The Urge to Splurge: A Terror Management Account of Materialism and Consumer Behavior
Abstract
This article presents terror management theory (TMT) as a way to understand how the human awareness of death affects materialism, conspicuous consumption, and consumer decisions. The pursuit of wealth and culturally desired commodities are hypothesized to reinforce those beliefs that function to protect people from existential anxieties. Following a brief overview of TMT and research, evidence is reviewed that explicates how intimations of mortality increase materialism as a way to enhance self‐esteem and affects consumer decisions that support one's cultural worldview. Adverse consequences of materialistic and consumeristic worldviews are described and the challenges for future research to discover ways to alleviate them are considered.
Integrity signals
Registry
Cites
Statistics
Claims the paper makes
Claims other papers make about this one
Each is checked against this paper’s own text: does it say what the citing paper says it does?
Efforts to convey climate change information can trigger undesirable behaviors, including denial, scepticism, and increased resource consumption.
“Global climate change awareness is increasing, but efforts to convey information can trigger undesirable behaviors , including denial, scepticism, and increased resource consumption.”
From Mortality management and climate action: A review and reference for using Terror Management Theory methods in interdisciplinary environmental research (2022) · cites this paper as Arndt et al., 2004
Consumer values are an integral part of the materialist cultural worldview that helps people symbolically cope with existential terror when nonconscious thoughts of death become cognitively accessible.
“Consumer values are an integral part of the materialist cultural worldview that help people symbolically cope with existential terror, when nonconscious thoughts of death become cognitively accessible.”
From An Integrative Terror Management Theory Perspective on Media Effects: A Model and 12 Hypotheses for Research (2016) · cites this paper as Arndt, Solomon, Kasser, & Sheldon, 2004
Cites
The "what" and "why" of goal pursuits: Human needs and the self-determination of behavior
Deci, E. L., & Ryan, R. M. (2000) · Psychological Inquiry · doi:10.1207/s15327965pli1104_01 · Cited by 34,210 · see citing works
Intrinsic Motivation and Self-Determination in Human Behavior
Deci, E. L., & Ryan, R. M. (1985) · doi:10.1007/978-1-4899-2271-7 · Cited by 26,772 · see citing works
Advances In Experimental Social Psychology
(2022) · Advances in experimental social psychology · doi:10.1016/s0065-2601(22)x0002-6 · Cited by 22,559 · see citing works
A theory of social comparison processes
Festinger, L. (1954) · Human Relations · doi:10.1177/001872675400700202 · Cited by 20,926 · see citing works
(1969) · Cited by 18,340 · see citing works
Intrinsic Motivation and Self-Determination in Human Behavior
Miller, K. A. J., Deci, E. L., & Ryan, R. M. (1988) · Contemporary Sociology A Journal of Reviews · doi:10.2307/2070638 · Cited by 15,361 · see citing works
The Social Construction of Reality
Rose, D. M., Berger, P. L., & Luckmann, T. (1967) · Modern Language Journal · doi:10.2307/323448 · Cited by 13,850 · see citing works
Mead, G. H., Joas, H., Huebner, D. R., & Morris, C. W. (2015) · University of Chicago Press eBooks · doi:10.7208/chicago/9780226112879.001.0001 · Cited by 12,408 · see citing works
Objectification Theory: Toward Understanding Women's Lived Experiences and Mental Health Risks
Fredrickson, B. L., & Roberts, T.-A. (1997) · Psychology of Women Quarterly · doi:10.1111/j.1471-6402.1997.tb00108.x · Cited by 5,531 · see citing works
The Interpersonal Theory of Psychiatry
Sullivan, H. S., Perry, H. S., Gawel, M. L., & Cohen, M. D. M. B. (2013) · Routledge eBooks · doi:10.4324/9781315014029 · Cited by 5,268 · see citing works
-Handbook of Self-Determination Research by Edward L. Deci and Richard M. Ryan (Editors)
Paulson, D. S. (2002) · The Journal of mind and behavior · Cited by 5,171 · see citing works
Handbook of Self-Determination Research
Deci, E. L., & Ryan, R. M. (2004) · Cited by 4,528 · see citing works
Offenkrantz, W. C. (1981) · American Journal of Psychiatry · doi:10.1176/ajp.138.7.1002 · Cited by 2,926 · see citing works
THE INTERPERSONAL THEORY OF PSYCHIATRY
&NA; (1954) · The Journal of Nervous and Mental Disease · doi:10.1097/00005053-195407000-00064 · Cited by 2,918 · see citing works
Further Examining the American Dream: Differential Correlates of Intrinsic and Extrinsic Goals
Kasser, T., & Ryan, R. M. (1996) · Personality and Social Psychology Bulletin · doi:10.1177/0146167296223006 · Cited by 2,745 · see citing works
Self-citationLerner, M. J. (1980) · doi:10.1007/978-1-4899-0448-5 · Cited by 2,656 · see citing works
The Belief in a Just World: A Fundamental Delusion.
