Personal Values and their Impact on Telic Dominance

Aviv Shoham, Fredric Kropp, Gregory M. Rose

Research output: Chapter in Book/Report/Conference proceedingChapterpeer-review


We examine the relationship of personal values and arousal tendencies. The relationship is based on telic dominance, a state-based theory developed to explain risk-taking. However, antecedents of telic dominance have been under-studied. Our study seeks to identify the role of personal values as antecedents. In general, we find that personal values and telic dominance tendencies are related.

Original languageEnglish
Title of host publicationDevelopments in Marketing Science
Subtitle of host publicationProceedings of the Academy of Marketing Science
PublisherSpringer Nature
Number of pages6
StatePublished - 2015
Externally publishedYes

Publication series

NameDevelopments in Marketing Science: Proceedings of the Academy of Marketing Science
ISSN (Print)2363-6165
ISSN (Electronic)2363-6173

Bibliographical note

Publisher Copyright:
© 2015, Academy of Marketing Science.


  • Identity Construction
  • Israeli Population
  • Research Proposition
  • Sensation Seek
  • Social Standing

ASJC Scopus subject areas

  • Marketing
  • Strategy and Management


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