{"id":36063,"date":"2023-12-08T11:40:34","date_gmt":"2023-12-08T11:40:34","guid":{"rendered":"https:\/\/masterskills.org\/blog\/hieu-ung-pratfall-pratfall-effect-la-gi-ung-dung-cua-hieu-ung-pratfall.html"},"modified":"2023-12-23T21:03:15","modified_gmt":"2023-12-23T14:03:15","slug":"hieu-ung-pratfall-pratfall-effect-la-gi-ung-dung-cua-hieu-ung-pratfall","status":"publish","type":"post","link":"https:\/\/masterskills.org\/blog\/hieu-ung-pratfall-pratfall-effect-la-gi-ung-dung-cua-hieu-ung-pratfall.html","title":{"rendered":"Hi\u1ec7u \u1ee9ng Pratfall (Pratfall effect) l\u00e0 g\u00ec? \u1ee8ng d\u1ee5ng c\u1ee7a hi\u1ec7u \u1ee9ng Pratfall"},"content":{"rendered":"
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H\u00ecnh minh h\u1ecda. Ngu\u1ed3n: Panthera.blog<\/p>\n<\/div>\n<\/div>\n

Hi\u1ec7u \u1ee9ng Pratfall (Pratfall effect)<\/font><\/h2>\n

\u0110\u1ecbnh ngh\u0129a<\/b><\/p>\n

Hi\u1ec7u \u1ee9ng Pratfall <\/b>trong ti\u1ebfng Anh l\u00e0 Pratfall effect<\/b>.\u00a0Hi\u1ec7u \u1ee9ng Pratfall<\/i> c\u00f2n \u0111\u01b0\u1ee3c g\u1ecdi l\u00e0 hi\u1ec7u \u1ee9ng sai l\u1ea7m.<\/p>\n

Hi\u1ec7u \u1ee9ng Pratfall l\u00e0 m\u1ed9t hi\u1ec7n t\u01b0\u1ee3ng t\u00e2m l\u00ed cho r\u1eb1ng nh\u1eefng ng\u01b0\u1eddi c\u00f3 n\u0103ng l\u1ef1c s\u1ebd d\u1ec5 th\u01b0\u01a1ng v\u00e0 h\u1ea5p d\u1eabn h\u01a1n khi h\u1ecd m\u1eafc sai l\u1ea7m thay v\u00ec qu\u00e1 ho\u00e0n h\u1ea3o.<\/p>\n

N\u1ed9i dung c\u01a1 b\u1ea3n c\u1ee7a hi\u1ec7u \u1ee9ng\u00a0Pratfall nh\u01b0 sau: N\u1ebfu m\u1ed9t ng\u01b0\u1eddi (hay t\u1ed5 ch\u1ee9c, s\u1ea3n ph\u1ea9m…) \u0111\u01b0\u1ee3c m\u1ecdi ng\u01b0\u1eddi \u0111\u00e1nh gi\u00e1 t\u1ed1t, th\u00ec ng\u01b0\u1eddi \u0111\u00f3 ph\u1ea1m sai l\u1ea7m, h\u1ecd s\u1ebd c\u00e0ng \u0111\u01b0\u1ee3c \u0111\u00e1nh gi\u00e1 t\u1ed1t h\u01a1n. Ng\u01b0\u1ee3c l\u1ea1i, n\u1ebfu m\u1ed9t ng\u01b0\u1eddi b\u1ecb \u0111\u00e1nh gi\u00e1 kh\u00f4ng t\u1ed1t, th\u00ec khi ph\u1ea1m sai l\u1ea7m h\u1ecd c\u00e0ng b\u1ecb \u0111\u00e1nh gi\u00e1 k\u00e9m.<\/p>\n

