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
Measuring AI-Driven Risk with Stock Prices – Susana Campos-Martins (Global Priorities Institute, University of Oxford)
We propose an empirical approach to identify and measure AI-driven shocks based on the co-movements of relevant financial asset prices. For that purpose, we first calculate the common volatility of the share prices of major US AI-relevant companies. Then we isolate the events that shake this industry only from those that shake all sectors of economic activity at the same time. For the sample analysed, AI shocks are identified when there are announcements about (mergers and) acquisitions in the AI industry, launching of…
Can an evidentialist be risk-averse? – Hayden Wilkinson (Global Priorities Institute, University of Oxford)
Two key questions of normative decision theory are: 1) whether the probabilities relevant to decision theory are evidential or causal; and 2) whether agents should be risk-neutral, and so maximise the expected value of the outcome, or instead risk-averse (or otherwise sensitive to risk). These questions are typically thought to be independent – that our answer to one bears little on our answer to the other. …
Calibration dilemmas in the ethics of distribution – Jacob M. Nebel (University of Southern California) and H. Orri Stefánsson (Stockholm University and Swedish Collegium for Advanced Study)
This paper presents a new kind of problem in the ethics of distribution. The problem takes the form of several “calibration dilemmas,” in which intuitively reasonable aversion to small-stakes inequalities requires leading theories of distribution to recommend intuitively unreasonable aversion to large-stakes inequalities—e.g., inequalities in which half the population would gain an arbitrarily large quantity of well-being or resources…