Schein Organizational Socialization

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ntroduion

Trd a Theo o Oizationa Soiaiation

John Van Maanen and dar H Sheiassahusetts Institute o Tehnooy

Oranizationa Soiaization

Work oranizations oer a erson ar ore tan rey a o. Indeed, ro

the time individuas irst enter a workpe to te tie tey eave their meer-

sh hin d , they eeri ene and o ten oit theeves to a dis tin t way o

ie ompe te with its own rhyths , rewards , reatonships , deds and potentia s

To e su re the dierenes to e ound witin nd etween raniz ations rane

rom the ary dis ernie to the starky drati . But , s a reseah has

et to disver a work set: in whih eaves peope narked y their partiipation

y and are , s tudies o work ehavor have , to date , o sed p riri y

upon e ahistoria or "here and now" ehavior and attitudes assued y indiviua

mees o an oranizati on that are asso iated with various ins titutiona , roup ,

iterationa , and si tuationa attriutes . Rativey ess attention has een

i ven to the nner in whih thes e respons es are touht to ars n part iu ar ,

the uesion o how it is that on ertain patterns o thouht and ation are

passed rom one enerationo orizationa meers to te next as een neeted

Sine suh a proess o soiaization neessari inoves the transmisson o

inoation and vaues , it is undnta a u tura tter

tion cutur coi rod l t ru

um om cial languag ad idol ta e dit a mem

rs vd expeience e stadads of levac as to e citical

t of te ok tat beig accoplis tte-of-fact pe die,

; s for ocia etiqette ad eeaor crt cusm ad ritals

uiv of o membe ae to elat o c os uordne , s

pe tors , nd outidr, a a ort of rdul tg o r tr



pain "horse sense" reardi what is appropriate and ' 'sart" ehaior within

the oraniation and hat is not A o these c tura odes o thinkin

e ei , and doin are , o course , ranted to soe deree iin rise

within are oraniztions to arious "suutures" or "oraizaiona se

e n t s . "

Such utura ors ar so rooted in the recurrent proes and coon

eeriences o the eership in an oranizationa seent tat once earned

they ecoe viewed y insiders as perecty "natura" resonses to the rd

work they inhait. This i s e rey to say that orani zationa cu tures

arise and are aintained as a way o opin with and akin snse o a

i en proetic environent . That oranizatio ns suive the ieties

o their ounders is then to suest at the uure estaished y

the oriina ershi dispays at east se taiy toh

tie Metaphoricay , just as iooists soes arue that

"ene poos" eoit indiiduas n the interest o their own

8 oranzatons a socioulturl fo do t • u t

ut elie i the Chch ' way ensng th ial he Ch;

loal ctn the Stats of ur th vl of t a

t h 8ci entfic apprentce s Ph ysis' w y of esug t s�r ival of

Pcs; and the pduti ve e m ploy ee i th e Crporatin's way f enu g

th e 8u r v al of th e Cor poraion.

This is t t say

hweer that the tanser a a tic uar work

r from rati o nrton f gizol t

urs sthly

qcy, d withut euonry iffiulty. ew e

lays rng wth th a lest t ottia for chan Tey y

o

amle qutin d atins abut h he wok s to d ,

oant e ah ad innal cnni di

urty elationhi wihn the klace or al r ae-



3

ciate t work ideooy or oranizationa mandate shared b the more ex

perienced meers prsent on the scene Novices brin with hem differ-

ent backrounds , fau ty precon ceptions of the jobs to be perormed within

the settin incn their own, d perhaps vaues and endsthat are at

odds with those of the workin ership.

The re eerienced meers must thereore find ways to insure that

the newcor oe s no dis rut the onoin activ ity on the scene , arras

or cas t a disparain iht on others , or ues tion too may of the est ab-

i sed cu tura soutos worked out previous Put b unty , new members

must be tauht to see the oranizationa word as do their moe experienced

coeagues i the traditions o he oranization are to survie. The manner

in whih this teahin/earnin occurs is referred to here as the oraniza-

iona sociaization rocess.

What Is Organizatina Sociaiation?

A t het, oranization sociaization is jejue hrase used by

socia scientists to reer to the process by which on is tauht and

ears the roes of a particuar oranizationa roe . In is most en

era sese , oranizationa socia ization is then the proces s by which an

individua acuires he socia knowede and skis necessary to

asse an oranizationa roe Acro ss the roes , the proces s may apear

i ny orms rain r m a re ativey uick se -uided , i aan

roces to f r mre elaborte one requr lh y'pepration

of eduai ad triig fllwed b n eall dra prid

ial appricsip fat , if e h"i

t earig ilf i a cis d liflg prcss ir

ritial areer f a iiidal ae hrctiz ialz-

tion proces s (S chein 1971a Van aanen , 1977a . At ay rate , ien a par-



4

tcu lar role , oran atonal soca laton reer mnm l ly , houh , as

e shal l see , not maxmal ly , to te ashon n hch an nddual s

tauht and learns hat ehaors and ersectes are customary and desr

a le thn the ork setn as ell s hat ones are not

ofa a e iiial is conceed esl f gaizaa

ain pces incld , for inanc , a adinss sc ca

vt f a hs , a size sanc wa on's

acvs , s h ne's aibhaa ps

rc a a w by hs , and so n s ,

oiain enai he leanig of cua spci a cn bruht to ear on th coonlace and usual matters on n n the

ork lace. To come to kno a ranzatonal stuaton ad act thn

t es hat a ersn has deeled some coonsenscal e les , rn

c les , and understandn s , or n shorthand notaton , a erspectve

or nterretn ones eerences n a en shere the

ork old s Shutan ( 1962 sues ts , t rods

vdua i an deed vi of r f un a

de expic, s a haps psnal laihps i h w

ng and pois h ls ne ch eyay cc i

o e nag Onc lp a pspcive a sn wih h

ovenial ws ha paicla cx a ypia

eaue f yay .

o illsae h hhy cn a cxal pss , c

dr e fllwing ypohca , b cpe plasil exchang bw

eeienced al a a clleg i a plic pa W

a ab wha happ i n a shif , h an f fc

l epond by sayg , we din d an lice , j



5

D bu , -u, ko . T a

cu oud rd o w of suh ths for he de riptio� g cly

rsues se l d of oe r b exeie ognizil

mbs as to te t fetures o ter wor nd ho suc kowg

e o bout d k bout tr jo Te rooe st

er o tese uertadis ny o ke u s of n

a nrel t-o-c e i to o nt ue a member of t ga

zaon . · A o ts s the utur ter g

zton s oerned.