Ngu\u1ed3n g\u1ed1c c\u1ee7a Pratfall<\/font><\/h3>\n

N\u0103m 1966, nh\u00e0 t\u00e2m l\u00ed<\/span> h\u1ecdc Elliot Aronson c\u00f9ng hai c\u1ed9ng s\u1ef1 l\u00e0 Willerman v\u00e0 Floyd ti\u1ebfn h\u00e0nh m\u1ed9t th\u1eed nghi\u1ec7m.<\/p>\n

Ng\u01b0\u1eddi tham gia \u0111\u01b0\u1ee3c nghe b\u0103ng ghi l\u1ea1i qu\u00e1 tr\u00ecnh thi tr\u1ea3 l\u1eddi c\u00e2u h\u1ecfi c\u1ee7a hai \u1ee9ng vi\u00ean (l\u00e0 di\u1ec5n vi\u00ean \u0111\u01b0\u1ee3c Aronson thu\u00ea). M\u1ed9t \u1ee9ng vi\u00ean thi \u0111\u1ea5u r\u1ea5t r\u1ed1t (tr\u1ea3 l\u1eddi \u0111\u00fang 92%) v\u00e0 c\u00f3 th\u00e0nh t\u00edch t\u1ed1t \u1edf tr\u01b0\u1eddng. \u1ee8ng vi\u00ean c\u00f2n l\u1ea1i th\u00ec k\u00e9m h\u01a1n (tr\u1ea3 l\u1eddi \u0111\u00fang 30%) v\u00e0 c\u00f3 th\u00e0nh t\u00edch \u1edf m\u1ee9c trung b\u00ecnh. Cu\u1ed1i ph\u1ea7n thi \u0111\u1ea5u v\u00e0 ph\u1ecfng v\u1ea5n, c\u00e1c th\u00e0nh vi\u00ean gi\u1ea3 v\u1edd l\u1ee1 tay l\u00e0m \u0111\u1ed5 c\u00e0 ph\u00ea l\u00ean ng\u01b0\u1eddi.<\/p>\n

Ng\u01b0\u1eddi tham gia th\u00ed nghi\u1ec7m \u0111\u01b0\u1ee3c m\u1eddi \u0111\u00e1nh gia xem h\u1ecd th\u00edch ai nh\u1ea5t. K\u1ebft qu\u1ea3 cu\u1ed1i c\u00f9ng th\u1eadt \u0111\u00e1ng ng\u1ea1c nhi\u00ean: trong tr\u01b0\u1eddng h\u1ee3p \u1ee9ng vi\u00ean s\u00e1ng gi\u00e1 l\u00e0m \u0111\u1ed5 c\u00e0 ph\u00ea, ng\u01b0\u1eddi tham gia th\u00ed nghi\u1ec7m c\u1ea3m th\u1ea5y y\u00eau m\u1ebfn h\u1ecd h\u01a1n v\u00e0 ng\u01b0\u1ee3c l\u1ea1i \u0111\u1ed1i v\u1edbi \u1ee9ng vi\u00ean b\u00ecnh th\u01b0\u1eddng kia, ng\u01b0\u1eddi tham gia th\u00ed nghi\u1ec7m gh\u00e9t anh ta h\u01a1n.<\/p>\n

C\u00f3 nhi\u1ec1u c\u00e1ch gi\u1ea3i th\u00edch cho hi\u1ec7n t\u01b0\u1ee3ng n\u00e0y, nh\u01b0ng c\u00e1ch gi\u1ea3i th\u00edch \u0111\u01a1n gi\u1ea3n nh\u1ea5t \u0111\u00f3 l\u00e0: sai l\u1ea7m khi\u1ebfn ng\u01b0\u1eddi t\u1ed1t tr\u1edf n\u00ean “ng\u01b0\u1eddi” h\u01a1n, g\u1ea7n g\u0169i h\u01a1n trong m\u1eaft ng\u01b0\u1eddi xung quanh. C\u00f4ng ch\u00fang y\u00eau m\u1ebfn nh\u1eefng ng\u01b0\u1eddi nh\u01b0 v\u1eady h\u01a1n nh\u1eefng ng\u01b0\u1eddi ho\u00e0n h\u1ea3o v\u00e0 xa l\u1ea1.<\/p>\n

