{"id":1641,"date":"2025-12-27T06:50:14","date_gmt":"2025-12-27T06:50:14","guid":{"rendered":"https:\/\/growhome.vn\/?p=1641"},"modified":"2025-12-27T06:50:14","modified_gmt":"2025-12-27T06:50:14","slug":"nhung-don-tam-ly-trong-thuyet-phuc-robert-cialdini","status":"publish","type":"post","link":"https:\/\/growhome.vn\/?p=1641","title":{"rendered":"Nh\u1eefng \u0111\u00f2n t\u00e2m l\u00fd trong thuy\u1ebft ph\u1ee5c &#8211; Robert Cialdini"},"content":{"rendered":"<div class=\"fcbkbttn_buttons_block\" id=\"fcbkbttn_left\"><div class=\"fcbkbttn_button\">\n\t\t\t\t\t<a href=\"https:\/\/www.facebook.com\/\" target=\"_blank\">\n\t\t\t\t\t\t<img decoding=\"async\" src=\"https:\/\/growhome.vn\/wp-content\/plugins\/facebook-button-plugin\/images\/standard-facebook-ico.png\" alt=\"Fb-Button\" \/>\n\t\t\t\t\t<\/a>\n\t\t\t\t<\/div><div class=\"fcbkbttn_like \"><fb:like href=\"https:\/\/growhome.vn\/?p=1641\" action=\"like\" colorscheme=\"light\" layout=\"standard\"  width=\"225px\" size=\"small\"><\/fb:like><\/div><\/div>\n<figure class=\"wp-block-image size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"675\" height=\"1024\" src=\"https:\/\/growhome.vn\/wp-content\/uploads\/2025\/12\/image-92-675x1024.png\" alt=\"\" class=\"wp-image-1642\" srcset=\"https:\/\/growhome.vn\/wp-content\/uploads\/2025\/12\/image-92-675x1024.png 675w, https:\/\/growhome.vn\/wp-content\/uploads\/2025\/12\/image-92-198x300.png 198w, https:\/\/growhome.vn\/wp-content\/uploads\/2025\/12\/image-92-768x1166.png 768w, https:\/\/growhome.vn\/wp-content\/uploads\/2025\/12\/image-92.png 935w\" sizes=\"auto, (max-width: 675px) 100vw, 675px\" \/><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">\u0110\u00e2y l\u00e0 t\u00f3m t\u1eaft chi ti\u1ebft v\u1ec1 6 nguy\u00ean t\u1eafc thuy\u1ebft ph\u1ee5c c\u1ed1t l\u00f5i m\u00e0 Cialdini ph\u00e1t hi\u1ec7n qua nhi\u1ec1u n\u0103m nghi\u00ean c\u1ee9u:<\/p>\n\n\n\n<h1 class=\"wp-block-heading has-medium-font-size\"><a><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\"><strong>NGUY\u00caN T<\/strong><\/mark><\/a><strong><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">\u1eaeC 1: \u0110\u1ec0N \u01a0N (RECIPROCITY)<\/mark><\/strong><\/h1>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Kh\u00e1i ni<\/strong><strong>\u1ec7<\/strong><strong>m c<\/strong><strong>\u1ed1<\/strong><strong>t l\u00f5i<\/strong>: Con ng\u01b0\u1eddi c\u00f3 xu h\u01b0\u1edbng t\u1ef1 nhi\u00ean mu\u1ed1n \u0111\u00e1p l\u1ea1i khi nh\u1eadn \u0111\u01b0\u1ee3c \u0111i\u1ec1u g\u00ec \u0111\u00f3, ngay c\u1ea3 khi kh\u00f4ng y\u00eau c\u1ea7u.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Th\u00ed nghi<\/strong><strong>\u1ec7<\/strong><strong>m nh\u00e0 h\u00e0ng Regan<\/strong>: M\u1ed9t nghi\u00ean c\u1ee9u cho th\u1ea5y khi ph\u1ee5c v\u1ee5 b\u00e0n mang \u0111\u1ebfn k\u1eb9o b\u1ea1c h\u00e0 c\u00f9ng h\u00f3a \u0111\u01a1n, ti\u1ec1n tip t\u0103ng 3%. N\u1ebfu mang 2 vi\u00ean k\u1eb9o, tip t\u0103ng 14%. N\u1ebfu mang 1 vi\u00ean, r\u1ed3i quay l\u1ea1i &#8220;t\u1ed1t b\u1ee5ng&#8221; cho th\u00eam 1 vi\u00ean n\u1eefa, tip t\u0103ng 23%.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>M<\/strong><strong>\u1eab<\/strong><strong>u th<\/strong><strong>\u1eed<\/strong><strong> mi<\/strong><strong>\u1ec5<\/strong><strong>n ph\u00ed t<\/strong><strong>\u1ea1<\/strong><strong>i si\u00eau th<\/strong><strong>\u1ecb<\/strong>: Cialdini gi\u1ea3i th\u00edch t\u1ea1i sao c\u00e1c qu\u1ea7y ph\u00e1t m\u1eabu th\u1eed hi\u1ec7u qu\u1ea3 &#8211; sau khi \u0103n th\u1eed, ng\u01b0\u1eddi ta c\u1ea3m th\u1ea5y c\u00f3 ngh\u0129a v\u1ee5 ph\u1ea3i mua, ngay c\u1ea3 khi kh\u00f4ng th\u00edch s\u1ea3n ph\u1ea9m l\u1eafm.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>H<\/strong><strong>\u1ed9<\/strong><strong>i Krishna<\/strong>: T\u1ed5 ch\u1ee9c t\u00f4n gi\u00e1o n\u00e0y t\u1eb7ng hoa \u1edf s\u00e2n bay. Khi b\u1ea1n nh\u1eadn hoa, h\u1ecd y\u00eau c\u1ea7u quy\u00ean g\u00f3p. Nhi\u1ec1u ng\u01b0\u1eddi \u0111\u00e3 v\u1ee9t hoa nh\u01b0ng v\u1eabn quy\u00ean g\u00f3p v\u00ec c\u1ea3m gi\u00e1c m\u1eafc n\u1ee3.