A sales person says that a product starts at a low price. During the sales process they introduce necessary extras. A family books a package holiday, they find that there are extra charges. They pay these without question because they already looking forward to the holiday

Bait and switch Tactic

Bait and switch refers to the process when one offers an Individual something that appears to be very good value. This should be a real bargain, an offer they can’t possibly refuse, even if they were not thinking about it. Later, replace the Item with something of less value to them (and more profit to you).

When the person sees the initial item of high value the cognitively close on the idea of acquiring it and hence the early baits moves them from a negative position to one of commitment.

When the high value is removed, then they enter a state of anxiety in which they seek to re-enter the comfortable closed state. They want to satisfy themselves, accepting almost any solution that will get them back to that comfortable state.

There may also be an element of commitment to the person making the offer. If I offer something to you, you feel some obligation to me. If I then switch the offer, especially if the switching seems reasonable, then you are likely to accept the second offer, out a sense of obligation to me. To do otherwise would exposure myself as inconsistent and break bonding between us. In bait-and-switch, the bait(such as in an advert) is often separate from the direct sales activity during which the switch is made, for example by saying the advertised product is not available (but a higher-priced, similar product is). The bait and switched technique is a sequential request