Ng\u01b0\u1ee3c l\u1ea1i, n\u1ebfu m\u1ed9t ng\u01b0\u1eddi \u0111\u00e3 k\u00e9m c\u1ecfi r\u1ed3i, th\u00ec vi\u1ec7c m\u1eafc sai l\u1ea7m ch\u1ec9 c\u1ee7ng c\u1ed1 \u00fd t\u01b0\u1edfng ng\u01b0\u1eddi \u0111\u00f3 th\u1eadt k\u00e9m c\u1ecfi m\u00e0 th\u00f4i.<\/p>\n

\u1ee8ng d\u1ee5ng c\u1ee7a hi\u1ec7u \u1ee9ng Pratfall<\/font><\/h3>\n

L\u00ed thuy\u1ebft n\u00e0y \u0111\u01b0\u1ee3c \u1ee9ng d\u1ee5ng ph\u1ed5 bi\u1ebfn trong cu\u1ed9c s\u1ed1ng, \u0111\u1eb7c bi\u1ec7t l\u00e0 trong l\u0129nh v\u1ef1c marketing s\u1ea3n ph\u1ea9m. Nh\u1eefng \u0111i\u1ec3m kh\u00f4ng ho\u00e0n h\u1ea3o trong s\u1ea3n ph\u1ea9m c\u00f3 th\u1ec3 thu h\u00fat ng\u01b0\u1eddi d\u00f9ng h\u1eefu hi\u1ec7u, l\u00f4i k\u00e9o nh\u1edd s\u1ef1 t\u00f2 m\u00f2, nh\u1edd \u0111\u00f3 doanh nghi\u1ec7p s\u1ebd c\u00f3 c\u01a1 h\u1ed9i qu\u1ea3ng b\u00e1 s\u1ea3n ph\u1ea9m \u0111\u1ebfn l\u01b0\u1ee3ng ng\u01b0\u1eddi d\u00f9ng l\u1edbn h\u01a1n.<\/p>\n

Tr\u00ean th\u1ef1c t\u1ebf, c\u00e1c doanh nghi\u1ec7p \u1ee9ng d\u1ee5ng hi\u1ec7u \u1ee9ng Pratfall nh\u1eb1m n\u00f3i ra c\u00e1c nh\u01b0\u1ee3c \u0111i\u1ec3m c\u1ee7a s\u1ea3n ph\u1ea9m m\u1ed9t c\u00e1ch tinh t\u1ebf.<\/p>\n

\u0110i\u1ec1u n\u00e0y m\u1ed9t ph\u1ea7n th\u1ec3 hi\u1ec7n s\u1ef1 t\u1ef1 tin \u0111\u1ed1i v\u1edbi s\u1ea3n ph\u1ea9m, m\u1ed9t ph\u1ea7n gi\u00fap thu h\u00fat s\u1ef1 ch\u00fa \u00fd c\u1ee7a kh\u00e1ch h\u00e0ng, ph\u1ea7n n\u1eefa gi\u00fap kh\u00e1ch h\u00e0ng t\u00ecm ra \u0111\u00e1p \u00e1n cho c\u00e2u h\u1ecfi “S\u1ea3n ph\u1ea9m n\u00e0y c\u00f3 v\u1ea5n \u0111\u1ec1 g\u00ec m\u00e0 l\u1ea1i \u0111\u01b0\u1ee3c b\u00e1n r\u1ebb nh\u01b0 v\u1eady?”<\/p>\n