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Nh<\/strong><strong>\u01b0\u1ee3<\/strong><strong>ng b<\/strong><strong>\u1ed9<\/strong><strong> c\u00f3 \u0111i c\u00f3 l<\/strong><strong>\u1ea1<\/strong><strong>i<\/strong>: K\u1ef9 thu\u1eadt &#8220;c\u1eeda v\u00e0o m\u1eb7t&#8221; (door-in-the-face) &#8211; y\u00eau c\u1ea7u m\u1ed9t \u0111i\u1ec1u l\u1edbn b\u1ecb t\u1eeb ch\u1ed1i, sau \u0111\u00f3 y\u00eau c\u1ea7u \u0111i\u1ec1u nh\u1ecf h\u01a1n. V\u00ed d\u1ee5: Cialdini \u0111\u01b0\u1ee3c y\u00eau c\u1ea7u l\u00e0m t\u00ecnh nguy\u1ec7n 2 n\u0103m cho tr\u1ea1i tr\u1ebb em (t\u1eeb ch\u1ed1i), sau \u0111\u00f3 \u0111\u01b0\u1ee3c y\u00eau c\u1ea7u ch\u1ec9 d\u1eabn tr\u1ebb \u0111i s\u1edf th\u00fa 2 gi\u1edd (\u0111\u1ed3ng \u00fd v\u00ec c\u1ea3m th\u1ea5y ng\u01b0\u1eddi kia \u0111\u00e3 nh\u01b0\u1ee3ng b\u1ed9).<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>\u1ee8<\/strong><strong>ng d<\/strong><strong>\u1ee5<\/strong><strong>ng th<\/strong><strong>\u1ef1<\/strong><strong>c t<\/strong><strong>\u1ebf<\/strong>: T\u1eb7ng qu\u00e0 nh\u1ecf tr\u01b0\u1edbc khi \u0111\u00e0m ph\u00e1n, cung c\u1ea5p th\u00f4ng tin h\u1eefu \u00edch mi\u1ec5n ph\u00ed, ho\u1eb7c gi\u00fap \u0111\u1ee1 ai \u0111\u00f3 tr\u01b0\u1edbc khi y\u00eau c\u1ea7u h\u1ecd gi\u00fap b\u1ea1n.<\/p>\n\n\n\n<h1 class=\"wp-block-heading has-medium-font-size\"><a><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\"><strong>NGUY\u00caN T<\/strong><\/mark><\/a><strong><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">\u1eaeC 2: CAM K\u1ebeT V\u00c0 NH\u1ea4T QU\u00c1N (COMMITMENT AND CONSISTENCY)<\/mark><\/strong><\/h1>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Kh\u00e1i ni<\/strong><strong>\u1ec7<\/strong><strong>m<\/strong>: Con ng\u01b0\u1eddi c\u00f3 nhu c\u1ea7u m\u1ea1nh m\u1ebd ph\u1ea3i nh\u1ea5t qu\u00e1n v\u1edbi nh\u1eefng g\u00ec \u0111\u00e3 n\u00f3i v\u00e0 l\u00e0m tr\u01b0\u1edbc \u0111\u00f3.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Th\u00ed nghi<\/strong><strong>\u1ec7<\/strong><strong>m b\u00e3i bi<\/strong><strong>\u1ec3<\/strong><strong>n<\/strong>: Nghi\u00ean c\u1ee9u vi\u00ean \u0111\u1ec3 radio tr\u00ean kh\u0103n t\u1eafm v\u00e0 \u0111i xa. Khi k\u1ebb tr\u1ed9m gi\u1ea3 v\u1edd l\u1ea5y radio:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Nh\u00f3m 1 (kh\u00f4ng t\u01b0\u01a1ng t\u00e1c tr\u01b0\u1edbc): ch\u1ec9 20% can thi\u1ec7p<\/li>\n\n\n\n<li>Nh\u00f3m 2 (nghi\u00ean c\u1ee9u vi\u00ean nh\u1edd &#8220;tr\u00f4ng \u0111\u1ed3 gi\u00fap&#8221; tr\u01b0\u1edbc \u0111\u00f3): 95% can thi\u1ec7p, th\u1eadm ch\u00ed \u0111u\u1ed5i theo k\u1ebb tr\u1ed9m<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>T\u00f9 nh\u00e2n chi<\/strong><strong>\u1ebf<\/strong><strong>n tranh Tri<\/strong><strong>\u1ec1<\/strong><strong>u Ti\u00ean<\/strong>: Qu\u00e2n Trung Qu\u1ed1c b\u1eaft t\u00f9 nh\u00e2n M\u1ef9 vi\u1ebft b\u00e0i lu\u1eadn nh\u1ecf ch\u1ec9 tr\u00edch M\u1ef9 \u0111\u1ec3 \u0111\u01b0\u1ee3c \u0111\u1eb7c quy\u1ec1n nh\u1ecf. Sau \u0111\u00f3 h\u1ecd y\u00eau c\u1ea7u vi\u1ebft b\u00e0i d\u00e0i h\u01a1n, c\u00f4ng khai h\u01a1n. D\u1ea7n d\u1ea7n t\u00f9 nh\u00e2n thay \u0111\u1ed5i th\u00e1i \u0111\u1ed9 \u0111\u1ec3 nh\u1ea5t qu\u00e1n v\u1edbi nh\u1eefng g\u00ec \u0111\u00e3 vi\u1ebft.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>K<\/strong><strong>\u1ef9<\/strong><strong> thu<\/strong><strong>\u1ead<\/strong><strong>t &#8220;ch\u00e2n trong c<\/strong><strong>\u1eed<\/strong><strong>a&#8221;<\/strong>: Y\u00eau c\u1ea7u nh\u1ecf tr\u01b0\u1edbc, sau \u0111\u00f3 y\u00eau c\u1ea7u l\u1edbn h\u01a1n. Nghi\u00ean c\u1ee9u cho th\u1ea5y khi ng\u01b0\u1eddi ta \u0111\u1ed3ng \u00fd c\u1eafm bi\u1ec3n &#8220;L\u00e1i xe an to\u00e0n&#8221; nh\u1ecf tr\u00ean b\u00e3i c\u1ecf, h\u1ecd c\u00f3 kh\u1ea3 n\u0103ng cao h\u01a1n nhi\u1ec1u \u0111\u1ed3ng \u00fd c\u1eafm bi\u1ec3n kh\u1ed5ng l\u1ed3 x\u1ea5u x\u00ed sau \u0111\u00f3 (v\u00ec \u0111\u00e3 cam k\u1ebft l\u00e0 &#8220;ng\u01b0\u1eddi quan t\u00e2m an to\u00e0n giao th\u00f4ng&#8221;).