1,055
Views
10
CrossRef citations to date
0
Altmetric
Original Articles

Effects of Worldview and Mortality Salience in Persuasion Processes

&
Pages 171-194 | Received 30 May 2007, Published online: 19 May 2009

REFERENCES

  • Aaker , J. L. 2000 . Accessibility or diagnosticity? Disentangling the influence of culture on persuasion processes and attitudes . Journal of Consumer Research , 26 : 340 – 357 .
  • Arndt , J. , Allen , J. J. B. and Greenberg , J. 2001 . Traces of terror: Subliminal death primes and facial electromyographic indices of affect . Motivation and Emotion , 25 : 253 – 277 .
  • Arndt , J. , Cook , A. and Routledge , C. 2004 . “ The blueprint of terror management: Understanding the cognitive architecture of psychological defense against the awareness of death. ” . In Handbook of experimental existential psychology Edited by: Greenberg , J. , Koole , S. L. and Pyszczynski , T. 35 – 53 . New York : The Guilford Press .
  • Arndt , J. , Greenberg , J. and Cook , A. 2002 . Mortality salience and the spreading activation of worldview-relevant constructs: Exploring the cognitive architecture of terror management . Journal of Experimental Psychology , 131 ( 3 ) : 307 – 324 .
  • Berger , P. L. and Luckman , T. 1967 . The social construction of reality: A treatise in the sociology of knowledge Garden City, NY : Anchor Books .
  • Briñol , P. and Petty , R. E. 2005 . “ Individual differences in attitude change. ” . In The handbook of attitudes Edited by: Albarracín , D. , Johnson , B. T. and Zanna , M. P. 575 – 615 . Mahwah, NJ : Erlbaum .
  • Bruner , G. C. , James , K. E. and Hensel , P. J. 1992 . Marketing scales handbook Vol. 3 , Chicago : American Marketing Association .
  • Chen , S. and Chaiken , S. 1999 . “ The heuristic-systematic model in its broader context. ” . In Dual-Process Theories in Social Psychology Edited by: Chaiken , S. and Trope , Y. 73 – 96 . New York : The Guilford Press .
  • Columbus , P. J. 1993 . Attitudes about reality and college students' opinions about nuclear war . Psychological Reports , 73 : 249 – 250 .
  • Evans , W. J. 2000 . Construct validity of the Attitudes About Reality scale . Psychological Reports , 86 : 738 – 744 .
  • Feldman , J. M. 1999 . “ Four questions about human behavior: The social cognitive approach to culture and psychology. ” . In Social psychology and cultural context Edited by: Adamopoulos , J. and Kashima , Y. 43 – 62 . Thousand Oaks, CA : Sage .
  • Feldman , J. M. and Lynch , J. G. Jr. 1988 . Self-generated validity and other effects of measurement on belief, attitude, intention, and behavior . Journal of Applied Psychology , 73 : 421 – 435 .
  • Ferraro , R. , Shiv , B. and Bettman , J. R. 2005 . Let us eat and drink, for tomorrow we shall die: Effects of mortality salience and self-esteem on self-regulation in consumer choice . Journal of Consumer Research , 32 : 65 – 75 .
  • Gergen , K. 2001 . Psychological science in a postmodern context . American Psychologist , 56 : 803 – 813 .
  • Giner-Sorolla , R. , Chaiken , S. and Lutz , S. 2002 . Validity beliefs and ideology can influence legal case judgments differently . Law and Human Behavior , 26 : 507 – 526 .
  • Goldenberg , J. L. , Pyszczynski , T. , Johnson , K. D. , Greenberg , J. and Solomon , S. 1999 . The appeal of tragedy: A terror management perspective . Media Psychology , 1 : 313 – 339 .
  • Greenberg , J. , Arndt , J. , Simon , L. , Pyszczynski , T. and Solomon , S. 2000 . Proximal and distal defenses in response to reminders of one's mortality: Evidence of a temporal structure . Personality and Social Psychology Bulletin , 26 : 91 – 99 .
