Numbers Don't Lie
Betty Crocker's logo featuring a red ______ first appeared in 1954.
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Betty Crocker's logo featuring a red spoon first appeared in 1954.
A psychologist convinced Betty Crocker to make their cake mixes less convenient.
Hoping to sell more flour, General Mills — Betty Crocker’s parent company — entered the cake mix industry in 1947. (The first mixes Betty Crocker sold were for Ginger Cake, then Devil’s Food Cake.) All of the brand’s early mixes included powdered milk and eggs, meaning customers only needed to add water. Cake mix sales doubled between 1947 and 1953, the period when Pillsbury — a future General Mills property — also entered the market. However, sales increased only 5% from 1956 to 1960. To improve on this disappointing data, General Mills sought help from Ernest Dichter, a Vienna-born psychologist, marketing consultant, and author who popularized focus groups. Based on his interviews with housewives, Dichter determined that the women felt guilty and self-indulgent when they relied on these simple cake mixes. He proposed tasking home cooks with providing their own eggs, so they could feel like they’d contributed to the final dish. Thus Betty Crocker omitted the powdered eggs from their recipes, heralding the change with the slogan, “Add an egg.” Sales figures began to soar once again — although Something From the Oven: Reinventing Dinner in 1950s America author Laura Shapiro is wary of giving Dichter too much credit for the sales spike. She notes that cakes made with fresh eggs also tend to have a better texture and taste. In addition, food magazines of the era harnessed the idea that cake baking is merely the prelude to cake decorating — a more creative and impactful way to share love through food.

