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RESEARCH PRODUCT

Corporate lobbying: Role perceptions and perceived influence on political decisions of public affairs professionals

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Abstract This study aims to provide insight into public affairs professionals’ role conceptions and perceived influence on political decision making. We conducted a quantitative online survey with 238 corporate public affairs professionals in Germany who worked either “in-house” at a corporation, for an industry association, or in a public affairs consultancy firm. Based on their main stakeholder orientation (clients, political actors, or society) and primary objectives (mediator, expert, or advocate), a cluster analysis categorized the professionals into four main roles: persuaders, advisors, coordinators, and mediators. Although acting in line with ethical norms and being transparent about their practices were deemed important for all roles, there were differences regarding the balancing of positions and loyalty toward the client. Finally, a regression analysis showed that financial resources, information sovereignty, and ethical considerations were the strongest predictors of public affairs professionals’ perceived influence on political decisions. Implications and avenues for future research are discussed.