The Impact of Pleasure-Evoking Colors on the Effectiveness of Threat (Fear) Appeals

Psychology and Marketing

Volumn 31, Issue 12, 2014, Pages 1051-1063

  Wauters, Birgit ^a   Brengman, Malaika ^a   Mahama, Fuseina ^a  

^a VRIJE UNIVERSITEIT BRUSSEL   (Belgium)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 84911477620     PISSN: 07426046     EISSN: 15206793     Source Type: Journal    
DOI: 10.1002/mar.20752     Document Type: Article

References (52)

1. Agrawal, N., Menon, G., & Aaker, J. (2007). Getting emotional about health. Journal of Marketing Research, 34, 100-113.
2. Ajzen, I., & Fishbein, M. (1980). Understanding attitudes and predicting social behavior. Englewood Cliffs, NY: Prentice Hall.
3. Bellizzi, J. A., & Hite, R. E. (1992). Environmental color, consumer feelings, and purchase likelihood. Psychology & Marketing, 9, 347-363.
4. Brengman, M. (2011). How does colour affect the shop interior? Colour in interior store design and its impact on the consumer. A silent seducer.. In J. Brand & A. van der Zwaag (Eds.), Colour in time (pp. 142-146). Arnehm: ArtEZ Press & Terra Lannoo.
5. Brengman, M., & Geuens, M. (2004). The four dimensional impact of color on shoppers' emotions. In B. E. Kahn & M. Frances (Eds.), Advances in consumer research (Vol. 31, pp. 122-128). Valdosta, GA: Association for Consumer Research.
6. Chin, W. W. (1998). The partial least squares approach to structural equation modeling. In G. A. Marcoulides (Ed.), Modern methods for business research (pp. 295-358). Mahwah, NJ: Lawrence Erlbaum Associates, Inc., Publishers.
7. Conroy-Liebman, M. M. (1992). The antecedent color choice model: An examination of emotional responses to color stimuli as predictors of preference formation. Philadelphia: Drexel University.
8. de Bock, T., Pandelaere, M., & van Kenhove, P. (2013). When colors backfire: The impact of color cues on moral judgment. Journal of Consumer Psychology, 23, 341-348.
9. de Hoog, N., Stroebe, W., & de Wit, J. B. F. (2005). The impact of fear appeals on processing and acceptance of action recommendations. Personality and Social Psychology Bulletin, 31, 24-33.
10. de Pelsmacker, P., Geuens, M., & van den Bergh, J. (2001). Marketing communications. Harlow: Pearson Education Limited.
11. Dillard, J. P., & Anderson, J. W. (2004). The role of fear in persuasion. Psychology & Marketing, 21, 909-926.
12. Duval, T. S., & Mulilis, J.-P. (1999). A person-relavtive-to-event (PrE) approach to negative threat appeals and earthquake preparedness: A field study. Journal of Applied Social Psychology, 29, 495-516.
13. Gallopel-Morvan, K., Gabriel, P., Le Gall-Ely, M., Sophie, R., & Urien, B. (2013). Plain packaging and public health: The case of tobacco. Journal of Business Research, 66, 133-136.
14. Gerend, M. A., & Sias, T. (2009). Message framing and color priming: How subtle threat cues affect persuasion. Journal of Experimental Social Psychology, 45, 999-1002.
15. Gorn, G. J., Chattopadhyay, A., Yi, T., & Dahl, D. W. (1997). Effects of color as an executional cue in advertising: They're in the shade. Management Science, 43, 1387-1400.
16. Gorn, G. J., Tuan Pham, M., & Yatming Sin, L. (2001). When arousal influences ad evaluation and valence does not (and vice versa). Journal of Consumer Psychology, 11, 43-55.
17. Gorn, G. J., Chattopadhyay, A., Sengupta, J., & Tripathi, S. (2004). Waiting for the web: How screen color affects time perception. Journal of Marketing Research, 41, 215-225.
18. Guilford, J. P., & Smith, P. C. (1959). A system of color preferences. American Journal of Psychology, 72, 487-502.
19. Han, S., Lerner, J. S., & Keltner, D. (2007). Feelings and consumer decision making: The appraisal-tendency framework. Journal of Consumer Psychology, 17, 158-168.
20. Höck, M., & Ringle, C. M. (2006). Strategic networks in the software industry: An empirical analysis of the value continuum. IFSAM, VIIIth World Congress, Berlin.
21. Isen, A. M. (1987). Positive affect, cognitive processes and social behavior. In L. Berkowitz (Ed.), Advances in experimental social psychology (Vol. 20, pp. 203-253). New York: Academic Press.
22. Janis, I. (1967). Effects of fear arousal on attitude change: Recent developments in theory and experimental research. In Advances in experimental social psychology (Vol. 3, pp. 166-225). New York: Academic Press.
23. Kaya, N., & Epps, H. H. (2004). Relationship between color and emotion: A study of college students. College Student Journal, 38, 396-405.
