Cited by 463Death Anxiety and Social ExclusionConsumer Behavior in Brand Consumption and IdentificationDeath, Funerary Practices, and Mourning

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The Urge to Splurge: A Terror Management Account of Materialism and Consumer Behavior

Arndt, Jamie, Solomon, Sheldon, Kasser, Tim, Sheldon, Kennon M.·2004·Journal of Consumer Psychology

DOI 10.1207/s15327663jcp1403_2

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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.

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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
ORCID: Solomon, Sheldon
Kasser, Tim
Sheldon, Kennon M.
Venue: Journal of Consumer Psychology
Publisher: Wiley
Published: 2004-01
Volume: 14
Issue: 3
Pages: 198-212
ISSN: 1057-7408 (ISSN-L)
1532-7663
DOI: 10.1207/s15327663jcp1403_2
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
Licence: onlinelibrary.wiley.com/termsAndConditions#vor (vor, 1485 d)
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

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The Urge to Splurge: A Terror Management Account of Materialism and Consumer Behavior

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