BAIT AND SWITCH?
Scenario 1: Kid Pics Studio advertised a photographic portrait package special of 1 8x10, 2 5x7s, 6 3x5s and 20 wallets for a price of $19.95. Parents flocked to bring their children in for photo sittings. First the photographer would place the kids in front of a plain gray screen, without props and quickly shoot one pose. After that, the photographer would place different attractive backgrounds behind the kids, give them props, and try to get them to smile and laugh. Several poses were shot this way. When the proofs came back, the specially priced package was offered to parents for only the first pose. A similar package was offered to parents with any combination of the remaining poses, but it was priced at $49.95.
BAIT AND SWITCH?
Scenario Two: Furniture World advertised a special sale on a model of Lane recliner - it was normally priced at $299, but for the Friday-Saturday-Sunday weekend sale it was offered for $149. Demand for the sale priced recliners was very high. On Sunday, when interested customers came in, they found there were no more recliners to be had at the advertised price. Salespeople showed them other recliners available on the floor priced between $229 and $449 and presented the benefits of/reasons for purchasing one of these in-stock alternatives.