& s o t, owe, t s ort to ote tt ot all oranza

a so zton cn e ssud to b uto or ete e dd

ua o te z Ozos re rted nd su snd y pp

often fo r t he r peo le an d ar e als e m dd ed d ee l w ithn a larg er and c o

tiy !g

ndvd olv r ulld . Ws leri

h r Diziona culue . lv. b te1y adj ustive for an

dal s ler

lldue

t s

o s

o

i

w

an unr suto , sc lea ng te lo r

D y e dve s er ll o rsi lng

e ve e to e of na va. osider for x

sve ra ti n re t v el te oraizatios of n cragg

d dde ne oes to r to h piton w t

orazation dest the fa ct re w ew p

pe a these eve. P dscontn of the o-aed

"u an te be se u o iz · tn pac

c v ts u se ess

Cder s tat at b ajs o t indivdl my n

ada tve e orizat n Su n h te ess



sst o r lnd ncor to iiffrn dirnl ,

aively cantakous suvso y epnt su a ca wen

iv oluton sz uo by te new eb oleave onza

o oon a e1nt lswe as bn ecu:ed Soalzaton

not theefoe b taenftd o, wo, oed on t

t all utual ann naentall unctonal _ T eve

itoy opeat n often cacou a adental wa and te

t eaon to bel tat all ets f a ltu tat are nua

urnd passd on b es o an oanzaton to ote inomng mb

eal ueu at t te ndvdual o o1 t lls

We must note lso t the poblems ofgniz-

ocialzaton to an and all paag uonb bs

of a oztion Fom beginig to en d , _4 p erso '. caeer

i orizio rprn poti ri f riio fr

poiton to anote Van anen, G 18 Hl, 1976;

i a Te tatin be fw in nube o ny, th y

t upwad, dowa, o lateal oveent, and dd elal d

o ve adjustens on t at of te ndiviual Of ous, te

nity, iotan and bilty o a given passae will y aoss

a ro ' cae It pobabl t obviou bot to t vdual

a to ote on te n) n a on fst nts te oanizaton

outide to nde passae It ea obvo wnan

iend embe of an oganzaton undoe a sml an of asn

t ft, o ob loaton Nevtl, a peod o oialzaton

opaes c p rom ti tpoin orizio ociliz



t iquu, n and rver rblmati

. I Backgrud and· Underlyin Asto

7

Wih f eXos obseves of ogzs ha f to

sy c ato to th o of ho Cfi io t

a ttd ihi an oganato Th ic i t

o x·t a ttd idy cr a dci f i c

n ad c o h a n focu o a ar c ct

ord h cta t t, t uhd ti d o o

cializaton pras of ou�s, oran.ati bs oees

es d so foh ed o be e ofe h n doal o�

C rae d base upo etrose n un f th

p cess athe thn h e obeaio of h rcss in siu . Id

he, geea sts abu h n d ta

ges f oga z oaiat e gssy roti

In he wos, ol otua e ng th o y

d o b esy o-ex

n th ad the ec t ll we er he beg descriptive

ctua che which we eel will ueul in gudg uh

rarch hi crucal area Our er are drct tr u

therecal bae r the ud ranizainl at

tr rrg a t thr a th th t" r

tvene" any e rganizanal rm We are trtd

qul n genrain a e inerrelaed ereical rt aut



the sru re n f r i4tin scilzaion prosss. Such

teor , to be nalti ly sod , mu t acomplish at at t tg .

F rs t , t st tel u were t ook thi rgaizato t bs

socializtion in it st salt ad crtica rm Secod, uc aI

tor must decibe i a fsho gne ay apable t9 a arge ub

of ofsanizAtal cext th vru ·utu fs r',aiztional so·

1z t ca tke. A d , , th ory mu f f sm exa

tn s t why a partcular orm of scilizatio n ccu at a give

cat in w th a g ato tds t ult i ce ta k ds of in

i vidu a r cctv utcm s ather tha ths. Oy n ths fao

rll i e pO.ibe to bu ild a test ble theor to direct r •rch in the

8

ar. 6 _.- •_So me Assu ptions

Thee ae, of couse, many assption that undegir 6u theoy buil

ing effots in thi regad. First, ad pehaps of ost iortance is the

w ell gunded assu m ption t hat indiv iu ls undergoing an gaizational

ansitin ae in an anxiey oducig situation. In t he m ain, t hey ae

mre or less mivaed o rdu e hs a nety b y le rnin he' i u nctoa I-"

ad soc requ ir ets f heir nwy sud ro s q ky posble.

Te ces of thi a iet r m ny T o wt. ps ycgial tsis e

pm ed o dou bt y the feeling of lo neliess ad isolation that are so

ntal wt ew lcat in n gzn s e s th

nxtes a prsn y hve w h ng nw ts . Gn

a lo is the le ed oci itu at wt h its lishd and omrtable

rou tin s fr hand ig i r t d dc t resnse f othes

t neself. T hus, sress is likely b cause w comrs to a

pcu l r rg niztion roe wl n itial y feel • a ck of id nt1f1ca -



9

O w h heva r 10us ctiities obe d b ing on about hem. Nd

less o say� differnt kinds of tansitions wil invo k e different level s

of t bt om t a t lss fmlia ill

cee o difu ts po v g

S organizaioal socialiation a d the learnin g tha is asso

ciated wh it does o ocur in a socia l va cu strictl y on cthe basis

th e official and a vabl vrsin s of the n role requiemnts .

pso cog to a

zaoa rgion is lnabl

o o to rod t oignat t t nctinal n

at datl suonds i · ollgus urios, n,

cien ts� nd other associates suport and g ide the ndividual in learn-

ng the n ew role • . Ieed, they hep t itepet the events· one exei

e es u c ht one c e ventu ally ke acio in ne ' s lered situ aion .

Ult tel , te povde the i dividu th a ese of acco mplishmn an

comten c (r failu re nd i om te c)

Thi the tt ctvt f n t ee

ge ee

the w ewc t v t ce t evet

t te tk e te g f t get t

geet f cet cche th wt

t the ctt the gt'

te ett f the gt efce et t

g the gt evnet ea e te te vv

te gt e -- t et te t It e

tt te v ct cee ce t th g

t eeent the e whch h tethe the v teckg

t f �gg c ce

Fth the wh v jt t ve te

ek thg thee t gtvt e -



10

ar contnt nd o ns ( achiv) In

so cases, shf into ne wok situon my re ut in a hrply altd

rgiation a so o n ndvdl s oftn ocs

hn facto or eoes on or sta nlst cos l

agr In ot ases , he sh est i on o nd ns

s a so s g d esa e as

hp s e ase he a s= od ·e dt nt o n

chges from wo k ing the ho o-dladder to a resu squad. Yet, in a ny

ts sifs hee e o t ls so surs o t

h es ) s se o via iove

n s eoes he okg o n sons ndo

traston eess he oo he osss bo he

n rol, a.pio eas o hat o ll ndodl hg n so rae eve, n sh lnn b colt ntl

a nwcor s ee eo i wn nw ol s

ard 938 d h hresi cl s no nsnt

pm s alwas a rod um

Fifth, the analysi ha follow mkes no so�clled fuciol ssmp-

tio abou the neceity of rgniztion to socilize idividls to

pariular kid of role. Indeed, we rejet ay implicit or expliit

otio that etain orgizaioally releva rule, vaue, or moiv-

tion u be iternalized by eole "bleprin for behvio" if they

are to artiiate ad otribute o the orgaizio's otued urvivl

Suh view leve litle room for idividul uiqees d igore he

lway roblemti onteual atue of he vrios wys orgitiol

role an be filled While, there are o doubt reo why ertai ocil-

ization tti are ued more freuetly by one orgaiztio rher tha

aoher these reao are o be locted the mn level o sis,

o a he trucural or funionl level From this erspecive, we

are ery uch coitted o yboli ierioi view of ocil life,

one that ugge h inul, no organiztio, crete d uti

belief abou wha i n i no funonal (tru, 15) Ad, i



a tter nvdual what functna fr ne atr e fntna

fr anther.

