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
Egyptology and Fanaticism – Hayden Wilkinson (Global Priorities Institute, University of Oxford)
Various decision theories share a troubling implication. They imply that, for any finite amount of value, it would be better to wager it all for a vanishingly small probability of some greater value. Counterintuitive as it might be, this fanaticism has seemingly compelling independent arguments in its favour. In this paper, I consider perhaps the most prima facie compelling such argument: an Egyptology argument (an analogue of the Egyptology argument from population ethics). …
Economic inequality and the long-term future – Andreas T. Schmidt (University of Groningen) and Daan Juijn (CE Delft)
Why, if at all, should we object to economic inequality? Some central arguments – the argument from decreasing marginal utility for example – invoke instrumental reasons and object to inequality because of its effects…
Consequentialism, Cluelessness, Clumsiness, and Counterfactuals – Alan Hájek (Australian National University)
According to a standard statement of objective consequentialism, a morally right action is one that has the best consequences. More generally, given a choice between two actions, one is morally better than the other just in case the consequences of the former action are better than those of the latter. (These are not just the immediate consequences of the actions, but the long-term consequences, perhaps until the end of history.) This account glides easily off the tongue—so easily that…