The Moderating Effects of Self-Esteem and Self-Efficacy on Responses to Graphic Health Warnings on Cigarette Packages: A Comparison of Smokers and Nonsmokers.

Do graphic pictorial health warnings (GPHWs) on cigarette packaging work better for some people than others? According to the Extended Parallel Process Model (EPPM), fear appeals should heighten positive change only if a person believes he or she is capable of change (i.e., self-efficacy). We exposed 242 smokers and 241 nonsmokers (aged 18-29) in the Republic of Korea to either a GPHW or a text-only warning in a between-subjects experiment. Results indicated that the GPHW increased intentions and motivations to quit smoking (for smokers) and intentions and motivations to not start smoking (for nonsmokers). However, these effects were moderated by self-efficacy related to quitting or not starting smoking. For smokers, a GPHW was especially effective in increasing desires and intentions to quit for people high in self-efficacy and high in self-esteem. However, for nonsmokers, a GPHW was effective only when self-efficacy was high, regardless of self-esteem level. For smokers and nonsmokers, results were mediated by heightened perceived health estimation. Implications for understanding the effectiveness of warning labels on cigarettes, for the introduction of GPHWs in the Republic of Korea, and for the Extended Parallel Process Model, are discussed.

When sex doesn't sell to men: mortality salience, disgust and the appeal of products and advertisements featuring sexualized women.

Although men typically hold favorable views of advertisements featuring female sexuality, from a Terror Management Theory perspective, this should be less the case when thoughts of human mortality are salient. Two experiments conducted in South Korea supported this hypothesis across a variety of products (e.g., perfume and vodka). Men became more negative towards advertisements featuring female sexuality, and had reduced purchase intentions for those products, after thinking about their own mortality. Study 2 found that these effects were mediated by heightened disgust. Mortality thoughts did not impact women in either study. These findings uniquely demonstrate that thoughts of death interact with female sex-appeal to influence men's consumer choices, and that disgust mediates these processes. Implications for the role of emotion, and cultural differences, in terror management, for attitudes toward female sexuality, and for marketing strategies are discussed.

Hopelessly mortal: The role of mortality salience, immortality and trait self-esteem in personal hope.

Do people lose hope when thinking about death? Based on Terror Management Theory, we predicted that thoughts of death (i.e., mortality salience) would reduce personal hope for people low, but not high, in self-esteem, and that this reduction in hope would be ameliorated by promises of immortality. In Studies 1 and 2, mortality salience reduced personal hope for people low in self-esteem, but not for people high in self-esteem. In Study 3, mortality salience reduced hope for people low in self-esteem when they read an argument that there is no afterlife, but not when they read "evidence" supporting life after death. In Study 4, this effect was replicated with an essay affirming scientific medical advances that promise immortality. Together, these findings uniquely demonstrate that thoughts of mortality interact with trait self-esteem to cause changes in personal hope, and that literal immortality beliefs can aid psychological adjustment when thinking about death. Implications for understanding personal hope, trait self-esteem, afterlife beliefs and terror management are discussed.

Trio of terror (pregnancy, menstruation, and breastfeeding): an existential function of literal self-objectification among women.

Research and theorizing suggest that objectification entails perceiving a person not as a human being but, quite literally, as an object. However, the motive to regard the self as an object is not well understood. The current research tested the hypothesis that literal self-objectification can serve a terror management function. From this perspective, the female body poses a unique existential threat on account of its role in reproduction, and regarding the self as an object is posited to shield women from this threat because objects, in contrast to humans, are not mortal. Across 5 studies, 3 operationalizations of literal self-objectification were employed (a denial of essentially human traits to the self, overlap in the explicit assignment of traits to the self and objects, and implicit associations between self and objects using an implicit association test) in response to 3 aspects of women's bodies involved in reproduction (pregnancy, menstruation, and breastfeeding). In each study, priming mortality led women (but not men, included in Studies 1, 3, 4, and 5) to literally self-objectify in conditions where women's reproductive features were salient. In addition, literal self-objectification was found to mediate subsequent responsiveness to death-related stimuli (Study 4). Together, these findings are the first to demonstrate a direct link between mortality salience, women's role in reproduction, and their self-objectification, supporting an existential function of self-objectification in women.

