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
Quadratic Funding with Incomplete Information – Luis M. V. Freitas (Global Priorities Institute, University of Oxford) and Wilfredo L. Maldonado (University of Sao Paulo)
Quadratic funding is a public good provision mechanism that satisfies desirable theoretical properties, such as efficiency under complete information, and has been gaining popularity in practical applications. We evaluate this mechanism in a setting of incomplete information regarding individual preferences, and show that this result only holds under knife-edge conditions. We also estimate the inefficiency of the mechanism in a variety of settings and show, in particular, that inefficiency increases…
Crying wolf: Warning about societal risks can be reputationally risky – Lucius Caviola (Global Priorities Institute, University of Oxford) et al.
Society relies on expert warnings about large-scale risks like pandemics and natural disasters. Across ten studies (N = 5,342), we demonstrate people’s reluctance to warn about unlikely but large-scale risks because they are concerned about being blamed for being wrong. In particular, warners anticipate that if the risk doesn’t occur, they will be perceived as overly alarmist and responsible for wasting societal resources. This phenomenon appears in the context of natural, technological, and financial risks…
Dynamic public good provision under time preference heterogeneity – Philip Trammell (Global Priorities Institute and Department of Economics, University of Oxford)
I explore the implications of time preference heterogeneity for the private funding of public goods. The assumption that players use a common discount rate is knife-edge: relaxing it yields substantially different equilibria, for two reasons. First, time preference heterogeneity motivates intertemporal polarization, analogous to the polarization seen in a static public good game. In the simplest settings, more patient players spend nothing early in time and less patient players spending nothing later. Second…