Lobbying, fast and slow: principles of influence beyond reason

Abstract This research agenda article presents a novel perspective on lobbying influence by distinguishing between two modes of lobbying: fast and slow. Fast lobbying targets intuitive, heuristic-based decision-making, while slow lobbying engages deliberate, effortful cognitive processes among policymakers. The prevailing interest group literature has largely focused on the latter, conceptualizing lobbying as a rational, evidence-driven exchange. However, this article argues that lobbying influence extends beyond conscious deliberation to include subconscious persuasion. It reinterprets psychological insights—particularly Robert Cialdini’s seven principles of influence—as tools for understanding how intuitive persuasion shapes elite decision-making. While these principles are widely recognized in behavioral economics and marketing, their implications for political influence remain underexplored. The article examines the extent to which such mechanisms have been integrated into interest group research and highlights areas that remain neglected. It bridges cognitive and social psychology with interest group research to conceptualize fast lobbying as a distinct and underexamined mode of influence. The article concludes by outlining a research agenda and raising ethical questions about the role of intuitive persuasion in democratic policymaking.