Wow. Where to start. I had hoped that it is obvious. This had nothing to do with discounting the real world value of $5,000, but had everything to do with individuals that have the wherewithal to purchase in this automotive segment, their mindset, and the value of $5,000 to them in particular.
First and foremost to me is the idea of value. If a new old S is 100k, and a new facelifted S identically specced is $105k, the the question becomes is the new S worth $5k more than the old for the decision maker, and if the decision maker is of the type purchasing in this segment the answer is yes. They are exchanging $5,000 for the value they perceive as receiving.
The flip side is looking at it the other way. You can get an old S for a $5,000 discount, and you are still purchasing in the same automotive price segment, but now your value is cash. The question becomes, is the value of that $5,000 in the decision makers pocket or portfolio worth more to me than getting the new S. Or, probably more accurately does the old S, at $100k deliver $100k of value. I'd suggest that the smart money crowd says, no.
To your other points, the multiples of difference on a $100 up charge on $3 coffee is absurd to anyone rich, smart, or both. Same on the oil service, but the coffee and scones are pretty good! On the other hand people with high net worth can choose to tip $100 on a $3.00 cup,of coffee, or spend $450 on an oil change because they want the Lexus experience. Both are at their discretion, and they both offer value. In terms of the coffee, they may feel special by being able to change someone's day with $100 tip. The $450 oil change may simply allow them to wait at a Toyota service center. Value is all about perception.
Oh, your right, I do not fit in any of your categories
, but I wouldn't mind rich parents!