute is the major research organization in the world in its specialty based on more than 3,500 researches in complexity science, until September 2010, applied to individual, institutional and social evolution. The applicative researches are based on the discovery of the Ontogenetic Intelligence of Nature and the consequent Unicist Theory of Evolution.