Hamilton, V. L., & Lerner, M. J. (1982) · Contemporary Sociology A Journal of Reviews · doi:10.2307/2067083 · Cited by 2,544 · see citing works
The symbolic species: the co-evolution of language and the brain
(1997) · Choice Reviews Online · doi:10.5860/choice.35-1500 · Cited by 2,443 · see citing works
The Causes and Consequences of a Need for Self-Esteem: A Terror Management Theory
Greenberg, J., Pyszczynski, T., & Solomon, S. (1986) · Public Self and Private Self · doi:10.1007/978-1-4613-9564-5_10 · Cited by 2,326 · see citing works
Self-citation"From the Native's Point of View": On the Nature of Anthropological Understanding
Geertz, C. (1974) · Bulletin of the American Academy of Arts and Sciences · doi:10.2307/3822971 · Cited by 2,193 · see citing works
Kasser, T. (2002) · The MIT Press eBooks · doi:10.7551/mitpress/3501.001.0001 · Cited by 1,907 · see citing works
Self-citationCrocker, J., & Wolfe, C. T. (2001) · Psychological Review · doi:10.1037/0033-295x.108.3.593 · Cited by 1,614 · see citing works
Greenberg, J., Solomon, S., & Pyszczynski, T. (1997) · Advances in Experimental Social Psychology · doi:10.1016/s0065-2601(08)60016-7 · Cited by 1,505 · see citing works
Self-citationGreenberg, J., Pyszczynski, T., Solomon, S., Rosenblatt, A., Veeder, M., Kirkland, S., & Lyon, D. (1990) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.58.2.308 · Cited by 1,412 · see citing works
Self-citationPyszczynski, T., Greenberg, J., & Solomon, S. (1999) · Psychological Review · doi:10.1037/0033-295x.106.4.835 · Cited by 1,390 · see citing works
Self-citationWhy Do People Need Self-Esteem? A Theoretical and Empirical Review.
Pyszczynski, T., Greenberg, J., Solomon, S., Arndt, J., & Schimel, J. (2004) · Psychological Bulletin · doi:10.1037/0033-2909.130.3.435 · Cited by 1,367 · see citing works
Self-citationRosenblatt, A., Greenberg, J., Solomon, S., Pyszczynski, T., & Lyon, D. (1989) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.57.4.681 · Cited by 1,323 · see citing works
Self-citationThe Symbolic Species: The Co-Evolution of Language and the Brain
Unger, J. M., & Deacon, T. W. (1998) · Modern Language Journal · doi:10.2307/329984 · Cited by 1,305 · see citing works
Solomon, S., Greenberg, J., & Pyszczynski, T. (1991) · Advances in Experimental Social Psychology · doi:10.1016/s0065-2601(08)60328-7 · Cited by 1,296 · see citing works
Self-citationBrown, K. W., & Kasser, T. (2005) · Social Indicators Research · doi:10.1007/s11205-004-8207-8 · Cited by 1,010 · see citing works
Self-citationA Focus Theory of Normative Conduct: When Norms Do and Do not Affect Behavior
Kallgren, C. A., Reno, R. R., & Cialdini, R. B. (2000) · Personality and Social Psychology Bulletin · doi:10.1177/01461672002610009 · Cited by 1,005 · see citing works
Role of consciousness and accessibility of death-related thoughts in mortality salience effects.
Greenberg, J., Pyszczynski, T., Solomon, S., Simon, L., & Breus, M. (1994) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.67.4.627 · Cited by 901 · see citing works
Self-citationGreenberg, J., Solomon, S., Pyszczynski, T., Rosenblatt, A., Burling, J., Lyon, D., Simon, L., & Pinel, E. (1992) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.63.6.913 · Cited by 865 · see citing works
Self-citation(1986) · doi:10.1007/978-1-4613-9564-5 · Cited by 849 · see citing works
Harmon-Jones, E., Simon, L., Greenberg, J., Pyszczynski, T., Solomon, S., & McGregor, H. (1997) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.72.1.24 · Cited by 677 · see citing works
Self-citationIn the wake of 9/11: The psychology of terror.
Pyszczynski, T., Solomon, S., & Greenberg, J. (2003) · American Psychological Association eBooks · doi:10.1037/10478-000 · Cited by 671 · see citing works
Self-citationWhite, L. A. (2016) · Routledge eBooks · doi:10.4324/9781315418575 · Cited by 621 · see citing works
McGregor, H. A., Lieberman, J. D., Greenberg, J., Solomon, S., Arndt, M., Simon, L., & Pyszczynski, T. (1998) · Journal of Personality and Social Psychology · doi:10.1037//0022-3514.74.3.590 · Cited by 551 · see citing works
Self-citationPsychology and consumer culture: The struggle for a good life in a materialistic world.