Sx�h, and fnal we e here tht a the f ranatna a

atn ut nt allCw telf t ee t reued w da

haracert (ae kgrund eralt haratert t )

ef ratn ul rvate vntar ere et) r ar

tuar atnal re (dtr aer, rk anker et) T e f

ae t reearher and an alke the ter ut trnd the

partic ad ecliar d a1 fo he lner1 ical At lea

a t age i h :co �cn o ry hee a wl show,

e ahe 'recoiabe n pease sociaiaion poce u

vrt al ogaiaiona setig ad all id o i

erstod a more icl ad directl i we o no bo uv

d he exiion o eer dsio ha concevby nfun

,th tcome o a gie poces_ I ther words the eoy e kec u

oes not see o spei is o ppicaos o unqu. W eatt to ccomish ere is he eniction of e key ffe un

diias hae been rocesse ino a eera onn tn

thogh cen ient mens Or coce i efo- f

wt cn be clled "ople procesing" eve. Te fequy n

atie otce o e se o ese evices crs u y f

eoe onon n un e en ee u n

\conce an ppey en e sce of s p f e

�u"tons estnled b etaie erical d



12

P of thi Pe

Gie thi athe egthy eettio of itoducto t he

foowig ectio, Pat , poide ode of the gee ig i

which ogiztioa ociaizati tke ce A uch i i h

tic deictio of ogaiztio withi which ceti udi

eit d thefoe deak ticu titio oit whee oci

iztio c be eected to occu Pat V a ye f idiidu

o oo o th eb

w beeve to b ot oz toy and h a r ant . t

1 , th es otco r o effects of a ge soalaon roess

d are consee lagely tems of how a idividual aually behaves

e ew orgzton ro , o i es of h ow a idividual may o

y not eel to e ew rol hoe oe o

on o f a ro h o in th tion and nt he titud

m v bef o alu t t m yor mynot be a citd wt

idiidu' hadig o a gie ogaizatio oe P V, we

peet the bic pooitio whic copie he coe aytic

teia of thi ae ad pecify et of ttegic o tactica

ea by which ogaizatioa ociitio i tyicay ccomihd

Ech tategy o tctic i dicued geeay ad the eed yem

icy to it pobbe bece o eece t gie boudy we

it obbe effect uo idiidu who e coig icu bud

Pat V cocue the pe with bief oeiew ad guide o futue

eech i thi e

The Organiztional Settin: Seens ad Budis

Pehp the bet way to iew a ogaizatio foow the athopoogic

ie uggetig that ay goup of peoe who iteact egulay oe a





4

e he an base the e s un ew e , b nnua

bc o t t he r o b coect

nv.

Th ob fc concrns te mann c s ersons

what o to o oton n o - e ss on

n n on o oc cun t he n . T oweve

es a moe o he ontn such a mebe cn be ns

m oe oth n o ote n h bss s oanto

vrle a posib. Futh, nd �o

ao fo c t t s ob cos e

anto cot

hein (97a) a eve lzf pv

qt su eson an an za dn re n e

ee mon t t c rnb emca . The rs mnson s

nco o f to te as asks e b mrs o

nton ost ornan have eana srucus

etrrs oct n bu e e enm mht

e h c tos o rkt nce uon ansav

one c n eomn n so oh In he bc

e onto oc mn mht hve uncn

sns cors t o , ns a ns councns an

es to k ua e cn ma he nc on os n anto o ten n sbena s

as each unn an -funtion ce a a a ce ese

ige. unn hen ve a arcuar in iuer ee



5

. f cle depeig po it prootiote ie thi the orizi

fo ex�pe the XZ Widet Coy epicted i Figre

T FIGU AOU E

E i the figiv epeetto i a fctiol dii

wth i vely dstinct bound ies su h th most p�rons in te rgz

tion d e sily oc te t he el ves nd ot hes wit n a ie of e e.

Cl�rlY o t w·og iztions oud e pesely t he sm bec ue eve i

he m t d subdep tm ent sttes w re idetica, t he nbers

pe e n taied w i n slic w uld' 10 t f.

T mnn dnife ShD cicl

f thi gio i i etilly a mtter

f epoile fo th ct of o. t eflet he

i ie of peiory hrity it ogitio bt de

D e tht c thoty tticy cie it it the poer

· th behvi of derig

g h odel vey dectd ogitio ill hve

fr e reltively fe iercic diictio ee vey cetled

ito il hve my. ig thi ieio o e it would

te il e (the tditio oriztiol rmd

te highet r e eld y etiey fe pol oted t te



XYZ WET C.

PRSNNEL

- I / �:._- ,I:-

. �' -. /1 .

--- \ " . -

R ODUCTIO //

I ',. SALES,. / I \ " .

,. / I \ ' .. / 1 \ " I

\ I , 1 \ " 1 \ "

/ ' MARKETING '

\\

Fi"ue I: F nctioal Domns of rgnizios

6



17

. le Figur 2 illustt phi eprenaion of e

erhia imenson n fve hpoetial bu poble ognztons.

RT FIGU 2 AU

ur 2 $uggss, a st nbr f hie l obles

XZ Wige Con (2-A)is pehaps te ot tl n

it ttbo moels of anagent s tue ween nesng

u by ereasig nes of peple i a ltel moot

rplitn Plie Deprmen (2B i reprsenae of lge numbe

i beauraes Tes agenies been t·ge "teet leel

atins cuse, n pa, ms thei eberp oue osons

t y lw an T wit , 5 peret of e emloee n o

rniations or ptrln inegtos te lwet ne

ns in tese oganaons Vn anen 97; Lik, 19 Ze

aes n 2 llustes oanaon w vry see uo

ny nk Pm le onzton n eeme mie e ood

x i this re Th Zro R rh In situ e (2-D) ds�lavs w a a

t hirhi u i i t � Hre

re few ans for membe o seek sen . F nall , th Sufe

M rss Coporaton (2- E)is inlue here t emonsae so hg of e

ge of posiblities available to des rie t he hierarc hical pread w ic

e tilly an c haracterize an org niation. A can be seen, e Sued

M Cony has a lng numbe of middle aes. In fac, t here

are ng tha workr in thi hyptticl i



A XYZ Widget Co.

