Color Psychology in Marketing

Abstract

The purpose of this research was to review the psychology of colors in marketing. People make their minds about product or people within 90 seconds. About 62 to 90 % of a product or people assessment is based on colors alone. Thus, a color is not only using to differentiate your product from your competitors, but it also affects the moods and feelings of the individual buyers, thus colors make attitude towards a certain product. Human feelings and moods are changeable overtime; thus, every marketing managers should know the importance of colors and make their products or packaging accordingly. This study evaluates the literature linking to color psychology. The study found that colors play an important role in marketing. Managers should give immense attention to their brands and products colors in order to attract a large number of customers. Limitations and future research agenda are presented.

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Journal of Business and Tourism Volume 04 Number 01
January – June, 2018
Khattak, Ali, Khan & Shah 183 ISSN: 2520 - 0739
Color Psychology in Marketing
DR.SAJID REHMAN KHATTAK
Assistant Professor, The University of Agriculture, Peshawar
sajidktk99@yahoo.com
HAIDER ALI
PhD Scholar, Qurtuba University, Peshawar
haider.ale@gmail.com
YASIR KHAN
PhD Scholar, Qurtuba University, Peshawar
haider.ale@gmail.com
MUKHARIF SHAH
Lecturer, Institute of Business Studies and Leadership
Abdul Wali Khan University Mardan
Abstract
The purpose of this research was to review the psychology of colors in marketing. People
make their minds about product or people within 90 seconds. About 62 to 90 % of a product
or people assessment is based on colors alone. Thus, a color is not only using to
differentiate your product from your competitors, but it also affects the moods and feelings
of the individual buyers, thus colors make attitude towards a certain product. Human
feelings and moods are changeable overtime; thus, every marketing managers should know
the importance of colors and make their products or packaging accordingly. This study
evaluates the literature linking to color psychology. The study found that colors play an
important role in marketing. Managers should give immense attention to their brands and
products colors in order to attract a large number of customers. Limitations and future
research agenda are presented.
Key Words: Color, Psychology, Marketing
1. Introduction
Our senses play crucial and fundamental role in understanding of the surrounding world.
Among five senses the sense of sight is most critical and important. Indeed, it is our senses
that help us in selecting different brands of different companies. Color selection is of
immense importance in marketing and branding. Color is considered a powerful medium
through which we view the world. It is revealed in a research study that people make their
minds about a people or a product within 90 seconds. It is also revealed that 62 to 90 percent
of a product consideration is based on colors alone (Gopikrshna & Kumar, 2015). Colors are
the most crucial factor that influences our perception about something’s. Its impact is visible
in every part of our daily lives and it is considered an important element in consumer
behavior.

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Color is caused by the interaction of spectrum of light with the spectral sensitivity of the
light receptor in the eyes. When light interact with this receptor eyes it split to six distinct
colors. Light sources emit light of different wavelength. As a result of difference in
wavelength, different light creates new colors and we perceive a combination of different
colors. In a nut shell, the color of an object generally depends on two cases i.e. physical
object in their environment and the second one is how I and brain perceive that object.
Psychologists divide color into the following main section;
 cool color which comprise blue and green
 warm color which is consists of red and yellow
 neutral color which includes white, black and gray
Color is essential element of marketing in corporate communication. Selection of color
enhances or decrease productivity of any product. Color induces moods and emotions of the
customers and it significantly influences perceptions and behaviors of the consumers. Color
also helps companies to distinguish its position from other competitors. Often it is seen that
within a given market different companies choose different colors that will differentiate
them from the competitors. For example, in mobile market Verizon owns red T-Mobile,
owns pink and AT & A owns blue. In the domain of marketing color is an important element
in promoting different products, providing different services, packages, displays and logos of
different products. Color is an important sign for creating and sustaining identity of different
products in the competitive markets. It attracts consumers’ perceptions for differentiating
different brands. Palmer and Scheoss, (2010) cited a theory about color preferences which is
known is ecological valence theory. This theory states that color preferences result from the
individual emotional reactions towards the color related object. People prefer such colors
which are directly associated with objects they prefer.
Color is considered by customers is one of the first primary factor which influences their
shopping behavior and product selection. It is also revealed in a research study that choice of
color selection is largely depend on demographic variables of the consumers like age, socio
economic level, gender, race, culture, and ethnicity. Understanding and meaning of color is
changing overtime. The knowledge and awareness of customer color choices enables
marketers to identify and offer the most suitable color of the product. Color is also used to
attract and create a purchasing intention in retail stores. Customers have different inclination
towards different color preferences in order to select different categories of products.
Customers’ choice for a color might not match with color of the product which they believe
suitable. It means that colors are not perceived independently from context and therefore
companies cannot manufacture their product color choice which is based on the choice of
consumers (Plieninger, Dijks, Oteros-Rozas, & Bieling, 2013).
Color is a critical element in logo design and brand personality. It can be considered a
crucial marketing variable for creating and managing images of the standard of the products.
It is believed that color can function not only as in instant identifier of its brands but it also
connotes the price and quality of the product. Thus, selection of right color for a product
promotes and recognizes product importance and utility. On the other hand, when a wrong
color of a product is selected it may hamper any communication between a company and its
market. The process of color selection is mainly depending on average life of the product
and price level of the product.

