The forthcoming article “Informational lobbying and commercial diplomacy” by Calvin Thrall is summarized by the author below.
Foreign affairs are primarily managed at the bilateral, state-to-state level. Further, while leaders themselves get involved in important relationships, bilateral diplomacy is typically delegated to the foreign policy bureaucracy: diplomats serving in the state’s foreign embassies. Diplomats are responsible for managing bilateral relationships across a wide range of issue areas—from commercial policy, to immigration, to scientific cooperation, among others—and they are given substantial discretion over their allocation of time and effort across issue areas. Yet we know little about how diplomats decide which issues to prioritize. What determines the content of diplomacy, across bilateral relationships and time?
I argue that the policy issues that diplomats prioritize are affected by their sources of information about their host state. In order to gauge the most pressing issues in a bilateral relationship, diplomats must first collect intelligence on what is happening in the host state. Due to resource and personnel constraints, diplomats typically rely on various organizations in the host state—business associations, human rights NGOs, expatriate groups, etc—to supply much of their intelligence. I argue that these host state organizations are akin to interest groups engaging in informational lobbying: by providing diplomats with intelligence about an issue of relevance to them, these groups subsidize diplomatic effort in that issue area and increase the likelihood that the embassy dedicates more time to their preferred issue. When diplomats receive more information about a specific issue area, they are more likely to allocate greater attention to that issue.
I evaluate this argument in the context of the expansion of one type of influential interest group: American Chambers of Commerce (AmChams), which are composed of U.S. firms operating abroad in a particular country (e.g. AmCham China, AmCham France). They advocate for pro-business policies in areas such as taxation, investment, and trade. AmChams proliferated widely in the post-WWII period, and provided substantial information to U.S. diplomats about commercial issues in the states where they opened. If my theory is correct, diplomats should shift their attention towards commercial issues once an AmCham begins operating in their host state.
How to measure diplomatic attention at the country-year level, since diplomatic activity is classified? I use modern natural language processing techniques to extract information about diplomatic activity from nearly 1,500 oral history interviews with former U.S. diplomats (conducted by the Association for Diplomatic Studies and Training), allowing me to determine how much different embassies focused on commercial issues over time. I show that, when a new AmCham opens, diplomats in that host state go on to pay greater attention to commercial issues relative to states without AmChams. Further, leveraging the fact that U.S. diplomats rotate to new embassies every three years, I show that individual diplomats spend more time on commercial issues when they are rotated to a state with an active AmCham.
These results highlight an underappreciated channel of foreign policy influence: lobbying by interest groups that occurs “beyond the water’s edge.” Future research should study the effects of this type of lobbying—in particular, that of “bilateral lobbies” such as AmChams—on broader foreign policy phenomena.
About the Author: Calvin Thrall is an Assistant Professor of Political Science at Columbia University. Their research “Informational lobbying and commercial diplomacy” is now available in Early View and will appear in a forthcoming issue of the American Journal of Political Science.