RANKhi

ow

: Z ro Reseah It u

B : Metro Pol ic Dep C: Z p per Sle s Inc.

Sufed s s C

Figure Herarica Domains of Oganizaion s



9

td ini in Scens el s te t d:fft t n

lie an nes the ial fabi intesonal main f

aniatinal life his i famentall an inteat iona imeio

d efe s t a eson insio within the aiatin . t an be

te as if it wee a aial imension etenin fom the membeshi

e f a slie of oaniatioal mmbes in towa te mile of th

inal ile As Fie 3 iniates movement alo this imsion

ies hat a bes elatinshi with othes in sme sement f the

aiatin hanes O moves towa the "ente of th ins" o awa

the "eihe . en eaiin this imenson the eti o mt

e hw itant t thes on the ieiate sene i a iven membe

e the ws f a atila eatment anizatio?

us ts aial imenion mt involve the sal le ms a v

oug whih a esons wothines to a o is e b mbes of that

u It nens in a t then the shae otio of what the eawo

an anizatioal emet i at an iven time omve alo thi

ein is to beome aet b othes as ental an w meme

of he atila oaat ioaement an thi an nll no b e

lihe nle the ebeintanii entt tht e o he

t es te se ssumto oter t setti • to t is

aniatinall imtnt an what is nt

NS IG 3 O R)

Newcomrs to m st hierarhial leel an d fun tional area in

uall all gaizations in evitably ein on the ege" f ganiza�

tionl ffair fr som ti af ter ntrance for a b ost o . o They

-1 .ut et be deem d tst w orthy by oth "e on t a e. Tey my



C enrl F g re

Conf d an

!1\/

\

Ler

Te nu e Ge

Permae M ember h ponfedea

/ Pro vs o Mj erAccpe Bu No

erm

1 \Outer

gre 3 I I lusionary Dom an of Orga i z a t i o n

'20



21

not yet hve eel e f ffe, nia,

eas n, ha-ivin fnt ntaine an exete b iia

es i e setn whih mas eeshi in the atil sement

e aain t whh the newme has bee assi ne O , qite ta

ees s fis be tes eiheinfl f as t hi

e ves, an vaes befe bein ante insia ihs

e e te ) t shae aiatinal sees t saa

e esenatina heti se tses t sa f wat s n in

e sei f he eatia heti se b insies t niat

ne ah as t the atsathannd/or 3

t nesan hffia e nize asiate with the ata in n

ad e l n eete f ele e ila tinal

In oer wods, movement log he inclsiory dision is

ls t e enae f a te t f i we,

e s tane i ant me a in te s at ivties n is ivn

mre opportun ity to dispay his or her particular kill th bco m inq ' _ . �n e

ess e ental an eas vaab t th as a whe n

to crss inclusay bndes h cms

a the is an s tha wi h a sin

llustrate , given a par ticular f uncion ad hirarcca ee , pas n g

along th inclusionry di mnsion cn b charctrized going from an

e ia aee e , fee

wh assis ts the mmbes eai see e mattes , t a

fa iiate f ths wh fl ses in al he sia

al, an as elate affai s f the n eai eainal

n , e t f un t f

cognition of cosing ajo nclonay boundary as e or

obvios icicl paag.



e dimnsions u hiehi, iion

a obne, h ode o e gaa b alyally

ueu ad intstig. Fo a Webea del-y voazaos a coical i shap and ona w the geni

e ondas acoss whch a y a Fiu 4A. Ad,

a e sgsts, hs boundas wil d w ad w ga

ons as o boh thi nub and eeably . o d

fuly associatd with a bouda asage . Rlvly al gazaio

(4-B) ay hav, o xapl, ay hiachcal bouda y lavy

fe ncioal a iclusioa e y lao ee vg u

do n sch ogaiaios ust ont elv to a an leel

ncios aog h bship han the itintion whih eul

h ucioal pcialization al au w a gv ak

lay ogaizaios ad th labo agay ha uud e

h ahical als wthi h a sa go eal ye

e oth hand, lat ogaizaions u as o ulg s

a w hiachical boudais bu ny ual an nsonay ons

I v ad f br a a o

ss ds to ass acoss t ey ngn beome ent d u te ozao Pgu

ohe good iusan wheri fuciol bud

e eedgy diicult o oa oug d uay ouda a

uded by h os igoous o eug e

NT FG 4 O

Ornizto lo d n o fi roe t ue



O

L



24

n lc, and oc ho l

a Hacia bondai co n in wa a

cad ally wih ilig o n nn ,

nl, and jdgd a oac, al n ln vc

n iizd og a o "an v wad

nizaion Fcioa bondai all il l n a

dad kll o a i anl l a

wn nioa odi a lavl al n

lng oc ay oa n h a l

anzaio who d o w dn w n

ll inlio�ay il, in h ain n vln ad

n h c a o aoh' "" o h O ,

valai ay b oal, iol, Cn nw al

n lag ba oi datn wh no nl v d

cal obaio ccly b alo a n ni

la-iiad t on h t b h in dan wil

ie l l n n q

thn that on) thn the oganzat (Va M, 973; Rubste

3

Given this m odel, some key postulates about he socializatio rocess i

oganaton an be tate.

Frt, ocazato, athough cotuou thoughout oe's carr

wthn an orgazaton, no oubt mor s ad poblmic for a

me m ber (an other) jut beor an ust afr a pricular bundary

paage. That , an nvua anx ety ad hc vulera to

oganatona nuene ae key to be hghst ug he a

atory an ntaton ae o an organzatona bouary asage.



5

Si m arly, . h r boudaries are crod by a pe r at a on tim ,

th e u th eeiee is lil be e e. his i

eas hth utsie-tisie assae i whih iivia oe

al e aiaial boaies a e is s fee b

i haes i a es, hes f a st that ae ael he

i ui the ital asae f the i ivial ' s aee Va Maae

1976; Glase, 6 e ! al , 6 Huhes , .

es is liel have the st iat u thes i he

ri, ha ote, awle, a Ha all te iiva

ess a ha hei 6 efe as he iovati e a

s fuhes fo a a ssi the ws , he ilee

e iai u the iivial eas i asse heeas the

uals ifluee the oaiai eas well afe a well befoe

uhe vee

bease f the ial shae tiall ilae b aizato

aliati al the o imesi is liel o be oe tia.t e lae ebes tha hihe lae embes sie ao to the

el move e e at me

ovem

eiall shae izato wheei etal embes fom he o o

tom f th organizn l e u�hl he a s vales

I fact, as Figure 5-A shows, ogaizations may be



2 6

e iclly skwed hs, hieaahi fi he eet p

os pesons oming om aul ftia ilusiory

ti Considr or xmple tose usiess s whse o eecive

ibly com fom only certi fia eas f he iin

lly orgnitos y lso e ie aicall t the ie 5B) .