Creatureliness priming reduces aggression and support for war.

Terror management theory (TMT) posits that humans distance themselves from, or elevate themselves above, other animals as a way of denying their mortality. The present studies assessed whether the salience of aggressive tendencies that humans share with other animals make thoughts of death salient and whether depicting human aggression as animalistic can mitigate aggressive behaviour and support for aggression. In Study 1, participants primed with human-animal similarities (i.e., human creatureliness) exhibited elevated death-thought accessibility (DTA) after hitting a punching bag. In Studies 2a and 2b, creatureliness priming caused participants to hit a punching bag with less frequency, perceived force, and comfort. In Study 3, participants primed to view violence as animalistic exhibited increased DTA and reported less support for war against Iran. These studies suggest that portraying violence as creaturely may reduce the intensity of aggressive actions and support for violent solutions to international conflicts.

No atheists in foxholes: arguments for (but not against) afterlife belief buffers mortality salience effects for atheists.

Terror management theory (TMT) posits that people cope with mortality concerns via symbolic immortality (e.g., secular cultural beliefs that outlast death) and/or literal immortality (afterlife belief). However, what happens when these two forms of immortality conflict, as in atheism? Would atheists' mortality concerns be better assuaged by affirming an afterlife, or by affirming their literal immortality-denying worldview? Drawing on an untested TMT hypothesis, we predicted that atheists would be buffered from mortality concerns if their atheistic worldview - no life after death - was challenged, but not if it was supported. Results confirmed the hypothesis and were also found for theists and agnostics. These findings support TMT's claim that literal immortality is of paramount importance in ameliorating death concerns.

"We are people": ingroup humanization as an existential defense.

Prior research has shown the importance of humanness in shaping one's social identity, but no research has examined why this is the case. The present article reveals that humanizing the ingroup serves a terror management function. In 3 studies, Italian (Studies 1 and 2) and American (Study 3) participants humanized their own group more when their mortality was salient. In Study 3, humanizing the ingroup also functioned to reduce the accessibility of death thoughts. Together, these studies provide clear support for terror management theory as an explanatory framework for ingroup humanization.

Sad to say: is it time for Sorrow Management Theory?

Terror Management Theory (TMT) research often asks respondents to describe their personal death. This exposure enables the testing of hypotheses regarding defenses ("buffers") against the anxious awareness of death. Curiously, though, the respondents' narratives are not analyzed or reported. The present study offers a qualitative analysis of 209 college student narrative responses provided for this purpose by TMT researchers Jeff Greenberg and Nathan Heflick. The narratives are reviewed with attention to affect (adjectives), semantic structure, and theme. Many responses are marked by anxiety, but sorrow is also pervasive. Individual differences in response substance and structure invite further exploration. It is suggested that our understanding of the response to personal death threat could be enhanced by encompassing sorrow as well as anxiety within the same conceptual framework. Several specific hypotheses and suggestions are offered.

The thrust of the problem: bodily inhibitions and guilt as a function of mortality salience and neuroticism.

We argue that existential concerns underlie discomfort with the physicality of the body and that activities likely to make individuals aware of their physical body (e.g., sex, dancing) may be inhibited and cause guilt. Further, individuals high in neuroticism may be especially vulnerable to such difficulties. To test this, individuals high and low in neuroticism were primed with thoughts about their mortality or a control topic and then engaged in an exercise designed to promote body awareness before self-reporting guilt. A comparison group engaged in non-body-oriented behavior. The results revealed that high neuroticism participants inhibited their body-oriented behavior when mortality was salient and that they experienced a marginal increase in guilt after performing the behavior in conjunction with mortality salience. Discussion focuses on the relationship between neuroticism, mortality salience, inhibition surrounding the body, and guilt.