Greed, death, and values: from terror management to transcendence management theory

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.     

From the grave to the cradle: evidence that mortality salience engenders a desire for offspring

On the basis of terror management theory, the authors hypothesized that reminders of mortality (mortality salience) should promote the desire for offspring to the extent that it does not conflict with other self-relevant worldviews that also serve to manage existential concerns. In 3 studies, men, but not women, desired more children after mortality salience compared with various control conditions. In support of the authors' hypothesis that women's desire for offspring was inhibited as a function of concerns about career success, Study 3 showed that career strivings moderated the effect of mortality salience on a desire for offspring for female participants only; furthermore, Study 4 revealed that when the compatibility of having children and a career was made salient, female participants responded to mortality salience with an increased number of desired children. Taken together, the findings suggest that a desire for offspring can function as a terror management defense mechanism.     

Self‐transcendence as a psychological parenthood motive: When mortality salience increases the desire for non‐biological children

Reminders of existential threat increase people's desire for offspring. In line with terror management theory, we explain these effects by the motivation to transcend the self via offspring that complements biological accounts of reproduction motivation under threat. Accordingly, Study 1 shows that mortality salience increases self‐transcendence motivation but not other parenthood motivations. Furthermore, mortality salience increased willingness to adopt children (Study 2) or a 14‐year‐old child (Study 3) only for those participants who were told that the personality of children is the product of nurture (and thus determined by their parent's self). In addition, mortality salience increased general willingness to adopt, irrespective of whether nurture or genetic influence was made salient in Study 3, where participants imagined being unable to have biological offspring. We discuss how these findings contribute to explaining increased reproduction intentions under existential threat and processes of terror management.     

To belong or not to belong,that is the question: terror management and identification with gender and ethnicity

The terror management prediction that reminders of death motivate in-group identification assumes people view their identifications positively. However, when the in-group is framed negatively, mortality salience should lead to disidentification. Study 1 found that mortality salience increased women's perceived similarity to other women except under gender-based stereotype threat. In Study 2, mortality salience and a negative ethnic prime led Hispanic as well as Anglo participants to derogate paintings attributed to Hispanic (but not Anglo-American) artists. Study 3 added a neutral prime condition and used a more direct measure of psychological distancing. Mortality salience and the negative prime led Hispanic participants to view themselves as especially different from a fellow Hispanic. Implications for understanding in-group derogation and disidentification are briefly discussed.     

Deliver us from evil: the effects of mortality salience and reminders of 9/11 on support for President George W. Bush

According to terror management theory, heightened concerns about mortality should intensify the appeal of charismatic leaders. To assess this idea, we investigated how thoughts about death and the 9/11 terrorist attacks influence Americans' attitudes toward current U.S. President George W. Bush. Study 1 found that reminding people of their own mortality (mortality salience) increased support for Bush and his counterterrorism policies. Study 2 demonstrated that subliminal exposure to 9/11-related stimuli brought death-related thoughts closer to consciousness. Study 3 showed that reminders of both mortality and 9/11 increased support for Bush. In Study 4, mortality salience led participants to become more favorable toward Bush and voting for him in the upcoming election but less favorable toward Presidential candidate John Kerry and voting for him. Discussion focused on the role of terror management processes in allegiance to charismatic leaders and political decision making.     

Mortality Salience and Perceptions of People with AIDS: Understanding the Role of Prejudice

Study 1 examined the perceived association of AIDS and death by showing that thinking about AIDS increased participants'; death-thought accessibility. Hypotheses about the consequences of this association for perceptions of people with AIDS were derived from terror management theory, which proposes that mortality salience increases derogation of those who threaten people's worldviews unless those worldviews oppose prejudice, in which case mortality salience can increase acceptance of people who are otherwise threatening. Consistent with these hypotheses, conservative participants had less favorable impressions (Study 2) and liberal participants had more favorable impressions (Study 3) of a target with AIDS following a death reminder. Study 4 suggested that the decrease in prejudice among liberals following mortality salience was a genuine decrease in prejudice (as indicated by responses to an unobtrusive attitude measure), not just an increase in the desire to appear nonprejudiced. Theoretical and practical implications of these findings are discussed.     

Mortality salience and the desire for offspring

Research on terror management theory (TMT) illustrates that following mortality salience (MS) people defend their cultural worldviews and bolster self-esteem to transcend death. Recently, research additionally showed that MS increased self-reports of the number of children desired in Dutch men but not in Dutch women. We conducted three studies to further investigate the role of desire for offspring in terror management. In Study 1, we conceptually replicated previous findings for Germany and found increased desire for offspring following MS in both men and women. Extending prior research Study 2 revealed that following MS not only was the accessibility of death-related thoughts increased, but also the accessibility of thoughts related to offspring. Finally, Study 3 suggested that the MS effect on ingroup bias was eliminated under conditions of offspring salience. Relating these findings to TMT, anticipated or actual offspring is discussed as a buffer against existential anxiety.     

