If I have A level grades of AAB I will look at universities with offers from AAA to BBB. I wouldn't choose CCC unless it was close to home and I eg had a family or for other reasons didn't want to go away. And there are lots of very good universities in that grade band that don't have a reputation for being stuffy or elite. For example, Liverpool or Glasgow compared with St Andrews or Exeter.
But you're approaching this as someone who isn't worried about fitting in, possibly as someone who understands the university system and where university is a natural progression. I'm talking about students where just considering university as an option at all is a pretty daunting prospect.
First generation students from low socioeconomic groups tend to be more risk averse when it come to university choices. I've come across A* students who have chosen to stay in their job at Tesco on the checkout because it's deemed less risky than going to university.
These students will choose lower tariff universities because they don't want to risk not getting the grades or not being clever enough when they get there, they'll choose local because it's cheaper and familiar plus students will probably sound like them .... that's if they choose to go to university in the first place.
These students have a different type of cultural capital which makes them feel like they don't fit in at certain universities.
My son's 6th form college made it very clear that you apply to the universities you have the grades for and you need the highest grades you can get to be with like-minded people. According to them, someone who is capable of AAA doesn't want to be in a uni on a course with CCC grade students and they would not encourage that. I guess that is a bit snobby in its own way but on grounds of intellectual ability not background.
And that's good advice but what I'm saying is there are structural barriers in place that stop certain group from thinking like this.
For some students, going to university puts them out of their comfort zone in a big way so self preservation kicks in and they'll choose the less risky ( in their eyes) option.