In suh css crtn nsonr pereisies o aee mmes nd

eir ssote bon pssgs ve bee moe le atee becse

ders" t one levl e "otides" at the N e isies" i

ble posiion o move pwr i the

niz

n

h be e sei e siclly spd fis whee ei e ues e

ed by ll insidrs rgrdless o lee tae ele, cetin

itions d y rfom mie top oicils e "montin

bes" ot o som mmbs wo litrll le e veicl dimesion o

e orgniio fom n ots r s o no-inc1sion sii e, it

oly so tr tt dring sc a climb e cimb s litl fft

o ny of t vrios grops in wic e se y ve climd mmbsi

ce te clmber will nr ve dvelopd perssive o inlentil osto

1i es orgtiol sens.

NER FGU 5 ABOU H

e hve now r t stg wee i ks sense n o t

vidl lv of ss for time nd onsider wys in wic pol

espon to n ogtiol sociliion rocess d ate consr

i ts probm f w n proceed to e cenl tters o or

r r r o



2

C-

�-(

0

"

<

0 .

-.

>

lC

�

'(

!�-

0

""< , .



28

defned roles (consstng of herarccal, functiol d nclusiory

p rop ertes) are assed on from generaton to generton of orgaztonl

ees.

Indvdual Responses to rgaiztional Socalizato

R ole Co mp onents -- Knowledge, Stratey, nd M i o

Ay o ed ol incl w H (1958 clled

• "b of taks". Whethe n is l to dit, beu

ato, o ou , ac ole incl y sciic

ions t to fod ai f pehaps sweepig te

l t m u c olles , f illi fo

n bst cook o ut oe ' o sht sc ial and iqe

ills i th foa o a iv ts In gnl, hen, le is

eely th t of f se hvo that a oe less xpcted f

eso ho ou a d oo wti a paticla socal

stm, ths a oto (Psos, 15; Newcom, 152; S

) . Moo ualy follows that if tese eecta te mt o , o til ights a ewad e

th eo m h oe f not hwee, it sall folo

t cti � cto e tk o unhmets meted ot

All ols hch ae d su ta d , ad tasittd ol

cld both o hats i, what it is eole shold do) d

oc s cht how t is they hld do it The c ot o

a atu ol th i t of a eeal, lmost

deloil th h it ad in te o the ac tica t

ateuf tha supo t be fomed b th

le ocuat d ot thouht to hal th sick" by pec

e st f



owld g Smlarl th procss aso ca th t pfc

• alo ha assocatd wth genral ae a scfc t .

e doco "does danss" takn a paien' 8 lo rssur eliitg

tor radng a n X-ra a · . i lnk o all hs

nerns ar scal ors d rul wich ugget for ex, th

risms, attuds, socal ra to e dlay h rform

rs parts of h "budl of ta al a rle Doo, to cot

iuraton hav "bsd n oe aume a pos of dstac

enss toard crta mot ona trn nt s in h ls

ei patnt s, an tk a cractrclly all owg" stac tor

e ng personnl w w e ino conac

Pin ee concptual tr ogete ganaonall df

ros can sn to posss frst, a cotn knowldge b ch,

eped the rol occupan ndia te ng of xstg soluos

iven prol ncounrd rlarl on e jo Engnrs o,

fo insanc hat lts to hc crtain eal can expos fr

e moeculs of th als rarrang helve Secon , an org

eind ol ncluds sratic as hc ugsts th groudruls r h

ig of prt cular soluos . Hnce enineer$ b ou o "cu "

a h comto" so oranato h dg a artur

c e o iner Th . oolly dind l r

iested historialy w ih somethg of a e3lic it and iliit missio ,

purpos e , or madate w hich is , in part , traceabl to t Jmf1 nd strtgy

bases of the role , ut als o is grounded i the tota l orgi zatol miss io

nd n the reltonshis that a particular role has w th other roes w ithin

outside th orgaizatio . Egneering roles , to wit , re efined an

suppo rted by o th er managr ia l, tecni cal support , and sals rols in bot or a-

izational and cli�nt contexts , and henc are influncd by hir reltve pos t o



3 0

in t v ting While the prfessinalzation a: particular

ouatona o an b v a an attmpt to duc uc dpndn

though th am ma by o pattonr t n utonomu n a

nog ba uh oonazaton n an rnzatona oty uh

111

a ou 1S vy 1nom t At any at t ion aot t

oganzatonay n o v to tmt utfy n df th

n uu by o ouant an thu uppot to om dr t vaou

tatg and nom oow by to pnty prfrn t ol

s o ogzy role - ow

sray, ad ms o a nom a o of cors

ly irw A chn in t kowledge bas e of a givn ro my

e h mans a nd followd by pracition . I co i

ur o achiv givn nd my pove th eelopmen of nw know .

Sgic faiur a not unkow ihe a my lad he dis nchnm

a i mio owldg bs o aia ol Nvr

siuao i wc a wcomr i s a on ogiaioa

o nco n om shon

n

Ron to Soazaton

A. Cutoanh Contnt nnovaton an Rol Innovaton

Pha th at o ot xnt rpon f a wom to a vn

o to aum a utoa o ata tanc tow th knd ta

n on aat th th o (Shn 197b) n u a tan

he nwomer oe o qeio bt ep he status guo . Ceiy , h

e powfu o g·such cus todial or ofomig a .

F ad foros mog hm is he pai ac tht h iht a

ssmd by h wcom hav ch o rcod i i s of fuc ioal

hievmt . I the eepi h been successf , wy "rk the boat" ?



31

O py leas te sbsntive requiren o f the ' j ob nd the cu tm

gi hat av bn dvloped t t t rquirmnts ( the norms

a surround them) a th succ s sful acc opli,snt of th mssion

i aured.

On the other hand, a a new or one may fee l fr ' a variety of reasons

omehat imatient with or uneay aout he knoledge ae of a particular

organizational role that is tranmitted nd hne , e unwi ll ing to

limit onese lf to the ue of suh knowledge in the perfrmane o the role

A newy promoed marketing manager may , for int ane , take i ue with the qua l

ity of ome of te reional report used by hi or her predee sor to inform

iion kin. 'e nw r tn riv sk out other

ion on hic to as his dcisions. A rs, n trategies

a prps vn n objcivs �vntually devlo in ti d epartmet .

