Lobbying as a Part of Business Management

Lobbying by companies and the management techniques of lobbying have been fairly unknown territory. This study explains different theories related to lobbying including major political, economic and mathematical theories and their connections to lobbying. Existing lobbying networks in the European Union, especially at the European Union level, are explained. Lobbying organisations in the European Union are interconnected. Networks start at a local level, and have connections to national, European Union, international and sometimes to the global level. Relationships between business strategy and lobbying are studied with emphasis on issues management. Business strategy is often seen stemming from business environment analysis and stakeholder management. The issues management concept bridges aspects of business environment analysis and stakeholder management into a project type of management approach. The study includes two different empirical parts. A sample of public policy managers representing the European chemical industry was interviewed, and a chemical industry specific lobbying framework was built. This framework was then tested using a questionnaire sent to European public issues managers representing some of the largest European companies. Based on the results of the questionnaire, a generic framework on how large, European companies manage lobbying in general terms was developed.

CORPORATE GRASSROOTS LOBBYING IN THE EUROPEAN UNION

The European Union has gone through significant changes in the past 20 years. The importance of public opinion in politics has increased and the new technologies are empowering the wider public to express its opinions. The purpose of this study is to explore how corporations use the tactic of grassroots lobbying in the European Union environment. The research objectives were addressed through qualitative research methods. Six expert interviews were conducted to find new perspectives and to deepen the understanding of the research objectives. Following the data collection, the research material was transcribed and analysed. In the analysis, the data was organized based on concepts and themes found from the literature review. The empirical findings on grassroots lobbying in the EU were presented. It was found that when a company is selecting grassroots lobbying tactic, the familiarity of the tactic, organizational culture, financial resources and amount of stakeholders seem to have an impact to the selection. The issues that are successfully lobbied through the grassroots-lobbying tactic were seen to be those, which have high and direct impact on lives of people, arouse strong feelings and are not very complex. Furthermore, when deciding on the timing of a campaign, in the EU it was found that a company should take into account the long policy process and limited capabilities to mobilise people. Targeting the object of the campaign and selecting the channels used in a grassroots- lobbying campaign were seen to be in function of identifying the key decision-makers on the issue. The decisions of who to mobilise and the mobilisation channels were considered to be dependant on who the campaign is trying to influence. Also, it was found that when the implementing a grassroots lobbying campaign in the EU environment, the special features such as multiple cultures and languages should be taken into account. This study has provided novel practical insights for corporate grassroots lobbying in the EU environment and furthermore successfully contributed to the academic research in the field.

Corporate grassroots lobbying in the European Union

The European Union has gone through significant changes in the past 20 years. The importance of public opinion in politics has increased and the new technologies are empowering the wider public to express its opinions. The purpose of this study is to explore how corporations use the tactic of grassroots lobbying in the European Union environment. The research objectives were addressed through qualitative research methods. Six expert interviews were conducted to find new perspectives and to deepen the understanding of the research objectives. Following the data collection, the research material was transcribed and analysed. In the analysis, the data was organized based on concepts and themes found from the literature review. The empirical findings on grassroots lobbying in the EU were presented. It was found that when a company is selecting grassroots lobbying tactic, the familiarity of the tactic, organizational culture, financial resources and amount of stakeholders seem to have an impact to the selection. The issues that are successfully lobbied through the grassroots-lobbying tactic were seen to be those, which have high and direct impact on lives of people, arouse strong feelings and are not very complex. Furthermore, when deciding on the timing of a campaign, in the EU it was found that a company should take into account the long policy process and limited capabilities to mobilise people. Targeting the object of the campaign and selecting the channels used in a grassrootslobbying campaign were seen to be in function of identifying the key decision-makers on the issue. The decisions of who to mobilise and the mobilisation channels were considered to be dependant on who the campaign is trying to influence. Also, it was found that when the implementing a grassroots lobbying campaign in the EU environment, the special features such as multiple cultures and languages should be taken into account. This study has provided novel practical insights for corporate grassroots lobbying in the EU environment and furthermore successfully contributed to the academic research in the field.

Marketing of fire suppression systems: customer value and institutional aspects

The paper studied marketing of automatic fire suppression systems from the perspectives of customer value and institutions. The object of the study was research the special features of the sales and marketing of fire suppression systems, and find some practical applications for sales, and for lobbying of a new fire suppression technology. The theoretical background of the study was in the customer value literature and the theoretical concept of institutional entrepreneurship. The research was conducted as an electronic survey for three different groups of respondents; end customers, solution integrators, and re-sellers. From the answers was gathered generalisations about the customer value assessment and communication of the value related to the sales and marketing processes of the fire suppression systems. In addition, there was observed manners to receive information about the systems, and effects caused by institutions to the decision making of the different parties involved. The findings of the study support companies that are launching a new safety technology to the market focus their marketing, and help to understand institutional forces that are affecting to a safety related product.