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
What power-seeking theorems do not show – David Thorstad (Vanderbilt University)
Recent years have seen increasing concern that artificial intelligence may soon pose an existential risk to humanity. One leading ground for concern is that artificial agents may be power-seeking, aiming to acquire power and in the process disempowering humanity. A range of power-seeking theorems seek to give formal articulation to the idea that artificial agents are likely to be power-seeking. I argue that leading theorems face five challenges, then draw lessons from this result.
How effective is (more) money? Randomizing unconditional cash transfer amounts in the US – Ania Jaroszewicz (University of California San Diego), Oliver P. Hauser (University of Exeter), Jon M. Jachimowicz (Harvard Business School) and Julian Jamison (University of Oxford and University of Exeter)
We randomized 5,243 Americans in poverty to receive a one-time unconditional cash transfer (UCT) of $2,000 (two months’ worth of total household income for the median participant), $500 (half a month’s income), or nothing. We measured the effects of the UCTs on participants’ financial well-being, psychological well-being, cognitive capacity, and physical health through surveys administered one week, six weeks, and 15 weeks later. While bank data show that both UCTs increased expenditures, we find no evidence that…
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…