Article: Pittsburgh Ad Agency Uses Hypnosis to Home in on Customers' Desires.

By Teresa F. Lindeman, Pittsburgh Post-Gazette Knight Ridder/Tribune Business News

Jun. 11--Rarely have so many been so skeptical, yet gone ahead and tried something anyway. In this case, the proposal was to hypnotize people to get to the roots of their emotional reactions -- to lighters.

"By nature, research folks are skeptical about everything," said Rick Harnish, director of market research for Downtown ad agency Blattner Brunner and someone who clings to his reputation as a numbers-oriented guy. He heard the idea at an industry convention, and later pitched the concept to his co-workers and officials at client Zippo.

"I really felt like I ...

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