Management Decision

Impact of color on marketing

Satyendra Singh,
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CURRENT RESEARCH DEVELOPMENT Impact of color

on marketing
Impact of color on marketing
Satyendra Singh
Department of Administrative Studies, University of Winnipeg, 783
Winnipeg, Canada
Received March 2006
Revised March 2006
Abstract Accepted March 2006
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Purpose – Color is ubiquitous and is a source of information. People make up their minds within 90
seconds of their initial interactions with either people or products. About 62-90 percent of the
assessment is based on colors alone. So, prudent use of colors can contribute not only to differentiating
products from competitors, but also to influencing moods and feelings – positively or negatively –
and therefore, to attitude towards certain products. Given that our moods and feelings are unstable
and that colors play roles in forming attitude, it is important that managers understand the importance
of colors in marketing. The study is designed to contribute to the debate.
Design/methodology/approach – This article reviews the literature relating to color psychology in
the context of marketing, highlights inconsistencies and controversies surrounding the color
psychology, and, examines the impact of colors on marketing.
Findings – Findings of the study are that managers can use colors to increase or decrease appetite,
enhance mood, calm down customers, and, reduce perception of waiting time, among others.
Research limitations/implications – The direction for future research and limitations of the
study are presented.
Originality/value – Reviews the literature relating to color psychology in the context of marketing.
Keywords Colour, Light, Marketing information
Paper type Research paper

Background to color and light

Color is light carried on wavelengths absorbed by the eyes that the brain converts into
colors that we see. Light can be decomposed into a spectrum of six distinct colors: red,
orange, yellow, green, blue, and violet. The red has the longest wavelength whereas the
violet the shortest. An object appearing yellow absorbs all of the colors in the spectrum
except the yellow light. This unabsorbed light is reflected back from the object into the
eyes from where it travels to the brain where it is interpreted as yellow. The eyes are
comprised of cones and rods that allow us to see color and light, respectively. There are
three types of cones: type I is associated with blue, type II with green, and, type III with
red (Harrington and Mackie, 1993). Other colors are combination of these three colors.
Psychologists have classified colors as warm (red and yellow) and cool (blue and green)
colors. However, the distinction between warm and cool colors is relative; for example,
when red and yellow are paired together, yellow is considered warmer than red. White,
black, and gray are considered neutral colors. Because color experiences vary from
individual to individual, it is not possible to know how another person experiences
color. One person’s experience of a shade of red can be perceived differently from Management Decision
Vol. 44 No. 6, 2006
another person. pp. 783-789
Rods detect light that is necessary for colors to exist. Light affects the perception of q Emerald Group Publishing Limited
0025-1747
colors. Whether it is the color of walls in a restaurant or retail stores or merely the color DOI 10.1108/00251740610673332
 MD of packaging on a product, it is usually electrical lighting that allows colors to be seen.
44,6 Electrical lighting has two major forms: incandescent and fluorescent lightings.
Incandescent lightings enhance the warm colors while giving a poor appearance to cool
colors. Halogen is a special form of incandescent lighting. Fluorescent lightings
account for approximately 67 percent of lightings used worldwide (Veitch, 2001), but it
lacks the warm colors of the spectrum. Although, it enhances blue and green, it makes
784 red, orange, and yellow appear dull. However, a special type of fluorescent lighting
called “full-spectrum” enhances all the colors of the spectrum (Veitch, 2001).
Proponents of the use of full-spectrum fluorescent lighting believe that it contributes to
developing human cognitive abilities. Studies have attempted to link lightings with
memory, mood and cognitive abilities and found inconsistent results (Knez, 2001;
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Veitch, 2001). Regardless of lightings’ direct effect on cognitive abilities, it contributes

to determining color appearance.

Color controversy
Scientific findings on color theory appear to be as contentious as the research on
lighting’s effects. Conventional psychologists dismiss any role of color in influencing
human personality, yet psychiatrists use color tests in conjunction with other tests to
determine personality. While physiological responses to colors are part of the human
experience, the evidence linking specific colors to specific responses is inconclusive
(Kaiser, 1984).

Colors and health

Colors have been linked to health for centuries. Ancient Egyptian doctors bathed
patients in colors of light to heal ailments. This trend has re-emerged as a branch of
new age medicine, promoting the healing abilities of colors. It is believed that red
energizes the liver, scarlet increases blood pressure, purple lowers blood pressure,
orange strengthens lungs and increases calcium metabolism, green activates
sympathetic nervous system, and, yellow energizes the alimentary tract. Kido (2000)
suggested that blue stimulated the sympathetic nervous system the most and the red
and green the least. This system is responsible for heartbeat, blood pressure and
perspiration. These findings appear to contradict the generally accepted influences of
colors on body, e.g. the red is associated with increasing metabolic state, and the blue
with calmness and relaxation.

