Stra.Tech.Man (Strategy-Technology-Management): Theory and Concepts

Research has shown that thoughts about death influence sexual cognitions and some media choices. The present study tested the hypothesis that thoughts about death may affect individuals’ tendency to select or avoid entertainment media programming containing sexual material. In two experiments, thoughts about death (mortality salience [MS]) were manipulated before college undergraduates expressed interest in viewing television shows and movies with varying amounts of sexual content. In both studies, MS was associated with greater overall interest in sexual media content. Although terror management theory would indicate that sexual worldview should moderate this effect, this was not observed to be the case. In addition, MS was not found to affect interest in other types of highly engaging media content including violent and dramatic content. Limitations regarding generalizability are discussed. Results suggest that MS increases a preference for sexual media content, and that this occurs for individuals with diverse sexual values systems. This is discussed in terms of implications for terror management theory and cognitive models of media influence.

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When Death Is Compelling

Social Psychology ◽

10.1027/1864-9335/a000252 ◽

2015 ◽

Vol 46 (6) ◽

pp. 352-360 ◽

Cited By ~ 3

Author(s):

Simon Schindler ◽

Marc-André Reinhard

Keyword(s):

Terror Management Theory ◽

Mortality Salience ◽

Terror Management ◽

Management Theory ◽

Control Group ◽

Norms And Values ◽

Hypothetical Scenario ◽

The Face ◽

Scenario Study ◽

Norm Of Reciprocity

Abstract. Research on terror management theory has found evidence that people under mortality salience strive to live up to activated social norms and values. Recently, research has shown that mortality salience also increases adherence to the norm of reciprocity. Based on this, in the current paper we investigated the idea that mortality salience influences persuasion strategies that are based on the norm of reciprocity. We therefore assume that mortality salience should enhance compliance for a request when using the door-in-the-face technique – a persuasion strategy grounded in the norm of reciprocity. In a hypothetical scenario (Study 1), and in a field experiment (Study 2), applying the door-in-the-face technique enhanced compliance in the mortality salience condition compared to a control group.

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