<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Cam k<\/strong><strong>\u1ebf<\/strong><strong>t c\u00f4ng khai<\/strong>: Cialdini ph\u00e2n t\u00edch c\u00e1c l\u1edbp gi\u1ea3m c\u00e2n &#8211; ng\u01b0\u1eddi vi\u1ebft m\u1ee5c ti\u00eau xu\u1ed1ng gi\u1ea5y th\u00e0nh c\u00f4ng h\u01a1n ng\u01b0\u1eddi ch\u1ec9 ngh\u0129 trong \u0111\u1ea7u. Ng\u01b0\u1eddi chia s\u1ebb m\u1ee5c ti\u00eau c\u00f4ng khai th\u00e0nh c\u00f4ng h\u01a1n n\u1eefa v\u00ec kh\u00f4ng mu\u1ed1n m\u1ea5t m\u1eb7t.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Cam k<\/strong><strong>\u1ebf<\/strong><strong>t t<\/strong><strong>\u1ed1<\/strong><strong>n c\u00f4ng s<\/strong><strong>\u1ee9<\/strong><strong>c<\/strong>: C\u00e1c h\u1ed9i b\u00ed m\u1eadt c\u00f3 nghi l\u1ec5 nh\u1eadp m\u00f4n kh\u1eafc nghi\u1ec7t &#8211; c\u00e0ng t\u1ed1n c\u00f4ng s\u1ee9c gia nh\u1eadp, th\u00e0nh vi\u00ean c\u00e0ng trung th\u00e0nh v\u00ec ph\u1ea3i bi\u1ec7n minh cho n\u1ed7 l\u1ef1c c\u1ee7a m\u00ecnh.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>C<\/strong><strong>\u1edd<\/strong><strong> b<\/strong><strong>\u1ea1<\/strong><strong>c t<\/strong><strong>\u1ea1<\/strong><strong>i tr<\/strong><strong>\u01b0\u1edd<\/strong><strong>ng \u0111ua<\/strong>: Ngay sau khi \u0111\u1eb7t c\u01b0\u1ee3c, ng\u01b0\u1eddi ch\u01a1i t\u1ef1 tin h\u01a1n ng\u1ef1a c\u1ee7a m\u00ecnh s\u1ebd th\u1eafng so v\u1edbi tr\u01b0\u1edbc khi \u0111\u1eb7t c\u01b0\u1ee3c, m\u1eb7c d\u00f9 kh\u00f4ng c\u00f3 th\u00f4ng tin m\u1edbi &#8211; h\u1ecd c\u1ea7n tin v\u00e0o quy\u1ebft \u0111\u1ecbnh c\u1ee7a m\u00ecnh.<\/p>\n\n\n\n<h1 class=\"wp-block-heading has-medium-font-size\"><a><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\"><strong>NGUY\u00caN T<\/strong><\/mark><\/a><strong><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">\u1eaeC 3: B\u1eb0NG CH\u1ee8NG X\u00c3 H\u1ed8I (SOCIAL PROOF)<\/mark><\/strong><\/h1>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Kh\u00e1i ni<\/strong><strong>\u1ec7<\/strong><strong>m<\/strong>: Ch\u00fang ta x\u00e1c \u0111\u1ecbnh h\u00e0nh vi \u0111\u00fang b\u1eb1ng c\u00e1ch quan s\u00e1t ng\u01b0\u1eddi kh\u00e1c l\u00e0m g\u00ec, \u0111\u1eb7c bi\u1ec7t trong t\u00ecnh hu\u1ed1ng kh\u00f4ng ch\u1eafc ch\u1eafn.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Th\u00ed nghi<\/strong><strong>\u1ec7<\/strong><strong>m ti<\/strong><strong>\u1ebf<\/strong><strong>ng c<\/strong><strong>\u01b0\u1edd<\/strong><strong>i \u0111\u00f3ng h<\/strong><strong>\u1ed9<\/strong><strong>p<\/strong>: M\u1eb7c d\u00f9 m\u1ecdi ng\u01b0\u1eddi n\u00f3i kh\u00f4ng th\u00edch, nghi\u00ean c\u1ee9u ch\u1ee9ng minh ch\u01b0\u01a1ng tr\u00ecnh c\u00f3 ti\u1ebfng c\u01b0\u1eddi \u0111\u00f3ng h\u1ed9p \u0111\u01b0\u1ee3c \u0111\u00e1nh gi\u00e1 h\u00e0i h\u01a1n v\u00e0 ng\u01b0\u1eddi xem c\u01b0\u1eddi nhi\u1ec1u h\u01a1n.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Tr<\/strong><strong>\u01b0\u1edd<\/strong><strong>ng h<\/strong><strong>\u1ee3<\/strong><strong>p Kitty Genovese<\/strong>: N\u0103m 1964, m\u1ed9t ph\u1ee5 n\u1eef b\u1ecb gi\u1ebft \u1edf New York trong 35 ph\u00fat, 38 ng\u01b0\u1eddi h\u00e0ng x\u00f3m ch\u1ee9ng ki\u1ebfn nh\u01b0ng kh\u00f4ng ai g\u1ecdi c\u1ea3nh s\u00e1t. Nghi\u00ean c\u1ee9u sau \u0111\u00f3 ch\u1ee9ng minh c\u00e0ng nhi\u1ec1u ng\u01b0\u1eddi ch\u1ee9ng ki\u1ebfn, m\u1ed7i c\u00e1 nh\u00e2n c\u00e0ng \u00edt c\u00f3 kh\u1ea3 n\u0103ng gi\u00fap \u0111\u1ee1 (hi\u1ec7u \u1ee9ng ng\u01b0\u1eddi ngo\u00e0i cu\u1ed9c). M\u1ecdi ng\u01b0\u1eddi nh\u00ecn ng\u01b0\u1eddi kh\u00e1c \u0111\u1ec3 x\u00e1c \u0111\u1ecbnh ph\u1ea3n \u1ee9ng th\u00edch h\u1ee3p, v\u00e0 khi kh\u00f4ng ai l\u00e0m g\u00ec, h\u1ecd c\u0169ng kh\u00f4ng l\u00e0m g\u00ec.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>L<\/strong><strong>\u1edd<\/strong><strong>i khuy\u00ean khi c<\/strong><strong>\u1ea7<\/strong><strong>n gi\u00fap \u0111<\/strong><strong>\u1ee1<\/strong>: Cialdini khuy\u00ean n\u1ebfu b\u1ea1n g\u1eb7p n\u1ea1n gi\u1eefa \u0111\u00e1m \u0111\u00f4ng, ch\u1ec9 th\u1eb3ng v\u00e0o m\u1ed9t ng\u01b0\u1eddi c\u1ee5 th\u1ec3 v\u00e0 n\u00f3i &#8220;Anh\/ch\u1ecb \u00e1o xanh, t\u00f4i c\u1ea7n gi\u00fap \u0111\u1ee1&#8221; &#8211; \u0111i\u1ec1u n\u00e0y ph\u00e1 v\u1ee1 s\u1ef1 m\u01a1 h\u1ed3 tr\u00e1ch nhi\u1ec7m.