Colors and culture

Color is related to culture and religion. In a cross-cultural study, Wiegersma and Van
der Elst (1988) found that blue was the most preferred color in general across cultures.
Orange is the most sacred color in Hindu religion in India, but the Ndembo in Zambia
do not even acknowledge orange as a color (Tektronix, 1988). Muslims view green as a
sacred color. For Celts, green was also sacred enough to be included in wedding
ceremonies until the Christian church introduced the white color. In Inuit communities,
white is so important that it has 17 words to describe it, each with different meaning.
Red and white is a combination used for ritual decorations in Melanesia and for
representing the Sacred Heart of the Catholic Church in Mexico (Tektronix, 1988). And,
black always had a negative connotation associated with it, dating back to 2300 BC .
 Colors and emotions Impact of color
Colors affect different people in different ways. Cimbalo et al. (1978) tested association on marketing
between colors and emotions, and designated yellow, orange, and blue as happy colors,
and red, black and brown as sad colors. These emotions (happy vs sad) were similar
across age groups (second and third grade) and had the same types of instilled
emotions about specific colors. Kotler (1973) indicated that atmospherics such as
noises, sizes, shapes, scents and colors could help create attention, convey messages, 785
and create feelings that might increase purchase probability. The effects of such
atmospherics have been demonstrated to influence emotional responses and behavioral
intentions (Alpert and Alpert, 1986). Although, color is related to feelings about retail
environment (Bellizzi et al., 1983), it also affects distraction (Gerard, 1957) and
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influences anxiety (Jacobs and Suess, 1975).

Colors and gender

There are differences in the perception of colors between genders. Khouw (2002) found
that men were more tolerant of gray, white or black than women, and that women
reacted to the combinations of red and blue more frequently, and got confused and
distracted more than men. It was also found that the combination of red and blue was
the most preferred color by adults. These results suggest that there are gender
differences in the perception of color. True, the subject’s impressions of color seemed to
be more subtle and effected not just by the coolness or warmness of the color palette,
but also by the calibration of value, chroma, and contrast used in the interiors (Khouw,
2002).

Application of color in marketing

Colors appear to be contentious. The absence of conclusive scientific results relating to
color has given rise to several speculations. There have been some advances in the
research, although it came from companies in the color consultation industry.
Although their nature of experiments is not scientific, the results seem to be in general
agreement among marketers. Following are some of the applications in marketing.

Colors and restaurants

The red color stimulates appetite because of its effect on our metabolism, making red a
popular color choice among fast-food restaurants. The yellow color is also employed by
fast-food moguls to hijack customers’ interests – they gain customers’ attention,
increase their appetite, and encourage them to eat. This is the best way for fast-food
companies to generate sales. By contrast, formal restaurants use blue color to calm and
relax their customers. This comforting state is expected to increase the likelihood of the
customers lingering longer. Longer stays may correspond to larger meals, more wine,
coffee, or desserts, and; therefore, more sales. This is an important strategy for formal
restaurants to increase their sales. Although blue is linked to a calm state (Kido, 2000),
its excessive use can be an appetite suppressant! Indeed, such an outcome is not
desirable by formal restaurants. However, a particular type of restaurant could, to
some extent, benefit from the appetite suppressant strategy – all-you-can-eat style
restaurants that offer buffet at a flat rate. In such an instance, using the color clue could
save the restaurant owner money if patrons did not eat as much; instead of generating
increased sales, the owner benefits from lowered costs. The result is the same –
 MD increasing the bottom line. However, this strategy to be effective, other aspects of the
44,6 restaurant must be appealing, e.g. good service, food quality, surrounding, etc.

Colors and waiting time

Colors influence the perception of the passage of time. Time seems to pass slowly and
objects seem larger and heavier under a red light. On the contrary, time seems to pass
786 quite quickly and objects seem smaller and lighter under blue light. Casinos take
advantage of this principle – they use red color lighting to get their customers excited
while making them feel that they are not wasting a lot of time in the casino.

Colors and brands

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Colors evoke brands. Whether it is Heineken’s distinct green label, Coca-cola’s red,
Shell’s yellow, or Cadbury’s purple, all have different color values to different
consumers. The high importance placed on color is an acknowledgment of
manufacturers’ understanding that color has strong emotional loading, able to
prompt a swifter response to packaging than either the written work or imagery
(Tutssel, 2000). Holograms and metallic colored packaging on Colgate toothpastes
entice consumers to choose their toothpaste over Proctor & Gamble’s.

Colors and trend

With the passage of time, people change preferences for colors. Like fashion pundits
predict fashion trends, color consultants predict and set color trends by taking into
account the idiosyncrasies of various segments of the population. They develop short-
and long-term color forecasts so marketing managers could match the trend and adjust
color of their products’ packaging, maximizing the likelihood that their products will
be preferred based on the color of the product, everything being equal. Indeed,
manufacturers may benefit from the prediction of color experts when choosing a color
for their products’ packaging. Although the prediction is more an art than a science,
pallet pundits have a strong influence on the emerging popular preferences for colors.

