Ever after: a price story – afterlife belief salience’s effect on willingness to pay

Abstract

Purpose

This paper aims to advance understanding regarding a particular religious belief and buying behavior.

Design/methodology/approach

Two online experiments were conducted among diverse respondents. Study 1 used a one-way, between-subjects design with three conditions: afterlife salience, control and mortality salience. The dependent measure was built on the notion of first-price sealed-bid auction. Study 2 used a similar procedure with two conditions: afterlife salience and control. Mortality was made salient in both conditions.

Findings

Making afterlife salient boosted the willingness to pay. This effect did not result from mortality salience, which suggests that this research is a unique contribution beyond works rooted in Terror Management Theory. This effect was mediated through positive product thoughts.

Originality/value

There has long been an imbalance between theoretical speculation concerning religion and cognition and actual empirical documentation. The present research adds to the emerging body of empirical investigations into this relation. It contributes to the conceptual richness of the stream of literature by examining one aspect of religiosity that has rarely been studied: the belief in afterlife. In addition, the findings go beyond correlational patterns toward discovering nonobvious cause and effect. To the best of the authors’ knowledge, this research is one of the few works that experimentally manipulate the notion of afterlife belief. This research also extends the understanding of pricing and willingness to pay by identifying a subtle environmental influence not recognized before.

Citation

Xu, H. and Leung, A. (2020), "Ever after: a price story – afterlife belief salience’s effect on willingness to pay", Journal of Consumer Marketing, Vol. 37 No. 1, pp. 99-109. https://doi.org/10.1108/JCM-05-2017-2192