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>T<\/strong><strong>\u1ef1<\/strong><strong> t<\/strong><strong>\u1eed<\/strong><strong> nh<\/strong><strong>\u1ea3<\/strong><strong>y l<\/strong><strong>\u1ea7<\/strong><strong>u<\/strong>: S\u1ed1 ca t\u1ef1 t\u1eed t\u0103ng sau khi c\u00f3 tin t\u1ee9c v\u1ec1 t\u1ef1 t\u1eed \u0111\u01b0\u1ee3c \u0111\u01b0a tin r\u1ea7m r\u1ed9. Hi\u1ec7n t\u01b0\u1ee3ng Werther &#8211; ng\u01b0\u1eddi ta b\u1eaft ch\u01b0\u1edbc h\u00e0nh vi t\u1ef1 h\u1ee7y ho\u1ea1i khi th\u1ea5y ng\u01b0\u1eddi kh\u00e1c l\u00e0m.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Qu<\/strong><strong>\u1ea3<\/strong><strong>ng c\u00e1o &#8220;S<\/strong><strong>\u1ea3<\/strong><strong>n ph<\/strong><strong>\u1ea9<\/strong><strong>m b\u00e1n ch<\/strong><strong>\u1ea1<\/strong><strong>y nh<\/strong><strong>\u1ea5<\/strong><strong>t&#8221;<\/strong>: Doanh nghi\u1ec7p s\u1eed d\u1ee5ng b\u1eb1ng ch\u1ee9ng x\u00e3 h\u1ed9i b\u1eb1ng c\u00e1ch nh\u1ea5n m\u1ea1nh s\u1ea3n ph\u1ea9m ph\u1ed5 bi\u1ebfn, nhi\u1ec1u ng\u01b0\u1eddi d\u00f9ng, \u0111\u00e1nh gi\u00e1 t\u00edch c\u1ef1c t\u1eeb kh\u00e1ch h\u00e0ng.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Ti<\/strong><strong>\u1ec1<\/strong><strong>n boa trong l<\/strong><strong>\u1ecd<\/strong>: Ch\u1ee7 qu\u00e1n lu\u00f4n \u0111\u1ec3 s\u1eb5n ti\u1ec1n trong l\u1ecd tip \u0111\u1ec3 kh\u00e1ch h\u00e0ng m\u1edbi th\u1ea5y ng\u01b0\u1eddi kh\u00e1c \u0111\u00e3 cho tip.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>T\u00edn hi<\/strong><strong>\u1ec7<\/strong><strong>u kh\u00f4ng ch<\/strong><strong>\u1eaf<\/strong><strong>c ch<\/strong><strong>\u1eaf<\/strong><strong>n + ng<\/strong><strong>\u01b0\u1edd<\/strong><strong>i gi<\/strong><strong>\u1ed1<\/strong><strong>ng m\u00ecnh<\/strong>: B\u1eb1ng ch\u1ee9ng x\u00e3 h\u1ed9i m\u1ea1nh nh\u1ea5t khi (1) t\u00ecnh hu\u1ed1ng m\u01a1 h\u1ed3 v\u00e0 (2) ng\u01b0\u1eddi ta nh\u00ecn nh\u1eefng ng\u01b0\u1eddi gi\u1ed1ng m\u00ecnh. V\u00ed d\u1ee5: Qu\u1ea3ng c\u00e1o n\u00ean d\u00f9ng ng\u01b0\u1eddi m\u1eabu gi\u1ed1ng kh\u00e1ch h\u00e0ng m\u1ee5c ti\u00eau.<\/p>\n\n\n\n<h1 class=\"wp-block-heading has-medium-font-size\"><a><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\"><strong>NGUY\u00caN T<\/strong><\/mark><\/a><strong><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">\u1eaeC 4: S\u1ef0Y\u00caU TH\u00cdCH (LIKING)<\/mark><\/strong><\/h1>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Kh\u00e1i ni<\/strong><strong>\u1ec7<\/strong><strong>m<\/strong>: Ch\u00fang ta d\u1ec5 d\u00e0ng n\u00f3i c\u00f3 v\u1edbi ng\u01b0\u1eddi m\u00e0 m\u00ecnh th\u00edch.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>B\u00e1n h\u00e0ng Tupperware<\/strong>: C\u00f4ng ty th\u00e0nh c\u00f4ng vang d\u1ed9i nh\u1edd b\u00e1n qua ti\u1ec7c t\u1ea1i nh\u00e0 &#8211; ng\u01b0\u1eddi ta mua v\u00ec kh\u00f4ng mu\u1ed1n t\u1eeb ch\u1ed1i b\u1ea1n b\u00e8 \u0111ang t\u1ed5 ch\u1ee9c ti\u1ec7c, kh\u00f4ng ph\u1ea3i v\u00ec s\u1ea3n ph\u1ea9m.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>C\u00e1c y<\/strong><strong>\u1ebf<\/strong><strong>u t<\/strong><strong>\u1ed1<\/strong><strong> t<\/strong><strong>\u1ea1<\/strong><strong>o n\u00ean s<\/strong><strong>\u1ef1<\/strong><strong> y\u00eau th\u00edch<\/strong>:<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>1. V<\/strong><strong>\u1ebb<\/strong><strong> \u0111<\/strong><strong>\u1eb9<\/strong><strong>p ngo<\/strong><strong>\u1ea1<\/strong><strong>i h\u00ecnh<\/strong>: Nghi\u00ean c\u1ee9u cho th\u1ea5y ng\u01b0\u1eddi \u0111\u1eb9p \u0111\u01b0\u1ee3c xem l\u00e0 th\u00f4ng minh h\u01a1n, t\u1eed t\u1ebf h\u01a1n, th\u00e0nh \u0111\u1ea1t h\u01a1n. Trong t\u00f2a \u00e1n, b\u1ecb c\u00e1o h\u1ea5p d\u1eabn nh\u1eadn \u00e1n nh\u1eb9 h\u01a1n g\u1ea5p \u0111\u00f4i. \u1ee8ng vi\u00ean \u0111\u1eb9p d\u1ec5 \u0111\u01b0\u1ee3c tuy\u1ec3n d\u1ee5ng h\u01a1n.