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For example, when high priced and long lives of product are involved people are generally
paying more attention to color in their choices. On the other hand, consumers are more
flexible in their choices when low prices and short life of product is involved. In marketing,
every color has a different feel for consumers and various other associations. A company
chooses a color or a combination of different colors to distinguish its product from other
competitors. Colors evoke certain feeling and emotion towards a product and it is an
important sign for a company to represent its products effectively. Selection of different
colors motivate to specific types of shoppers and personality. Table 1 show how different
colors appeals to different shoppers and personalities.
1.2. Color Controversy
There is no unanimity among scholars regarding the role of color and human personality.
Conventional psychologists reject the role of color in influencing human personality. A
modern psychologists’ stresses that color play significant role in determining our
personality. However, the role of color is visible in following field of our life:
1.2.1. Color and Health
The role of color is being considered an important one in health for decades. Ancient
Egyptian doctors healed their patients while bathing them in color of light. This pattern has
re-rise as a branch of new age prescription. Different colors have been linked to heal
different ailments. For example, red color has been considered to energize the liver, purple
color lower blood pressure, orange color is considered to strengthen lungs and increases
calcium metabolism. Green color plays role in sympathetic nerves system and yellow color
is effective an energizing the alimentary tract.
1.2.2. Color and Culture
Color is also entirely dependent on culture and religion. Studies found that blue color was
the most acceptable color in almost all culture (Singh, 2006; Wiegersma & Vander Elst,
1988). In India, the most sacred color for Hindu is orange. On the other hand, culture like
Ndembo of Zambia do not considered orange as a color. Until the introduction of white
color by Christian Pops for wedding, Celts considered green as a sacred color. Muslims also
consider green as a sacred color. Inuit communities preferred white color. In Melanesia, the
combination of red and white was used for ritual decorations (Plieninger, Dijks, Oteros-
Rozas, & Bieling, 2013). The detail of each color and its meanings in different countries and
cultures are reported in appendix.
1.2.3. Color and Emotions
Peoples are affected and attached with different colors emotionally. The association between
colors and emotions was studied by Boyatzis, & Varghese, (1994) and found that brown,
black and red as sad colors, and blue, orange and yellow as happy colors. They also argued
that these emotions were similar across age groups. Atmospherics elements like aromas,
sizes, clamors, shapes and hues could pass on messages make consideration and make shape
emotions that may upgrade buy likelihood (Singh, 2006; Kotler, 1973). Various studies link
color and consumer emotion and perception. Hamphill (1996) found that colors like blue,
white, red and pink create positive reactions in people such as happiness and excitement,
while colors like brown and black react oppositely. Labrecque and Milne, (2012) argued that
brand’s uses red and orange colors for the purpose to conveys more excitement as compared
to other cooler colors like blue. Similarly, Dijkstra et al. (2008) found that hospital rooms
having blue walls are less stressful than those having orange walls which are more

