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Examines the profession and practices of lobbying within the context of state legislatures. In addition to covering strategies and techniques, Rosenthal also assesses the effectiveness of lobbyists and the influence of interest groups in representative democracy. Annotation copyright by Book News, Inc., Portland, OR

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• Preface(p. ix)
• Chapter 1. Introduction(p. 1)
• The Proliferation of Interests and the Growth of Lobbying(p. 2)
• How Lobbyists Are Perceived(p. 6)
• Observing Lobbyists and Lobbying(p. 10)
• A Preview of the Book(p. 12)
• Chapter 2. The People Who Lobby(p. 15)
• Who They Are(p. 16)
• The Business of Lobbying(p. 20)
• Why People Lobby(p. 25)
• Qualities and Styles(p. 33)
• Chapter 3. State Government Relations(p. 41)
• The Culture of the Corporation(p. 42)
• The Organization of Associations(p. 46)
• Contracting Out(p. 53)
• Chapter 4. The Interests at Stake(p. 60)
• Issues Big and Small(p. 60)
• Keeping Track(p. 63)
• Fighting It Out(p. 71)
• Chapter 5. The Rules of the Game(p. 79)
• The Legislative Arena(p. 80)
• The Capitol Community(p. 91)
• Chapter 6. Building Relationships(p. 108)
• Natural Development(p. 109)
• Forging Bonds(p. 111)
• Trial by Fire(p. 117)
• How Relationships Pay Off(p. 119)
• Effects of Term Limits(p. 123)
• Chapter 7. Playing Politics(p. 125)
• Paying the Freight(p. 125)
• Engaging in Battle(p. 140)
• Going for Votes(p. 144)
• Chapter 8. Generating Support(p. 147)
• Coalition Building(p. 147)
• Grassroots Mobilization(p. 153)
• The Media, Public Relations, and Advertising(p. 171)
• Chapter 9. Making the Case(p. 178)
• The Principles of Direct Lobbying(p. 179)
• The Elements of Defense and Offense(p. 181)
• Targets in the Process(p. 186)
• Education and Information(p. 194)
• The Art of Compromise(p. 203)
• Chapter 10. Power and Representation(p. 211)
• The Influence of Lobbyists(p. 211)
• Clients and Causes(p. 219)
• Representing Interests(p. 225)
• Notes(p. 231)
• Selected Bibliography(p. 245)
• Index(p. 249)

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CHOICE Review

As a comprehensive examination of the activities of lobbyists in particular states (primarily California, Colorado, Florida, Minnesota, New Jersey, and Texas), this work is a success. Discussing the activities and effectiveness of contract, association, company, governmental, and cause lobbyists in and around state capitals, Rosenthal (Rutgers) incorporates one of the richest collections of anecdotes on lobbyist behavior this reviewer has seen. In this respect, the volume is a worthwhile addition to any collection on political interest groups or state politics. At the same time, the complexities of any presentation of lobbying in the states are readily apparent in this work. Attempts have been made to characterize the political cultures of the various states, and Rosenthal mentions these differences in his investigation (e.g., Daniel J. Elazar, American Federalism: A View from the States, CH, Mar'67; 2nd ed. 1972). However, beyond cursory mention, he makes little attempt to offer a comparative analysis of lobbyist actions and practice. This is a fairly serious constraint on the work. We are left with little indication of the relationship between various organizational structures, for example, and likely targets of lobbyist action, or of the shifting patterns of state legislature/lobbyist interaction following the Reagan retrenchments. For more systematic accounts of the relationship between institutional arrangements and organizational constraints on lobbying practice and effectiveness, the best works still are those that concentrate on national government, e.g., Kay Schlozman and John Tierney, Organized Interests and American Democracy (1986). Undergraduate; advanced undergraduate, general readers.