Final answer:
The bait-and-switch technique works by enticing customers with an attractive deal and then redirecting them to a more expensive or different product, leveraging psychological principles like the foot-in-the-door phenomenon and scarcity.
Step-by-step explanation:
The bait-and-switch technique works mainly because it leverages the principles of attractive advertising to draw customers in with the promise of a great deal (the bait) and then, once the customer is in the store or committed to the purchase, they are guided towards a more expensive or different product (the switch). This tactic plays on human psychology in several ways. First, it exploits the foot-in-the-door phenomenon, where agreeing to a small request increases the likelihood of agreeing to a second, larger request. Secondly, once customers are already engaged in the buying process, their commitment and desire to complete the transaction can be manipulated. Lastly, the scarcity principle can be employed, suggesting that the initial offer is in limited supply, thereby creating a sense of urgency.