(2004) · American Psychological Association eBooks · doi:10.1037/10658-000 · Cited by 531 · see citing works
Greenberg, J., Simon, L., Pyszczynski, T., Solomon, S., & Chatel, D. (1992) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.63.2.212 · Cited by 487 · see citing works
Self-citationOf wealth and death: Materialism, mortality salience, and consumption behavior
Kasser, T., & Sheldon, K. M. (2000) · Psychological Science · doi:10.1111/1467-9280.00269 · Cited by 483 · see citing works
Self-citationThe existential function of close relationships: Introducing death into the science of love
Mikulincer, M., Florian, V., & Hirschberger, G. (2003) · Personality and Social Psychology Review · doi:10.1207/s15327957pspr0701_2 · Cited by 477 · see citing works
Life Against Death: The Psychoanalytical Meaning of History
Brown, N. O., & Lasch, C. (2012) · Project Muse (Johns Hopkins University) · Cited by 441 · see citing works
The Scrooge Effect: Evidence that mortality salience increases prosocial attitudes and behavior
Jonas, E., Schimel, J., Greenberg, J., & Pyszczynski, T. (2002) · Personality and Social Psychology Bulletin · doi:10.1177/014616702236834 · Cited by 420 · see citing works
McGregor, H. A., Lieberman, J. D., Greenberg, J., Solomon, S., Arndt, J., Simon, L., & Pyszczynski, T. (1998) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.74.3.590 · Cited by 403 · see citing works
Self-citationMikulincer, M., & Florián, V. (2000) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.79.2.260 · Cited by 399 · see citing works
Gender Differences in Population Versus Media Body Sizes: A Comparison over Four Decades
Spitzer, B. L., Henderson, K. A., & Zivian, M. T. (1999) · Sex Roles · doi:10.1023/a:1018836029738 · Cited by 396 · see citing works
(1975) · Medical Entomology and Zoology · Cited by 383 · see citing works
Dechesne, M., Pyszczynski, T., Arndt, J., Ransom, S., Sheldon, K. M., van Knippenberg, A., & Janssen, J. (2003) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.84.4.722 · Cited by 375 · see citing works
Self-citationArndt, J., Greenberg, J., Solomon, S., Pyszczynski, T., & Simon, L. (1997) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.73.1.5 · Cited by 372 · see citing works
Self-citationThe impact of mortality salience on reckless driving: A test of terror management mechanisms.
Ben-Ari, O. T., Florian, V., & Mikulincer, M. (1999) · Journal of Personality and Social Psychology · doi:10.1037//0022-3514.76.1.35 · Cited by 358 · see citing works
Greenberg, J., Porteus, J., Simon, L., Pyszczynski, T., & Solomon, S. (1995) · Personality and Social Psychology Bulletin · doi:10.1177/01461672952111010 · Cited by 323 · see citing works
Self-citationSubliminal exposure to death-related stimuli increases defense of the cultural worldview
Arndt, J., Greenberg, J., Pyszczynski, T., & Solomon, S. (1997) · Psychological Science · doi:10.1111/j.1467-9280.1997.tb00429.x · Cited by 297 · see citing works
Self-citationGreenberg, J., Arndt, J., Simon, L., Pyszczynski, T., & Solomon, S. (2000) · Personality and Social Psychology Bulletin · doi:10.1177/0146167200261009 · Cited by 276 · see citing works
Self-citationFleeing the Body: A Terror Management Perspective on the Problem of Human Corporeality
Goldenberg, J. L., Pyszczynski, T., Greenberg, J., & Solomon, S. (2000) · Personality and Social Psychology Review · doi:10.1207/s15327957pspr0403_1 · Cited by 258 · see citing works
Self-citationDo Not Go Cheaply into That Good Night: Death-Ritual Consumption in Asante, Ghana: Table 1
Bonsu, S. K., & Belk, R. W. (2003) · Journal of Consumer Research · doi:10.1086/374699 · Cited by 245 · see citing works
Arndt, J., Greenberg, J., & Cook, A. (2002) · Journal of Experimental Psychology General · doi:10.1037//0096-3445.131.3.307 · Cited by 231 · see citing works
Self-citation(2002) · Cited by 229 · see citing works
Self-citationA time to tan: Proximal and distal effects of mortality salience on sun exposure intentions
Routledge, C., Arndt, J., & Goldenberg, J. L. (2004) · Personality and Social Psychology Bulletin · doi:10.1177/0146167204264056 · Cited by 223 · see citing works
Self-citationArndt, J., Greenberg, J., Schimel, J., Pyszczynski, T., & Solomon, S. (2002) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.83.1.26 · Cited by 208 · see citing works
Self-citationPyszczynski, T., Wicklund, R. A., Floresku, S., Koch, H., Gauch, G., Solomon, S., & Greenberg, J. (1996) · Psychological Science · doi:10.1111/j.1467-9280.1996.tb00384.x · Cited by 207 · see citing works
Self-citationArndt, J., Schimel, J., & Goldenberg, J. L. (2003) · Journal of Applied Social Psychology · doi:10.1111/j.1559-1816.2003.tb01972.x · Cited by 172 · see citing works
Self-citationAttitude Change Following Near-Death Experiences
Noyes, R. (1980) · Psychiatry · doi:10.1080/00332747.1980.11024070 · Cited by 171 · see citing works
Mikulincer, M., Florian, V., Birnbaum, G., & Malishkevich, S. (2002) · Personality and Social Psychology Bulletin · doi:10.1177/0146167202286001 · Cited by 164 · see citing works
Arndt, J., Greenberg, J., Solomon, S., Pyszczynski, T., & Schimel, J. (1999) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.77.1.19 · Cited by 150 · see citing works
Self-citation(1999) · ACR North American Advances · Cited by 144 · see citing works
General and personal mortality salience and nationalistic bias
Nelson, L. J., Moore, D. L., Olivetti, J., & Scott, T. (1997) · Personality and Social Psychology Bulletin · doi:10.1177/0146167297238008 · Cited by 139 · see citing works
Arndt, J., Greenberg, J., Simon, L., Pyszczynski, T., & Solomon, S. (1998) · Personality and Social Psychology Bulletin · doi:10.1177/01461672982411008 · Cited by 132 · see citing works
Self-citationSimon, L., Arndt, J., Greenberg, J., Pyszczynski, T., & Solomon, S. (1998) · Journal of Personality · doi:10.1111/1467-6494.00016 · Cited by 127 · see citing works
Self-citationHeine, S. J., Harihara, M., & Niiya, Y. (2002) · Asian Journal of Social Psychology · doi:10.1111/1467-839x.00103 · Cited by 121 · see citing works
Arndt, J., & Greenberg, J. (1999) · Personality and Social Psychology Bulletin · doi:10.1177/0146167299259001 · Cited by 114 · see citing works
Self-citationArndt, J., Cook, A., & Routledge, C. D. (2004) · ePrints Soton (University of Southampton) · Cited by 111 · see citing works
Self-citationPredictors of sunbathing and sunscreen use in college undergraduates
Hillhouse, J., Stair, A. W., & Adler, C. M. (1996) · Journal of Behavioral Medicine · doi:10.1007/bf01904903 · Cited by 107 · see citing works
Traces of Terror: Subliminal Death Primes and Facial Electromyographic Indices of Affect
Arndt, J., Allen, J. J. B., & Greenberg, J. (2001) · Motivation and Emotion · doi:10.1023/a:1012276524327 · Cited by 104 · see citing works
Self-citationWatching Your Troubles Away: Television Viewing as a Stimulus for Subjective Self-Awareness
Moskalenko, S., & Heine, S. J. (2003) · Personality and Social Psychology Bulletin · doi:10.1177/0146167202238373 · Cited by 98 · see citing works
Goldenberg, J. L., Arndt, J., Hart, J., & Brown, M. (2005) · Personality and Social Psychology Bulletin · doi:10.1177/0146167205277207 · Cited by 89 · see citing works
Self-citationSelf-control and compulsive buying.