  • Greenberg , J. , Martens , A. , Jonas , E. , Eisenstadt , D. , Pyszczynski , T. and Solomon , S. 2003 . Psychological defense in anticipation of anxiety: Eliminating the potential for anxiety eliminates the effect of mortality salience on worldview defense . Psychological Science , 14 : 516 – 519 .
  • Greenberg , J. , Porteus , J. , Simon , L. , Pyszczynski , T. and Solomon , S. 1995 . Evidence of a terror management function of cultural icons: The effects of mortality salience on the inappropriate use of cherished cultural symbols . Personality and Social Psychology Bulletin , 21 : 1221 – 1228 .
  • Greenberg , J. , Pyszczynski , T. , Solomon , S. , Simon , L. and Breus , M. 1994 . Role of consciousness and accessibility of death-related thoughts in mortality salience effects . Journal of Personality and Social Psychology , 67 : 627 – 637 .
  • Greenberg , J. , Simon , L. , Harmon-Jones , E. , Solomon , S. , Pyszczynski , T. and Lyon , D. 1995 . Testing alternative explanations for mortality salience effects: Terror management, value accessibility, or worrisome thoughts? . European Journal of Social Psychology , 25 : 417 – 433 .
  • Greenberg , J. , Simon , L. , Pyszczynski , T. , Solomon , S. and Chatel , D. 1992 . Terror management and tolerance: Does mortality salience always intensify negative reactions to others who threaten one's worldview? . Journal of Personality and Social Psychology , 63 : 212 – 220 .
  • Greenberg , J. , Solomon , S. and Pyszczynski , T. 1997 . Terror management theory of self-esteem and cultural worldviews: Empirical assessments and conceptual refinements . Advances in Experimental Social Psychology , 29 : 61 – 139 .
  • Hong , Y.-Y. , Morris , M. W. , Chiu , C.-Y. and Benet-Martinez , V. 2000 . Multicultural minds: A dynamic constructivist approach to culture and cognition . American Psychologist , 55 : 709 – 720 .
  • Ivory , J. D. and Kalyanaraman , S. 2007 . The effects of technological advancement and violent content in video games on players' feelings of presence, involvement, physiological arousal, and aggression . Journal of Communication , 57 : 532 – 555 .
  • Kahle , L. R. and Homer , P. M. 1985 . Physical attractiveness of the celebrity endorser: A social adaptation perspective . Journal of Consumer Research , 11 : 954 – 961 .
  • Kalyanaraman , S. and Sundar , S. S. 2006 . The psychological appeal of personalized content in web portals: Does customization affect attitudes and behavior? . Journal of Communication , 56 : 110 – 132 .
  • Koltko-Rivera , M. E. 2004 . The psychology of worldviews . Review of General Psychology , 8 : 3 – 58 .
  • Maheswaran , D. and Agrawal , N. 2004 . Motivational and cultural variations in mortality salience effects: Contemplations on terror management theory and consumer behavior . Journal of Consumer Psychology , 14 : 213 – 218 .
  • McLeod , D. M. , Kosicki , G. M. and McLeod , J. M. 2002 . “ Resurveying the boundaries of political communications effects. ” . In Media effects: Advances in theory and research, , 2nd ed. Edited by: Bryant , J. and Zillmann , D. 215 – 267 . Mahwah, NJ : Erlbaum .
  • McLeod , J. M. 2001 . Steven Chaffee and the future of political communication research . Political Communication , 18 : 215 – 224 .
  • McLeod , J. M. , Sotirovic , M. and Holbert , L. 1998 . Values as sociotropic judgments influencing communication patterns . Communication Research , 25 ( 5 ) : 453 – 485 .
  • Naugle , D. K. 2002 . Worldview: The history of a concept Grand Rapids, MI : Eerdmans .
