Impression management strategies to gain regulatory approval

Using fuzzy-set Qualitative Comparative Analysis and data from the U.S. liquefied natural gas (LNG) import industry (2000−2013), I explore the complex configurations of conditions that impact regulatory approval and approval speed for a new venture's market entry. Rather than let conditions alone dictate outcome, firms use impression management strategies based on three types of rhetoric (persuasive, issue dissuasive, and detractor dissuasive),...