Post-COVID-19 Consumers’ Cautious and Virtuous Mindsets: New Marketing Opportunities for Positive Social Change

Abstract

Amidst the 2019/22 COVID-19 miseries, a silver lining appears: the pandemic is causing many of us rethink our lives. Using terror management theory (TMT), this conceptual essay identifies the simultaneous emergence of two mindsets, a cautious mindset, stemming from the preservation motive, and a “virtuous” mindset, stemming from an enrichment motive—an intentionality to live a more fulfilling life. These two mindsets in turn produce five life perspectives—life themes for everyday living and achieving long-term life goals. This study reviews evidence of these five life perspectives in published reports of consumers’ thoughts during the pandemic. In turn, these emergent life perspectives and consumer motives present new opportunities for marketers to advance consumer well-being and positive social change as developed in this paper. Weaving a nexus of consumers’ emergent life perspectives, consumption motives, and marketer opportunities, our conceptual framework suggests seven research questions for marketing scholars.