Procedural priming effects on spontaneous inference formation — TEI-tagged view

Kirmani, Lee, Yoon · 2004 · consumer-psychology · doi:10.1016/j.joep.2003.09.003 · full text at the source · TEI xml · tagged edition · index · concepts · authors
Where this record's text came from. faceted 2026-08 by reading the locally held text (pdftext); every evidence string verified as an exact substring of that text before merging. Claim type is method because the paper frames its own objective as demonstrating a technique for assessing spontaneity, not as establishing the ad-cost/quality effect itself; the substantive result ("Our data show that spontaneous inferencing can indeed be influenced by procedural priming.") is existence-shaped and a tagger who weighted the result over the stated objective could choose existence. Explanation of subjects' motivation for the anomalous high-capacity latency result is speculative in the paper, but the sentence stating so runs across a PDF page-header artefact, so it was not quoted as a limitation to keep evidence clean. No further claim relations entered: the many other citations (Bassili 1993, Smith & Lerner 1986, Higgins & Chaires 1980) are background review rather than explicit self-positioning. 2026-08-17 and 2026-08-25 schema-0.3 passes: every quote verified as an exact substring of the staged text and anchored at merge time; concept terms verified present; every edge endpoint an existing node.
Tags on this paper every tag the record carries, whether or not the words occur in the text below — a number is how many papers in the corpus carry that tag; a tag with no number is unique to this paper
procedural priming2 cognitive procedures effort investment rule spontaneous inference facilitative prime suppressive prime no prime cognitive capacity2 retrieval10 computation demand effects spontaneous inferencing quality perceptions response times2 behavioural-experiment117

Our tag layer for this paper

Cross-disciplinary analysis
content-tags & facets: phenomenon · claim-type · cross-domain-transfer · mechanism · claim-relation · replication-status · limitation — grounded in the full text
phenomenonprocedural priming of spontaneous inference formation— “Procedural priming refers to how the frequent or recent use of certain cognitive procedures on one task can lead to a greater propensity to use the same procedures on a subsequent task.”
claim-typemethod— “The main objective of the paper was to demonstrate the usefulness of procedural priming as a way of assessing an inference's spontaneity when the inference involves a relationship or rule.”
method — evidence— “Subjects were 84 undergraduates from a large North American university who participated in a study for course credit in a Marketing class.”
transferfrom psychology (social and cognitive priming research): The procedural priming paradigm, developed and used in psychology, is imported into consumer/marketing research as a tool for inducing and detecting spontaneous product inferences.— “Although procedural priming has been used in psychology, it has not been applied in a marketing context, despite its potential as a managerial tool for inducing favorable product inferences.”transfers[0]
mechanismThe facilitative prime makes the effort-belief production accessible, so the quality inference is drawn at the moment the ad cost information is encoded; at judgment the subject only retrieves the stored evaluation instead of computing one.— “Specifically, the facilitative prime is expected to lead to greater spontaneous inferencing at the time of encoding, which, in turn, allows for a simple retrieval of that inference at time of quality judgment.”mechanisms[0]
mechanismRetrieval consumes less cognitive capacity than computation, so a load imposed at judgment slows computed judgments much more than retrieved ones - which is what makes response time a diagnostic of spontaneity.— “Since retrieval operations are believed to be less cognitively demanding than computational operations, response times will be quicker if a spontaneous inference had been made (Kardes, 1988).”mechanisms[1]
mechanismThe suppressive prime installs a rival attribution (effort signals personal gain), which competes with and blocks later use of the effort investment rule.— “The suppressive prime, in contrast, makes a competing inference rule – high investment of effort implies potential for personal gain – more accessible, thereby decreasing the likelihood that the effort investment rule will be used on a subsequent task”mechanisms[2]
builds-on Kirmani and Wright (1989)— “Kirmani and Wright (1989) found that subjects in a no prime condition were just as likely to infer high quality from high advertising expense, as subjects in a prime condition that affirmed the tenability of the ad cost–quality relationship.”claim_relations[0]
extends Broniarczyk and Alba (1994b)— “Moreover, this line of reasoning potentially explains the findings of Broniarczyk and Alba (1994b), who reported a low incidence of use of the ad cost–quality inference by subjects despite being presented with data that showed a high correlation between advertising expense and quality.”claim_relations[1]
