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People Believe They Get What They Pay For

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Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

Comments: 2

  • Gretchen

    July 16, 2009

    I believe Gino’s conclusions are probably correct. However, I take issue with the abstract, in which he says that he himself performed the experiment. The fact that he knew the outcome he wished to achieve may have swayed the results. Maybe he provided the costly advice with a more knowing confidence than he provided the free advice. He ought to have used questioners who weren’t aware of the study’s overall goals so as not to skew things. You know – double blind and all that.

  • Alan Weiss

    July 17, 2009

    Most researchers know the outcome they want to prove.

    But this seems to pass the pragmatic test. Most of us do tend to act this way in my observation.

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