X-Message-Number: 27867
References: <>
From: David Stodolsky <>
Subject: Re: Life Extension Values Clarification Survey
Date: Mon, 24 Apr 2006 12:10:16 +0200

On 23 Apr 2006, at 16:03, Scott Badger wrote:

> Is it because they reported attitude shifts that lacked depth or
> conviction? Perhaps their attitudes were shifted back by
> subsequent influences? Or perhaps attitude is not as strong a
> determinant of behavior as we generally believe because behavior
> is such a complex variable with so many determinants.

This is the well know attitude-behavior discrepancy. There is an  
extensive literature on the subject. While people feel that attitude  
and behavior should correspond, this correlation isn't very good in  
reality.

Terror Management Theory is probably the best way to approach this  
problem, especially in the death related area. The general finding is  
that mortality salience (reminders of death vaguely speaking) trigger  
irrational thought and behavior. An application in marketing:

Mandel, Naomi and Heine, Steven J.
Terror Management and Marketing: He Who Dies With the Most Toys Wins

"This paper demonstrates that high-status items are evaluated more  
favorably by individuals who are subtly reminded of their own  
impending mortality than by control subjects."


More general:

Guerin, B. 2005. Handbook of interventions for changing people and  
communities.

is a new book that is highly recommended.


dss

David Stodolsky    Skype: davidstodolsky

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