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Johnson, J. S. (2020). Developing Qualitative Propositions in Sales Research: Existing Approaches and a New Multiphasic Technique. Journal of Personal Selling & Sales Management, 40, 19-24.
https://doi.org/10.1080/08853134.2019.1604143

has been cited by the following article:

• TITLE: Hidden Politics? An Empirical Study on Factors Influencing Business Lobbying in Brazil

  AUTHORS: Bruno Perman Fernandes, Murillo Dias

  KEYWORDS: Business Lobbying, Brazil, Agency Theory, Social Exchange Theory

  JOURNAL NAME: American Journal of Industrial and Business Management, Vol.14 No.4, April 23, 2024

  ABSTRACT: The study explored the powerful practice of Brazilian Business Lobbying by conducting focus groups and in-depth interviews. The research identifies eight key influencing factors: use of technology, government relations within businesses, monitoring and engagement, soft skills, customer needs, corporate governance, hard skills, and legal uncertainty. This study offers new insights into the relationship between public workers and corporate lobbyists, which enhances the understanding of agency and Social Exchange theories. The study’s significance lies in providing a foundation for future research and assisting corporate policymakers in increasing transparency and integrity.