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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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“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]
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Cited by
Sorted by citations
Two Decades of Terror Management Theory: A Meta-Analysis of Mortality Salience Research
Burke, B. L., Martens, A., & Faucher, E. H. (2010) · Personality and Social Psychology Review · doi:10.1177/1088868309352321 · Cited by 1,188
“…the typical MS manipulation led participants high in extrinsic values to become greedier, the death reflection manipulation led participants high in extrinsic values to become less greedy as well as to focus more on intrinsic values such as interpersonal relationships (Cozzolino et al., 2004).”
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“Mortality salience effects are perhaps the most reliable in the whole field of social psychology, but I also think it is fair to note that there has been some dissatisfaction in the literature revolving around what exact psychological processes mortality salience is triggering and how to understand the effects terror…”
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“For example, studies have found that some people decrease the relative importance they place on money and wealth after they experience traumatic events (Ring 1984; Tedeschi and Calhoun 2004) or deeply reflect on their own mortality (Cozzolino et al. 2004; Lykins et al. 2007).”
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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