Let us eat and drink, for tomorrow we shall die: Effects of mortality salience and self-esteem on self-regulation in consumer choice
Publication
, Journal Article
Ferraro, R; Shiv, B; Bettman, JR
Published in: Journal of Consumer Research
June 1, 2005
We examine how making mortality salient affects consumer choices. We develop a new theoretical framework predicting when consumer behaviors will be more (less) indulgent when mortality is salient, arguing that individuals focus more of their limited self-regulatory resources on domains that are important sources of self-esteem and less on domains that are not important sources. In two domains, food choice and charitable donations/socially conscious consumer behaviors, high mortality salience led to less indulgent choices among participants for whom that domain was an important source of esteem and more indulgent choices for participants for whom the domain was not an important esteem source. © 2005 by JOURNAL OF CONSUMER RESEARCH, Inc.
Duke Scholars
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Published In
Journal of Consumer Research
DOI
ISSN
0093-5301
Publication Date
June 1, 2005
Volume
32
Issue
1
Start / End Page
65 / 75
Related Subject Headings
- Marketing
- 3506 Marketing
- 1701 Psychology
- 1506 Tourism
- 1505 Marketing
Citation
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Chicago
ICMJE
MLA
NLM
Ferraro, R., Shiv, B., & 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(1), 65–75. https://doi.org/10.1086/429601
Ferraro, R., B. Shiv, and J. R. Bettman. “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, no. 1 (June 1, 2005): 65–75. https://doi.org/10.1086/429601.
Ferraro R, Shiv B, Bettman JR. 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. 2005 Jun 1;32(1):65–75.
Ferraro, R., et al. “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, vol. 32, no. 1, June 2005, pp. 65–75. Scopus, doi:10.1086/429601.
Ferraro R, Shiv B, Bettman JR. 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. 2005 Jun 1;32(1):65–75.
Published In
Journal of Consumer Research
DOI
ISSN
0093-5301
Publication Date
June 1, 2005
Volume
32
Issue
1
Start / End Page
65 / 75
Related Subject Headings
- Marketing
- 3506 Marketing
- 1701 Psychology
- 1506 Tourism
- 1505 Marketing