Sial, tacicl altrntivs s to th mns to ctin s y be sought

by i ividuls aftr ssumng n rol. T n rkting agr y

id invov mor salsmn and nginr i gop mtings dvot to

developing new produt line intead of relying only on hi or her on

rketing people

Shein ( l97l) refer to thi respone a "content innovation. " It i

marked y the deveopment of stantive irovement or hange in the

o b or strtgic ctics of rticr role. Th "reformer

pi rvc genie , for exmpl e , rrely seeks to hange the sttd

jcti of the gecy miss bt rather seks to mproe , ke or

icint or le orpt the existig prties by whi give es are

civl souht In suc cas , traditional ens nd nos of prctce

ar cceptd by th e wcoe t th e person is trouble by the exis t

s tr or \oog-u or th civnt of es d �



3 2

ps is rbled b e dege wi riina ns ae

eed pcce

sig e nalss ne r sep iivid see rdeie

he ene ole b y aackng and ae m p g to chage the mission assocae

aonally w h ha ole . Ths esose s chcezed b a co m lee

i f ms f he s vernin nd rfce a

icla re he "Rebe" r erilla r Insrg re pa

gs e c a a c e sc rense · f ele

p Nadrs eps cen cniies f s r r

eal gveen ceae nd ssai n rgnizinl defed

f cnsmer avcae, ndsrl safe ppnen, en wisee

s e he rece qesnng sed b l care is s he

prae a ecal pracce S crs a fa ared

igrsl n h ws a deed fr prfessinal ls are ave

evenave ceeed ahe ha isrcall fed reave ad

ram en ceere roles . Schein (l97lb) has called ths resp ose "rolenno

v ation" in that a genuine atte mpt is mde by a role holde to redefie the ens to

c e rle fcns.

s er ae ples rd wic nee ' s spnse n

gnii deed e ca avie ne xree is he caa

spne, ed b a ccepace e le s peened d adia

raced e cc. We w lael s resnse nd he vas

cn ae as "da" h her exee, e can e

nnvae" nae . rhas s eree re hse respnses whch

sla a ejeon an edefnon of he mjo emses oneg mssons

d e olowed t e t t e cca bh a

a j u s t i f y h e r p n t o l wt w "



3

p equal iovive i ome ase ae se esoss

tive of ffort to oe new owledge on c t base the o-

ill def oe o roved mea o perform wt e lb

oet inovatio . " Of oue, u ew koldge if iscovred ,

l o ly to a further ratiol izato o the res pratcs and

.Ioals , b , etheless te search ilf , o diff ring degees , epresens

mig of a inovtv resnse . For ou puroses the, those ind vduals

wo er aumin g a give roe, eek ctively to ltr kowedge

rtegi ratie, or hitorial etabi di ay a erc

o te w lbel "ioative" and �c an be fur ter broke

do to roe iovaton nd coten iovio.

T rl ut til aggig queio rei of our e , a t he

o t provoke on or t other repone te Certa inly , i s

. var ei kground , vlu te a prio tion t cmy

g te are or o vioroul rive o ar te I t is

oo t hnge te larger enviroent iti i gazaoy

f role re ' ly out fore certi cges uon le ccus

ite erhps veemen rsitnce or whatevr patc backgrounds ,

o pespositos dene those ho prsty pfo a en

B , thee fc tor go l byond our intres ts ere fo tey

ess entially lie outsi de an organizational analysi s . Te cusal mechanism

we seek to examine hee is the organizational socialization process itsel f .

Terefore , te emn o flow suggests ha hee a pticulr

o f oclizaton hat can ehce or rar te lelhd of n

ovtve or td esnse an organizatonay fin r

DO m e wat the ttributs of the people being �ocess r ow the

particul nv o: s f4a te z ed N th wi he proces c u r .

Vt thse fos ar n hw· hey wk s te opc ow to be adssd .



3 4

V. People Processing -- The Tatical D m nsios of Oranizational

Soialization and ir Effes·

The hrse, "is f rgizil silizi refers he wys

i whih he expeiee a iiiul i rsii frm e rle

ahe are suure r hi y hers i e rgizi. (V e,

8) These tai ay e seleed siusly y he geme f

gizai suh as he requiree h ll ewers aed frml

raiig sessi rieai rgr f sme kid efe ssumig e

uies f a priula e. Or, ey my e seleed usiusly y

geme, represeig erely reedes eslised i he dim s f

giza's hisry suh as he reril sik swim med f

sializai used erai s y whi idiiduls mus ler w

er he ew rle heir w. Frm he erspeie f hse lerig

he rle, he selei ehig mehds s fe de y perss f

hei w iuai ut ahe y se lg ge. Ye, ese ies my

ill id eary ees f he rgizi. Or, ehig mehds

ma arise siply fr erai e d uexmied prmises r ssumis

ueyig rese pries. Hweer, regrdless f e mr f ie, y

gie i represes disguisle se f es w flee he

iiul trt ich k innovati rspon$ frm tat

iviua ore ike ta ut oa (or viseversa . It is oibe

erefore t o eote te v arous ta ts u b oriato a te tolore te reta reut o er ue uo te eoe to o te

ire te .

aa resete i ts sct ore t tcts fro

r t tura ot . t we re itrste e rb

ious fo a reu o oato as te our we erso e

c s h i e l, f u n t ol ly bdare . T



3 5

onsqtl pon th tal or strtral proprts pula to

id tt Th tts are sntll pros varabls akin to

b mor pc if ic tha such gnral trasitinal processs as ed ucato, ti

apprntshp, or sponsshp Frthmor, th poss vrabls

emsevs re not tie to an partulr tp of orgato. Teoretica est, thy can be ued in virtuly any setting in which iividual

eers ar pl out b th busnss arers shoo arrs� oltl

eers, see arrs, blu ht, or pnk ollar reers vl

ee rers o on. T nli folo, thn, th mos fndamental

ese that peopl repond to prtular orgatol defined roe

rent not on bece peope and organitons dr, bt ao

ese soaaton prosss dffr. d , lk a sptor s mold ,

ein os o ociization can prodce rrbl sar otcome no

tr wht indiid ingredient r usd to fll th m or no tter

ere th mold s tpll st d.

tt dic beow prats i a a that someat niquel

anize te leing eerience of a nor to a patula roe

Athough h of te eidence preented ere on th fft of a given

trat come from tdie coucted on th outsr-to-nsr paae

ern a peron irt become a member o th oranization, te aali

t o g beond tee tranition b xmiing te efect of eac

t acro te tree oraniational ondarie earate, reinforci

t t ame time, te popoition tat ocializaton occr periodial

o ghot the oranizatioa ceer o indivuae varos tactic we ll decribe are no tall exclive

, th are al combied i undr a ometime nvetive

The efe f



36

sht su ton, w diss cic i r tin.

wv, h hou b a tt an t t n ga oa

stn o ous 11 th lsed tac tanusy dit,

a tct c du og th t na psing tac .In

h o ah an hoht of xstng n tiu h th

is a nsda h t

e t t h t sc t st pc ss

s h d to hch an on tac ic is by a gation ot

n sns a "ntua" o pquisit ntn ncssry f si

n t n t wo ocil il l a

at bouna tanition by ome mean o othe. An wheth th tactic

u ae lecte by eign o c cient th ae at least thortically

ubject to api an complete change at the iection of the

management o an oganization. n othe o the latie ue of a

patcula tactic upon peon coing gien organizational bounari

can be by an age a choice mae b oganizational ecision

k on functional economic technical hunitic exeient itna, s puy bty . s tant nt

t sus ha an fa o sfnsious bt mpo

poss h" tha w hav bn in th past In a t ,

j pupo o h o hhn an cutivt a bo

wht it is w o to o u th us of "bakin thm n" o an

gnatina o Puby, if w gan a gt n

tad and ppao o h omts nintndd nsqus f

a c , 3 1

t th iv h ogitn .