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>2. \u0110i<\/strong><strong>\u1ec3<\/strong><strong>m t<\/strong><strong>\u01b0\u01a1<\/strong><strong>ng <\/strong><strong>\u0111<\/strong><strong>\u1ed3<\/strong><strong>ng<\/strong>: Ch\u00fang ta th\u00edch ng\u01b0\u1eddi gi\u1ed1ng m\u00ecnh &#8211; c\u00f9ng qu\u00ea, c\u00f9ng s\u1edf th\u00edch, c\u00f9ng quan \u0111i\u1ec3m. Nh\u00e2n vi\u00ean b\u00e1n xe h\u01a1i \u0111\u01b0\u1ee3c \u0111\u00e0o t\u1ea1o t\u00ecm \u0111i\u1ec3m chung v\u1edbi kh\u00e1ch h\u00e0ng qua quan s\u00e1t \u0111\u1ed3 trong xe (g\u1eady golf, \u0111\u1ed3 c\u00e2u c\u00e1) v\u00e0 n\u00f3i &#8220;T\u00f4i c\u0169ng th\u00edch&#8230;&#8221;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>3. L<\/strong><strong>\u1edd<\/strong><strong>i khen ng<\/strong><strong>\u1ee3<\/strong><strong>i<\/strong>: Ngay c\u1ea3 l\u1eddi khen gi\u1ea3 c\u0169ng c\u00f3 hi\u1ec7u qu\u1ea3. Ng\u01b0\u1eddi ta th\u00edch nh\u1eefng ng\u01b0\u1eddi khen h\u1ecd, k\u1ec3 c\u1ea3 khi bi\u1ebft ng\u01b0\u1eddi \u0111\u00f3 c\u00f3 \u0111\u1ed9ng c\u01a1.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>4. Ti<\/strong><strong>\u1ebf<\/strong><strong>p x\u00fac v\u00e0 h<\/strong><strong>\u1ee3<\/strong><strong>p t\u00e1c<\/strong>: C\u00e0ng ti\u1ebfp x\u00fac v\u1edbi ai \u0111\u00f3, c\u00e0ng th\u00edch ng\u01b0\u1eddi \u0111\u00f3 (v\u1edbi \u0111i\u1ec1u ki\u1ec7n ti\u1ebfp x\u00fac t\u00edch c\u1ef1c). Th\u00ed nghi\u1ec7m tr\u1ea1i h\u00e8 Robbers Cave cho th\u1ea5y hai nh\u00f3m thi\u1ebfu ni\u00ean th\u00f9 \u0111\u1ecbch tr\u1edf n\u00ean th\u00e2n thi\u1ebft khi ph\u1ea3i h\u1ee3p t\u00e1c \u0111\u1ec3 \u0111\u1ea1t m\u1ee5c ti\u00eau chung.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>5. Li\u00ean k<\/strong><strong>\u1ebf<\/strong><strong>t<\/strong>: Ch\u00fang ta th\u00edch ng\u01b0\u1eddi mang tin t\u1ed1t v\u00e0 gh\u00e9t ng\u01b0\u1eddi mang tin x\u1ea5u, ngay c\u1ea3 khi h\u1ecd kh\u00f4ng t\u1ea1o ra tin \u0111\u00f3. \u0110\u00f3 l\u00e0 l\u00fd do ng\u01b0\u1eddi m\u1eabu xinh \u0111\u1eb9p \u0111\u1ee9ng b\u00ean xe h\u01a1i, th\u01b0\u01a1ng hi\u1ec7u t\u00e0i tr\u1ee3 v\u1eadn \u0111\u1ed9ng vi\u00ean n\u1ed5i ti\u1ebfng, d\u1ef1 b\u00e1o vi\u00ean th\u1eddi ti\u1ebft b\u1ecb ch\u1ec9 tr\u00edch khi th\u1eddi ti\u1ebft x\u1ea5u.<\/p>\n\n\n\n<h1 class=\"wp-block-heading has-medium-font-size\"><a><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\"><strong>NGUY\u00caN T<\/strong><\/mark><\/a><strong><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">\u1eaeC 5: QUY\u1ec0N UY (AUTHORITY)<\/mark><\/strong><\/h1>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Kh\u00e1i ni<\/strong><strong>\u1ec7<\/strong><strong>m<\/strong>: Con ng\u01b0\u1eddi c\u00f3 xu h\u01b0\u1edbng m\u1ea1nh m\u1ebd tu\u00e2n theo ng\u01b0\u1eddi c\u00f3 quy\u1ec1n uy, th\u1eadm ch\u00ed khi y\u00eau c\u1ea7u phi l\u00fd.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Th\u00ed nghi<\/strong><strong>\u1ec7<\/strong><strong>m Milgram<\/strong>: M\u1ed9t trong nh\u1eefng th\u00ed nghi\u1ec7m t\u00e2m l\u00fd h\u1ecdc g\u00e2y s\u1ed1c nh\u1ea5t. Ng\u01b0\u1eddi tham gia \u0111\u01b0\u1ee3c y\u00eau c\u1ea7u b\u1edfi nh\u00e0 khoa h\u1ecdc (ng\u01b0\u1eddi m\u1eb7c \u00e1o blouse tr\u1eafng) k\u00edch \u0111i\u1ec7n ng\u01b0\u1eddi kh\u00e1c (th\u1ef1c ra l\u00e0 di\u1ec5n vi\u00ean) m\u1ed7i khi tr\u1ea3 l\u1eddi sai. 65% ng\u01b0\u1eddi tham gia t\u0103ng d\u1ea7n l\u00ean m\u1ee9c \u0111i\u1ec7n \u00e1p ch\u1ebft ng\u01b0\u1eddi (450 volts) m\u1eb7c d\u00f9 nghe th\u1ea5y ti\u1ebfng k\u00eau \u0111au \u0111\u1edbn, ch\u1ec9 v\u00ec ng\u01b0\u1eddi c\u00f3 quy\u1ec1n uy n\u00f3i &#8220;th\u00ed nghi\u1ec7m y\u00eau c\u1ea7u b\u1ea1n ti\u1ebfp t\u1ee5c.&#8221;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Bi<\/strong><strong>\u1ebf<\/strong><strong>n th<\/strong><strong>\u1ec3<\/strong><strong> th\u00ed nghi<\/strong><strong>\u1ec7<\/strong><strong>m<\/strong>: Khi nh\u00e0 khoa h\u1ecdc r\u1eddi \u0111i v\u00e0 m\u1ed9t &#8220;ng\u01b0\u1eddi b\u00ecnh th\u01b0\u1eddng&#8221; \u0111\u01b0a ra l\u1ec7nh, t\u1ec9 l\u1ec7 tu\u00e2n theo gi\u1ea3m xu\u1ed1ng 20%.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Th\u00ed nghi<\/strong><strong>\u1ec7<\/strong><strong>m b<\/strong><strong>\u1ec7<\/strong><strong>nh vi<\/strong><strong>\u1ec7<\/strong><strong>n<\/strong>: Y t\u00e1 nh\u1eadn cu\u1ed9c g\u1ecdi t\u1eeb &#8220;b\u00e1c s\u0129&#8221; (th\u1ef1c ra l\u00e0 nghi\u00ean c\u1ee9u vi\u00ean) y\u00eau c\u1ea7u cho b\u1ec7nh nh\u00e2n u\u1ed1ng thu\u1ed1c li\u1ec1u g\u1ea5p \u0111\u00f4i m\u1ee9c an to\u00e0n. 95% y t\u00e1 chu\u1ea9n b\u1ecb th\u1ef1c hi\u1ec7n tr\u01b0\u1edbc khi b\u1ecb ng\u0103n l\u1ea1i &#8211; h\u1ecd tu\u00e2n theo quy\u1ec1n uy b\u00e1c s\u0129 m\u00e0 kh\u00f4ng \u0111\u1eb7t c\u00e2u h\u1ecfi.