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
Intergenerational experimentation and catastrophic risk – Fikri Pitsuwan (Center of Economic Research, ETH Zurich)
I study an intergenerational game in which each generation experiments on a risky technology that provides private benefits, but may also cause a temporary catastrophe. I find a folk-theorem-type result on which there is a continuum of equilibria. Compared to the socially optimal level, some equilibria exhibit too much, while others too little, experimentation. The reason is that the payoff externality causes preemptive experimentation, while the informational externality leads to more caution…
Existential risk and growth – Leopold Aschenbrenner (Columbia University)
Human activity can create or mitigate risks of catastrophes, such as nuclear war, climate change, pandemics, or artificial intelligence run amok. These could even imperil the survival of human civilization. What is the relationship between economic growth and such existential risks? In a model of directed technical change, with moderate parameters, existential risk follows a Kuznets-style inverted U-shape. …
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. …