3 7

V M (978) s idtifid t st six jr tctic disis

wc crctriz t structur sid f rizti sciizti. Ts

nin r prcs wr ddcd lcaly piical bsrs

d fr us fud i si si irur W d ssr

r tt tis ist is xustiv r t�t t prcss r prstd i

er f relenc t a particlar ganatn r ccpatin Ts

r ently mrcal qtin that a be anwe ny by furr

arc W d ert hweer attt t t the

r ite cn t gn bndry pge f btntil cnsu

ep in th rgnztn n t they partlly dtne t dr

c h rpn f t wcr wll b ctdal r nnatiLs w huld nt tt thre i mnly n lgicl r cus

a it f rnztnl liztn tt ic h lit y wl

inite fr the r entlly cultural fr ha are cny

e t ientn mdifct wel tbiliatin ntu

A eat at th junctr n dlpent f r, ss r

f nd cng n ru tctic f lzt r us

inning t b nwrd by rfly dsgnd rsr Our rss r si

ee prtclr s r mpy te ibl prs (r prs

a ctic acrss wat pprs t b wde ry f rnzs s

l a th m prtn a pwr f t ttc prss w r

ectd t t

ix dmnss yz r:

1 ll slz prs

2) Fl nfr sztn prcsss

Seqnt r sps n czn p

4) F s. r prsss

vs. di; : roce6) Instur s s s ocsss



A. Co ete s nua Soa zaton Poesses

Defnton

3 8

Clctive ociiio rfrs aic king gru

rui o r ci a giv budar sag uig hrou

o of r ohr A b of good s of i

ss ar rdi i: bs i ing or bo

ir orio dg in in f rds di

a scoos or cry d on iiv grou

ing for s i sis f i , nag ag rss o

grus of roci or rcicig anagrs r n for

ndd riod of coo ducaio nd s r or r ociiai in iividu od rfrs o

ic of rci rcruis sigy d i isoion fro ohr

g a or or uiqu s of is Arnicsi ror

i ir or ri igns d ain ojob riig"

wheen a eut s eete to ean a gn oganzatona fne oe on

hs o he own ao ae tya exaes As Wheee (977) nots the ffeen

o cic for is ous c vrsus ui

s of roducio h bc o as roduio rcrui r

nd ogr h ous d cd rouh idi of

vns ih h ru i ri uifor In ui or do-

d c rcrui r roc idividu hrouh a rr dir

ri of ih h ru ig riv vri

Bckr (964 d ohr v rgud qui rusivy h

ndvidu ric ocii io rogr coc iv h houh

ings d cio of hos i h rci grou os rfc

i h ame boat" cns iou . Id dl prctv e



3

eere bit pon n ndeting the prbe ed Py ll u

e Beker word " the grp res prob ious mms

et with possible stin n reprt bk t the grop. n t ous

etie diussion the eer rie t nitin o tei

8ttn an dlop consn "etie oiliation proee t pro intesiy t

th ociaia tion agent Indee rets iali ac

ys te od neer d o th te d not

be prttd to d Sr - e aof

a e r ro one othr tn r te t. whil t

8ti get y ae the pwer t dein te tre of te

te probem the rrit ten he re reor iable to m

ee th oton t exerene tition xertis n

pene r tre . n n e oleti tt ic sul t

n t prte ubword within te oiation coms

8e ert omplte with it rgot rs o sous a

qe ndertnding. A tr prpete is dpd tat c

ht t ber upn oon probms ced by t goup3

Dos 155)

eted or mpe tt a "nion o spty op amo euis

t Grd A c as ret o the oc imett assoc

h the trainin rom Shrin iilr difculis a o ou

etie oions lal atid to te cts t o a

en o oa lationsip.

Iniiu stts as uc psona hange But t is

ted by peope procssd niuay r ily to be fa ss

ene th th iews tse proed ollctily. n shanic

trini , fo exampe, h e vu o motivs a eci-pe d



40

to iteet his o he situaio is quite pesoal ad specific oaed to the

l that lo goup th Lg 960 O o uh

lt ult vl t Bk (95)

to ula o t t l hg t ll u th tul t t tw t

t.

Ath o o wok a% qt ml

t tapt-tt ltoh. I t olt o tafomg

vdl to a v tat wth t ogzt dlgt to

l po a t vl-ot po t lkl

llow. Th t oo hv ol icuet is iewed b

t th ogt a b h o b pl o h th

t. Clow t th vl th at th

uut oto. S th lt

o o atol b th o gt t o

a l ol who thouht at o th t lt . Pol

tt t-lk ta ahttl ll ak xt

t vl olto ttg. tom th o-o-o

t a t l o th t v latoh hh o

t vlo tw th apt t . I o hh aff t

t w mb labl t qukl a ul aat ad

accet the skis

beiefs ad aues of his o he meto ad the pocess woks �elatie we .

wv , h th f ff t bo th l at o th h fo tto wll ot tk l.

th taot vul ot o ot lkl

to be associated ith comex oes. Futhe such modes ae most fequetl

foowe he thee ae eatie fe icuets compaed to ma asiats



4 1

fr i rl d w cllci idi rcris is iwd

s lss impr rcrui s lri f pril scifics

f i rl

r d cllci scilizi prrms r usull

fud i rizis wr r r lr r f rcruis

cd in h i i ; conn

ol ca b fai cll cif id w h niaion

bi1d a colciv n of idni idi loal

in cho goup bing oclid ii poc

niv bo h in i nd mon Failu cnno b il ccd

cd b ign . wih gwi bauci uc

civ ociliaion acic bc f i c a fficinc

icili hav nd pc diion individu

f ciliion ch a ppnichip ono ining in

d gniion (S1aman 173 Pow 192 B1 nd Sconh 19)

n conidaion w cn now d iv o ppo ion bou

laionhip of hi ocialiaion dni o bou p a n

Proosiions

A l llci scilizi is ms likl b sscid wi

fucil budri wr w skills f cicl r fucil ur

b lrd r wi rl mr mr iclusir

bdr f i rizil sm (wr sm prid f rii

r rii is ruird bfr i is fl rcruis r cpbl f ri

i simpls f rl rlis sscid wi w rl .

A 2 Idiidul scilizi is ms likl b sscid wi

irrcicl budris wr prpri fr pmi ruirs clx

lri f skills iuds d lus d wr spcific judms f



42

a gn indvidu b o n ognizon a o

ron f n" for romo ion o on . Sry on wou

ndvdua oaaon o r sg rog inn

nonary o whn n orgnizi sn. To b grnd n or vy nra oon n ny ogizion gmn ims

indvdu a n v by o on n o s

rworh nd radns o fn oon nrs of ohr

rs . ry uh Y8& oy b osd on a

y on and s-ya bs.

