Play it safe or go for the gold? A terror management perspective on self-enhancement and self-protective motives in risky decision making

Terror management theory (TMT) posits that bolstering self-esteem buffers mortality concerns; accordingly, in past research, heightening mortality salience (MS) increases self-enhancement. However, risky self-esteem-relevant decisions often present a choice between enhancing self-esteem by striving for excellence and protecting self-esteem by avoiding potential failure. Which strategy is preferred under MS? Combining TMT with insights from Steele, Spencer, and Lynch's (1993) resource model, the authors hypothesized and found that MS leads high, but not low, self-esteem participants faced with a risky decision to pursue opportunities for excellence despite substantial risk of failure (Studies 1 and 2); in Study 3, using a more impactful decision, this effect was replicated and it was furthermore found that mortality-salient low-self-esteem participants become more risk-averse. Furthermore, in Study 2, a self-affirmation prime, previously shown to reduce MS-induced defenses, eliminated the self-enhancement effect among high-self-esteem participants. Implications for understanding self-esteem, TMT, and risky decision making are briefly discussed.     

The protective identity: Evidence that mortality salience heightens the clarity and coherence of the self-concept

Research guided by terror management theory has shown that self-esteem provides a buffer against mortality concerns. The current research extends the theory to examine whether clarity and coherence in the structure of the self-concept serve a terror management function independent of enhancing self-esteem. Specifically, five studies tested whether mortality salience (MS) heightens diverse tendencies to clarify and integrate self-relevant knowledge, especially in individuals predisposed to seek structured knowledge. MS led high, but not low, structure-seeking participants to prefer coherent (Study 1) clearly-defined (Study 2), and simply organized (Study 3) conceptions of their personal characteristics. Also, MS led high structure-seeking participants to prefer causal coherence in recent experience (Study 4) and meaningful connections between past events and their current self (Study 5). Supporting the specificity of these effects on self-concept structuring, MS increased self-enhancement in Studies 1, 4, and 5 but these effects were not moderated by preference for structured knowledge.     

Mortality salience effects on modesty and relative self-effacement

Terror management theory argues that mortality salience (MS) enhances adherence to cultural norms. Recent cross-cultural research has suggested that Japanese culture emphasizes modesty and the enhancement of important others compared to the self. Thus, it was predicted that Japanese would show increased modesty and relative self-effacement in response to MS. In addition, the moderating effects of degree of enculturation were examined in two studies investigating Japanese undergraduates. Those strongly enculturated to the Japanese worldview showed a tendency to evaluate success more negatively (Study 1) and self-efface more relative to their close friends (Study 2). A view which regards both Easterners' self-effacement and Westerners' self-enhancement after MS to be a reflection of efforts to fit into cultural norm is presented.     

Motivated expectations of positive feedback in social interactions

People self-enhance in a variety of ways. For example, they generally expect to perform better than others, to be in control of events, and to have a brighter future. Might they also self-enhance by expecting to receive positive feedback in social interactions? Across five studies, we found that they did. People's desire for feedback correlated with how positive they expected it to be (Study 1), and their feedback expectations were more positive for themselves than for others (Study 2). People's positive feedback expectations also covaried with trait tendencies to self-enhance (i.e., self-esteem and narcissism; Study 3) and with a direct situational manipulation of self-enhancement motivation (Study 4). Finally, people expected to receive positive feedback but did not consistently expect to receive self-verifying feedback (Study 5). These findings are consistent with social expectations being driven in part by the self-enhancement motive.     

自我提高还是自我增强？解释水平理论的观点

以概念启动和情境启动的方式分别激活了可能自我知觉和当前自我知觉,借以检验对自我提高动机和自我增强动机的影响。结果发现：（1）相对于当前自我,可能自我启动后,个体对自我的评价更低,更乐意接受反馈,也更能注意到测试对自己的帮助;（2）一年级学生在读了明星学生的新闻后对自己的评价更低,对明星的评价更高;四年级学生则相反。这表明,消极反馈和可能自我的同时出现引发了自我提高动机,消极反馈和当前自我共同激活了自我提高动机。     

The effects of existential threat on reading comprehension of worldview affirming and disconfirming information

Terror management theory posits that cultural worldviews buffer people from thoughts and concerns about death. In support of this claim, numerous studies have shown that mortality salience (MS) increases an individual's motivation to uphold and defend important cultural worldviews. We hypothesized that the motivation to defend cultural worldviews following MS would also enhance people's ability to comprehend worldview affirming (vs. disconfirming) information. Three studies investigated this possibility. Study 1 showed that MS (vs. control) increased reading comprehension of a pro‐evolution essay among participants with a strongly evolutionist worldview, but decreased reading comprehension among participants with a strongly creationist worldview. With the use of a pro‐creation essay, Study 2 conceptually replicated these effects and demonstrated that the interactive effect of worldview and death anxiety on reading comprehension was mediated by defensive motivation. Study 3 replicated the results of Studies 1 and 2 among participants with a strongly evolutionist worldview, but only when the information in the essay was perceived as veridical. Discussion focused on the specific process through which MS affects reading comprehension of worldview relevant ideas. Copyright © 2012 John Wiley & Sons, Ltd.     

