Does death make us all equal? Materialism and status-seeking under Mortality Salience

Elisa Ciaramelli, Caterina Giannetti and Raimondello Orsini ()
Additional contact information
Elisa Ciaramelli: University of Bologna
Raimondello Orsini: University of Bologna

International Review of Economics, 2019, vol. 66, issue 1, No 6, 57-78

Abstract: Abstract The thought of one’s own death induces anxiety and threatens self-esteem. According to Terror Management Theory (TMT), to reduce this existential threat individuals (1) adhere more strongly to their cultural worldview and (2) embrace behaviors aimed at boosting self-esteem. Previous psychological studies of TMT do not generally rely on incentive-compatible mechanisms. However, economic incentives are strong drivers of individuals’ behavior and need to be studied along with intrinsic motivations. Here, we combined—for the first time—a real effort task with psychological priming techniques. Crucially, we adopted a “flat-wage” scheme to investigate whether individuals primed with death-related thoughts, i.e., a Mortality Salience (MS) induction, increase their individual productivity more than individuals primed with a control topic (Music salience induction). We also investigated whether the effect of MS on performance is mainly driven by the quest for self-esteem vs. status-seeking, providing either private or public feedback on performance. Participants generally showed lower performance levels in the MS compared to the control condition. Public feedback bolstered performance, but its effect was milder under MS. These results suggest that in the absence of economic incentives to perform, individuals do not generally increase effort and productivity; they rather adhere more tightly to cultural (materialistic) worldviews, avoiding effort that is not compensated. The effect of MS, indeed, was strongly influenced by individual materialism.

Keywords: Terror Management Theory; Mortality Salience; Real effort; Status-seeking; Conformism (search for similar items in EconPapers)
JEL-codes: C91 C92 D12 (search for similar items in EconPapers)
Date: 2019
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (1)

Downloads: (external link)
http://link.springer.com/10.1007/s12232-018-0309-8 Abstract (text/html)
Access to the full text of the articles in this series is restricted.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:spr:inrvec:v:66:y:2019:i:1:d:10.1007_s12232-018-0309-8

Ordering information: This journal article can be ordered from
http://www.springer. ... cy/journal/12232/PS2

DOI: 10.1007/s12232-018-0309-8

Access Statistics for this article

International Review of Economics is currently edited by Luigino Bruni

More articles in International Review of Economics from Springer, Happiness Economics and Interpersonal Relations (HEIRS)
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().