Focus theory of normative conduct and terror management theory: The interactive impact of mortality salience and norm salience on social judgment
Abstract
Research on terror-management theory has shown that after mortality salience (MS) people attempt to live up to cultural values. But cultures often value very different and sometimes even contradictory standards, leading to difficulties in predicting behavior as a consequence of terror-management needs. The authors report 4 studies to demonstrate that the effect of MS on people's social judgments depends on the salience of norms. In Study 1, making salient opposite norms (prosocial vs. proself) led to reactions consistent with the activated norms following MS compared with the control condition. Study 2 showed that, in combination with a pacifism prime, MS increased pacifistic attitudes. In Study 3, making salient a conservatism/security prime led people to recommend harsher bonds for an illegal prostitute when they were reminded of death, whereas a benevolence prime counteracted this effect. In Study 4 a help prime, combined with MS, increased people's helpfulness. Discussion focuses briefly on how these findings inform both terror-management theory and the focus theory of normative conduct.
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Jonas and colleagues (2008) proposed that the norm that influences action following mortality salience should be the one most prominent in consciousness at the moment.
“Jonas and colleagues (2008) combined TMT with the focus theory of normative conduct (Cialdini et al., 1991), proposing that “the norm that influences action following MS should be the one that is most prominent in consciousness at the moment” (p. 1241).”
From Do Salient Social Norms Moderate Mortality Salience Effects? A (Challenging) Meta-Analysis of Terror Management Studies (2023) · cites this paper as Jonas et al., 2008
When norms or values promoting positive intergroup attitudes are chronically or situationally accessible, mortality salience can bolster such outcomes.
“First, when norms or values promoting positive intergroup attitudes are chronically or situationally accessible, mortality salience can bolster such outcomes (Jonas et al., 2008).”
From Existential threat and responses to emotional displays of ingroup and outgroup members (2023) · cites this paper as Jonas et al., 2008
When individuals were reminded of a pacifistic norm, MS increased pacifistic attitudes.
“when individuals were reminded of a pacifistic norm, MS increased pacifistic attitudes.”
From When Death is Good for Life: Considering the Positive Trajectories of Terror Management (2012) · cites this paper as Jonas et al., 2008
MS increased helping behavior when participants were reminded of helping norms.
“Jonas et al. (2008, Study 4) also found that MS increased helping behavior when participants were reminded of helping norms.”
From When Death is Good for Life: Considering the Positive Trajectories of Terror Management (2012) · cites this paper as Jonas et al., 2008, Study 4
Mortality salience decreased pacifism when pacifism values were not salient.
“Consistent with prior work, MS decreased pacifism when pacifism values were not salient.”
From An Appreciative View of the Brighter Side of Terror Management Processes (2015) · cites this paper as [51]
When pacifism values were salient, mortality salience increased pacifism.
“However, when pacifism values were salient, MS increased pacifism.”
From An Appreciative View of the Brighter Side of Terror Management Processes (2015) · cites this paper as [51]
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The attenuating effect of mortality salience on dishonest behavior
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Exploitation of mortality salience in communication on climate change
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Mortality Salience and Perceptions of People with AIDS: Understanding the Role of Prejudice
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An Appreciative View of the Brighter Side of Terror Management Processes
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“[51] found that when helping and prosocial values are salient, MS can increase the willingness to help ill children and to help others with their school work.”
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Performance goal orientation and unethical pro-organizational behavior: a moderated mediation model
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When criticism is ineffective: The case of historical trauma and unsupportive allies
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How and why terrorism corrupts the consistency principle of organizational justice
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The Neural Basis of Changing Social Norms through Persuasion
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Walk This Way: Ingroup Norms Determine Voting Intentions for Those Who Lack Sociopolitical Control
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The Existential Quest: Doubt, Openness, and the Exploration of Religious Uncertainty
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The Cycle of Intergroup Conflict
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Existential Threat Fuels Worldview Defense, but not after Priming Autonomy Orientation
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A Threat-and-Defense Perspective on the Psychological Dynamics Behind the Covid-19 Pandemic
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Killing with a clean conscience: Existential angst and the paradox of morality.
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Dedicate Your Life to the Company! A Terror Management Perspective on Organizations
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Breaking Bad: Existential Threat Decreases Pro-Environmental Behavior
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An unscathed past in the face of death: Mortality salience reduces individuals' regrets
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Profound Versus Superficial Coping With Mortality Threats
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The Influence of Mortality Focus on Guilt Advertising Effectiveness
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Did Hurricane Sandy influence the 2012 US presidential election?
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Empathy, Social Dominance Orientation, Mortality Salience, and Perceptions of a Criminal Defendant
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Prejudicial reactions to the removal of Native American mascots
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- Authors
- Jonas, E., Martens, A., Niesta Kayser, D., Fritsche, I., Sullivan, D., & Greenberg, J.
- Affiliations
- University of Salzburg (AT)
- University of Canterbury (NZ)
- Friedrich Schiller University Jena (DE)
- University of Arizona (US)
- Venue
- Journal of Personality and Social Psychology
- Published
- 2008
- Volume
- 95
- Issue
- 6
- Pages
- 1239-1251
- ISSN
- 0022-3514 (ISSN-L)
- 1939-1315
- OpenAlex
- W2066007425
- Cited by
- 189
- References
- 55
- Citations by year
- 2026: 8 · 2025: 7 · 2024: 5 · 2023: 10 · 2022: 12 · 2021: 16 · 2020: 13 · 2019: 12 · 2018: 7 · 2017: 11 · 2016: 12 · 2015: 10 · 2014: 17 · 2013: 8 · 2012: 11
- FWCI
- 13.37
- Type
- journal article
- Language
- en
- Open access
- closed
- Locations
- Journal of Personality and Social Psychology (publishedVersion)
- PubMed (publishedVersion)
- Topics
- Social Sciences › Psychology › Social Psychology › Death Anxiety and Social Exclusion
- Social Sciences › Anthropology › Death, Funerary Practices, and Mourning
- Social Sciences › Sociology and Political Science › Social and Intergroup Psychology
- Keywords
- terror management theory, mortality salience, norm salience, focus theory of normative conduct, social judgment, pacifism, conservatism, security, benevolence, helpfulness, cultural values
- MeSH terms
- Adult, Awareness, Female, Health, Humans, Judgment, Male, Psychological Theory, Self Concept, Social Behavior, Social Behavior Disorders, Social Perception, Terrorism
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