Self-affirmation and mortality salience: affirming values reduces worldview defense and death-thought accessibility

To the extent that cultural worldviews provide meaning in the face of existential concerns, specifically the inevitability of death, affirming a valued aspect of one's worldview should render reminders of death less threatening. The authors report two studies in support of this view. In Study 1, mortality salience led to derogation of a worldview violator unless participants had first affirmed an important value. In Study 2, self-affirmation before a reminder of death was associated with reduced accessibility of death-related thoughts a short while thereafter. The authors propose that actively affirming one's worldview alters reactions to reminders of mortality by reducing the accessibility of death-related thoughts, not by boosting self-esteem. These studies attest to the flexible nature of psychological self-defense and to the central role of cultural worldviews in managing death-related concerns.     

Does the mortality salience effect on worldview defence depend on the cultural orientation of Chinese people?

According to the terror management theory, people tend to favour their worldview and in-group members after being reminded of death (i.e., mortality salience [MS] effect). However, inconsistent findings of the MS effect were found among Chinese people. In the present study, we examined the MS effect with Chinese samples and tested whether the effect would depend on participants' cultural orientation and relational self-esteem. In Studies 1 (N = 227) and 2 (N = 221), we examined the roles of participants' cultural orientations and relational self-esteem in their evaluations on moral transgression and/or perceived regard from people around after being primed with mortality (vs. dental pain) salience. We obtained the interaction effects of mortality salience, cultural orientations, and relational self-esteem. The implications of these results are discussed in the context of Chinese culture.     

Interpreting the uninterpretable: The effect of self-esteem on the interpretation of meaningless feedback

People often seek out and retain positive information about themselves via self-enhancement processes. Under other circumstances, they seek out and retain self-confirmatory information via self-verification processes. Research on both of these self-evaluation processes has been based heavily on domains such as social skills, in which people have a large database of prior information that presumably influences the way in which incoming self-relevant information is interpreted. In the present research, participants were asked to evaluate themselves on a set of imaginary "pseudotraits" to investigate how self-esteem influences the self-evaluation process when prior information is unavailable. Participants who had been identified through pre-testing as either high or low in self-esteem received false feedback on five pseudotraits (e.g., "casortic"), after which they evaluated the favorability of this feedback. High self-esteem participants tended to view their feedback as favorable, whereas low self-esteem participants did not.     

Attachment, self-esteem, worldviews, and terror management: evidence for a tripartite security system

On the basis of prior work integrating attachment theory and terror management theory, the authors propose a model of a tripartite security system consisting of dynamically interrelated attachment, self-esteem, and worldview processes. Four studies are presented that, combined with existing evidence, support the prediction derived from the model that threats to one component of the security system result in compensatory defensive activation of other components. Further, the authors predicted and found that individual differences in attachment style moderate the defenses. In Studies 1 and 2, attachment threats motivated worldview defense among anxiously attached participants and motivated self-enhancement (especially among avoidant participants), effects similar to those caused by mortality salience. In Studies 3 and 4, a worldview threat and a self-esteem threat caused attachment-related proximity seeking among fearful participants and avoidance of proximity among dismissing participants. The authors' model provides an overarching framework within which to study attachment, self-esteem, and worldviews.     

Cultural influences on terror management: Independent and interdependent self-esteem as anxiety buffers

Terror management theory (TMT) proposes that self-esteem serves as a defense against the fear of death. Previous research has suggested that independent self-esteem is more salient in individualist cultures, whereas interdependent self-esteem is more salient in collectivist cultures. Thus, we hypothesized that in collectivist cultures, independent self-esteem would play a lesser role and interdependent self-esteem a greater role in terror management, compared to individualist cultures. The results support this prediction. In Study 1, personal self-esteem was negatively associated with death anxiety in samples from a Western (Austria) and Eastern (China) culture. However, both self-liking and self-competence were negatively associated with death anxiety among Austrian participants, but only self-liking (and not self-competence) was so among Chinese participants. Surprisingly, collective self-esteem was not significantly correlated with death anxiety. Yet, Study 2 showed that among Chinese participants, relational self-esteem was negatively associated with death anxiety. Study 3 examined the roles of relational versus personal self-esteem in moderating the effects of mortality salience on worldview defense. Among Chinese participants, relational rather than personal self-esteem increased the defense of worldviews centered on collectivist-Chinese values following mortality salience (Study 3a). In contrast, among Austrian participants, personal rather than relational self-esteem attenuated the effect of mortality salience on the defense of individualist-Austrian worldviews (Study 3b). Self-esteem serves a terror management function in both collectivist and individualist cultures; however, the differences between cultural worldviews determine the type of self-esteem that is more relevant to terror management processes.     