Faber, R. J. (2004) · American Psychological Association eBooks · doi:10.1037/10658-010 · Cited by 88 · see citing works
The human career: the self in the symbolic world
(1991) · Choice Reviews Online · doi:10.5860/choice.28-3951 · Cited by 70 · see citing works
Jonas, E., Fritsche, I., & Greenberg, J. (2005) · Journal of Economic Psychology · doi:10.1016/j.joep.2004.02.003 · Cited by 68 · see citing works
Florian, V., & Mikulincer, M. (1998) · Personality and Social Psychology Bulletin · doi:10.1177/01461672982410007 · Cited by 56 · see citing works
Lethal consumption: Death-denying materialism.
Solomon, S., Greenberg, J. L., & Pyszczynski, T. A. (2004) · American Psychological Association eBooks · doi:10.1037/10658-008 · Cited by 50 · see citing works
Self-citationWagner, C. A. (1901) · Cited by 44 · see citing works
Flagged first, then by citations
1 of the 83 references couldn’t be matched to a known paper.
Cited by
Sorted by citations
The COVID-19 pandemic and mental health impacts
Usher, K., Durkin, J., & Bhullar, N. (2020) · International Journal of Mental Health Nursing · doi:10.1111/inm.12726 · Cited by 674 · see citing works
Materialistic Values and Goals
Kasser, T. (2015) · Annual Review of Psychology · doi:10.1146/annurev-psych-122414-033344 · Cited by 516 · see citing works
Self-citationCarter, T. J., & Gilovich, T. D. (2012) · Journal of Personality and Social Psychology · doi:10.1037/a0027407 · Cited by 403 · see citing works
From experiential psychology to consumer experience
Schmitt, B. H., Brakus, J. J., & Zarantonello, L. (2014) · Journal of Consumer Psychology · doi:10.1016/j.jcps.2014.09.001 · Cited by 400 · see citing works
Intrinsic motivations, self-esteem, and luxury goods consumption
Truong, Y., & McColl, R. (2011) · Journal of Retailing and Consumer Services · doi:10.1016/j.jretconser.2011.08.004 · Cited by 414 · see citing works
Hayes, J., Schimel, J., Arndt, J., & Faucher, E. H. (2010) · Psychological Bulletin · doi:10.1037/a0020524 · Cited by 389 · see citing works
Self-citationImpulse buying: the role of affect, social influence, and subjective wellbeing
Silvera, D. H., Lavack, A. M., & Kropp, F. (2008) · Journal of Consumer Marketing · doi:10.1108/07363760810845381 · Cited by 342 · see citing works
The Safety of Objects: Materialism, Existential Insecurity, and Brand Connection
Rindfleisch, A., Burroughs, J. E., & Wong, N. (2009) · Journal of Consumer Research · doi:10.1086/595718 · Cited by 441 · see citing works
Death Anxiety: An Analysis of an Evolving Concept
Lehto, R. H., & Stein, K. F. (2009) · Research and theory for nursing practice · doi:10.1891/1541-6577.23.1.23 · Cited by 328 · see citing works
Psychological factors and consumer behavior during the COVID-19 pandemic
Crosta, A. D., Ceccato, I., Marchetti, D., Malva, P. L., Maiella, R., Cannito, L., Cipi, M., Mammarella, N., Palumbo, R., Verrocchio, M. C., et al. (2021) · PLoS ONE · doi:10.1371/journal.pone.0256095 · Cited by 336 · see citing works
The Silver Lining of Materialism: The Impact of Luxury Consumption on Subjective Well-Being
Hudders, L., & Pandelaere, M. (2011) · Journal of Happiness Studies · doi:10.1007/s10902-011-9271-9 · Cited by 306 · see citing works
Motivating Sustainable Consumption
Jackson, T. (2008) · Open Research (University of Surrey) · Cited by 298 · see citing works
Self-Affirmation through the Choice of Highly Aesthetic Products
Townsend, C., & Sood, S. (2012) · Journal of Consumer Research · doi:10.1086/663775 · Cited by 241 · see citing works
Grant, A. M., & WADE-BENZONI, K. A. (2009) · Academy of Management Review · doi:10.5465/amr.2009.44882929 · Cited by 231 · see citing works
Ferraro, R., Shiv, B., & Bettman, J. R. (2005) · Journal of Consumer Research · doi:10.1086/429601 · Cited by 274 · see citing works
The Egoism and Altruism of Intergenerational Behavior
Wade‐Benzoni, K. A., & Tost, L. P. (2009) · Personality and Social Psychology Review · doi:10.1177/1088868309339317 · Cited by 204 · see citing works
Social identity threat and consumer preferences
White, K., & Argo, J. (2009) · Journal of Consumer Psychology · doi:10.1016/j.jcps.2009.03.007 · Cited by 203 · see citing works
Negative emotions in consumer brand relationship: A review and future research agenda
Khatoon, S., & Rehman, V. (2021) · International Journal of Consumer Studies · doi:10.1111/ijcs.12665 · Cited by 169 · see citing works
