Pricing Manipulation
Decoy Pricing
One plan exists mostly to make another plan look reasonable.
What is it?
A deliberately unattractive option anchors the user's comparison so the intended plan feels like the sensible middle.
How it works
The pattern changes the cost of thinking. It makes the preferred action immediate, emotionally charged, or visually dominant, while making the more reflective action slower, duller, or easier to doubt.
Visual Example
A simplified specimen designed to make the pattern recognizable at a glance.
SaaS pricing table
visual specimen
Basic
5€
1 project, 10MB storage
Pro
19€
Unlimited projects, 1GB
Ultra
199€
100GB + dedicated assistant
Makes Pro look like a steal
Notice something odd about the pricing?
Psychology
Real World Example
- Basic for 5, Pro for 19, Ultra for 199.
- A print-only plan nudges users toward a bundle.
Origin: SaaS plan tables, media subscriptions, and product bundles.
Ethical Alternative
Design plans around distinct user needs and make tradeoffs clear without artificial anchors.
Toxicity Meter
Manipulation dimensions