Does the Awareness of Mortality Shape People's Openness to Violence and Conflict? An Examination of Terror Management Theory

Terror management theory (TMT) proposes that evoking death‐related thoughts (mortality salience; MS) in individuals or groups can lead to stronger worldview defence and greater support for extremist violence. In three experiments, we tested whether an MS manipulation, and associated moderators, increased support for extremist violence. In Australian university students, Study 1 found no statistically significant main or moderated effects for MS on measures of extremist violence. However, participants exposed to the MS manipulation reported increases in conservative religiosity (belief in divine power). In Study 2, the MS manipulation had no significant effect on support for extremist violence for Australian university students primed with an antiviolent extremism norm. And in young Australian Jewish people (Study 3), the MS manipulation did not increase support for violence against migrants. However, there was an increase in support for policies that act to fight against violent extremism in Iraq and Syria in those exposed to the MS manipulation. Across three studies, we find little support for the hypothesis that MS results in increased support for violent extremism. Larger more methodological sound studies are needed to address inconsistencies in the evidence surrounding TMT and the MS hypothesis, at least in regards to violence and extremism.     

Self-reflection and feelings of self-worth: When Rosenberg meets Heisenberg

The more people think about their attitude toward some issue, the stronger their attitude becomes. The present research examined whether this strengthening effect also applies to self-evaluative attitudes. In four studies, we had some participants complete a self-evaluation measure before rating their momentary feelings of self-worth (Studies 1, 2, and 4) or implicit self-feelings (Study 3). In all four studies, evaluative self-reflection led low self-esteem participants to feel worse about themselves and high self-esteem participants to feel better about themselves. We did not find this self-esteem polarization effect when more general emotions of happiness and sadness were measured (Study 2) or when participants reflected on non-evaluative aspects of themselves (Study 4). These findings suggest that evaluative self-reflection has different consequences for low self-esteem people than for high self-esteem people, and that order effects in personality research may represent actual changes in self-feelings rather than methodological confounds.     

By the numbers: Structure-seeking individuals prefer quantitative over qualitative representations of personal value to compensate for the threat of unclear performance contingencies

What combination of dispositional and situational factors leads people to represent their personal value in quantitative terms (e.g., salary) rather than qualitative terms (e.g., virtue)? Integrating research on quantitative information seeking, dispositional epistemic motivation, and learned helplessness, the current article hypothesized that individuals high, but not low, in uncertainty avoidance (measured with the Personal Need for Structure Scale [PNS]) would prefer quantitative (over qualitative) value representations to compensate for the diminished self-esteem certainty caused by exposure to unclear performance contingencies. Accordingly, in Study 1 high-PNS participants exposed to unclear (vs. clear) performance contingencies in one domain (visual intelligence) preferred a quantitative value representation in another domain (verbal intelligence). Study 2 showed that this effect is mediated by self-esteem certainty, not self-esteem level. Study 3 included a failure feedback condition to further isolate the role of epistemic motivation, as distinct from self-enhancement motivation, in driving the tendency to quantify personal value.     

Evidence for the DTA hypothesis II: Threatening self-esteem increases death-thought accessibility

Three studies assessed the impact of self-esteem threat on death-thought accessibility (DTA). Increased DTA resulted from three distinct types of self-esteem threat. Studies 1 and 2 employed negative feedback procedures in which participants were told that they scored below average on an intelligence test (Study 1), or that their personality was incongruent for their desired career path (Study 2). In Study 3, participants were led to believe that they would give an ill prepared speech in front of their peers. In Studies 1 and 2 DTA was assessed via reaction times on a lexical decision task, while Study 3 employed a word-fragment completion task. Study 3 demonstrated the DTA buffering effect of fortifying self-esteem via self-affirmation. Discussion focused on general implications for TMT, self-esteem, and mental health.     

Self-Relevance as a Moderator of Self-Enhancement and Self-Verification

We examined the influence of self-esteem on reactions to favorable or unfavorable feedback. We also varied the relevance of this information for participants' self-image—the information was either low or high in self-relevance. When asked how important it was to personally perform well, low self-esteem persons were more likely to engage in self-enhancement in the low than in the high self-relevant context. This finding supports predictions derived from Swann and Schroeder's (1995) analysis. Furthermore, low self-esteem participants engaged in self-enhancement strategies to a greater extent than high self-esteem participants in the low self-relevant condition, whereas an opposite pattern was obtained in the high self-relevant condition. Our analysis bridges the gap between two opposing schools of thought—one that believes that low self-esteem persons will evidence especially strong self-enhancement tendencies and the other that believes that it is high not low self-esteem persons that will demonstrate especially strong self-enhancement tendencies. We discuss the importance of self-relevance for determining when self-enhancement and self-verification will and will not occur.     

Differentiating the effects of self-control and self-esteem on reactions to mortality salience

Whereas many previous studies suggest that self-esteem may buffer against the psychological threat of death, recent research has begun to suggest that self-control also may serve as a buffer. Two studies examined the possibility that dispositional self-control uniquely predicts responses to mortality salience, above and beyond self-esteem. In Study 1, an initial exercise in emotion regulation increased subsequent accessibility of death thoughts. In Study 2, mortality salience increased worldview defense. Both of these effects were moderated by dispositional self-control, such that the effects occurred among participants with low but not high self-control. More importantly, these moderating effects were observed over and above the moderating effects of self-esteem. Findings suggest that self-control may serve as an important and unique buffer against thoughts of death.