I've been in those stores and watched it happen first hand. Just because people have access to information doesn't mean they use it. If they did, the likes of CNN, MSNBC, Fox News, Newsmax, etc. would all be bankrupt. There's a lot of money to be made by people peddling disinformation.You make it sound like it’s the 1980s, where nobody has access to the Internet, manufacturers nor carrier websites exist, consumers rely on salesmen completely, and every one of these uninformed folks somehow have money and an excellent credit rating.
If your scenario were true, the regular iPhone 11, 12, and 13 would have never sold at all. Who’s buying a plain iPhone 11 when iPhone 11 Pro Max is only “$5” more! Guess what, the cheapie iPhone 11 was the world’s best selling smartphone in 2020.
Business buys the iPhone "nothing" model. Tons of enterprise accounts. They buy the basic model. Consumers are the ones spending an extra $5/mo or whatever it works out to be to "upgrade" to the Pro Max because of carrier incentives.