Numbers Tell, Words Sell
Michael Thaler (University College London), Mattie Toma (University of Warwick) and Victor Yaneng Wang (Massachusetts Institute of Technology)
GPI Working Paper No. 1-2025
When communicating numeric estimates with policymakers, journalists, or the general public, experts must choose between using numbers or natural language. We run two experiments to study whether experts strategically use language to communicate numeric estimates in order to persuade receivers. In Study 1, senders communicate probabilities of abstract events to receivers on Prolific, and in Study 2 academic researchers communicate the effect sizes in research papers to government policymakers. When experts face incentives to directionally persuade instead of incentives to accurately inform receivers, they are 25-29 percentage points more likely to communicate using language rather than numbers. Experts with incentives to persuade are more likely to slant language messages than numeric messages in the direction of their incentives, and this effect is driven by those who prefer to use language. Our findings suggest that experts are strategically leveraging the imprecision of language to excuse themselves for slanting more. Receivers are persuaded by experts with directional incentives, particularly when language is used.
Other working papers
Funding public projects: A case for the Nash product rule – Florian Brandl (Stanford University), Felix Brandt (Technische Universität München), Dominik Peters (University of Oxford), Christian Stricker (Technische Universität München) and Warut Suksompong (National University of Singapore)
We study a mechanism design problem where a community of agents wishes to fund public projects via voluntary monetary contributions by the community members. This serves as a model for public expenditure without an exogenously available budget, such as participatory budgeting or voluntary tax programs, as well as donor coordination when interpreting charities as public projects and donations as contributions. Our aim is to identify a mutually beneficial distribution of the individual contributions. …
How should risk and ambiguity affect our charitable giving? – Lara Buchak (Princeton University)
Suppose we want to do the most good we can with a particular sum of money, but we cannot be certain of the consequences of different ways of making use of it. This paper explores how our attitudes towards risk and ambiguity bear on what we should do. It shows that risk-avoidance and ambiguity-aversion can each provide good reason to divide our money between various charitable organizations rather than to give it all to the most promising one…
Aggregating Small Risks of Serious Harms – Tomi Francis (Global Priorities Institute, University of Oxford)
According to Partial Aggregation, a serious harm can be outweighed by a large number of somewhat less serious harms, but can outweigh any number of trivial harms. In this paper, I address the question of how we should extend Partial Aggregation to cases of risk, and especially to cases involving small risks of serious harms. I argue that, contrary to the most popular versions of the ex ante and ex post views, we should sometimes prevent a small risk that a large number of people will suffer serious harms rather than prevent…