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
Ethical Consumerism – Philip Trammell (Global Priorities Institute and Department of Economics, University of Oxford)
I study a static production economy in which consumers have not only preferences over their own consumption but also external, or “ethical”, preferences over the supply of each good. Though existing work on the implications of external preferences assumes price-taking, I show that ethical consumers generically prefer not to act even approximately as price-takers. I therefore introduce a near-Nash equilibrium concept that generalizes the near-Nash equilibria found in literature on strategic foundations of general equilibrium…
Welfare and felt duration – Andreas Mogensen (Global Priorities Institute, University of Oxford)
How should we understand the duration of a pleasant or unpleasant sensation, insofar as its duration modulates how good or bad the experience is overall? Given that we seem able to distinguish between subjective and objective duration and that how well or badly someone’s life goes is naturally thought of as something to be assessed from her own perspective, it seems intuitive that it is subjective duration that modulates how good or bad an experience is from the perspective of an individual’s welfare. …
Against Anti-Fanaticism – Christian Tarsney (Population Wellbeing Initiative, University of Texas at Austin)
Should you be willing to forego any sure good for a tiny probability of a vastly greater good? Fanatics say you should, anti-fanatics say you should not. Anti-fanaticism has great intuitive appeal. But, I argue, these intuitions are untenable, because satisfying them in their full generality is incompatible with three very plausible principles: acyclicity, a minimal dominance principle, and the principle that any outcome can be made better or worse. This argument against anti-fanaticism can be…