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stimulating as compared to those rooms having white walls. Table 4 in appendix shows
colors and feelings in detail.
1.2.4. Color and Gender
Genders perceptions regarding colors vary. Men are more tolerant of black, white and gray
as compared to women, and women more frequently reacted to red and blue combinations
(Khouw, 2002). They also argued that adults also preferred the combination of red and blue.
These historical findings suggest that gender perception regarding color differ.
2. Application of Color in Marketing
Hues have all the earmarks of being confrontational. Several speculations or rumors have
given rise due to the lack of conclusive scientific studies relating to colors. Some advances
in the research have been observed regarding this phenomenon but it came from companies
in the color consultation industry. Although, the nature of their research is not experimental,
their results mostly depend on general agreement among marketers (Singh, 2006). Some
applications of color in marketing are reported below;
2.1. Colors and Restaurants
Fast-food restaurants preferred red color because it affects our metabolism. Fast-food
moguls also used yellow color to attract customers’ attention, increase appetite and motivate
them to eat. To generate high sales this is considered the best way for fast-food restaurants.
On the other hand, formal restaurants use blue color to relax and calm their customers.
Formal restaurants use such type of strategy to improve their sales. Kido (2003) linked blue
to calm state. They also argued that excessive use of blue color can be appetite suppressant.
2.2. Colors and Waiting Time
Colors influence perception regarding passage of time. Under a red-light object seem heavier
and longer and time seems to pass slowly. On the other side, under a blue light objects seem
lighter and smaller and time seems to pass very quickly. Casinos take advantage from this
strategy- by using red lighting to excite their customers and make their feeling that they are
not wasting more time in casinos.
2.3. Colors and Brands
Colors evoke brands. Whether it is Cadburys purple, Coca-Cola’s red, Heineken’s green and
Shell’s yellow, all these companies have different color values to different customers.
Tutssel (2000) argued that color attached strong emotional feeling that prompt an immediate
response to packaging than either the written work. As we discuss earlier, the meanings of
colors changes with every culture. Product having a gray packaging are considered cheap
goods in China and Japan while in US it is considered a high-quality goods; likely in US
cheap goods are labeled or pack in purple color and in Asian context expensive goods are
labeled or pack in purple color. Thus, companies pay more attention to brands color to
attract a larger segment (Grossman & Wisenblit, 1999).
3. Conclusion
Hues are disputable. A few therapists trust that human reactions to colors are steady, along
these lines pertinent to everybody. While some psychologists are disagreeing with this
notion. They believe that colors preferences vary from individual to individual and from
culture to culture, and between gender and age group. Marketing managers should aware and
select the most preferred colors to gain competitive advantage. Walls colors of store and
product packaging can attract customers’ attention and increase their sales drastically.
Before launching a new product, managers should conduct a research regarding colors of the

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product because wrong or inappropriate color will generate negative image in the minds of
customers about the product and or company. Global managers should be aware of different
colors meanings in different cultures and divide market in multi-segment to boost sales. Now
a day’s dining out is use for social gathering than eating (Kulman, 2001). People frequency
to visits restaurants will increase number of restaurants. Owners differentiate their restaurant
from the crowd through attracting customers and to increase profitability. Research shows
that appropriate use of walls and carpets colors will increase food sales. In short, marketing
managers should give careful attention to their products colors in order to gain a large
market share through a huge sale.
4. Future Research Direction
The purpose of this research was to study the psychology of colors in marketing. The current
research just reviews past literature about the impact of color on marketing. Future research
is needed to explore this matter in detail by conducting an experimental research or by using
survey questionnaire to quantify the results of the study. Future research should compare
different brands based on their colors by taking Pakistani sample.
References
Boyatzis, C. J., & Varghese, R. (1994). Children's emotional associations with colors. The
Journal of genetic psychology, 155(1), 77-85.
Dijkstra, K., Pieterse, M. E., & Pruyn, A. T. H. (2008). Individual differences in reactions
towards color in simulated healthcare environments: The role of stimulus screening
ability. Journal of Environmental Psychology, 28(3), 268-277.
Gopikrishna, R., & Kumar, M. (2015). A Conceptual Study on Psychology of Colour in
Marketing and Branding. International Journal of Economic Research, 12(2).
Hemphill, M. (1996). A note on adults' color–emotion associations. The Journal of genetic
psychology, 157(3), 275-280.
Khouw, N. (2002). The meaning of color for gender, Colors Matters–Research.
Kido, Y. (2003). Anti-miscegenation and Asian Americans. Historical Review,108(5).
Kotler, P. (1973). Atmospherics as a marketing tool. Journal of retailing,49(4), 48-64.
Kulman, L. (2001). In today’s restaurants, color my sushi beautiful. US News & World
Report, 130(2), 56.
Labrecque, L. I., & Milne, G. R. (2012). Exciting red and competent blue: the importance of
color in marketing. Journal of the Academy of Marketing Science, 40(5), 711-727.
Palmer, S. E., & Schloss, K. B. (2010). An ecological valence theory of human color
preference. Proceedings of the National Academy of Sciences,107(19), 8877-8882.
Plieninger, T., Dijks, S., Oteros-Rozas, E., & Bieling, C. (2013). Assessing, mapping, and
quantifying cultural ecosystem services at community level.Land use policy, 33,
118-129.
Priluck Grossman, R., & Wisenblit, J. Z. (1999). What we know about consumers' color
choices. Journal of marketing practice: Applied marketing science, 5(3), 78-88.
Singh, S. (2006). Impact of color on marketing. Management decision, 44(6), 783-789.
Tutssel, G. (2000). But you can judge a brand by its color. Brand Strategy, November, 8-9.
Wiegersma, S., & Van der Elst, G. (1988). Blue Phenomenon: Spontaneity or
Preference? Perceptual and Motor Skills, 66(1), 308-310.

