基于恐怖管理理论的死亡焦虑与消费行为研究述评
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外国经济与管理 2014 年 第 36 卷第 03 期, 页码：29 - 37
摘要
参考文献
摘要
死亡焦虑对消费行为的影响是消费行为研究的一个新领域。本文通过对相关心理学和营销学文献的综述,首先介绍了死亡焦虑概念的含义,然后基于恐怖管理理论论述了死亡焦虑的行为适应机制及其可能对消费行为产生的影响,接下来介绍了相关测量和研究方法,最后讨论了现有研究的不足及未来可能的研究方向。
[1]Arndt J,et al.The urge to splurge:A terror management account of materialism and consumer behavior[J].Journal of Consumer Psychology,2004,14(3):198-212.
[2]Batra R,et al.Effects of brand local and nonlocal origin on consumer attitudes in developing countries[J].Journal of Consumer Psychology,2000,9(2):83-95.
[3]Ben-Ari O T.The effect of reminders of death on reckless driving:A terror management perspective[J].Current Directions in Psychological Science,2000,9(6):196-199.
[4]Cozzolino P J,et al.Greed,death,and values:From terror management to transcendence management theory[J].Personality and Social Psychology Bulletin,2004,30(2):278-292.
[5]Ferraro R,Shiv B and Bettman J R.Let us eat and drink for tomorrow we shall die:Effects of mortality salience and self-esteem on self-regulation in consumer choice[J].Journal of Consumer Research,2005,32(1):65-75.
[6]Florian V,Mikulincer M and Hirschberger G.The anxiety-buffering function of close relationships:Evidence that relationship commitment acts as a terror management mechanism[J].Journal of Personality and Social Psychology,2002,82(4):527-542.
[7]Fransen M L,Smeesters D and Fennis B M.The role of social presence in mortality salience effects[J].Journal of Business Research,2011,64(1):29-33.
[8]Friese M and Hofmann W.What would you have as a last supper?Thoughts about death influence evaluation and consumption of food products[J].Journal of Experimental Social Psychology,2008,44(5):1388-1394.
[9]Gentry J W,Baker S M and Kraft F B.The role of possessions in creating,maintaining and preserving one’s identity:Variation over the life course[A].Kardes F and Sujan M(Eds.).Advances in consumer research[C].Provo,UT:Association for Consumer Research,1995,22:413-418.
[10]Giannelloni J L.Les comportements liésàla protection de l’environnement et leurs déterminants:Unétat des recherches en marketing[J].Recherche et Applications en Marketing,1998,13(2):49-72.
[11]Greenberg J,et al.Evidence for terror management theory II:The effects of mortality salience on reactions to those who threaten or bolster the cultural worldview[J].Journal of Personality and Social Psychology,1990,58(2):308-318.
[12]Hart J,Shaver P R and Goldenberg J L.Attachment,self-esteem,worldview,and terror management:Evidence for a tripartite system[J].Journal of Personality and Social Psychology,2005,88(6):999-1003.
[13]Hirschberger G,et al.Gender differences in the willingness to engage in risky behavior:A terror management perspective[J].Death Studies,2002,26(2):117-141.
[14]Kashima E S,et al.The effects of personal and collective mortality salience on individualism:Comparing Australians and Japanese with higher and lower self-esteem[J].Journal of Experiment Social Psychology,2004,40(3):384-392.
[15]Kasser T and Sheldon K M.Of wealth and death:Materialism,mortality salience and consumption behavior[J].Psychological Science,2000,11(4):348-351.
[16]Kopp S W and Pullen B K.Death attitudes and consumer behavior:Purchasing“end of life”goods[R].American Marketing Association Winter Educators’Conference,Austin,Texas,2002.
[17]Liu J and Smeesters D.Have you seen the news today?The effect of death-related media contexts on brand preferences[J].Journal of Marketing Research,2010,47(2):251-262.
[18]Mandel N and Heine S J.Terror management and marketing:He who dies with the most toys wins[A].Arnould E J and Scott L M(Eds.).Advances in consumer research[C].Provo,UT:Association for Consumer Research,1999,26:527-532.
[19]Mandel N and Smeesters D.The sweet escape:Effects of mortality salience on consumption quantities for high and low self-esteem consumers[J].Journal of Consumer Research,2008,35(2):309-323.
