The DOI matches its Crossref record; 49 of the 54 references it cites were found in a registry or an index.
Greed, Death, and Values: From Terror Management to Transcendence Management Theory
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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In the citing paper
“amplifies greed and materialism”
From When Death is Good for Life: Considering the Positive Trajectories of Terror Management (2012) · cites this paper as Cozzolino, Staples, Meyers, & Samboceti, 2004
In the citing paper
“Across three similar studies, among participants with initially stronger extrinsic goal orientations, the death-reflection condition reduced the number of tickets taken from the limited public supply.”
From When Death is Good for Life: Considering the Positive Trajectories of Terror Management (2012) · cites this paper as Cozzolino et al., 2004
In the citing paper
“In those studies, among participants with initially stronger extrinsic (culturally dictated) goal orientations, the number of raffle tickets (good for a chance to win $100) taken from a limited public supply was increased in an MS condition, but not in a death reflection (based on anecdotal reports of NDEs) condition.”
From An Appreciative View of the Brighter Side of Terror Management Processes (2015) · cites this paper as [137]
Citations
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Research works printed but not linked: 2
- Becker, E. (1973). The denial of death. New York: Free Press.
- Janoff-Bulman, R. (1992). Shared assumptions: Toward a new psychology of trauma. New York: Free Press.
Cited by
Sorted by citations
Items 201–209 of 209
Transcending Death Through Organizational Birth
Fox, M. J. (2015) · DukeSpace (Duke University)
Pushing up daisies: Goal orientations, death awareness, and satisfaction with lifePreprint
Vail, K. E., Horner, D. E., & Conti, J. D. (2019) · OSF Preprints (OSF Preprints) · doi:10.17605/osf.io/cyhbn
Mortality Salience in the Workplace
Jacobsen, A., & Beehr, T. A. (2020) · Emerald Group Publishing Limited eBooks · doi:10.1108/978-1-64802-159-620251006
Death reflection and meaning in life: Mediation by self-transcendence and authentic-self pursuit
Wang, X., Hu, X., Tian, M., Sun, F., & Sun, Q. (2026) · Death Studies · doi:10.1080/07481187.2026.2628745
Dor‐Ziderman, Y., David, J., & Berkovich‐Ohana, A. (2026) · Ecopsychology · doi:10.1177/19429347261449431
“…of empirical studies have demonstrated that approaching the prospects of personal death in a visceral embod-ied manner rather than in an abstract disembodied manner (Blackie and Cozzolino, 2011; Cozzolino, 2006; Cozzolino et al., 2004) reverses some of the classical TMT mortality defense effects.”
Xie, C., Hu, R., Zhang, J., Ouyang, D., & Huang, S. (. (2026) · International Journal of Hospitality Management · doi:10.1016/j.ijhm.2026.104803
Tang, Q., Zheng, Y., Song, J., Zeng, X., & Lv, X. (2026) · Mindfulness · doi:10.1007/s12671-026-02916-5
“The DS was modified from that in the study of Cozzolino et al. (2004), which guided participants to vividly imagine fire scenes (e.g., “The room was filled with smoke from top to bottom, and with every breath you could feel your lungs burning”) and encouraged participants to enter the situation…”
InfluentialZhu, J., Qin, K., Liu, F., Hu, Y., & Pang, H. (2026) · Frontiers in Psychology · doi:10.3389/fpsyg.2026.1854408
“Existing research has indicated that the development of adaptive responses necessitates a longer time frame than that of defensive ones (Sawyer et al., 2010; Cozzolino et al., 2004).”
From surviving to thriving: the effect of death reflection on voluntary simplicity and flourishing
Li, B., Rui, J., Zhu, Q., & Li, A. (2026) · European Journal of Marketing · doi:10.1108/ejm-03-2025-0215
Metadata
- Authors
- Cozzolino, P. J., Staples, A. D., Meyers, L. S., & Samboceti, J.
- Affiliations
- University of Minnesota (US)
- California State University, Sacramento (US)
- 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
- 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
- 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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