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. 31-2025
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
The end of economic growth? Unintended consequences of a declining population – Charles I. Jones (Stanford University)
In many models, economic growth is driven by people discovering new ideas. These models typically assume either a constant or growing population. However, in high income countries today, fertility is already below its replacement rate: women are having fewer than two children on average. It is a distinct possibility — highlighted in the recent book, Empty Planet — that global population will decline rather than stabilize in the long run. …
The long-run relationship between per capita incomes and population size – Maya Eden (University of Zurich) and Kevin Kuruc (Population Wellbeing Initiative, University of Texas at Austin)
The relationship between the human population size and per capita incomes has long been debated. Two competing forces feature prominently in these discussions. On the one hand, a larger population means that limited natural resources must be shared among more people. On the other hand, more people means more innovation and faster technological progress, other things equal. We study a model that features both of these channels. A calibration suggests that, in the long run, (marginal) increases in population would…
Prediction: The long and the short of it – Antony Millner (University of California, Santa Barbara) and Daniel Heyen (ETH Zurich)
Commentators often lament forecasters’ inability to provide precise predictions of the long-run behaviour of complex economic and physical systems. Yet their concerns often conflate the presence of substantial long-run uncertainty with the need for long-run predictability; short-run predictions can partially substitute for long-run predictions if decision-makers can adjust their activities over time. …