Materialism moderates the impact of mortality salience on impulsive tendencies toward luxury brands
Open accessAbstract
Luxury goods have been shown to help individuals coping with death-related anxiety. However, the extent to which the symbolic value allocated to possessions (i.e., materialism) moderates this effect is still unclear. Here, we investigated the impact of materialism on impulsive approach tendencies toward luxury clothing brands in a context of mortality salience. Results showed that the impact of mortality salience was moderated by materialism with lower impulsive approach tendencies toward luxury clothing brands observed in non-materialistic participants. These findings highlight how materialism values may impact luxury consumption through impulsive pathways in a situation of death-related anxiety.
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No effect was found for materialistic participants.
“No effect was found for materialistic participants.”
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 Audrin et al. (2018)
Under MS, low materialistic participants were less attracted to luxury items compared to the control condition.
“under MS, low materialistic participants were less attracted to luxury items (compared to the control condition).”
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 Audrin et al. (2018)
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References 52 · Cited by 28
- Authors
- Audrin, C., Cheval, B., & Chanal, J.
- Affiliations
- University of Geneva (CH)
- Corresponding author
- Audrin, Catherine
- Venue
- Death Studies
- Publisher
- Informa UK Limited
- Published
- 2017-07-05
- Volume
- 42
- Issue
- 2
- Pages
- 115-122
- ISSN
- 0748-1187 (ISSN-L)
- 1091-7683
- OpenAlex
- W2617922026
- Cited by
- 28
- References
- 52
- Citations by year
- 2026: 4 · 2025: 4 · 2024: 11 · 2023: 3 · 2022: 2 · 2021: 3 · 2019: 1
- FWCI
- 0.49
- Type
- journal article
- Language
- en
- Open access
- Licence
- cc-by
- Locations
- Death Studies (publishedVersion)
- PubMed (publishedVersion)
- Archive ouverte UNIGE (University of Geneva) (submittedVersion, cc-by)
- HAL (submittedVersion)
- Topics
- Social Sciences › Business, Management and Accounting › Marketing › Consumer Behavior in Brand Consumption and Identification
- Social Sciences › Psychology › Social Psychology › Death Anxiety and Social Exclusion
- Social Sciences › Anthropology › Death, Funerary Practices, and Mourning
- Keywords
- materialism, mortality salience, fear of death, luxury brands, luxury clothing, impulse buying, approach behavior, luxury consumption
- MeSH terms
- Adult, Anxiety, Attitude to Death, Female, Humans, Impulsive Behavior, Self Concept, Social Values
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