Business politics is usually about attempts to exert influence rather than power evidence from Australia

Abstract

We argue that the everyday language distinction drawn between power and influence is meaningful and significant. There is good reason to believe that much corporate lobbying activity which is currently described under the heading of business power is better understood as attempts to secure negotiated agreements based on exerting influence rather than power and that the latter is usually used only when attempts to use influence have failed. We develop an analytical distinction between influence, understood as successful efforts at persuasion, and power using Keith Dowding’s work on power. Drawing upon findings from interviews with corporate professionals operating at the coalface of business and government interaction in Australia, we show that lobbyists generally seek “quiet” behind-the-scenes accommodations with governments via attempts to exert influence rather than power.