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Ba bi<\/strong><strong>\u1ec3<\/strong><strong>u t<\/strong><strong>\u01b0\u1ee3<\/strong><strong>ng quy<\/strong><strong>\u1ec1<\/strong><strong>n uy<\/strong>:<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>1. Danh hi<\/strong><strong>\u1ec7<\/strong><strong>u<\/strong>: Ti\u1ebfn s\u0129, Gi\u00e1o s\u01b0, Chuy\u00ean gia &#8211; Nghi\u00ean c\u1ee9u cho th\u1ea5y ng\u01b0\u1eddi \u0111\u01b0\u1ee3c gi\u1edbi thi\u1ec7u v\u1edbi danh hi\u1ec7u \u0111\u01b0\u1ee3c \u0111\u00e1nh gi\u00e1 cao h\u01a1n v\u00e0 th\u1eadm ch\u00ed ng\u01b0\u1eddi ta \u0111o\u00e1n h\u1ecd cao h\u01a1n v\u00e0i centimet.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>2. Trang ph<\/strong><strong>\u1ee5<\/strong><strong>c<\/strong>: \u00c1o blouse tr\u1eafng c\u1ee7a b\u00e1c s\u0129, \u0111\u1ed3ng ph\u1ee5c c\u1ea3nh s\u00e1t, vest \u0111\u1eaft ti\u1ec1n. Th\u00ed nghi\u1ec7m cho th\u1ea5y ng\u01b0\u1eddi m\u1eb7c vest sang tr\u1ecdng y\u00eau c\u1ea7u ng\u01b0\u1eddi qua \u0111\u01b0\u1eddng \u0111\u01b0a ti\u1ec1n xu cho \u0111\u1ed3ng h\u1ed3 \u0111\u1eadu xe c\u1ee7a ng\u01b0\u1eddi kh\u00e1c \u0111\u01b0\u1ee3c tu\u00e2n theo cao h\u01a1n nhi\u1ec1u so v\u1edbi ng\u01b0\u1eddi m\u1eb7c qu\u1ea7n \u00e1o b\u00ecnh th\u01b0\u1eddng.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>3. \u0110<\/strong><strong>\u1ed3<\/strong><strong> trang s<\/strong><strong>\u1ee9<\/strong><strong>c<\/strong>: Xe h\u01a1i \u0111\u1eaft ti\u1ec1n, \u0111\u1ed3ng h\u1ed3 xa x\u1ec9, v\u0103n ph\u00f2ng sang tr\u1ecdng. Cialdini k\u1ec3 khi xe sang ch\u1edd \u0111\u00e8n xanh, c\u00e1c xe ph\u00eda sau g\u1ea7n nh\u01b0 kh\u00f4ng bao gi\u1edd b\u1ea5m c\u00f2i ngay c\u1ea3 khi \u0111\u00e8n \u0111\u00e3 xanh, nh\u01b0ng xe c\u0169 th\u00ec b\u1ecb b\u1ea5m c\u00f2i ngay l\u1eadp t\u1ee9c.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Qu<\/strong><strong>\u1ea3<\/strong><strong>ng c\u00e1o l<\/strong><strong>\u1ee3<\/strong><strong>i d<\/strong><strong>\u1ee5<\/strong><strong>ng<\/strong>: Di\u1ec5n vi\u00ean m\u1eb7c \u00e1o blouse tr\u1eafng qu\u1ea3ng c\u00e1o thu\u1ed1c, ng\u01b0\u1eddi m\u1eabu gi\u1ea3 l\u00e0m b\u00e1c s\u0129, chuy\u00ean gia t\u1ef1 phong.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Chi<\/strong><strong>\u1ebf<\/strong><strong>n thu<\/strong><strong>\u1ead<\/strong><strong>t ch<\/strong><strong>\u1ed1<\/strong><strong>ng l<\/strong><strong>\u1ea1<\/strong><strong>i<\/strong>: Cialdini khuy\u00ean t\u1ef1 h\u1ecfi hai c\u00e2u: (1) Ng\u01b0\u1eddi n\u00e0y c\u00f3 th\u1ef1c s\u1ef1 l\u00e0 chuy\u00ean gia kh\u00f4ng? (2) Chuy\u00ean gia n\u00e0y c\u00f3 trung th\u1ef1c trong t\u00ecnh hu\u1ed1ng n\u00e0y kh\u00f4ng? (l\u1ee3i \u00edch h\u1ecd nh\u1eadn \u0111\u01b0\u1ee3c l\u00e0 g\u00ec?)<\/p>\n\n\n\n<h1 class=\"wp-block-heading has-medium-font-size\"><a><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\"><strong>NGUY\u00caN T<\/strong><\/mark><\/a><strong><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">\u1eaeC 6: S\u1ef0KHAN HI\u1ebeM (SCARCITY)<\/mark><\/strong><\/h1>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Kh\u00e1i ni<\/strong><strong>\u1ec7<\/strong><strong>m<\/strong>: C\u01a1 h\u1ed9i c\u00e0ng khan hi\u1ebfm, ch\u00fang ta c\u00e0ng mu\u1ed1n n\u00f3. Ch\u00fang ta s\u1ee3 m\u1ea5t m\u00e1t h\u01a1n l\u00e0 ham mu\u1ed1n \u0111\u01b0\u1ee3c l\u1ee3i.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Th\u00ed nghi<\/strong><strong>\u1ec7<\/strong><strong>m b\u00e1nh quy<\/strong>: Ng\u01b0\u1eddi tham gia \u0111\u00e1nh gi\u00e1 b\u00e1nh quy trong l\u1ecd c\u00f3 10 chi\u1ebfc l\u00e0 b\u00ecnh th\u01b0\u1eddng. Nh\u01b0ng khi l\u1ecd ch\u1ec9 c\u00f2n 2 chi\u1ebfc, h\u1ecd \u0111\u00e1nh gi\u00e1 b\u00e1nh ngon h\u01a1n v\u00e0 gi\u00e1 tr\u1ecb h\u01a1n, m\u1eb7c d\u00f9 b\u00e1nh gi\u1ed1ng h\u1ec7t nhau.