  • Oliver , M. B. 2002 . “ Individual differences in media effects. ” . In Media effects: Advances in theory and research, , 2nd ed. Edited by: Bryant , J. and Zillmann , D. 507 – 523 . Mahwah, NJ : Erlbaum .
  • Perloff , R. E. 2003 . The dynamics of persuasion: Communication and attitudes in the 21st century Mahwah, NJ : Erlbaum .
  • Petty , R. E. , Barden , J. and Wheeler , S. C. 2002 . “ The elaboration likelihood model of persuasion: Health promotions that yield sustained behavioral change. ” . In Emerging theories in health promotion practice and research Edited by: DiClemente , R. J. , Crosby , R. A. and Kegler , M. 71 – 99 . San Francisco, CA : Jossey-Bass .
  • Petty , R. E. and Cacioppo , J. T. 1986 . The elaboration likelihood model of persuasion . Advances in Experimental Social Psychology , 19 : 123 – 205 .
  • Petty , R. E. , Cacioppo , J. T. and Schumann , D. 1983 . Central and peripheral routes to advertising effectiveness: The moderating role of involvement . Journal of Consumer Research , 10 : 135 – 146 .
  • Pomerantz , E. M. , Chaiken , S. and Tordesillas , R. S. 1995 . Attitude strength and resistance processes . Journal of Personality and Social Psychology , 69 : 408 – 419 .
  • Pyszczynski , T. and Cox , C. 2004 . Can we really do without self-esteem? Comment on Crocker and Park (2004) . Psychological Bulletin , 130 : 425 – 429 .
  • Pyszczynski , T. , Greenberg , J. , Solomon , S. , Arndt , J. and Schimel , J. 2004 . Why do people need self-esteem? A theoretical and empirical review . Psychological Bulletin , 130 : 435 – 468 .
  • Schumann , D. W. 2004 . “ Media factors that contribute to a restriction of exposure to diversity. ” . In The psychology of entertainment media: Blurring the lines between entertainment and persuasion Edited by: Shrum , L. J. 233 – 251 . Mahwah, NJ : Erlbaum .
  • Sengupta , S. , Goodstein , R. C. and Boninger , D. S. 1997 . All cues are not created equal: Obtaining attitude persistence under low-involvement conditions . Journal of Consumer Research , 23 : 351 – 361 .
  • Shehryar , O. and Hunt , D. M. 2005 . A terror management perspective on the persuasiveness of fear appeals . Journal of Consumer Psychology , 15 : 271 – 287 .
  • Simon , L. , Arndt , J. , Greenberg , J. , Pyszczynski , T. and Solomon , S. 1998 . Terror management and meaning: Evidence that the opportunity to defend the worldview in response to mortality salience increases the meaningfulness of life in the mildly depressed . Journal of Personality , 66 : 359 – 382 .
  • Solomon , S. , Greenberg , J. and Pyszczynski , T. 2004 . “ The cultural animal: Twenty years of terror management theory and research. ” . In Handbook of experimental existential psychology Edited by: Greenberg , J. , Koole , S. L. and Pyszczynski , T. 13 – 34 . New York : The Guilford Press .
  • Solomon , S. , Greenberg , J. , Pyszczynski , T. and Pryzbylinski , J. 1995 . The effects of mortality salience on personally-relevant persuasive appeals . Social Behavior and Personality , 23 : 177 – 190 .
  • Unger , R. K. , Draper , R. D. and Pendergrass , M. L. 1986 . Personal epistemology and personal experience . Journal of Social Issues , 42 ( 2 ) : 67 – 79 .
  • Watson , D. , Clark , L. A. and Tellegen , A. 1988 . Development and validation of brief measures of positive and negative affect: The PANAS scales . Journal of Personality and Social Psychology , 54 : 1063 – 1070 .
  • Wheeler , S. C. , Petty , R. E. and Bizer , G. Y. 2005 . Self-schema matching and attitude change: Situational and dispositional determinants of message elaboration . Journal of Consumer Research , 31 : 787 – 797 .

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.