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
Is In-kind Kinder than Cash? The Impact of Money vs Food Aid on Social Emotions and Aid Take-up – Samantha Kassirer, Ata Jami, & Maryam Kouchaki (Northwestern University)
There has been widespread endorsement from the academic and philanthropic communities on the new model of giving cash to those in need. Yet the recipient’s perspective has mostly been ignored. The present research explores how food-insecure individuals feel and respond when offered either monetary or food aid from a charity. Our results reveal that individuals are less likely to accept money than food aid from charity because receiving money feels relatively more shameful and relatively less socially positive. Since many…
Misjudgment Exacerbates Collective Action Problems – Joshua Lewis (New York University) et al.
In collective action problems, suboptimal collective outcomes arise from each individual optimizing their own wellbeing. Past work assumes individuals do this because they care more about themselves than others. Yet, other factors could also contribute. We examine the role of empirical beliefs. Our results suggest people underestimate individual impact on collective problems. When collective action seems worthwhile, individual action often does not, even if the expected ratio of costs to benefits is the same. …
Longtermism, aggregation, and catastrophic risk – Emma J. Curran (University of Cambridge)
Advocates of longtermism point out that interventions which focus on improving the prospects of people in the very far future will, in expectation, bring about a significant amount of good. Indeed, in expectation, such long-term interventions bring about far more good than their short-term counterparts. As such, longtermists claim we have compelling moral reason to prefer long-term interventions. …