The anxiety-buffering function of close relationships: evidence that relationship commitment acts as a terror management mechanism

Three studies examined the terror management function of romantic commitment. In Study 1 (N = 94), making mortality salient led to higher reports of romantic commitment on the Dimensions of Commitment Inventory (J. M. Adams & W. H. Jones, 1997) than control conditions. In Study 2 (N = 60), the contextual salience of thoughts about romantic commitment reduced the effects of mortality salience on judgments of social transgressions. In Study 3 (N = 100), the induction of thoughts about problems in romantic relationships led to higher accessibility of death-related thoughts than did the induction of thoughts about either academic problems or a neutral theme. The findings expand terror management theory, emphasizing the anxiety-buffering function of close relationships.     

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.     

Structured Terror: Further Exploring the Effects of Mortality Salience and Personal Need for Structure on Worldview Defense

ABSTRACT Previous research indicates that people respond to heightened death‐related cognition with increased defense of predominant cultural beliefs (cultural worldview defense). However, recent research indicates that individual differences in personal need for structure (PNS) impact responses to threatening thoughts of death such that those high, but not low, in PNS respond to death thoughts by seeking a highly structured, clear, and coherent view of the world. Research has yet to fully consider the extent to which PNS affects the cultural worldview defenses typically exhibited after death is rendered salient. The current 3 studies examine the potential for PNS to determine the extent to which people respond to mortality salience with increased worldview defense. In all three studies PNS was measured and mortality salience induced. Subsequently, university‐related (Study 1) or religious (Studies 2 and 3) worldview defense was assessed. Only individuals high in PNS responded to mortality salience with increased worldview defense.     

Terror management and religion: evidence that intrinsic religiousness mitigates worldview defense following mortality salience

Terror management theory suggests that people cope with awareness of death by investing in some kind of literal or symbolic immortality. Given the centrality of death transcendence beliefs in most religions, the authors hypothesized that religious beliefs play a protective role in managing terror of death. The authors report three studies suggesting that affirming intrinsic religiousness reduces both death-thought accessibility following mortality salience and the use of terror management defenses with regard to a secular belief system. Study 1 showed that after a naturally occurring reminder of mortality, people who scored high on intrinsic religiousness did not react with worldview defense, whereas people low on intrinsic religiousness did. Study 2 specified that intrinsic religious belief mitigated worldview defense only if participants had the opportunity to affirm their religious beliefs. Study 3 illustrated that affirmation of religious belief decreased death-thought accessibility following mortality salience only for those participants who scored high on the intrinsic religiousness scale. Taken as a whole, these results suggest that only those people who are intrinsically vested in their religion derive terror management benefits from religious beliefs.     

Social identities, group norms, and threat: on the malleability of ingroup bias

Ingroup bias is one of the most basic intergroup phenomena and has been consistently demonstrated to be increased under conditions of existential threat. In the present research the authors question the omnipresence of ingroup bias under threat and test the assumptions that these effects depend on the content of social identity and group norm salient in a situation. In the first two studies cross-categorization and recategorization manipulations eliminated and even reversed mortality salience effects on bias in relations between English and Scottish students (Study 1) as well as English and French people (Study 2). In the third study the specific normative content of a given social identity (collectivism vs. individualism) was shown to moderate mortality salience effects on ingroup bias. The results of these studies suggest a social identity perspective on terror management processes.     

Testing alternative explanations for mortality salience effects: Terror management,value accessibility,or worrisome thoughts?

Previous research has shown that reminding subjects of their mortality encourages negative reactions to others whose behaviour or attitudes deviate from the cultural worldview (e.g. Greenberg, Pyszczynski, Solomon, Rosenblatt, Veeder, Kirkland and Lyon 1990; Greenberg, Simon, Pyszczynski, Solomon and Chatel 1992; Rosenblatt, Greenberg, Solomon, Pyszczynski and Lyon 1989). According to terror management theory, these findings result from a heightened need for faith in the cultural worldview that is activated by reminders of one's mortality. Study I assessed the plausibility of an alternative explanation which posits that mortality salience simply primes individuals' values. Whereas mortality salience led to harsher bond recommendations for a prostitute, a procedure that directly focused subjects on their values did not. Studies 2 and 3 assessed the possibility that reminding subjects of any worrisome future concern would produce the same effect as a reminder of mortality. In both studies, mortality salience led to negative reactions to a deviant and had no effect on self-reported affect, whereas other worrisome thoughts had no effect on reactions to a deviant but did create negative affect. Thus, consistent with terror management theory, mortality salience effects seem to result exclusively from thoughts of death.     

