Barney et al. (2021)
In Resource-Based Theory, what does the acronym VRIN stand for?
Valuable, Rare, Inimitable, and Non-substitutable.
MIT Step 8 requires comparing the customer's current reality before your product against their desired future reality. What are these two states called?
The "As-Is" State and the "To-Be" State.
What is the primary goal of contacting your Next 10 Customers in MIT Step 9?
To validate that your Quantified Value Proposition holds true for real, homogeneous customers.
According to Barney et al. (2021), what concept describes two or more resources that are worth significantly more when used together than when used separately?
Co-specialization.
True or False: Words like "faster," "cheaper," or "better" are acceptable as a Quantified Value Proposition under MIT Step 8.
False. (Value must be expressed in tangible, hard metrics like hours, euros, or percentages).
Why must the 10 potential customers identified in MIT Step 9 be homogeneous (similar to your Beachhead Persona)?
To ensure you are validating a single, repeatable market segment rather than scattered, edge-case feedback.
In economic terms, what is the formula used in Barney et al. (2021) to define Economic Value Created?
Willingness to Pay (WTP) - Cost (WTP - Cost).
According to Galkina et al. (2022) from Tutorial 2, MIT Step 8 relies on which type of logic because it assumes founders can accurately calculate ROI on paper before launching?
Causal logic (or Causation).
How does MIT Step 9 differ from the initial Customer Discovery conducted in Workshop 1?
Workshop 1 identifies customer pains and needs, while Step 9 directly tests whether customers accept your specific, quantified value proposition.