[20]Neimeyer R A.Death anxiety research:The state of the art[J].Omega,1997-1998,36(2):97-120.
[21]Price L L,Arnould E J and Curasi C F.Older consumers’disposition of special possessions[J].Journal of Consumer Research,2000,27(2):179-202.
[22]Rindfleisch A,Burroughs J E and Wong N.The safety of objects:Materialism,existential insecurity,and brand connection[J].Journal of Consumer Research,2009,36(1):1-16.
[23]Routlege C,Arndt J and Goldenberg J L.A time to tan:Proximal and distal effects of mortality salience on sun exposure intentions[J].Personality and Social Psychology,2004,30(10):1347-1358.
[24]Solomon S,Greenberg J and Pyszcyzynski T.A terror management theory of social behavior:The psychological functions of selfesteem and cultural worldviews[A].Zanna M E E(Ed.).Advances in experimental social psychology[C].San Diego,CA:Academic Press,1991,24:91-159.
[25]Sullivan D,Jonas E and Jodlbauer B.Mortality salience and worldview affirmation strengthen support for foreign products[J].Zeitschrift für Psychologie,2011,219(4):224-230.
[26]Tang C,Wu A and Yan E.Psychosocial correlates of death anxiety among chinese college students[J].Death Studies,2002,26(6):491-499.
[27](美)埃里克森.童年与社会[M].(罗一静等译).上海:学林出版社,1992.
[28](美)贝克尔.反抗死亡[M].(林和生译).贵阳:贵州人民出版社,1988.
[29]柯学.大灾难可以减少消费者的多样化寻求行为:一个基于恐怖管理理论的研究[J].管理世界,2009,(11):122-129.
[30]翁智刚等.基于恐怖管理理论的灾后消费行为及群体归属感研究[J].中国软科学,2011,(1):181-191.
①文化世界观防御假说是早期恐怖管理理论研究直接从贝克尔的理论借鉴而来的。随着研究的深入,恐怖管理理论研究者逐步认识到,从本质上说,文化世界观防御也是通过增强自尊来缓解死亡焦虑的,专门针对文化世界观防御的研究也逐步让位于有关增强自尊的研究。因此,我们认为文化世界观防御可以看作是增强自尊的一种方式。鉴于仍有一些文献将二者作为地位等同的适应机制来对待,且文化世界观防御在消费行为研究中有较为重要的应用价值,我们在本文中仍然将二者相提并论。
[2]Batra R,et al.Effects of brand local and nonlocal origin on consumer attitudes in developing countries[J].Journal of Consumer Psychology,2000,9(2):83-95.
[3]Ben-Ari O T.The effect of reminders of death on reckless driving:A terror management perspective[J].Current Directions in Psychological Science,2000,9(6):196-199.
[4]Cozzolino P J,et al.Greed,death,and values:From terror management to transcendence management theory[J].Personality and Social Psychology Bulletin,2004,30(2):278-292.
[5]Ferraro R,Shiv B and Bettman J R.Let us eat and drink for tomorrow we shall die:Effects of mortality salience and self-esteem on self-regulation in consumer choice[J].Journal of Consumer Research,2005,32(1):65-75.
[6]Florian V,Mikulincer M and Hirschberger G.The anxiety-buffering function of close relationships:Evidence that relationship commitment acts as a terror management mechanism[J].Journal of Personality and Social Psychology,2002,82(4):527-542.
[7]Fransen M L,Smeesters D and Fennis B M.The role of social presence in mortality salience effects[J].Journal of Business Research,2011,64(1):29-33.
[8]Friese M and Hofmann W.What would you have as a last supper?Thoughts about death influence evaluation and consumption of food products[J].Journal of Experimental Social Psychology,2008,44(5):1388-1394.
[9]Gentry J W,Baker S M and Kraft F B.The role of possessions in creating,maintaining and preserving one’s identity:Variation over the life course[A].Kardes F and Sujan M(Eds.).Advances in consumer research[C].Provo,UT:Association for Consumer Research,1995,22:413-418.
[10]Giannelloni J L.Les comportements liésàla protection de l’environnement et leurs déterminants:Unétat des recherches en marketing[J].Recherche et Applications en Marketing,1998,13(2):49-72.