Conclusion
Colors are controversial. Some feel that human responses to colors are stable, therefore
applicable to everyone, whereas others disagree, asserting that responses and
preferences to colors vary across culture, gender, and, age, among others. What can be
demonstrated in meaningful scientific studies can be contradicted by the unverifiable
research conducted by industry color consultants. So, the implication for marketing
managers is that they should be aware of the perceived importance of colors and their
interpretation in a particular geographic area. Packaging and store wall colors can
drastically affect their sales. Managers have an option of exploiting these differences to
their advantage while laying out design for their stores. Depending upon their target
audience (e.g. gender-specific stores, kids store, etc.), they should choose colors for
products or for interior decoration of their stores. Research relating to choice of colors
should be conducted and concluded before launching a product, as the wrong color
choice can have negative impact on the image of the product and the company. Global
managers need to recognize that the different meanings associated with specific colors
may facilitate multi-segment marketing opportunities. In addition, managers, who
promote the country-of-origin of their product, may benefit by using the association of
 particulars for specific countries, e.g. Chinese and French manufacturers can use red Impact of color
and purple colors on their products, respectively. It appears that colors lend credence to on marketing
the generally accepted confidence in the psychological marketing of items.
Dining out is becoming more a means of social gathering than eating (Kulman,
2001). With more and more people frequenting restaurants and the subsequent rise in
the number of restaurants to cater for this increased demand, owners are not only
looking for ways to differentiate their restaurant from the crowd, but also to capitalize 787
on the use of colors to increase profitability. Prudent use of colors in restaurateurs on
the walls or carpets should increase food sales. Although, no direct evidence that
specific restaurants using specific colors increased sales was documented, it might be
generalized that depending on the type of restaurant (fast-food vs formal dining),
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careful color choice can influence customers’ patronage to the restaurants. Red and
yellow attract attention and stimulate the appetite while blue and green calm
customers and encourage leisurely dinning. In addition, buffet-style restaurants may
wish to rely on blue because it may act as appetite suppressant.
It is expected that shrinking territorial barriers and advances in communications
(the internet) should facilitate homogenization of use of colors across the globe;
however, the extent to which the cultural or geographic color standard will be
universally adopted depends on the new generation of people. With the accessibility
and the desirability of American entertainment (television) across the globe, it appears
that the North American preferences and associations of color will prevail. The colors
are expected to make an impact in the first decade of the twenty-first century, with the
strong emphasis on the blue color. An array of neutral colors (gray, taupe and pale
brown) should accompany blue. In addition, soft pale colors like aqua, which
represents serenity and relaxation, should dominate. Indeed, color can be an important,
controllable marketing variable for managing image standardization because a
product’s color can function not only as an immediate identifier of its brand but also its
quality and price, e.g. in Hong Kong, a golden can of soup signifies high quality, while
black on white labeling generally conveys a generic or inferior quality.

Future research direction

Future research should test the impact of colors (cool vs warm) and light (dim vs
bright) on sales. Combining the concepts of color with light, we propose a typology of
four conditions that indicates a variety of industries under certain combinations. This
typology can be tested empirically by using the median split method and comparing
the means through the analysis of variance (ANOVA) technique (Figure 1).

Figure 1.
The analysis of variance
 MD Limitations
44,6 In this study, we assumed that everybody could see colors. In the US alone,
approximately 19 million Americans suffer from some form of color-blindness
(Kaufman-Scarborough, 2002). The symptoms can vary from a mere color confusion to
a complete color-blindness, i.e. seeing in black, white, and shades of gray. Also, the
eyes naturally turn yellow with age, altering people’s perception of colors (Harrington
788 and Mackie, 1993). Therefore, marketing managers should be aware of their color
choices and the fact that the entire market might not experience their logos,
advertisements, and packaging in the same manner it was intended by the marketing
team. Colors can deceive, too.
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 About the author Impact of color
Satyendra Singh is an Associate Professor at the Department of Administrative Studies,
University of Winnipeg, Winnipeg, Canada. He received his PhD from Nottingham Trent on marketing
University, UK in conjunction with Southampton Business School, UK, MBA from Maastricht
School of Management, The Netherlands, and BEng. from Muzaffarpur Institute of Technology,
India. Satyendra Singh designed and taught courses at all levels in India, UK and Canada, and
widely published in such journals as Industrial Marketing Management, Journal of Global
Marketing, Journal of Services Marketing, Services Industries Journal, Management Decision, 789
among others, and presented papers at international conferences such as American Marketing
Association, Academy of Marketing Science, European Marketing Academy, and the British
Academy of Management, among others. His research interests lie in the areas of emerging and
re-emerging markets. He is the author of the book titled Market Orientation, Corporate Culture
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and Business Performance. Satyendra Singh can be contacted at s.singh@uwinnipeg.ca

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