Hopelessly mortal: The role of mortality salience,immortality and trait self-esteem in personal hope

Do people lose hope when thinking about death? Based on Terror Management Theory, we predicted that thoughts of death (i.e., mortality salience) would reduce personal hope for people low, but not high, in self-esteem, and that this reduction in hope would be ameliorated by promises of immortality. In Studies 1 and 2, mortality salience reduced personal hope for people low in self-esteem, but not for people high in self-esteem. In Study 3, mortality salience reduced hope for people low in self-esteem when they read an argument that there is no afterlife, but not when they read “evidence” supporting life after death. In Study 4, this effect was replicated with an essay affirming scientific medical advances that promise immortality. Together, these findings uniquely demonstrate that thoughts of mortality interact with trait self-esteem to cause changes in personal hope, and that literal immortality beliefs can aid psychological adjustment when thinking about death. Implications for understanding personal hope, trait self-esteem, afterlife beliefs and terror management are discussed.     

Ceci n'est pas la mort: Evidence for the recruitment of self‐reference from surrealistic art under mortality salience

Previous research has demonstrated that death reminders influence how we perceive art. In the context of terror management theory, this has been explained by the death‐transcending quality of art to convey cultural meaning. In two studies, we examined psychological and neurocognitive responses to naturalistic and surrealistic art when death was primed. We found that naturalistic paintings were evaluated similarly in terms of personal reassurance in both mortality salience and control condition, whereas surrealistic paintings were evaluated as more reassuring in the mortality salience condition than in the control condition. Using high‐field functional magnetic resonance imaging in a second study, we found a similar pattern of results, showing specific activation in the precuneus, a brain area associated with self‐related operations, in all prime conditions for the viewing of naturalistic paintings, but only in the death and disgust prime conditions when viewing surrealistic paintings. Our results suggest motivated self‐reference when viewing both naturalistic and surrealistic artworks under mortality salience. Copyright © 2014 John Wiley & Sons, Ltd.     

Terror salience and punishment: Does terror salience induce threat to social order?

In recent times, international terrorism has become one of the most serious concerns of the modern Western world. As a consequence, the risk and fear of terrorism is more salient in people’s minds (i.e. terror salience), which is supposed to affect behavioral responses in our society. The present research suggests that increased punishment of violations of criminal laws is one societal reaction to increased terror salience. It was consistently shown that increased terror salience, induced by either varying the temporal distance from the London terrorist attacks of July 7, 2005 (Study 1), by vignettes in the form of newspaper articles manipulating the expected terror risk (Study 2), or by pictures of recent terrorist attacks (Studies 3 and 4), significantly increased the punishment assigned to a violation of criminal laws that was completely unrelated to terror (i.e. car theft and rape). Finally, Study 4 revealed that (a) the effect of terror salience on punishment is indeed due to increased perception of threat to social order and (b) that this effect cannot be explained by the general negative nature of the stimulus material employed in this study.     

The role of control motivation in mortality salience effects on ingroup support and defense

Terror management research has shown that mortality salience (MS) leads to increased support and defense of cultural ingroups and their norms (i.e., worldview defense, WD). The authors investigated whether these effects can be understood as efforts to restore a generalized sense of control by strengthening one's social ingroup. In Studies 1-3, the authors found that WD was only increased following pure death salience, compared with both dental pain salience and salience of self-determined death. As both the pure death and the self-determined death conditions increased accessibility of death-related thoughts (Study 4), these results do not emerge because only the pure death induction makes death salient. At the same time, Study 5 showed that implicitly measured control motivation was increased in the pure death salience condition but not under salience of both self-determined death and dental pain. Finally, in Study 6, the authors manipulated MS and control salience (CS) independently and found a main effect for CS but not for MS on WD. The results are discussed with regard to a group-based control restoration account of terror management findings.     

Mortality salience increases death-anxiety for individuals low in personal need for structure

Research derived from terror management theory suggests that death cognition does not lead to death-anxiety because people respond to thoughts of death by turning to social and cultural structures that provide a sense of psychological security. However, recent research indicates that it is people high, but not low, in personal need for structure that turn to social and cultural structures in response to heightened death cognition. Such findings suggest that people low in PNS may be vulnerable to experiencing death-anxiety when death thoughts are activated. The current study explored this possibility. Individual differences in personal need for structure were measured and death cognition (mortality salience) was manipulated. Subsequently, death-anxiety was assessed. Mortality salience increased death-anxiety, but only among individuals low in personal need for structure.     

The body as a source of self-esteem: the effect of mortality salience on identification with one's body, interest in sex, and appearance monitoring

The present research investigated the role of the physical body as a source of self-esteem and tested the hypothesis derived from terror management theory that reminding people of their mortality increases self-esteem striving in the form of identification with one's body, interest in sex, and appearance monitoring. The results revealed that individuals high in body esteem responded to mortality salience manipulations with increased identification with their physical bodies in Study 1 and with increased interest in sex in Study 2. Study 3 showed that reminders of death led to decreased appearance monitoring among appearance-oriented participants who were low in body esteem. These findings provide insight into why people often go to extreme lengths to meet cultural standards for the body and its appearance.     

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.