sensecognitive procedure - defined by the paper as the `how` of a task rather than its content, which is the move that lets a prime about charitable giving reach a judgment about advertising— “A cognitive procedure may be thought of as a set of cognitive operations that characterize the performance of a particular task. In other words, it represents the `how' of task performance in cognitive terms.”senses[0]
sensespontaneous, of an inference - occurring without explicit prompting and often without conscious intention; a property of HOW the inference arose, not of what it says— “An inference is thought to be spontaneous when it occurs without explicit prompting and often without conscious intention (Newman & Uleman, 1989; Winter & Uleman, 1984).”senses[1]
sensethe effort investment rule - the advertising claim with the advertising removed: a rule about persons and undertakings, which is what makes it primeable in a charity scenario and testable in an advertising one— “Abstracted from the context, the inference rule may be described as one that says, if a person is observed to have put in a substantial amount of effort into a particular undertaking, then it must be that he/she believes the undertaking to be a worthwhile one. We label this the effort investment rule.”senses[2]
senseindirect measurement of spontaneity - chosen because THE MEASUREMENT WOULD CREATE THE THING IT TESTS: asking directly whether the inference was made can produce an inference that would otherwise not have been made— “The reason for relying on an indirect measure is that a direct measure might prompt an inference that would otherwise not have been made.”senses[3]
senseprime, facilitative versus suppressive - a distinction drawn by the prime's relation to a target rule rather than by its subject matter. Both scenarios describe the same donation; only the reason offered for the effort differs— “The facilitative prime condition primed the effort investment rule, while the suppressive prime scenario made salient an alternative motive (personal gain) as the reason for the expended effort.”senses[4]
controla CONFOUND CHECK: perceived advertising cost was measured on three seven-point scales and compared across conditions — held — rules out that the procedural prime also changed how expensive the campaign LOOKED, so that any effect is a cost inference rather than a procedural one— “Confound check To ensure that perceptions of campaign cost were equivalent across conditions, perceived advertising cost was measured as the average of three seven-point scales (very low/high; too little/much; below/above average; Cronbach's alpha=0.78).”controls[0]
controla separate undergraduate pretest of the cost cue before the main study — held — rules out that the cost cue does not do what the design assumes it does— “A final pretest was conducted on a separate undergraduate sample to ensure that the cost cue to be used in the description of the target product would have the intended effects on quality perceptions.”controls[1]
notecognitive procedures —part-of→ procedural priming — The definitional relation, and the reason the effect crosses domains: what carries over is the procedure, so the second task need not share the first's content.— “Procedural priming arises when the frequent or recent use of certain cognitive procedures increases the propensity to use the same procedures on a subsequent task (Smith & Branscombe, 1987).”concept_edges[0]
weightcognitive procedures —part-of→ procedural priming — 0.95— “Procedural priming arises when the frequent or recent use of certain cognitive procedures increases the propensity to use the same procedures on a subsequent task (Smith & Branscombe, 1987).”concept_edges[0]
noteretrieval —distinct-from→ computation — THE PAPER'S INFERENTIAL ENGINE, stated before it is used. Every hypothesis is this one asymmetry applied to a different condition, which is why the pair is a node pair here rather than background.— “Since retrieval operations are believed to require less cognitive capacity than computational operations, constraining cognitive capacity at judgment should slow responses to a greater degree when computation rather than retrieval is involved (Kardes, 1988).”concept_edges[1]
weightretrieval —distinct-from→ computation — 0.95— “Since retrieval operations are believed to require less cognitive capacity than computational operations, constraining cognitive capacity at judgment should slow responses to a greater degree when computation rather than retrieval is…concept_edges[1]
noteprocedural priming —causes→ spontaneous inferencing — The paper's headline claim, and the sentence after it names the mediator: the primed procedures are the effort investment rule, not anything about advertising.concept_edges[2]
weightprocedural priming —causes→ spontaneous inferencing — 0.9concept_edges[2]
effect directionsuppressive prime —causes→ effort investment rule — reduces
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concept_edges[3]
notesuppressive prime —causes→ effort investment rule — Suppression here is not the absence of a prime but the presence of a COMPETING attribution - the same effort, explained by personal gain.
