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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Method
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The Constitution of Death Valence as a Key to Intervene in Social Discrimination
Stiller, M. (2023) · Journal of Humanistic Psychology · doi:10.1177/00221678231205611
“Cozzolino et al. (2004) as well as Wilkus-Stone (2017) explain this contra-diction with the level of abstraction that people are presented death with: The more precise a death reminder, the more people are expected to reflect on their intrinsic values and meaning.”
Positive Psychologie in Arbeit und Beruf
Tomoff, M. (2024) · Springer eBooks · doi:10.1007/978-3-662-68397-2_8
Death Awareness and Meaningful Work: Considering Mortality and How It Relates to Individual Perceptions of Work
Varghese, J. G. (2022) · doi:10.12794/metadc1985507
The price of employee-related CSR deficiencies: evidence from peer auditor death
Du, X., Cai, Z., Zhang, X. F., & Xie, Y. (2025) · China Journal of Accounting Studies · doi:10.1080/21697213.2025.2467352
“Peer death places heavy mental pressure on auditors, prompts them to reflect on the meaning of life (Cozzolino et al., 2004; Jayawickreme & Blackie, 2014; Tedeschi & Calhoun, 2004), and eventually increases the likelihood of auditor resignation.”
A Procession of Reconnecting
Davy, B. J. (2025) · Oxford University Press eBooks · doi:10.1093/9780197804957.003.0004
Survey Questions
Davy, B. J. (2025) · Oxford University Press eBooks · doi:10.1093/9780197804957.005.0001
Survey Data Results
Davy, B. J. (2025) · Oxford University Press eBooks · doi:10.1093/9780197804957.005.0002
Wyrd Ecology
Davy, B. J. (2025) · Oxford University Press eBooks · doi:10.1093/9780197804957.001.0001
Introduction
Davy, B. J. (2025) · Oxford University Press eBooks · doi:10.1093/9780197804957.003.0001
Glossary
Davy, B. J. (2025) · Oxford University Press eBooks · doi:10.1093/9780197804957.003.0008
How Pro-Environmental Are These Heathens?
Davy, B. J. (2025) · Oxford University Press eBooks · doi:10.1093/9780197804957.003.0005
Becoming Ancestors
Davy, B. J. (2025) · Oxford University Press eBooks · doi:10.1093/9780197804957.003.0003
Notes
Davy, B. J. (2025) · Oxford University Press eBooks · doi:10.1093/9780197804957.003.0007
From Here to There and Back Again
Davy, B. J. (2025) · Oxford University Press eBooks · doi:10.1093/9780197804957.003.0006
Behaviorally-informed policies to reduce materialism among youth in Egypt: experimental evidence
Khalil, S., Mansour, S., & Biltagy, M. S. (2025) · European Journal of Government and Economics · doi:10.17979/ejge.2025.14.1.11102
Gaining Career Purpose Through Lightning Bolts: Examining the Strength and Psychological Foundations of Work-Related Epiphanies
Dane, E., Baer, M., Leroy, H., Swartz, R. J., & Wrobel, A. (2025) · Journal of Management · doi:10.1177/01492063251348410
“Research suggests that mortality reminders can help people experience fundamental realizations (Cozzolino, Staples, Meyers, & Samboceti, 2004; Grant & Wade-Benzoni, 2009).”

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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