[11]Greenberg J,et al.Evidence for terror management theory II:The effects of mortality salience on reactions to those who threaten or bolster the cultural worldview[J].Journal of Personality and Social Psychology,1990,58(2):308-318.
[12]Hart J,Shaver P R and Goldenberg J L.Attachment,self-esteem,worldview,and terror management:Evidence for a tripartite system[J].Journal of Personality and Social Psychology,2005,88(6):999-1003.
[13]Hirschberger G,et al.Gender differences in the willingness to engage in risky behavior:A terror management perspective[J].Death Studies,2002,26(2):117-141.
[14]Kashima E S,et al.The effects of personal and collective mortality salience on individualism:Comparing Australians and Japanese with higher and lower self-esteem[J].Journal of Experiment Social Psychology,2004,40(3):384-392.
[15]Kasser T and Sheldon K M.Of wealth and death:Materialism,mortality salience and consumption behavior[J].Psychological Science,2000,11(4):348-351.
[16]Kopp S W and Pullen B K.Death attitudes and consumer behavior:Purchasing“end of life”goods[R].American Marketing Association Winter Educators’Conference,Austin,Texas,2002.
[17]Liu J and Smeesters D.Have you seen the news today?The effect of death-related media contexts on brand preferences[J].Journal of Marketing Research,2010,47(2):251-262.
[18]Mandel N and Heine S J.Terror management and marketing:He who dies with the most toys wins[A].Arnould E J and Scott L M(Eds.).Advances in consumer research[C].Provo,UT:Association for Consumer Research,1999,26:527-532.
[19]Mandel N and Smeesters D.The sweet escape:Effects of mortality salience on consumption quantities for high and low self-esteem consumers[J].Journal of Consumer Research,2008,35(2):309-323.
[20]Neimeyer R A.Death anxiety research:The state of the art[J].Omega,1997-1998,36(2):97-120.
[21]Price L L,Arnould E J and Curasi C F.Older consumers’disposition of special possessions[J].Journal of Consumer Research,2000,27(2):179-202.
[22]Rindfleisch A,Burroughs J E and Wong N.The safety of objects:Materialism,existential insecurity,and brand connection[J].Journal of Consumer Research,2009,36(1):1-16.
[23]Routlege C,Arndt J and Goldenberg J L.A time to tan:Proximal and distal effects of mortality salience on sun exposure intentions[J].Personality and Social Psychology,2004,30(10):1347-1358.
[24]Solomon S,Greenberg J and Pyszcyzynski T.A terror management theory of social behavior:The psychological functions of selfesteem and cultural worldviews[A].Zanna M E E(Ed.).Advances in experimental social psychology[C].San Diego,CA:Academic Press,1991,24:91-159.
[25]Sullivan D,Jonas E and Jodlbauer B.Mortality salience and worldview affirmation strengthen support for foreign products[J].Zeitschrift für Psychologie,2011,219(4):224-230.
[26]Tang C,Wu A and Yan E.Psychosocial correlates of death anxiety among chinese college students[J].Death Studies,2002,26(6):491-499.
[27](美)埃里克森.童年与社会[M].(罗一静等译).上海:学林出版社,1992.
[28](美)贝克尔.反抗死亡[M].(林和生译).贵阳:贵州人民出版社,1988.
[29]柯学.大灾难可以减少消费者的多样化寻求行为:一个基于恐怖管理理论的研究[J].管理世界,2009,(11):122-129.
[30]翁智刚等.基于恐怖管理理论的灾后消费行为及群体归属感研究[J].中国软科学,2011,(1):181-191.
①文化世界观防御假说是早期恐怖管理理论研究直接从贝克尔的理论借鉴而来的。随着研究的深入,恐怖管理理论研究者逐步认识到,从本质上说,文化世界观防御也是通过增强自尊来缓解死亡焦虑的,专门针对文化世界观防御的研究也逐步让位于有关增强自尊的研究。因此,我们认为文化世界观防御可以看作是增强自尊的一种方式。鉴于仍有一些文献将二者作为地位等同的适应机制来对待,且文化世界观防御在消费行为研究中有较为重要的应用价值,我们在本文中仍然将二者相提并论。
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