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concept_edges[3]
weightsuppressive prime —causes→ effort investment rule — 0.9
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concept_edges[3]
effect directionsuppressive prime —causes→ quality perceptions — reduces
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concept_edges[4]
notesuppressive prime —causes→ quality perceptions — The confirmed half of Hypothesis 1: priming a competing attribution lowers the quality inference relative to both other conditions.
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concept_edges[4]
weightsuppressive prime —causes→ quality perceptions — 0.95
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concept_edges[4]
notefacilitative prime —same-as→ no prime — THE NULL THE PAPER DID NOT WANT, and it is recorded here rather than left to the limitations layer: the facilitative prime did not raise quality ratings at all. Subjects draw the inference unprompted, so there was no headroom - which is why the paper's evidence for spontaneity has to come from response times instead.
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concept_edges[5]
weightfacilitative prime —same-as→ no prime — 0.9
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concept_edges[5]
effect directionprocedural priming —causes→ demand effects — reduces
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concept_edges[7]
noteprocedural priming —causes→ demand effects — A METHODOLOGICAL ADVANTAGE AS AN EDGE. The prime is set in an interpersonal context and the test in a marketing one, so a subject is unlikely to connect them - which is the argument for procedural over explicit priming.
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concept_edges[7]
weightprocedural priming —causes→ demand effects — 0.8
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concept_edges[7]
outcome (stated by the tagger, no quotation)control — heldcontrols[0]
outcome (stated by the tagger, no quotation)control — heldcontrols[1]
evidence status notemechanism — QUOTE RECOVERED FROM THE PAPER'S OWN CHARACTERS. The recorded quote was LETTERS-ONLY IDENTICAL to this stretch of the staged text but not an exact substring of it - spaces, hyphens, ligature glyphs or mathematical operators differed, so it could never anchor. This is the file's own text between the same two letters: not produced by a rule about the damage, copied out of the file. Round-trip checked (the recovered span is letters-only equal to the original) and length-checked. The text as originally recorded is kept in evidence as extracted. Update, 15 September 2026: CLEARED evidence status='quote-not-in-current-staged-text' - the quote now locates in the current staged text, so the condition the marker recorded no longer holds.
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mechanisms[2]
replicationuntested
limitationThe demonstration covers only one context, so generalisation is cautioned against.
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limitations[0]
limitationResponse latency showed no prime effect under high cognitive capacity, which the authors concede sits awkwardly with their hypotheses.
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limitations[1]
Content tags
content-observations: finding · quantity · variable · definition · key-term — grounded in the full text
findingQuality perceptions were more favourable after the facilitative prime and no prime than after the suppressive prime.
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content_tags.findings[0]
findingOnly in the facilitative prime condition was the speed of the quality judgment unaffected by a concurrent memory load, indicating the quality inference had already been made spontaneously at encoding.
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content_tags.findings[1]
findingIn the suppressive prime and no prime conditions, constraining cognitive capacity slowed quality judgments significantly, as expected if the judgment had to be computed on the spot.
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content_tags.findings[2]
findingThe advertising cost-quality inference is not normally spontaneous, but becomes spontaneous once the cognitive procedures that underlie it are primed.
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content_tags.findings[3]
evidence status notefinding — QUOTE RECOVERED FROM THE PAPER'S OWN CHARACTERS. The recorded quote was LETTERS-ONLY IDENTICAL to this stretch of the staged text but not an exact substring of it - spaces, hyphens, ligature glyphs or mathematical operators differed, so it could never anchor. This is the file's own text between the same two letters: not produced by a rule about the damage, copied out of the file. Round-trip checked (the recovered span is letters-only equal to the original) and length-checked. The text as originally recorded is kept in evidence as extracted.content_tags.findings[3]
findingPriming the effort investment rule led subjects to make product quality evaluations without being prompted.
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content_tags.findings[4]
evidence status notefinding — QUOTE RECOVERED FROM THE PAPER'S OWN CHARACTERS. The recorded quote was LETTERS-ONLY IDENTICAL to this stretch of the staged text but not an exact substring of it - spaces, hyphens, ligature glyphs or mathematical operators differed, so it could never anchor. This is the file's own text between the same two letters: not produced by a rule about the damage, copied out of the file. Round-trip checked (the recovered span is letters-only equal to the original) and length-checked. The text as originally recorded is kept in evidence as extracted.content_tags.findings[4]
findingWhen cognitive capacity was high, response times did not differ across prime conditions.
