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Personality and Social Psychology Bulletin, Vol. 30, No. 3, 278-292 (2004)
DOI: 10.1177/0146167203260716

Greed, Death, and Values: From Terror Management to Transcendence Management Theory

Philip J. Cozzolino

University of Minnesota

Angela Dawn Staples

Lawrence S. Meyers

Jamie Samboceti

California State University, Sacramento

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 possessions 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.

Key Words: greed • death reflection • mortality salience


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