This paper argues that the literature on interest groups has neglected an important factor in explaining why interest groups use different types of lobbying tactics. The literature has emphasized motives and contextual factors in explaining why interest groups do what they do. This paper argues that the use of particular lobbying tactics can also be explained by factors endogenous to the strategy development process. Some tactics are more prone to be combined than others, because they are complementary or reinforce each other. To illustrate the endogenous nature of strategy development, I conceptualize lobbying as a communication process. I show how different tactics are related to each other and how this perspective affects our understanding of lobbying success.
