Situation: Granny’s Handmade Electronics produces high-end computers and TVs using only yarn and apple pie filling. Many consumers are skeptical that the products would work as advertised, so Granny has introduced a seven-day free trial and a one-year money-back guarantee. This is an example of:

April 18, 2022

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Adding force
Removing friction
Adding good friction
Adding bad friction

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Situation: Excelsior Automotive sells autonomous limousines to the wealthy. They recently created a referral program where customers can refer friends in order to get a discount on their bill. Excelsior’s VP of Sales decides that, at the end of each quarter, she’ll find the ten customers who have submitted the most referrals, and the sales reps who closed those ten customers originally will each get a bonus. This is an example of:

Situation: Chuck’s Nuclear-Powered Chainsaws are not only the most powerful power tools in the world but also the most dangerous. To prevent overeager apartment landscapers from accidentally cutting down high-rise buildings while trimming the hedges, Chuck requires his customers to complete a four-part training program before purchasing a saw. This is an example of:

Situation: Granny’s Handmade Electronics produces high-end computers and TVs using only yarn and apple pie filling. Many consumers are skeptical that the products would work as advertised, so Granny has introduced a seven-day free trial and a one-year money-back guarantee. This is an example of:

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