Glossary / Lexicon

Deutsch: Bait-and-Switch / Español: Señuelo y cambio / Português: Isca e troca / Français: Appât et interrupteur / Italiano: Esca e cambio /

Bait-and-switch refers to influence technique based on commitment, in which one draws people in with an attractive offer that is unavailable and then switches them to a less attractive offer that is available.

In psychology, "bait-and-switch" is a term that is often used to describe a persuasive technique in which an initial promise or offer is made, but the offer is later withdrawn or changed in some way. The term "bait-and-switch" is often used in the context of sales or marketing, where it may be used to entice consumers to make a purchase or engage with a product or service. Here are a few examples of how "bait-and-switch" might be used in the field of psychology:

1. Advertising: Bait-and-switch techniques are often used in advertising to lure consumers into a store or to a website with the promise of a particular product or service at a certain price, only to later reveal that the product is unavailable or that the price has changed.

2. Persuasion: Bait-and-switch techniques can also be used in persuasion more generally, where an initial offer or appeal is made in order to gain the trust or attention of the audience, but the offer is later changed or withdrawn.

3. Deception: Bait-and-switch techniques can involve deception, as the initial offer or promise is not genuine or is not fully disclosed. This can be especially problematic if consumers are misled or induced to make a purchase based on the initial offer.

4. Consumer protection: Bait-and-switch techniques are often regulated by consumer protection laws in order to prevent consumers from being misled or taken advantage of.