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 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. …
Tiny probabilities and the value of the far future – Petra Kosonen (Population Wellbeing Initiative, University of Texas at Austin)
Morally speaking, what matters the most is the far future – at least according to Longtermism. The reason why the far future is of utmost importance is that our acts’ expected influence on the value of the world is mainly determined by their consequences in the far future. The case for Longtermism is straightforward: Given the enormous number of people who might exist in the far future, even a tiny probability of affecting how the far future goes outweighs the importance of our acts’ consequences…
Cassandra’s Curse: A second tragedy of the commons – Philippe Colo (ETH Zurich)
This paper studies why scientific forecasts regarding exceptional or rare events generally fail to trigger adequate public response. I consider a game of contribution to a public bad. Prior to the game, I assume contributors receive non-verifiable expert advice regarding uncertain damages. In addition, I assume that the expert cares only about social welfare. Under mild assumptions, I show that no information transmission can happen at equilibrium when the number of contributors…