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The Business of America is LobbyingHow Corporations Became Politicized and Politics Became More Corporate$
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Lee Drutman

Print publication date: 2015

Print ISBN-13: 9780190215514

Published to Oxford Scholarship Online: April 2015

DOI: 10.1093/acprof:oso/9780190215514.001.0001

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How Lobbyists Perpetuate Lobbying

How Lobbyists Perpetuate Lobbying

(p.133) 7 How Lobbyists Perpetuate Lobbying
The Business of America is Lobbying

Lee Drutman

Oxford University Press

This chapter focuses on lobbyists as the key actors. Companies hire lobbyists to tell them what is going on in Washington and what they should do about it. Lobbyists choose details and narratives to persuade managers why the maximalist approach to politics makes the most sense, taking advantage of the informational asymmetries inherent in their position. Over time, lobbyists teach corporate managers why politics is important. They make sure that corporate managers understand the long-term value of engagement. To demonstrate the value of politics, lobbyists seek out bottom-line issues, especially those narrow benefits for which they can claim credit. They make sure that corporate managers understand why the company has unique interests in Washington. Lobbyists are powerful internal advocates for continued lobbying, and once government affairs takes hold within a company, it rarely lets go.

Keywords:   business, lobbying, principal-agent theory

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