Cited by 210Death Anxiety and Social ExclusionDeath, Funerary Practices, and MourningSocial and Intergroup Psychology

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Greed, Death, and Values: From Terror Management to Transcendence Management Theory

Cozzolino, Philip J., Staples, Angela Dawn, Meyers, Lawrence S., Samboceti, Jamie·2004·Personality and Social Psychology Bulletin

DOI 10.1177/0146167203260716

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Abstract

Research supporting terror management theory has shown that participants facing their death (via mortality salience) exhibit more greed than do control participants. The present research attempts to distinguish mortality salience from other forms of mortality awareness. Specifically, the authors look to reports of near-death experiences and posttraumatic growth which reveal that many people who nearly die come to view seeking wealth and possession as empty and meaningless. Guided by these reports, a manipulation called death reflection was generated. In Study 1, highly extrinsic participants who experienced death reflection exhibited intrinsic behavior. In Study 2, the manipulation was validated, and in Study 3, death reflection and mortality salience manipulations were compared. Results showed that mortality salience led highly extrinsic participants to manifest greed, whereas death reflection again generated intrinsic, unselfish behavior. The construct of value orientation is discussed along with the contrast between death reflection manipulation and mortality salience.

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Background

Authors: Cozzolino, P. J., Staples, A. D., Meyers, L. S., & Samboceti, J.
Affiliations: University of Minnesota (US)
California State University, Sacramento (US)
ORCID: Cozzolino, Philip J.
Staples, Angela Dawn
Venue: Personality and Social Psychology Bulletin
Publisher: SAGE Publications
Published: 2004-03
Volume: 30
Issue: 3
Pages: 278-292
ISSN: 0146-1672 (ISSN-L)
1552-7433
DOI: 10.1177/0146167203260716
OpenAlex: W2093665885
Cited by: 210
References: 54
Citations by year: 2026: 7 · 2025: 23 · 2024: 12 · 2023: 10 · 2022: 18 · 2021: 14 · 2020: 9 · 2019: 14 · 2018: 11 · 2017: 9 · 2016: 11 · 2015: 10 · 2014: 7 · 2013: 11 · 2012: 3
FWCI: 5.10
Type: journal article
Language: en
Open access: closed
Licence: journals.sagepub.com/page/policies/text-and-data-mining-license (tdm)
Locations: Personality and Social Psychology Bulletin (publishedVersion)
PubMed (publishedVersion)
Open Access at Essex (University of Essex) (submittedVersion)
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, greed, extrinsic motivation, intrinsic motivation, near-death experiences, posttraumatic growth, value orientations, death awareness
MeSH terms: Adolescent, Adult, Attitude, Attitude to Death, Economics, Fear, Female, Humans, Internal-External Control, Male, Middle Aged, Psychological Theory, Random Allocation, Social Values

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Greed, Death, and Values: From Terror Management to Transcendence Management Theory

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