Li\u00ean h\u1ec7 th\u1ef1c ti\u1ec5n<\/b><\/p>\n

John Emory Powers (1837-1919), chuy\u00ean gia vi\u1ebft n\u1ed9i dung (copywriter) to\u00e0n th\u1eddi gian \u0111\u1ea7u ti\u00ean tr\u00ean th\u1ebf gi\u1edbi \u0111\u00e3 r\u1ea5t n\u1ed5i ti\u1ebfng v\u1edbi chi\u00eau n\u00e0y. V\u1edbi v\u00e0i d\u00f2ng n\u00f3i th\u1eadt, Powers \u0111\u00e3 khi\u1ebfn c\u1eeda h\u00e0ng thanh to\u00e1n s\u1ea1ch s\u1ed1 \u00e1o kho\u00e1c t\u01b0\u1edfng nh\u01b0 kh\u00f4ng c\u00f2n \u0111\u01b0\u1eddng n\u00e0o c\u1ee9u ch\u1eefa:<\/p>\n

“Ch\u00fang t\u00f4i c\u00f3 1.200 c\u00e1i \u00e1o kho\u00e1c da b\u1ecb h\u01b0. Tuy b\u1ecb l\u1ed7i nh\u01b0ng b\u1ea1n v\u1eabn c\u00f3 th\u1ec3 d\u00f9ng \u0111\u01b0\u1ee3c. H\u00e3y \u0111\u1ebfn xem th\u1eed, n\u1ebfu b\u1ea1n th\u1ea5y m\u1ee9c gi\u00e1 ph\u00f9 h\u1ee3p th\u00ec h\u00e3y \u1ee7ng h\u1ed9 ch\u00fang t\u00f4i.”<\/p>\n

Tuy nhi\u00ean, trong tr\u01b0\u1eddng h\u1ee3p n\u00e0y c\u1ea7n c\u00f3 nh\u1eefng \u0111i\u1ec3m m\u1ea1nh c\u1ee7a s\u1ea3n ph\u1ea9m \u0111\u1ec3 b\u00f9 \u0111\u1eafp nh\u1eefng \u0111i\u1ec3m y\u1ebfu. Doanh nghi\u1ec7p kh\u00f4ng n\u00ean ch\u1ec9 ch\u0103m ch\u00fa v\u00e0o vi\u1ec7c ph\u00f4 \u0111i\u1ec3m y\u1ebfu m\u00e0 qu\u00ean \u0111i \u0111i\u1ec3m m\u1ea1nh, \u0111i\u1ec1u \u0111\u00f3 ch\u1eb3ng kh\u00e1c n\u00e0o\u00a0r\u01b0\u1edbc ho\u1ea1 v\u00e0o th\u00e2n.<\/p>\n

(T\u00e0i li\u1ec7u tham kh\u1ea3o: Hi\u1ec7u \u1ee9ng chim m\u1ed3i, NXB Kinh t\u1ebf TP. H\u1ed3 Ch\u00ed Minh; T\u00e2m l\u00ed h\u1ecdc hi\u1ec7n \u0111\u1ea1i; Manage Train Learn)<\/i><\/p>\n<\/p><\/div>\n","protected":false},"excerpt":{"rendered":"

\n Hi\u1ec7u \u1ee9ng Pratfall (ti\u1ebfng Anh: Pratfall effect) l\u00e0 m\u1ed9t hi\u1ec7n t\u01b0\u1ee3ng t\u00e2m l\u00ed cho r\u1eb1ng nh\u1eefng ng\u01b0\u1eddi c\u00f3 n\u0103ng l\u1ef1c s\u1ebd d\u1ec5 th\u01b0\u01a1ng v\u00e0 h\u1ea5p d\u1eabn h\u01a1n khi h\u1ecd m\u1eafc sai l\u1ea7m thay v\u00ec qu\u00e1 ho\u00e0n h\u1ea3o.\n <\/div>\n","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[422],"tags":[],"_links":{"self":[{"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/posts\/36063"}],"collection":[{"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/comments?post=36063"}],"version-history":[{"count":1,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/posts\/36063\/revisions"}],"predecessor-version":[{"id":68669,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/posts\/36063\/revisions\/68669"}],"wp:attachment":[{"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/media?parent=36063"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/categories?post=36063"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/tags?post=36063"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}