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
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Is humanity’s existence worthwhile? If so, where should the human species be headed in the future? In part, the answers to these questions require us to morally evaluate the (potential) human population in terms of its size and aggregate welfare. This assessment lies at the heart of population ethics. Our investigation across nine experiments (N = 5776) aimed to answer three questions about how people aggregate welfare across individuals: (1) Do they weigh happiness and suffering symmetrically…
In Defence of Moderation – Jacob Barrett (Vanderbilt University)
A decision theory is fanatical if it says that, for any sure thing of getting some finite amount of value, it would always be better to almost certainly get nothing while having some tiny probability (no matter how small) of getting sufficiently more finite value. Fanaticism is extremely counterintuitive; common sense requires a more moderate view. However, a recent slew of arguments purport to vindicate it, claiming that moderate alternatives to fanaticism are sometimes similarly counterintuitive, face a powerful continuum argument…
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