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
The structure of critical sets – Walter Bossert (University of Montreal), Susumu Cato (University of Tokyo) and Kohei Kamaga (Sophia University)
The purpose of this paper is to address some ambiguities and misunderstandings that appear in previous studies of population ethics. In particular, we examine the structure of intervals that are employed in assessing the value of adding people to an existing population. Our focus is on critical-band utilitarianism and critical-range utilitarianism, which are commonly-used population theories that employ intervals, and we show that some previously assumed equivalences are not true in general. The possible discrepancies can be…
The cross-sectional implications of the social discount rate – Maya Eden (Brandeis University)
How should policy discount future returns? The standard approach to this normative question is to ask how much society should care about future generations relative to people alive today. This paper establishes an alternative approach, based on the social desirability of redistributing from the current old to the current young. …
The case for strong longtermism – Hilary Greaves and William MacAskill (Global Priorities Institute, University of Oxford)
A striking fact about the history of civilisation is just how early we are in it. There are 5000 years of recorded history behind us, but how many years are still to come? If we merely last as long as the typical mammalian species…