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
Against Anti-Fanaticism – Christian Tarsney (Population Wellbeing Initiative, University of Texas at Austin)
Should you be willing to forego any sure good for a tiny probability of a vastly greater good? Fanatics say you should, anti-fanatics say you should not. Anti-fanaticism has great intuitive appeal. But, I argue, these intuitions are untenable, because satisfying them in their full generality is incompatible with three very plausible principles: acyclicity, a minimal dominance principle, and the principle that any outcome can be made better or worse. This argument against anti-fanaticism can be…
The asymmetry, uncertainty, and the long term – Teruji Thomas (Global Priorities Institute, Oxford University)
The Asymmetry is the view in population ethics that, while we ought to avoid creating additional bad lives, there is no requirement to create additional good ones. The question is how to embed this view in a complete normative theory, and in particular one that treats uncertainty in a plausible way. After reviewing…
Is In-kind Kinder than Cash? The Impact of Money vs Food Aid on Social Emotions and Aid Take-up – Samantha Kassirer, Ata Jami, & Maryam Kouchaki (Northwestern University)
There has been widespread endorsement from the academic and philanthropic communities on the new model of giving cash to those in need. Yet the recipient’s perspective has mostly been ignored. The present research explores how food-insecure individuals feel and respond when offered either monetary or food aid from a charity. Our results reveal that individuals are less likely to accept money than food aid from charity because receiving money feels relatively more shameful and relatively less socially positive. Since many…