Death of a salesman: Webpage-based manipulations of mortality salience
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For luxury products, MS-induced participants were willing to pay more.
“for luxury products MS- induced participants were willing to pay more”
From Terror Management Theory in the Consumer Domain: A Systematic Review and Meta‐Analysis on Mortality Salience Driven Consumer Responses (2025) · cites this paper as Chopik and Edelstein (2014, Studies 3 and 4)
Cites
The theory of planned behavior
Ajzen, I. (1991) · Organizational Behavior and Human Decision Processes · doi:10.1016/0749-5978(91)90020-t · Cited by 90,587 · see citing works
The Causes and Consequences of a Need for Self-Esteem: A Terror Management Theory
Greenberg, J., Pyszczynski, T., & Solomon, S. (1986) · Public Self and Private Self · doi:10.1007/978-1-4613-9564-5_10 · Cited by 2,326 · cited 1× · see citing works
“TMT posits that individuals are motivated to alleviate the thoughts and concerns that arise from the knowledge that death is inevitable (Greenberg et al., 1986).”
BackgroundGreenberg, J., Pyszczynski, T., Solomon, S., Rosenblatt, A., Veeder, M., Kirkland, S., & Lyon, D. (1990) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.58.2.308 · Cited by 1,412 · see citing works
(1986) · doi:10.1007/978-1-4613-9564-5 · Cited by 849 · see citing works
Greenberg, J., Simon, L., Pyszczynski, T., Solomon, S., & Chatel, D. (1992) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.63.2.212 · Cited by 487 · cited 2× · see citing works
“…some of the most central effects of mortality salience were observed using webpage-based manipulations—higher death-thought accessibility (Greenberg et al., 1994), greater cultural worldview defense (Greenberg et al., 1992), and increased willingness to pay for luxurious items (Arndt et al., 2004).”
BackgroundHow terrorism news reports increase prejudice against outgroups: A terror management account
Das, E., Bushman, B. J., Bezemer, M. D., Kerkhof, P., & Vermeulen, I. E. (2009) · Journal of Experimental Social Psychology · doi:10.1016/j.jesp.2008.12.001 · Cited by 315 · see citing works
Subliminal exposure to death-related stimuli increases defense of the cultural worldview
Arndt, J., Greenberg, J., Pyszczynski, T., & Solomon, S. (1997) · Psychological Science · doi:10.1111/j.1467-9280.1997.tb00429.x · Cited by 297 · see citing works
Arndt, J., Solomon, S., Kasser, T., & Sheldon, K. M. (2004) · Journal of Consumer Psychology · doi:10.1207/s15327663jcp1403_5 · Cited by 50 · see citing works
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Death across the lifespan: age differences in death-related thoughts and anxiety
Chopik, W. J. (2017) · Death Studies · doi:10.1080/07481187.2016.1206997 · Cited by 98 · see citing works
Self-citationThe terror of death and consumers’ sustainability attitudes
Rahimah, A., Khalil, S., Dang, H. P., & Ming-Sung Cheng, J. (2020) · Journal of Retailing and Consumer Services · doi:10.1016/j.jretconser.2020.102196 · Cited by 39 · see citing works
He Dies, He Scores: Evidence That Reminders of Death Motivate Improved Performance in Basketball
Zestcott, C. A., Lifshin, U., Helm, P., & Greenberg, J. (2016) · Journal of Sport and Exercise Psychology · doi:10.1123/jsep.2016-0025 · Cited by 26 · see citing works
Treger, S., Benau, E. M., & Timko, C. A. (2023) · PLOS ONE · doi:10.1371/journal.pone.0285267 · Cited by 25 · see citing works
Walkerton revisited: how our psychological defenses may influence responses to water crises
Cote, S. A., Ross, H. C., David, K., & Wolfe, S. E. (2017) · Ecology and Society · doi:10.5751/es-09616-220332 · Cited by 12 · see citing works
Arendsen, J. L., Brugman, B. C., van Koningsbruggen, G. M., & Fransen, M. L. (2025) · International Journal of Consumer Studies · doi:10.1111/ijcs.70056 · Cited by 4 · see citing works
“Another way to suppress the fear of death is by turning toward products and brands that are highly regarded by peers; studies showed that MS led to an increased preference for high-status products (Heine et al. 2002) and increased spending intentions for luxury products (Chopik and Edelstein 2014).”
- Authors
- Chopik, W. J., & Edelstein, R. S.
- Affiliations
- University of Michigan (US)
- Corresponding author
- Chopik, William J.
- Venue
- Computers in Human Behavior
- Publisher
- Elsevier BV
- Published
- 2014-02
- Volume
- 31
- Pages
- 94-99
- ISSN
- 0747-5632 (ISSN-L)
- OpenAlex
- W2020836136
- Cited by
- 33
- References
- 8
- Citations by year
- 2026: 1 · 2025: 4 · 2024: 6 · 2023: 3 · 2022: 2 · 2021: 1 · 2020: 1 · 2019: 3 · 2018: 3 · 2017: 3 · 2016: 4 · 2015: 1 · 2014: 1
- FWCI
- 3.00
- Type
- journal article
- Language
- en
- Open access
- closed
- Licence
- Locations
- Computers in Human Behavior (publishedVersion)
- Funders
- National Science Foundation
- Topics
- Social Sciences › Psychology › Social Psychology › Death Anxiety and Social Exclusion
- Social Sciences › Anthropology › Death, Funerary Practices, and Mourning
- Social Sciences › Arts and Humanities › Literature and Literary Theory › Media Influence and Health
- Keywords
- mortality salience, terror management theory, online advertising, worldview defense, luxury consumption, consumer spending, death-related thoughts, online consumer behavior, cultural values
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