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Bi<\/strong><strong>\u1ebf<\/strong><strong>n th<\/strong><strong>\u1ec3<\/strong>: Khi b\u00e1nh v\u1ed1n c\u00f3 10 chi\u1ebfc nh\u01b0ng b\u1ecb l\u1ea5y \u0111i c\u00f2n 2, ng\u01b0\u1eddi ta \u0111\u00e1nh gi\u00e1 cao h\u01a1n c\u1ea3 so v\u1edbi l\u1ecd v\u1ed1n ch\u1ec9 c\u00f3 2 chi\u1ebfc t\u1eeb \u0111\u1ea7u &#8211; m\u1ea5t \u0111i t\u1ea1o c\u1ea3m gi\u00e1c khan hi\u1ebfm m\u1ea1nh h\u01a1n.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>T\u00e2m l\u00fd ph<\/strong><strong>\u1ea3<\/strong><strong>n kh\u00e1ng<\/strong>: Khi t\u1ef1 do b\u1ecb \u0111e d\u1ecda, ch\u00fang ta mu\u1ed1n n\u00f3 h\u01a1n. Nghi\u00ean c\u1ee9u v\u1ec1 tr\u1ebb em cho th\u1ea5y khi \u0111\u1eb7t r\u00e0o c\u1ea3n gi\u1eefa tr\u1ebb v\u00e0 \u0111\u1ed3 ch\u01a1i, tr\u1ebb mu\u1ed1n \u0111\u1ed3 ch\u01a1i \u0111\u00f3 h\u01a1n.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Hi<\/strong><strong>\u1ec7<\/strong><strong>u <\/strong><strong>\u1ee9<\/strong><strong>ng Romeo v\u00e0 Juliet<\/strong>: Cha m\u1eb9 c\u00e0ng ph\u1ea3n \u0111\u1ed1i m\u1ed1i quan h\u1ec7, c\u1eb7p \u0111\u00f4i c\u00e0ng y\u00eau nhau nhi\u1ec1u h\u01a1n &#8211; s\u1ef1 c\u1ea5m \u0111o\u00e1n l\u00e0m t\u0103ng khao kh\u00e1t.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Chi<\/strong><strong>\u1ebf<\/strong><strong>n thu<\/strong><strong>\u1ead<\/strong><strong>t marketing<\/strong>:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>&#8220;Ch\u1ec9 c\u00f2n 3 s\u1ea3n ph\u1ea9m&#8221;<\/li>\n\n\n\n<li>&#8220;\u01afu \u0111\u00e3i c\u00f3 h\u1ea1n&#8221;<\/li>\n\n\n\n<li>&#8220;Ch\u1ec9 trong h\u00f4m nay&#8221;<\/li>\n\n\n\n<li>&#8220;Phi\u00ean b\u1ea3n gi\u1edbi h\u1ea1n&#8221;<\/li>\n\n\n\n<li>&#8220;Kh\u00f4ng b\u00e1n l\u1ea1i sau \u0111\u1ee3t n\u00e0y&#8221;<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Chi<\/strong><strong>\u1ebf<\/strong><strong>n thu<\/strong><strong>\u1ead<\/strong><strong>t \u0111<\/strong><strong>\u1ea5<\/strong><strong>u gi\u00e1<\/strong>: Ng\u01b0\u1eddi \u0111\u1ea5u gi\u00e1 chuy\u00ean nghi\u1ec7p t\u1ea1o c\u1ea3m gi\u00e1c c\u1ea1nh tranh v\u00e0 khan hi\u1ebfm &#8211; &#8220;C\u00f3 ng\u01b0\u1eddi \u0111\u1ecbnh tr\u1ea3 X, ai tr\u1ea3 cao h\u01a1n kh\u00f4ng?&#8221; &#8211; \u00e1p l\u1ef1c m\u1ea5t c\u01a1 h\u1ed9i khi\u1ebfn ng\u01b0\u1eddi ta tr\u1ea3 gi\u00e1 phi l\u00fd.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>B\u00e1n h\u00e0ng b<\/strong><strong>\u1ea5<\/strong><strong>t \u0111<\/strong><strong>\u1ed9<\/strong><strong>ng s<\/strong><strong>\u1ea3<\/strong><strong>n<\/strong>: M\u00f4i gi\u1edbi n\u00f3i v\u1edbi kh\u00e1ch &#8220;C\u00f3 ng\u01b0\u1eddi kh\u00e1c c\u0169ng quan t\u00e2m c\u0103n n\u00e0y v\u00e0 s\u1ebd xem chi\u1ec1u nay&#8221; &#8211; t\u1ea1o c\u1ea3m gi\u00e1c c\u1ea1nh tranh v\u00e0 th\u00fac gi\u1ee5c quy\u1ebft \u0111\u1ecbnh nhanh.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Chi<\/strong><strong>\u1ebf<\/strong><strong>n thu<\/strong><strong>\u1ead<\/strong><strong>t ph\u00f2ng th<\/strong><strong>\u1ee7<\/strong>: Cialdini khuy\u00ean khi c\u1ea3m th\u1ea5y \u00e1p l\u1ef1c v\u00ec s\u1ea3n ph\u1ea9m khan hi\u1ebfm, h\u00e3y t\u1ea1m d\u1eebng v\u00e0 t\u1ef1 h\u1ecfi: &#8220;T\u00f4i mu\u1ed1n s\u1ea3n ph\u1ea9m \u0111\u1ec3 s\u1eed d\u1ee5ng hay \u0111\u1ec3 s\u1edf h\u1eefu th\u1ee9 khan hi\u1ebfm?&#8221; N\u1ebfu \u0111\u1ec3 s\u1eed d\u1ee5ng, ch\u1ea5t l\u01b0\u1ee3ng kh\u00f4ng thay \u0111\u1ed5i v\u00ec s\u1ed1 l\u01b0\u1ee3ng c\u00f2n l\u1ea1i.<\/p>\n\n\n\n<h1 class=\"wp-block-heading has-medium-font-size\"><a><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\"><strong>K<\/strong><\/mark><\/a><strong><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">\u1ebeT LU\u1eacN V\u00c0 \u1ee8NG D\u1ee4NG<\/mark><\/strong><\/h1>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>T<\/strong><strong>\u1ef1<\/strong><strong> \u0111<\/strong><strong>\u1ed9<\/strong><strong>ng h\u00f3a tu\u00e2n th<\/strong><strong>\u1ee7<\/strong>: Cialdini gi\u1ea3i th\u00edch n\u00e3o b\u1ed9 ch\u00fang ta s\u1eed d\u1ee5ng c\u00e1c &#8220;ph\u00edm t\u1eaft&#8221; n\u00e0y \u0111\u1ec3 ra quy\u1ebft \u0111\u1ecbnh nhanh trong th\u1ebf gi\u1edbi ph\u1ee9c t\u1ea1p. \u0110\u00e2y l\u00e0 c\u01a1 ch\u1ebf ti\u1ebfn h\u00f3a c\u00f3 \u00edch nh\u01b0ng c\u00f3 th\u1ec3 b\u1ecb l\u1ee3i d\u1ee5ng.