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Sounds like exploiting humans' tendency to disproportionately take into account sunk costs.



Perhaps is can read it as anchoring too... once the suit price is in mind, the price of the belt seems small.


More like relative cost- the price of the belt is a small % of the price of the suit as a whole. Similar to how it's easy to sell the power seats, w/e other luxury on a car for $200 when the car is $20k+.

Anchoring would be if the suit salesman shows you a $3k suit to start out. Or more realistically say an $800 suit for your average person-not so outrageous as to offend you, but probably still out of your range, so you'll be more likely to spend $400 on a suit than if he had just started out in a more standard $300 range.




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