Since 2014
When the reaper becomes a salesman: The influence of terror management on product preferences
Journal of Economic & Financial Studies
View Archive Info| Field | Value | |
| Title |
When the reaper becomes a salesman: The influence of terror management on product preferences
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| Creator |
van Bommel, Tom
O'Dwyer, Cormac Zuidgeest, Tim W.M. Poletiek, Fenna H. |
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| Subject |
Psychology; Behavioral Economics
Brand Preferences; Mortality Salience Brand preferences; Mortality salience; Terror management theory. |
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| Description |
The present research investigates how consumer choice is affected by Terror Management Theory’s proposition of Mortality Salience increasing one’s cultural worldview defense and self-esteem striving. The study builds empirically upon prior theorizing by Arndt, Solomon, Kasser and Sheldon (2004). During an experiment, we manipulated Mortality Salience and measured product preferences for conspicuousness and familiarity. Participants primed with death were more likely to choose conspicuous products, corroborating previous research of mortality salience raising materialistic tendencies. In addition, participants showed a tendency to prefer familiar brands. These results are in line with the Terror Management Theory framework.
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| Publisher |
LAR Center Press
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| Contributor |
Leiden University
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| Date |
2015-09-15
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| Type |
info:eu-repo/semantics/article
info:eu-repo/semantics/publishedVersion Peer-reviewed Article |
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| Format |
application/pdf
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| Identifier |
http://journalofeconomics.org/index.php/site/article/view/121
10.18533/jefs.v3i05.121 |
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| Source |
Journal of Economic & Financial Studies; Vol 3, No 05 (2015): October; 33-42
2379-9471 2379-9463 |
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| Language |
eng
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| Relation |
http://journalofeconomics.org/index.php/site/article/view/121/203
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| Rights |
Copyright (c) 2015 Journal of Economic & Financial Studies
http://creativecommons.org/licenses/by-nc/4.0 |
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