Mandel, N., & Smeesters, D. (2008) · Journal of Consumer Research · doi:10.1086/587626 · Cited by 175 · see citing works
Examination of the roles played by brand love and jealousy in shaping customer engagement
Sarkar, A., & Sreejesh, S. (2014) · Journal of Product & Brand Management · doi:10.1108/jpbm-05-2013-0315 · Cited by 148 · see citing works
Social Support and Money as Pain Management Mechanisms
Zhou, X., & Gao, D. (2008) · Psychological Inquiry · doi:10.1080/10478400802587679 · Cited by 133 · see citing works
The material and immaterial in conflict: Spirituality reduces conspicuous consumption
Stillman, T. F., Fincham, F. D., Vohs, K. D., Lambert, N. M., & Phillips, C. A. (2011) · Journal of Economic Psychology · doi:10.1016/j.joep.2011.08.012 · Cited by 127 · see citing works
Materialism: the good, the bad, and the ugly
Shrum, L. J., Lowrey, T. M., Pandelaere, M., Ruvio, A. A., Gentina, É., Furchheim, P., Herbert, M., Hudders, L., Lens, I., Mandel, N., et al. (2014) · Journal of Marketing Management · doi:10.1080/0267257x.2014.959985 · Cited by 128 · see citing works
Evidence for the DTA hypothesis II: Threatening self-esteem increases death-thought accessibility
Hayes, J., Schimel, J., Faucher, E. H., & Williams, T. J. (2008) · Journal of Experimental Social Psychology · doi:10.1016/j.jesp.2008.01.004 · Cited by 124 · see citing works
Vess, M., & Arndt, J. (2008) · Journal of Research in Personality · doi:10.1016/j.jrp.2008.04.007 · Cited by 117 · see citing works
Self-citationChen, J., Tang, T. L., & Tang, N. (2013) · Journal of Business Ethics · doi:10.1007/s10551-013-1783-2 · Cited by 119 · see citing works
Determinants of compulsive buying behavior among young adults: The mediating role of materialism
Islam, T., Wei, J., Sheikh, Z., Hameed, Z., & Azam, R. I. (2017) · Journal of Adolescence · doi:10.1016/j.adolescence.2017.10.004 · Cited by 112 · see citing works
Hiel, A. V., & Vansteenkiste, M. (2009) · The International Journal of Aging and Human Development · doi:10.2190/ag.68.1.b · Cited by 112 · see citing works
Social Identities, Group Norms, and Threat: On the Malleability of Ingroup Bias
Giannakakis, A. E., & Fritsche, I. (2011) · Personality and Social Psychology Bulletin · doi:10.1177/0146167210386120 · Cited by 110 · see citing works
The frame of the game: Loss-framing increases dishonest behavior
Schindler, S., & Pfattheicher, S. (2016) · Journal of Experimental Social Psychology · doi:10.1016/j.jesp.2016.09.009 · Cited by 108 · see citing works
Money and the fear of death: The symbolic power of money as an existential anxiety buffer
Zaleśkiewicz, T., Gąsiorowska, A., Kesebir, P., Łuszczyńska, A., & Pyszczynski, T. (2013) · Journal of Economic Psychology · doi:10.1016/j.joep.2013.02.008 · Cited by 111 · see citing works
Greenberg, J., Vail, K., & Pyszczynski, T. (2014) · Advances in Motivation Science · doi:10.1016/bs.adms.2014.08.003 · Cited by 109 · see citing works
Kalla, S. M., & Arora, A. P. (2010) · Global Business Review · doi:10.1177/097215091001200109 · Cited by 101 · see citing works
The Commodification of Self‐Esteem: Branding and B ritish Teenagers
Isaksen, K. J., & Roper, S. (2012) · Psychology and Marketing · doi:10.1002/mar.20509 · Cited by 100 · see citing works
MAPping the Frontiers: Theoretical Advances in Consumer Research on Memory, Affect, and Persuasion
Johar, G., Maheswaran, D., & Peracchio, L. (2006) · Journal of Consumer Research · doi:10.1086/500493 · Cited by 113 · see citing works
Tang, T. L., & Sutarso, T. (2012) · Journal of Business Ethics · doi:10.1007/s10551-012-1475-3 · Cited by 99 · see citing works
Handa, M., & Khare, A. (2011) · International Journal of Consumer Studies · doi:10.1111/j.1470-6431.2011.01057.x · Cited by 98 · see citing works
Rest in peace? Brand-induced mortality salience and consumer behavior
Fransen, M. L., Fennis, B. M., Pruyn, A. T. H., & Das, E. (2008) · Journal of Business Research · doi:10.1016/j.jbusres.2007.09.020 · Cited by 100 · see citing works
Tang, T. L. (2014) · Journal of Business Ethics · doi:10.1007/s10551-014-2411-5 · Cited by 97 · see citing works
Maheswaran, D., & Agrawal, N. (2004) · Journal of Consumer Psychology · doi:10.1207/s15327663jcp1403_3 · Cited by 94 · see citing works
Social Hierarchy, Social Status, and Status Consumption