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content_tags.findings[5]
findingThe authors suggest the ad cost-quality inference may come not from a perceived real-world correlation but from a general principle that effort reflects belief.
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content_tags.findings[6]
evidence status notefinding — QUOTE RECOVERED FROM THE PAPER'S OWN CHARACTERS. The recorded quote was LETTERS-ONLY IDENTICAL to this stretch of the staged text but not an exact substring of it - spaces, hyphens, ligature glyphs or mathematical operators differed, so it could never anchor. This is the file's own text between the same two letters: not produced by a rule about the damage, copied out of the file. Round-trip checked (the recovered span is letters-only equal to the original) and length-checked. The text as originally recorded is kept in evidence as extracted.content_tags.findings[6]
quantity84 — number of undergraduate subjects in the main experiment
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content_tags.quantities[0]
quantity76 — number of subjects in the pretest that checked the primes produced the intended effort attributions
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content_tags.quantities[1]
quantity5.74 vs 4.04 — pretest ratings of Marian's true belief in the cause after the facilitative versus suppressive prime scenario
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content_tags.quantities[2]
quantityXfacilitative prime= 5.52, Xsuppressive prime= 4.54, Xno prime= 5.42 — mean seven-point quality ratings of the target product in the three prime conditions
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content_tags.quantities[3]
quantityXhigh=11.92, Xlow=11.80 — quality-judgment response times in seconds under high and low cognitive capacity in the facilitative prime condition, which did not differ
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content_tags.quantities[4]
quantity$7.2 million vs $10 million — average advertising spend subjects expected for the bottled water category, against the $10 million campaign stated for the target product
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content_tags.quantities[5]
quantityX=4.75 vs. X=4.25, t(46)=1.56, p<0.06 — pretest quality ratings with versus without the $10 million advertising cost cue
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content_tags.quantities[6]
quantityseven — number of digits held in memory in the concurrent rehearsal task used to constrain cognitive capacity
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content_tags.quantities[7]
variableCognitive capacity at judgment (independent)
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content_tags.variables[1]
variableproduct quality (dependent)
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content_tags.variables[2]
variableresponse time for the quality judgment (dependent)
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content_tags.variables[3]
variableperceived advertising cost (control)
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content_tags.variables[4]
variablemood (control)
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content_tags.variables[5]
definitionprocedural priming
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content_tags.definitions[0]
definitioncognitive procedure
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content_tags.definitions[1]
definitioneffort investment rule
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content_tags.definitions[2]
definitionfacilitative prime
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content_tags.definitions[3]
definitionspontaneous inference
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content_tags.definitions[4]
Concepts
terms this paper carries, each with the sentence it was cut from — the layer that joins one paper to another. Terms with no quote yet are on CONCEPTS.html.
