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
Staking our future: deontic long-termism and the non-identity problem – Andreas Mogensen (Global Priorities Institute, Oxford University)
Greaves and MacAskill argue for axiological longtermism, according to which, in a wide class of decision contexts, the option that is ex ante best is the option that corresponds to the best lottery over histories from t onwards, where t is some date far in the future. They suggest that a stakes-sensitivity argument…
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…
Moral demands and the far future – Andreas Mogensen (Global Priorities Institute, Oxford University)
I argue that moral philosophers have either misunderstood the problem of moral demandingness or at least failed to recognize important dimensions of the problem that undermine many standard assumptions. It has been assumed that utilitarianism concretely directs us to maximize welfare within a generation by transferring resources to people currently living in extreme poverty. In fact, utilitarianism seems to imply that any obligation to help people who are currently badly off is trumped by obligations to undertake actions targeted at improving the value…