Dubois, D., & Ordabayeva, N. (2015) · Cambridge University Press eBooks · doi:10.1017/cbo9781107706552.013 · Cited by 94 · see citing works
Kemp, E., Kennett‐Hensel, P. A., & Williams, K. H. (2014) · Psychology and Marketing · doi:10.1002/mar.20744 · Cited by 92 · see citing works
Larson, L. R. L., & Shin, H. (2018) · Services Marketing Quarterly · doi:10.1080/15332969.2018.1514795 · Cited by 91 · see citing works
Rindfleisch, A., & Burroughs, J. E. (2004) · Journal of Consumer Psychology · doi:10.1207/s15327663jcp1403_4 · Cited by 90 · see citing works
The worm at the core: A terror management perspective on the roots of psychological dysfunction
Arndt, J., Routledge, C., Cox, C. R., & Goldenberg, J. L. (2005) · Applied and Preventive Psychology · doi:10.1016/j.appsy.2005.07.002 · Cited by 89 · see citing works
Self-citationLemrová, S., Reiterová, E., Fatěnová, R., Lemr, K., & Tang, T. L. (2013) · Journal of Business Ethics · doi:10.1007/s10551-013-1915-8 · Cited by 88 · see citing works
Pellegrino, A., Abé, M., & Shannon, R. (2022) · Frontiers in Psychology · doi:10.3389/fpsyg.2022.870614 · Cited by 90 · see citing works
Ruvio, A. A., Somer, E., & Rindfleisch, A. (2013) · Journal of the Academy of Marketing Science · doi:10.1007/s11747-013-0345-6 · Cited by 87 · see citing works
Narcissism and Political Orientations
Hatemi, P., & Fazekas, Z. (2018) · American Journal of Political Science · doi:10.1111/ajps.12380 · Cited by 81 · see citing works
Jin, X., Li, J., Song, W., & Zhao, T. (2020) · Frontiers in Public Health · doi:10.3389/fpubh.2020.617166 · Cited by 78 · see citing works
Materialism and its relationship to individual values
Kilbourne, W. E., & LaForge, M. C. (2010) · Psychology and Marketing · doi:10.1002/mar.20357 · Cited by 77 · see citing works
Li, M., Zhao, T., Huang, E., & Li, J. (2020) · International Journal of Environmental Research and Public Health · doi:10.3390/ijerph17145019 · Cited by 77 · see citing works
Facing loss: pedagogy of death
Affifi, R., & Christie, B. (2018) · Environmental Education Research · doi:10.1080/13504622.2018.1446511 · Cited by 74 · see citing works
Shao, A., & Li, H. (2021) · Psychology and Marketing · doi:10.1002/mar.21520 · Cited by 69 · see citing works
A tale of two marketplaces: Consumption restriction, social comparison, and life satisfaction
Hill, R. P., Martin, K. D., & Chaplin, L. N. (2012) · Marketing Letters · doi:10.1007/s11002-012-9175-4 · Cited by 69 · see citing works
Burroughs, J. E., Chaplin, L. N., Pandelaere, M., Norton, M. I., Ordabayeva, N., Gunz, A., & Dinauer, L. (2012) · Journal of Public Policy & Marketing · doi:10.1509/jppm.10.046 · Cited by 69 · see citing works
Maseeh, H. I., Sangroya, D., Jebarajakirthy, C., Adil, M., Kaur, J., Yadav, M. P., & Saha, R. (2022) · Psychology and Marketing · doi:10.1002/mar.21748 · Cited by 68 · see citing works
Being green in a materialistic world: Consequences for subjective well‐being
Furchheim, P., Martin, C., & Morhart, F. M. (2019) · Psychology and Marketing · doi:10.1002/mar.21285 · Cited by 66 · see citing works
Revealing Consumer Behavior toward Green Consumption
Zeynalova, Z. Z., & Namazova, N. (2022) · Sustainability · doi:10.3390/su14105806 · Cited by 61 · see citing works
Materialism and the Family Structure–Stress Relation
Roberts, J. A., Tanner, J. F., & Manolis, C. (2005) · Journal of Consumer Psychology · doi:10.1207/s15327663jcp1502_10 · Cited by 66 · see citing works
A Little Piece of Me: When Mortality Reminders Lead to Giving to Others
Dunn, L., White, K., & Dahl, D. W. (2020) · Journal of Consumer Research · doi:10.1093/jcr/ucaa020 · Cited by 69 · see citing works
Values and sustainable lifestyles
Gatersleben, B., White, E., Abrahamse, W., Jackson, T. P., & Uzzell, D. L. (2010) · Architectural Science Review · doi:10.3763/asre.2009.0101 · Cited by 65 · see citing works
Slobodian, R. (2015) · Acta Astronautica · doi:10.1016/j.actaastro.2015.03.027 · Cited by 39 · see citing works
Zakaria, N., Wan-Ismail, W.-N. A., & Abdul‐Talib, A. (2020) · Asia Pacific Journal of Marketing and Logistics · doi:10.1108/apjml-07-2018-0283 · Cited by 75 · see citing works
Who am I? The relationship between self‐concept uncertainty and materialism
Noguti, V., & Bokeyar, A. L. (2014) · International Journal of Psychology · doi:10.1002/ijop.12031 · Cited by 66 · see citing works