conceptprocedural priming — not defined in this paper's own words; priming the HOW rather than the WHAT: what is made accessible is a way of operating on a task, and it transfers to new content because the operations, not the material, are what was practised
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concepts[0]
conceptcognitive procedures — not defined in this paper's own words; the unit that procedural priming acts on - a set of operations characterising the performance of a task, which the paper glosses as the 'how' of task performance
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concepts[1]
concepteffort investment rule — not defined in this paper's own words; THE PAPER'S OWN COINAGE, and it names it in the act of abstracting it: the advertising claim is restated with the advertising removed, so that a rule about companies becomes a rule about persons and can be primed in an unrelated context
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concepts[2]
conceptspontaneous inference — not defined in this paper's own words; an inference made without prompting and often without awareness - and the paper ties it to a TIMING consequence, which is how it is detected at all: an inference already made is retrieved rather than computed, so the answer comes faster
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concepts[3]
conceptfacilitative prime — not defined in this paper's own words; a prime defined by its RELATION to a target inference rule rather than by its content: it makes accessible the procedures that underlie the rule
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concepts[4]
conceptsuppressive prime — not defined in this paper's own words; its mirror, and the paper's sharpest design choice - not the absence of a prime but a prime for a COMPETING attribution, so that the same effort is explained by personal gain
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concepts[5]
conceptno prime — not defined in this paper's own words; the untouched control, and the one that turns out to matter most: quality inferences happen in it too, so the facilitative prime has no room to raise them
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concepts[6]
conceptcognitive capacity — not defined in this paper's own words; the load manipulation, imposed AT JUDGMENT rather than at encoding, which is what makes it a test of whether the inference was already made rather than of whether it can be made
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concepts[7]
conceptretrieval — not defined in this paper's own words; the cheap operation in the paper's central asymmetry: reading back a judgment already formed
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concepts[8]
conceptcomputation — not defined in this paper's own words; the expensive operation: forming the judgment on the spot, which is what a constrained subject cannot do quickly
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concepts[9]
conceptdemand effects — not defined in this paper's own words; the artefact the procedural prime is designed to avoid - the subject working out what the experiment wants - and the reason the prime is set in an interpersonal rather than a marketing context
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concepts[10]
conceptspontaneous inferencing — not defined in this paper's own words; the paper's own gerund for the process, used in the results and discussion where the noun is used in the framing. Kept as a separate node because the staged text writes both and an endpoint must be attested as a word
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concepts[11]
conceptquality perceptions — not defined in this paper's own words; the first dependent measure - a rating of the target product - which turns out to be the one that cannot show spontaneity, because it is equally favourable with and without the prime
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concepts[12]
conceptresponse times — not defined in this paper's own words; the second dependent measure and the one that carries the argument: how long the quality judgment took, read as evidence of whether it was retrieved or computed
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concepts[13]
Statistics — cross-field join keys
field-invariant statistical terms, used in their statistical sense (gated on a number / symbol / test). A p-value or a standard deviation means the SAME thing in physics, biology, psychology and sociology — so these are the strongest cross-field join keys. Grounded verbatim.
ANOVA F as written: 3 × 2 ANOVA
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content_tags.statistics[0]
ANOVA F as written: significant interaction effect
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content_tags.statistics[1]
t-test t as written: t(74)=8.41, p<0.0001
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content_tags.statistics[2]
correlation r as written: r=0.68
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content_tags.statistics[3]
Cronbach's alpha as written: Cronbach's alpha=0.78
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content_tags.statistics[4]
planned comparison F as written: Planned comparisons
Quotation withheld — this paper is not ours to reproduce, and the page has already quoted as much of it as the rights layer allows. The tag, its field and its confidence stand; the sentence is at the publisher.
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When we have changed our mind. Some entries in the table begin with a word in capitals and the reason for it. EVIDENCE CORRECTED — the finding still stands, but we had quoted the wrong sentence from the paper, and the quotation has been replaced with the right one. RETRACTED — the entry itself was wrong; it stays on the page, marked, with the reason, rather than being deleted. WITHDRAWN AND REPLACED — the entry was wrong, and a corrected version of it appears in the entries below. Each mark carries its own reason, in brackets, because the reasons differ from one entry to the next. An entry we have WITHDRAWN is removed from this page and kept in the record, with its reason. A line reading Audit and a date is a later re-reading of the entry against its whole sentence: DOUBTFUL means it was kept, and the reason says what is loose about it. Quotation marks inside the tagger's sentence. Where a tag is the tagger's own sentence, a phrase in quotation marks inside it is borrowed from the paper — the tagger's wording around it is not. The paper's own sentence is the evidence quote for that row; on this page it is withheld with the article, and the article is at its publisher. Nothing inside quotation marks anywhere on this page is ours: if it is quoted, it is the paper's. Whose words a concept carries. A concept entry records a term the paper itself uses, so the term, the sense given for it, and its evidence are the paper's own words, quoted where the paper fixes them. This is the opposite of a sense entry in the tag table, which is the tagger's sentence about how the paper uses a term. Where a concept entry could not be grounded in the paper's words, the entry says so on its own row.

Tag layer © the Meta-Tagging Project, CC BY 4.0. The paper text is © its authors/publisher and is linked, not reproduced. Excerpts shown are short quotations for identification and verification. · back to index · concepts · authors · עברית
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