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Appendix
Table 1: How Colors Attract Specific Shoppers
Types of Shopper
Location
Color
Impulse buyers
Fast food, outlet malls,
Orange, royal blue, black, red
Clearance sales
Buyers on a
budget
Banks, larger department
store
Navy blue, teat
Traditional
buyers
Clothing stores
Pink, rose, sky blue
Source: Lam, Shun, and Campbell, 2013
Table 2
Introducing color groups and their application
Groups
Color
Comments and Recommendation
The Excitable
Colors
The most emotionally intense color; Shows
excitement
RED
Provides a strong heart rate; A sign of anger or
danger
YELLOW
It is vivid and demands attention; Increasing
Concentrations
Happy and sunny day; Too much is
hard to look
at
ORANGE
Vibrant color and less intense than red & yellow. It
denotes:
Energy; Warmth; Strength;
Wholesomeness
BLUE
It is cool and calm; The Symbol of royalty;
company’s color
Related to intelligence; stable and conservative;
relaxed
The Calming Colors
GREEN
Symbolizes nature, life, renewable, & environment;
indicate
wealth Calming and relaxing; can also mean greed,
jealousy or envy
PINK
Romantic and attractive; cheerful and playful;

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youthful
PURPLE
Signifies
Luxury; wealth; complexity and royalty; rare
in nature
BLACK
Represents power and authority; serious and
conservative
The cryptic and bad; classy
The Neutral Colors
WHITE
the color of purity; conveys innocence &
cleanliness
BROWN
color of earth & Implies
Wholesomeness; sable & material;
unhappy or eager
GRAY
conservative and formal; moody and balance;
unexciting
Source: Nezhad & Kavehnezhad,
2013
Table 3
The meanings of colors in major countries
Colors
Countries Meanings of Colors
RED
China
color of celebration and happiness; long life and vitality
Pakistan
shows love and beauty; fertility and purity; power and wealth
Japan
danger and anger; life
Thailand
Sunday’s
color
Russia
related to communism; used in marriage ceremony
Australia
color of earth and land;
ceremonial color
PINK
Eastern feminine
Japan
very good suitable for both male and female
Thailand
Tuesday’s color
Korea
Trust
Western
love and romantic – for women
Europe
baby girls – feminine color
ORANGE
Western
items cost effective and cheap
Eastern
happiness; spirituality
Thailand
Thursday’s color

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YELLOW
Eastern
imperial and sacred
China
honor, royalty and sacred; color of masculine
India
auspicious and sacred – merchant’s symbol
Japan
beauty; courage; aristocracy
Western
joy; happiness; hopeful; cowardly
France
jealousy
Greece
sadness
GREEN
Eastern
new life; hope; fertility
China
hope; new life; exorcism and disgrace
Western
lucky color; Patrick’s Day; jealousy; greed
France
considered not good for packing
South America
death
North Africa
corruption and the drug culture
Source: Author itself
Table 4
The meanings of colors in
religions
Colors
Religions
meanings of colors
RED
Hebrew
sacrifice; sin
Christian
love and passion; sacrifice
ORANGE
Hinduism
saffron; auspicious and sacred color
YELLOW
Jewish
yellow star badges of the Middle Ages and post war
Germany
and
Poland
Buddhism
wisdom
BLUE
Christianity
Christ’s color
Judaism
holiness
Hinduism
the Krishna’s color
Catholicism
Mary’s robe color
PURPLE
Catholicism
mourning; death; crucifixion
BLACK
Judaism
unhappiness; bad luck; evil
Source: Nezhad & Kavehnezhad, 2013