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Stitch Fix

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Influence4 steps

Benefit-Priming Questions (Good Friction)

Add a step to your signup flow — a question that makes users think about the benefit — and conversion goes up.

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Strategy5 steps

Evidence-First Intervention Design

Literature review, then hypothesis, then 30 variants, then relative testing — never show users one design.

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Innovation4 steps

Fairer Marketplace Rating System Design

Fight rating inflation and averaging bias with renormed labels, priors, blind reviews, and the sound of silence.

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Influence4 steps

Friction Injection for Behavior Suppression

To make people do less of something, add logistical AND cognitive friction at the moment of the hot decision.

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Innovation5 steps

Hypothesis-Driven Experimentation: Learning as a Win

Reframe experiments from winners/losers to hypotheses; run more, run shorter, and carry priors forward.

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Leadership4 steps

Incentive Alignment Against the Dark Side

We are what we measure. Set the team's incentive on the behavior, and lengthen its time horizon.

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Strategy4 steps

Marketplace Whack-a-Mole: Managing Winners and Losers

Most consequential marketplace changes create winners and losers; manage the trade, don't chase a metric.

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Strategy4 steps

Predict vs. Decide: Think in Differentials

Prediction finds correlations; decisions need causal differences. Optimize the lift, not the level.

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Influence4 steps

Right for Wrong

Get people to do the thing they already want to do — by giving them a shallower, more immediate reason.

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Entrepreneurship4 steps

Start Bespoke, Become a Marketplace Later

A marketplace never starts as a marketplace; win with a pre-liquidity value prop first.

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Innovation5 steps

The Behavioral Diagnosis

A journey map on steroids: every micro-step to the behavior, with the blocking psychology named at each one.

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Innovation4 steps

The Easiness Ladder: Default, Then Rule of Thumb, Then Decision

First line of defence is always a default. If you can't default it, give people a heuristic — never a calculation.

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Entrepreneurship4 steps

The Scaled-Liquidity Smell Test

Before calling yourself a marketplace, prove you have scaled liquidity on both sides.

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Innovation4 steps

The Three B's (Behavior, Barriers, Benefits)

Pick an uncomfortably specific behavior, strip its barriers, then engineer an immediate benefit.

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