Song, W., Jin, X., Gao, J. W., & Zhao, T. (2020) · International Journal of Environmental Research and Public Health · doi:10.3390/ijerph17093215 · Cited by 62 · see citing works
Beliefs about one’s own death, personal insecurity, and materialism
Christopher, A. N., Drummond, K., Jones, J. R., Marek, P., & Therriault, K. M. (2006) · Personality and Individual Differences · doi:10.1016/j.paid.2005.09.017 · Cited by 62 · see citing works
The COVID-19 Lockdown Effect on the Intention to Purchase Sustainable Brands
Alexa, L., Apetrei, A., & Sapena, J. (2021) · Sustainability · doi:10.3390/su13063241 · Cited by 64 · see citing works
A Terror Management Perspective on the Persuasiveness of Fear Appeals
Shehryar, O., & Hunt, D. M. (2005) · Journal of Consumer Psychology · doi:10.1207/s15327663jcp1504_2 · Cited by 80 · see citing works
Speck, S. K. S., & Roy, A. (2008) · Journal of International Business Studies · doi:10.1057/palgrave.jibs.8400359 · Cited by 60 · see citing works
GREEN PRODUCTS: A CROSS-CULTURAL STUDY OF ATTITUDE, INTENTION AND PURCHASE BEHAVIOR
Ferraz, S. B., Romero, C. B. A., Laroche, M., & Veloso, A. R. (2017) · RAM. Revista de Administração Mackenzie · doi:10.1590/1678-69712017/administracao.v18n5p12-38 · Cited by 63 · see citing works
Friese, M., & Hofmann, W. (2008) · Journal of Experimental Social Psychology · doi:10.1016/j.jesp.2008.06.003 · Cited by 59 · see citing works
An existentialist exploration of tourism sustainability: backpackers fleeing and finding themselves
Canavan, B. (2018) · Journal of Sustainable Tourism · doi:10.1080/09669582.2017.1361430 · Cited by 56 · see citing works
The relative impacts of experiential and transformational benefits on consumer-brand relationship
Hamidi, S. T., & Shobeiri, S. (2016) · Journal of Product & Brand Management · doi:10.1108/jpbm-07-2015-0925 · Cited by 58 · see citing works
Tang, T. L., Luna‐Arocas, R., Pardo, I. Q., & Tang, T. L. (2012) · Applied Psychology · doi:10.1111/j.1464-0597.2012.00533.x · Cited by 58 · see citing works
Sardžoska, E. G., & Tang, T. L. (2014) · Journal of Business Ethics · doi:10.1007/s10551-014-2197-5 · Cited by 56 · see citing works
Buddhist psychology: Selected insights, benefits, and research agenda for consumer psychology
Mick, D. G. (2016) · Journal of Consumer Psychology · doi:10.1016/j.jcps.2016.04.003 · Cited by 56 · see citing works
Saving Can Save from Death Anxiety: Mortality Salience and Financial Decision-Making
Zaleśkiewicz, T., Gąsiorowska, A., & Kesebir, P. (2013) · PLoS ONE · doi:10.1371/journal.pone.0079407 · Cited by 55 · see citing works
The impact of mortality salience on quantified self behavior during the COVID-19 pandemic
Liu, Y., Lv, X., & Tang, Z. (2021) · Personality and Individual Differences · doi:10.1016/j.paid.2021.110972 · Cited by 54 · see citing works
Factors Affecting Impulsive Buying Behavior with Mediating role of Positive Mood: An Empirical Study
Ahmad, M. B., Ali, H. F., Malik, M. S., Humayoun, A. A., & Ahmad, S. (2019) · European Online Journal of Natural and Social Sciences · Cited by 54 · see citing works
Impact of status brand strategy on materialism in Thailand
Sangkhawasi, T., & Johri, L. M. (2007) · Journal of Consumer Marketing · doi:10.1108/07363760710773094 · Cited by 51 · see citing works
Tarka, P. (2019) · Journal of International Consumer Marketing · doi:10.1080/08961530.2019.1695240 · Cited by 51 · see citing works
Jin, S. V., & Ryu, E. (2022) · Journal of Consumer Affairs · doi:10.1111/joca.12381 · Cited by 52 · see citing works
Liu, J., & Smeesters, D. (2010) · Journal of Marketing Research · doi:10.1509/jmkr.47.2.251 · Cited by 49 · see citing works
RetractedMoldes, O., Dineva, D., & Ku, L. (2022) · Psychology and Marketing · doi:10.1002/mar.21627 · Cited by 49 · see citing works
Living with terrorism or withdrawing in terror: Perceived control and consumer avoidance
Herzenstein, M., Horsky, S., & Posavac, S. S. (2015) · Journal of Consumer Behaviour · doi:10.1002/cb.1511 · Cited by 48 · see citing works
Ulqinaku, A., Sarial‐Abi, G., & Kinsella, E. L. (2020) · Psychology and Marketing · doi:10.1002/mar.21391 · Cited by 48 · see citing works
Huang, Z., & Wyer, R. S. (2015) · Journal of Experimental Social Psychology · doi:10.1016/j.jesp.2015.01.008 · Cited by 45 · see citing works
Viewing Death on Television Increases the Appeal of Advertised Products
