The Urge to Splurge: A Terror Management Account of Materialism and Consumer Behavior

By Jamie Arndt, S. Solomon, T. Kasser, Kennon M. Sheldon. 2004

480 citations recorded by the source corpus.

Subfields: Clinical Psychology, Health, Social Psychology

View Paper: https://www.semanticscholar.org/paper/01b7367b3d3f745c9d03c83e4490aec9671e169b

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In Clinical Psychology

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Citations in the corpus

The Sweet Escape: Effects of Mortality Salience on Consumption Quantities for High- and Low-Self-Esteem Consumers (2008, background): “Individuals can also cope with their existential concerns through their consumption behavior (Arndt et al. 2004).”
The Silver Lining of Materialism: The Impact of Luxury Consumption on Subjective Well-Being (2012, background): “…Richins 1991), which is not surprising considering that feelings of insecurity and stress and low levels of self-esteem seem to underlie a materialistic value orientation (Arndt et al. 2004; Chaplin and Roedder John 2007; Fitzmaurice and Comegys 2006; Kasser and Sheldon 2000; Roberts et al. 2005).”
Let Us Eat and Drink, for Tomorrow We Shall Die: Effects of Mortality Salience and Self-Esteem on Self-Regulation in Consumer Choice (2005, background): “…intentions to engage in physical fitness activities (Arndt, Schimel, and Goldenberg 2003), preference for luxury goods (Mandel and Heine 1999) and materialism (Arndt et al. 2004), interest in sex (Goldenberg et al. 2000), and aggressive driving behavior (Ben-Ari, Florian, and Mikulincer 1999).”
Intrinsic motivations, self-esteem, and luxury goods consumption (2011, background): “Research in consumer behavior also suggests that acquiring goods help improve self-esteem by flattering one’s ego (Arndt et al., 2004).”
Social Support and Money as Pain Management Mechanisms (2008, background): “A number of studies provide converging empirical support that trepidation about death instigates and sustains materialistic tendencies (see Arndt et al., 2004).”
Impulse buying: the role of affect, social influence, and subjective wellbeing (2008, background): “…maintain or augment self-esteem has been associated with materialism, with purchases in specific esteem-enhancing product categories such as those that enhance physical appearance (Arndt et al., 2004), and with the degree of satisfaction people have with their material possessions (Jackson, 1979).”
Prosperity without Growth? – The transition to a sustainable economy (2010, background): “20 See Belk et al 1989, Jackson and Pepper 2009, Armstrong and Jackson 2008; Arndt et al 2004, eg.”