Rest in peace? Brand-induced mortality salience and consumer behavior
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Each is checked against this paper’s own text: does it say what the citing paper says it does?
MS-primed participants intended to spend more money compared to the control group.
“MS- primed participants intended to spend more money compared to the control group.”
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 Fransen et al. (2008, Study 1)
MS (compared to control) led to more positive attitudes toward domestic food products and more negative attitudes toward foreign food products.
“MS (compared to control) led to more positive attitudes toward domestic food products and more negative attitudes toward foreign food products.”
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 Fransen et al. (2008, Study 3)
Cites
The Causes and Consequences of a Need for Self-Esteem: A Terror Management Theory
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Greenberg, 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
Why Do People Need Self-Esteem? A Theoretical and Empirical Review.
Pyszczynski, T., Greenberg, J., Solomon, S., Arndt, J., & Schimel, J. (2004) · Psychological Bulletin · doi:10.1037/0033-2909.130.3.435 · Cited by 1,367 · see citing works
(1986) · doi:10.1007/978-1-4613-9564-5 · Cited by 849 · see citing works
The Urge to Splurge: A Terror Management Account of Materialism and Consumer Behavior
Arndt, J., Solomon, S., Kasser, T., & Sheldon, K. M. (2004) · Journal of Consumer Psychology · doi:10.1207/s15327663jcp1403_2 · Cited by 463 · see citing works
The Scrooge Effect: Evidence that mortality salience increases prosocial attitudes and behavior
Jonas, E., Schimel, J., Greenberg, J., & Pyszczynski, T. (2002) · Personality and Social Psychology Bulletin · doi:10.1177/014616702236834 · Cited by 420 · see citing works
General and personal mortality salience and nationalistic bias
Nelson, L. J., Moore, D. L., Olivetti, J., & Scott, T. (1997) · Personality and Social Psychology Bulletin · doi:10.1177/0146167297238008 · Cited by 139 · see citing works
Jonas, E., Fritsche, I., & Greenberg, J. (2005) · Journal of Economic Psychology · doi:10.1016/j.joep.2004.02.003 · Cited by 68 · see citing works
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Jonas, E., McGregor, I., Klackl, J., Agroskin, D., Fritsche, I., Holbrook, C., Nash, K., Proulx, T., & Quirin, M. (2014) · Advances in Experimental Social Psychology · doi:10.1016/b978-0-12-800052-6.00004-4 · Cited by 447 · see citing works
Hayes, J., Schimel, J., Arndt, J., & Faucher, E. H. (2010) · Psychological Bulletin · doi:10.1037/a0020524 · Cited by 389 · see citing works
The finitude of life—How mortality salience affects consumer behavior: A review
Gobrecht, F., & Marchand, A. (2023) · Journal of Consumer Behaviour · doi:10.1002/cb.2117 · Cited by 28 · see citing works
Exploitation of mortality salience in communication on climate change
Akil, H., Robert-Demontrond, P., & Bouillé, J. (2018) · Recherche et Applications en Marketing (English Edition) · doi:10.1177/2051570717745839 · Cited by 22 · see citing works
Evidence of mortality salience and psychological defenses in bottled water campaigns
Cote, S., & Wolfe, S. E. (2018) · Applied Environmental Education & Communication · doi:10.1080/1533015x.2017.1399836 · Cited by 7 · see citing works
When the reaper becomes a salesman: The influence of terror management on product preferences
Van Bommel, T., O'Dwyer, C., Zuidgeest, T. W. M., & Poletiek, F. H. (2015) · Journal of Economic & Financial Studies · doi:10.18533/jefs.v3i05.121 · Cited by 6 · see citing works
“It corroborates earlier findings that mortality salience increases preference for domestic products (Fransen et al., 2008), while further illuminating the symbolic role fulfilled by brands.”
BackgroundResultDeath primes in advertisements: how international advertisers can ensure their message is effective
Minton, E. A., Park, H., & Spielmann, N. (2022) · International Journal of Advertising · doi:10.1080/02650487.2021.1979787 · Cited by 4 · see citing works
Zu, C., Zhou, X., Cui, Y.-X., Liu, Y.-F., Hu, Y.-X., Li, D.-Q., & Zeng, H. (2021) · Frontiers in Psychology · doi:10.3389/fpsyg.2021.601383 · Cited by 4 · see citing works
“In general terms, according to the studies of consumption behavior, the brand and function of products that can reflect the value of products are mainly considered as the aspects of products’ values (Fransen et al., 2008; McCabe and Bartholow, 2019).”
BackgroundArendsen, 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
“One study (Fransen et al. 2008 main effect, but a significant interaction effect between MS and human prime; after a MS and human uniqueness prime, scores on advertisement attitudes were higher (the interaction was not further explained by the authors).”
Self-citation
- Authors
- Fransen, M. L., Fennis, B. M., Pruyn, A. T. H., & Das, E.
- Affiliations
- University of Twente (NL)
- Vrije Universiteit Amsterdam (NL)
- Corresponding author
- Fransen, Marieke L.
- Venue
- Journal of Business Research
- Publisher
- Elsevier BV
- Published
- 2008-10
- Volume
- 61
- Issue
- 10
- Pages
- 1053-1061
- ISSN
- 0148-2963 (ISSN-L)
- OpenAlex
- W2151376087
- Cited by
- 100
- References
- 8
- Citations by year
- 2026: 4 · 2025: 6 · 2024: 5 · 2023: 5 · 2022: 6 · 2021: 8 · 2020: 7 · 2019: 5 · 2018: 8 · 2017: 11 · 2016: 6 · 2015: 3 · 2014: 4 · 2013: 5 · 2012: 3
- FWCI
- 4.32
- Type
- journal article
- Language
- en
- Open access
- closed
- Locations
- Journal of Business Research (publishedVersion)
- UvA-DARE (University of Amsterdam) (publishedVersion)
- VU Research Portal (publishedVersion)
- University of Twente Research Information (publishedVersion)
- RePEc: Research Papers in Economics (submittedVersion)
- Digital Academic REpository of VU University Amsterdam (Vrije Universiteit Amsterdam) (submittedVersion)
- University of Groningen research database (University of Groningen / Centre for Information Technology) (submittedVersion)
- University of Twente Research Information (submittedVersion)
- Data Archiving and Networked Services (DANS) (submittedVersion)
- Topics
- Social Sciences › Psychology › Social Psychology › Death Anxiety and Social Exclusion
- Social Sciences › Business, Management and Accounting › Marketing › Consumer Behavior in Brand Consumption and Identification
- Social Sciences › Anthropology › Death, Funerary Practices, and Mourning
- Keywords
- mortality salience, terror management theory, brand exposure, charitable giving, worldview defense, brand associations, death-related thoughts
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