CaptIvating effect

When faced with a choice between a cheaper and less capacious player A or a more expensive and more capacious player B, some customers prefer the device with larger capacity, while others prioritize the lower price. However, if a new player C emerges, which is more expensive than A and B, and has more memory than A but less than B, its mere existence increases the likelihood of buying player B and makes it the leader among these three options.

This happens because the buyer sees that a model with greater capacity may have a lower price, and this unconsciously influences their decision. The sole purpose of such maneuvers is to sway people towards one of the two choices. And this mechanism operates not only in the field of marketing.

From the list of cognitive biases