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

The DOI matches its Crossref record; 82 of the 83 references it cites were found in a registry or an index.

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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Crossref · 10.1207/s15327663jcp1403_2

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82 of 82 references verified0 citation errors · 0 not checkable

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Citations

Cites

Show all 83 references

Research works printed but not linked: 9

  1. 10.1037/0096-3445.131.3.307 · DOI
  2. Becker E., 1971, The birth and death of meaning
  3. Becker E., 1973, The denial of death
  4. Bowlby J., 1969, Attachment
  5. Cook A. Arndt J. & Goldenberg J. L. (2003).The influence of cancer salience on the accessibility of death‐related thought. Manuscript under review University of Columbia.
  6. D.M.Hunt O.Shehryar.The nature of fear arousal and segmentation of target audience in fear appeal advertising: A terror management perspective.K.Evans L.K.Scheer Proceedings of the AMA Winter Educators’ Conference 13.2002;51–59
  7. Ovid (8 AD/1986).The metamorphoses(A. D. Melville Trans.) New York: Oxford.
  8. Salzman M. B. & Halloran M. J.(in press) Cultural trauma and recovery: Cultural meaning self‐esteem and the re‐construction of the cultural anxiety‐buffer. In J. Greenberg S. L. Koole & T. Pyszczynski (Eds.) Handbook of experimental existential psychology. New York: Guilford.
  9. Williams T., 1955, Cat on a hot tin roof

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Metadata

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
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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