Dar-Nimrod, I. (2012) · The Journal of Social Psychology · doi:10.1080/00224545.2011.588273 · Cited by 45 · see citing works
Legacies, Immortality, and the Future: The Psychology of Intergenerational Altruism
Wade-Benzoni, K. A. (2006) · Research on Managing Groups and Teams · doi:10.1016/s1534-0856(06)08012-1 · Cited by 45 · see citing works
Gasiorowska, A., Zaleskiewicz, T., & Kesebir, P. (2018) · Journal of Experimental Social Psychology · doi:10.1016/j.jesp.2018.09.004 · Cited by 42 · see citing works
Claeys, P., Charry, K. M., & Tessitore, T. (2023) · Psychology and Marketing · doi:10.1002/mar.21920 · Cited by 41 · see citing works
Object attachment: Humanness increases sentimental and instrumental values
Kwok, C., Grisham, J. R., & Norberg, M. M. (2018) · Journal of Behavioral Addictions · doi:10.1556/2006.7.2018.98 · Cited by 41 · see citing works
Is Narcissism Undermining Critical Reflection in Our Business Schools?
Tomkins, L., & Ulus, E. (2015) · Academy of Management Learning and Education · doi:10.5465/amle.2014.0107 · Cited by 39 · see citing works
The terror of death and consumers’ sustainability attitudes
Rahimah, A., Khalil, S., Dang, H. P., & Ming-Sung Cheng, J. (2020) · Journal of Retailing and Consumer Services · doi:10.1016/j.jretconser.2020.102196 · Cited by 39 · see citing works
The impact of mortality anxiety on attitude toward product innovation
Boeuf, B. (2019) · Journal of Business Research · doi:10.1016/j.jbusres.2019.06.031 · Cited by 38 · see citing works
A diminishment of desire: Exposure to nature relative to urban environments dampens materialism
Joye, Y., Bolderdijk, J. W., Köster, M., & Piff, P. K. (2020) · Urban forestry & urban greening · doi:10.1016/j.ufug.2020.126783 · Cited by 37 · see citing works
Smith, L. K. M., Ross, H. C., Shouldice, S. A., & Wolfe, S. E. (2022) · WIREs Climate Change · doi:10.1002/wcc.776 · Cited by 36 · see citing works
Exploring Killer Ads: A Terror Management Account of Death in Advertisements
Das, H., Duiven, R., Arendsen, J., & Vermeulen, I. (2014) · Psychology and Marketing · doi:10.1002/mar.20737 · Cited by 34 · see citing works
Lučić, A., Uzelac, M., & Previšić, A. (2021) · Young Consumers · doi:10.1108/yc-09-2020-1213 · Cited by 39 · see citing works
- Authors
- Arndt, J., Solomon, S., Kasser, T., & Sheldon, K. M.
- Affiliations
- University of Missouri (US)
- Skidmore College (US)
- Knox College (US)
- Corresponding author
- Arndt, Jamie
- Venue
- Journal of Consumer Psychology
- Publisher
- Wiley
- Published
- 2004-01
- Volume
- 14
- Issue
- 3
- Pages
- 198-212
- ISSN
- 1057-7408 (ISSN-L)
- 1532-7663
- OpenAlex
- W2024971543
- Cited by
- 463
- References
- 83
- Citations by year
- 2026: 17 · 2025: 27 · 2024: 30 · 2023: 27 · 2022: 37 · 2021: 33 · 2020: 32 · 2019: 27 · 2018: 23 · 2017: 13 · 2016: 20 · 2015: 20 · 2014: 18 · 2013: 24 · 2012: 20
- FWCI
- 11.59
- Type
- journal article
- Language
- en
- Open access
- closed
- Locations
- Journal of Consumer Psychology (publishedVersion)
- Topics
- Social Sciences › Psychology › Social Psychology › Death Anxiety and Social Exclusion
- Social Sciences › Business, Management and Accounting › Marketing › Consumer Behavior in Brand Consumption and Identification
- Social Sciences › Anthropology › Death, Funerary Practices, and Mourning
- Keywords
- terror management theory, materialism, conspicuous consumption, consumer behavior, mortality salience, existential anxiety, self-esteem, cultural worldview, purchase decision
About these checks
Registry, retraction, Cites and statistics results are computed, not judged, with one exception: a printed reference that no index lists is read once by a model before it counts as a citation error. Claims are extracted by a model and kept only when their quote appears verbatim in the text; each cited source is then checked, with a model’s help, for whether it says what the claim relies on. Those verdicts can be wrong — read the claim’s quote and the cited source before relying on one.
Statistics and arithmetic are recomputed, not judged.
Confidence bands are shown only for fields calibrated on our annotated test set. None is calibrated yet, so no band is shown.
What counts as a claim ›How we measure confidence ›How we check this ›
Are you an author, or do you see a problem with this page? Request a review