24. Keller, P. A., & Block, L. G. (1996). Increasing the persuasiveness of fear appeals: The effect of arousal and elaboration. Journal of Consumer Research, 22, 448-459.
25. Labreque, 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, 711-727.
26. LaTour, M. S., & Tanner, J. F. J. (2003). Radon: Appealing to our fears. Psychology & Marketing, 20, 377-394.
27. Lawes, R. (2008). Colour semiotics: Colour with confidence. Brand Strategy, March, 46-47.
28. Lechner, A. (2006). Leverage it - The story of yellow. Color Quarterly - The Color Business Journal, Q1, 7-11.
29. Leventhal, H. (1971). Fear appeals and persuasion: The differentiation of a motivational construct. American Journal of Public Health, 61, 1208-1224.
30. Lewis, I., Watson, B., Tay, R., & White, K. M. (2007). The role of fear appeals in improving driver safety: A review of the effectiveness of fear-arousing (threat) appeals in road safety advertising. International Journal of Behavioral and Consultation Therapy, 3, 203-222.
31. Lichtlé, M.-C. (2007). The effect of an advertisment's colour on emotions evoked by an ad and attitude towards the ad. International Journal of Advertising, 26, 37-62.
32. MacKenzie, S., Lutz, R., & Belch, G. (1986). The role of attitude towards the ad as a mediator of advertising effectiveness: A test of competing explanations. Journal of Marketing Research, 23, 130-143.
33. Madden, J. T., Hewett, K., & Roth, S. M. (2002). Managing images in different cultures: A cross-national study of color meanings and preferences. Journal of International Marketing, 8, 90-107.
34. Mehrabian, A. (1995). Framework for a comprehensive description and measurement of emotional states. Genetic, Social and General Psychology Monographs, 121, 133-144.
35. Meyers-Levy, J., & Peracchio, L. A. (1995). Understanding the effects of color: How the correspondence between available and required resources affects attitudes. Journal of Consumer Research, 22, 121-138.
36. Middlestadt, S. E. (1990). The effect of background and ambient color on product attitudes and beliefs. Advances in Consumer Research, 17, 244-249.
37. Miles, A., Rapoport, L., Wardle, J., Afuape, T., & Duman, M. (2001). Using the mass-media to target obesity: An analysis of the characteristics and reported behaviour change of participants in the BBC's 'Fighting Fat, Fighting Fit' campaign. Health Education Research, 16, 357-372.
38. Palmer, S. E., & Schloss, K. (2010). An ecological valence theory of human color preference. PNAS, 107, 8877-8882.
39. Petty, R., & Cacioppo, J. (1986). The elaboration likelihood model of persuasion. Advances in Experimental Social Psychology, 19, 123-205.
40. Ringle, C. M., Wende, S., & Alexander, W. (2005). SmartPLS Release: 2.0 beta. Germany.
41. Rogers, R. W. (1975). A protection motivation theory of fear appeals and attitude change. Journal of Psychology, 91, 93-114.
42. Saito, M. (1996). Comparative studies on color preference in Japan and other Asian regions, with special emphasis on the preference for white. Color Research & Application, 21, 35-49.
43. Schwarz, N. (1986). Feelings as information: Informational and motivational fucntions of affective states. In T. E. Higgins & R. M. Sorrentino (Eds.), Handbook of motivation and cognition (Vol. 2, pp. 527-561). New York: Guilford Press.
44. Seitel, F. (1993). The colors of banking. Communciations, 123, 79.
45. Singh, S. (2006). Impact of color on marketing. Management Decision, 44, 783-789.
46. Valdez, P., & Mehrabian, A. (1994). Effects of color on emotions. Journal of Experimental Psychology, 123, 394.
47. Wexner, L. B. (1954). The degree to which colors (hues) are associated with mood-tones. Journal of Applied Psychology, 38, 432-435.
48. Witte, K. (1992). Putting the fear back into fear appeals. The extended parallel process model. Communication Monographs, 59, 329-349.
49. Witte, K. (1994). Fear control and danger control: A test of the extended parallel process model. Communication Monographs, 61, 113-134.
50. Witte, K., & Allen, M. (2000). A meta analysis of fear appeals: Implications for effective public health campaigns. Health Education & Behavior, 27, 591-615.
51. Witte, K., McKeon, J., Cameron, K., & Berkowitz, J. (1995). The Risk Behavior Diagnosis Scale. Retrieved November 8, 2012, from https://www.msu.edu/∼wittek/rbd.htm.
52. Wong, N. C. H., & Cappella, J. N. (2009). Antismoking threat and efficacy appeals: Effects on smoking cessation intentions for smokers with low and high readiness to quit. Journal of Applied Communication Research, 37, 1-20.