Mortality salience reduces tactile attention among people with low body esteem

Death Studies ◽  
2017 ◽  
Vol 42 (7) ◽  
pp. 426-431 ◽  
Author(s):  
Jonathan Beyrak-Lev ◽  
Zach Gerber ◽  
Tsachi Ein-Dor ◽  
Gilad Hirschberger
Keyword(s):  
Mortality Salience ◽  
Body Esteem ◽  
Tactile Attention

When Death Is Compelling

2015 ◽  
Vol 46 (6) ◽  
pp. 352-360 ◽  
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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