Please use this identifier to cite or link to this item: http://hdl.handle.net/10397/78429
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dc.contributorDepartment of Management and Marketingen_US
dc.creatorHuang, ZQen_US
dc.creatorHuang, Xen_US
dc.creatorJiang, YWen_US
dc.date.accessioned2018-09-28T01:16:30Z-
dc.date.available2018-09-28T01:16:30Z-
dc.identifier.issn0022-2437en_US
dc.identifier.urihttp://hdl.handle.net/10397/78429-
dc.language.isoenen_US
dc.publisherAmerican Marketing Associationen_US
dc.rightsThis is the accepted version of the publication Huang, Z. (Tak), Huang, X. (Irene), & Jiang, Y. (2018). The Impact of Death-Related Media Information on Consumer Value Orientation and Scope Sensitivity. Journal of Marketing Research, 55(3), 432–445. Copyright © 2018, American Marketing Association. DOI: 10.1509/jmr.16.0282en_US
dc.subjectDeath-related media informationen_US
dc.subjectDeath awarenessen_US
dc.subjectValue orientationen_US
dc.subjectScope sensitivityen_US
dc.subjectSelf-relevanceen_US
dc.titleThe impact of death-related media information on consumer value orientation and scope sensitivityen_US
dc.typeJournal/Magazine Articleen_US
dc.identifier.spage432en_US
dc.identifier.epage445en_US
dc.identifier.volume55en_US
dc.identifier.issue3en_US
dc.identifier.doi10.1509/jmr.16.0282en_US
dcterms.abstractThis research examines how incidental exposure to death-related information in the media affects consumers' value orientation and scope sensitivity to marketing stimuli. Five studies demonstrate that, in contrast to thoughts about one's own mortality, exposure to death-related information in the media can shift consumers' focus from extrinsic to intrinsic values. This leads them to pay less attention to the marketing stimuli, which are generally associated with extrinsic values, and consequently results in lower sensitivity to the magnitude of products and services. These effects are reversed when the marketing stimuli are associated with intrinsic values. Moreover, we found that exposure to death-related media information will generate effects similar to those of mortality salience when the information is perceived to be self-relevant and thus could induce death anxiety. The authors discuss implications and possible extensions.en_US
dcterms.accessRightsopen accessen_US
dcterms.bibliographicCitationJournal of marketing research, 1 June 2018, v. 55, no. 3, p. 432-445en_US
dcterms.isPartOfJournal of marketing researchen_US
dcterms.issued2018-06-01-
dc.identifier.isiWOS:000432305100009-
dc.identifier.eissn1547-7193en_US
dc.identifier.rosgroupid2017000122-
dc.description.ros2017-2018 > Academic research: refereed > Publication in refereed journalen_US
dc.description.validate201809 bcrcen_US
dc.description.oaAccepted Manuscripten_US
dc.identifier.FolderNumberMM-0183-
dc.description.fundingSourceRGCen_US
dc.description.fundingSourceOthersen_US
dc.description.fundingTextDRC; ACBMen_US
dc.description.pubStatusPublisheden_US
dc.identifier.OPUS20615616-
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