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>\u0110<\/strong><strong>\u1ea1<\/strong><strong>o \u0111<\/strong><strong>\u1ee9<\/strong><strong>c v\u00e0 <\/strong><strong>\u1ee9<\/strong><strong>ng d<\/strong><strong>\u1ee5<\/strong><strong>ng<\/strong>: T\u00e1c gi\u1ea3 nh\u1ea5n m\u1ea1nh nh\u1eefng nguy\u00ean t\u1eafc n\u00e0y c\u00f3 th\u1ec3 d\u00f9ng \u0111\u1ec3 thuy\u1ebft ph\u1ee5c \u0111\u1ea1o \u0111\u1ee9c (nh\u01b0 v\u1eadn \u0111\u1ed9ng t\u1eeb thi\u1ec7n, gi\u00e1o d\u1ee5c s\u1ee9c kh\u1ecfe) ho\u1eb7c thao t\u00fang phi \u0111\u1ea1o \u0111\u1ee9c.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Ph\u00f2ng th<\/strong><strong>\u1ee7<\/strong>: Khi nh\u1eadn ra ai \u0111\u00f3 \u0111ang l\u1ee3i d\u1ee5ng c\u00e1c nguy\u00ean t\u1eafc n\u00e0y m\u1ed9t c\u00e1ch kh\u00f4ng trung th\u1ef1c, ph\u1ea3n \u1ee9ng t\u1ed1t nh\u1ea5t l\u00e0 nh\u1eadn bi\u1ebft v\u00e0 t\u1eeb ch\u1ed1i m\u1ea1nh m\u1ebd thay v\u00ec c\u1ea3m th\u1ea5y m\u1eafc n\u1ee3 hay ph\u1ea3i nh\u1ea5t qu\u00e1n.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>B<\/strong><strong>\u1ea3<\/strong><strong>n ch<\/strong><strong>\u1ea5<\/strong><strong>t con ng<\/strong><strong>\u01b0\u1edd<\/strong><strong>i<\/strong>: Nh\u1eefng nguy\u00ean t\u1eafc n\u00e0y kh\u00f4ng ph\u1ea3i th\u1ee7 thu\u1eadt t\u00e2m l\u00fd r\u1ebb ti\u1ec1n m\u00e0 l\u00e0 ph\u1ea3n \u00e1nh s\u00e2u s\u1eafc v\u1ec1 c\u00e1ch con ng\u01b0\u1eddi x\u1eed l\u00fd th\u00f4ng tin v\u00e0 \u0111\u01b0a ra quy\u1ebft \u0111\u1ecbnh trong x\u00e3 h\u1ed9i ph\u1ee9c t\u1ea1p.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Cialdini k\u1ebft th\u00fac b\u1eb1ng vi\u1ec7c nh\u1eafc nh\u1edf r\u1eb1ng hi\u1ec3u bi\u1ebft v\u1ec1 nh\u1eefng nguy\u00ean t\u1eafc n\u00e0y gi\u00fap ch\u00fang ta v\u1eeba tr\u1edf th\u00e0nh ng\u01b0\u1eddi thuy\u1ebft ph\u1ee5c hi\u1ec7u qu\u1ea3 h\u01a1n, v\u1eeba b\u1ea3o v\u1ec7 m\u00ecnh kh\u1ecfi b\u1ecb thao t\u00fang phi \u0111\u1ea1o \u0111\u1ee9c.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>\u0110\u00e2y l\u00e0 t\u00f3m t\u1eaft chi ti\u1ebft v\u1ec1 6 nguy\u00ean t\u1eafc thuy\u1ebft ph\u1ee5c c\u1ed1t l\u00f5i m\u00e0 Cialdini ph\u00e1t hi\u1ec7n qua nhi\u1ec1u n\u0103m nghi\u00ean c\u1ee9u: NGUY\u00caN T\u1eaeC 1: \u0110\u1ec0N \u01a0N (RECIPROCITY) Kh\u00e1i ni\u1ec7m c\u1ed1t l\u00f5i: Con ng\u01b0\u1eddi c\u00f3 xu h\u01b0\u1edbng t\u1ef1 nhi\u00ean mu\u1ed1n \u0111\u00e1p l\u1ea1i khi nh\u1eadn \u0111\u01b0\u1ee3c \u0111i\u1ec1u g\u00ec \u0111\u00f3, ngay c\u1ea3 khi kh\u00f4ng y\u00eau c\u1ea7u&#8230;.<\/p>\n","protected":false},"author":1,"featured_media":1642,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[59],"tags":[],"class_list":["post-1641","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-tom-tat-sach-hay"],"_links":{"self":[{"href":"https:\/\/growhome.vn\/index.php?rest_route=\/wp\/v2\/posts\/1641","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/growhome.vn\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/growhome.vn\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/growhome.vn\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/growhome.vn\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=1641"}],"version-history":[{"count":1,"href":"https:\/\/growhome.vn\/index.php?rest_route=\/wp\/v2\/posts\/1641\/revisions"}],"predecessor-version":[{"id":1643,"href":"https:\/\/growhome.vn\/index.php?rest_route=\/wp\/v2\/posts\/1641\/revisions\/1643"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/growhome.vn\/index.php?rest_route=\/wp\/v2\/media\/1642"}],"wp:attachment":[{"href":"https:\/\/growhome.vn\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=1641"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/growhome.vn\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=1641"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/growhome.vn\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=1641"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}