A . 3 . vr h oundary ng o sozon

y o rodu a soda o b onn nnov)

nion mong nwom. I is s iy o ro o nnovav

oms bau h grou riv wi os s r of ov

ozon a s as a onrin on nv. T hood

bon mnon owv b onsns rar of

oion o h oundary aag rob r o y grou y

o mmr o ovy d from ndrd y

gns n s o udr nii o of soaizon.

ov ro rovd hrfor ona ba for rri rsn.

C tton o the e e by the e o the oete

ra gy an b foun n oh du on an wor vron . In

iona ng b sudn o uy ard wh

udn oaro xho hm o r and hav good . In

ny wor ng urvor am o sur a moy wor u

o s of om n wh h o rs ry o mrs uon hm

no a u To g h ret e be



4

t t pvbi c and c o bh ' d �t m

tie ·they ll tpi al ly ol low the di t o hose wh who they sped V

ost o their tie hus i olletive des the ongruee betee aget

jetiv and ua ctiv d pctc dd b t g

pbti Bng th " elcvly ignoing

beg c in gn nd i f oe kl t n c iv

lztin pc in n inddued ein agen uvia

e hand cct w· "n" n m b

A 4 Indivia c iaizatn i l y t pduc th fc

tm dd by c aiztin a ( . Bc i

te o n ant v t he ndvd md, these

c cn be cutdia, ent ivtve innvtv

he ipliton here is siply th i one is atte�tig to train or

cotent or ro le iovatio ( i .·e . , set up soilzation ituations whi ch w i ll

ze th lkeld f innvtv pne, it i bbl nia

m ch il n cllc ive pc tu vidg

tn f cuit gou n d cn d fat .

. thn vdua norms , group norms re likey t be " bo radiina ad

todal in rinaion (ofen reeced by the popur dims, "e

path least resi stane or the lowest on deoiato hih serve

to severly liit the ewoers potentia l responses to their vel work

t.

B Forl vs . Iormal Socali zatio Processes

Deiitio

Fol socialization refers to those proceses i which a newcomer

is ore or less segregated ro regular orgaizatioal eers while beig



4

hgh set f experiences tai et th newcoer

Foma oee, hen eae no doub a o he eui eia oe

e sch eme f th ins or ganztil (We, 1966) Th ee pr ee are

sted by such ocialzatn pgms s plce emes , pr feioa ch

s s t of iterhp nd ppeneshps n whh · the c tities

e to be engaged in b the ppente e pese c nd

n sociaiz tion pces e n nst s nh the

e newcoer ' s re seci fica n s thee e de n ch ro ra

d dferentiate the rect m te e eerienced oranitioa

, es As sh nor tac ts pe s s sez a oc iaat ion

ets wheeby new res are eaned s sa hoh tria and

ncde e e nthe tnin a gnent

entceship progra i whh the appente s oe s nt tght pec if ie

e enera an sitatin whee he newe s cepted the

ts et s t eat prsina eb r op nd not fic

e nt recit e b the se sp e bes nfos iet

e sboic deices degned t snsh newcmes ther on

e ene

ensn s eted se t he etvendd

ensn bt t s in prncp e d een e st c ect ive oc ia

tn pcess s re a o nes thee e se whch re infra .

t there are thoe itatons whee chrt new epee rot

nt n ganizton toether where meetngs re hed periodica t ae

he gr up s co llectiv�y ettg alng but , wh ere the wrk assimes

ech eber o the coho r t ar e t d er ent depar tents wthin wh ic eac

e o

ne can o iie a er for ocaiato proam exitig or a

nd whch entai the abeing the peon as ecrt ad ao



45

i quit · �tel a sri of act i _� b prm

pa of the trainig egme. Would-be parners n w fi often j c

ocializton acs herby th st ist 'hl h "it work"

of th i for som pei . Certaiy this so of "ledge cs of one"

D t uncoon in mny ccupatiol sphres .

rol ocaizao roeses ar ically b i ogiz

ific reparaon for nw status i involv�' a ere dmd

ant at a nwcome larn t "or aites, vues, p

ad it th ne ol . To put te m�ter bly, h forl

pocs, th mr concrn hr is likly to b how for he recruit ' s

tion o t porae demeano and stn associe wih h

at on bgins o hnk lik a Une Ste M

H cuti r a Catholic prist.

T a te searation of th rcit fo he day-o

rk sttig he less t neWQmr will be to r v

nraliz an abilities or skills leand in he cialzai

(Bll 1962 ; Schein ad nis, 1965) Fo pc cca

ro'r ore uon e han c Suc es ilici

tnded howee Cos o exle the esh whch u

oie recis , se nu , sles ri c

forl taiing s evn, ar, ull Pica

se xpig i hi id pil h

onents o th valed sulal ethos h caaciz hi pi

uation auono pat m, nd h coen f a

n Ma 4 h 175 ii 6 7

I p ' z

on y serv p· cui au ricu au i a orgnizao

wld9 they ao " v nv id i wic others



46

ganiza in n raher se j uge he newmr ' s imen d

ene he rii aues f he uain Reuis in ie dmies

eame ssesse quie hrugh sff es s heir

n n he rganizin u he few reruis s

And tho ho do not adh to patiua nom hught uia t th

g he n ue are ushere s uneenius u f

poie depatment a they uhed eemniouy i (Manig ad Van Maann

19 is ue f urse ha ere assing hug a rigrus fr

ess sers s as a es o he rerui ' s wiingness ssume he

ne e f en s im he srifi e a hr wr i aes a erui

ee a er frm rss seres effeie fuse he newr

to the prepar�d-for role . Thu , g iven a lenthy a demdin frl e ss i is unie ha ne wi er ish j eri ze he ria

suh a urse quiing earing fge uin

sns ne earned

Lning hrugh eriene in he inf siizain me is n

e ifferen er is suh ais e euis in he

sin whee he mus se heir siaizain ages The aue

is me he newmer is hn deermine rge he reen

ege ssessd b n n nd f urse he gen ' s aii

nsfer suh wdg The fred f hie ffrdd reruis in h mr

resses hs herfre rie: he mus fre hers in he

5 ing eh hem Send is aes errrs mde reruis in

an na siizin ress us e regrde s e s nd serius

n isaes uri i rm eses Beuse rea wr is inrf ered

ith a it ho a a ita ay eat onidab toub fo both him-

and oth h ooi atoan ho " z" h an atne

ti to tt a tan ba on th tet ath than in an aadmy ay



47

ex ercis e m fin hm el ostraciz e ro th i r circl e o i qud . Te

fgetul nvice beauicia wh prvkes a cUKmr· by dyeins h ha

the ng clr �y b ored t lk elsewhere for a rizatio

ch cplete he d a censing requiren f e ta . E

nz atia member ow fll ell at "itake p bt a

i ud er a special prse to perf ell ring an inol i

priod - or o a lest ask before acing.

With teae cnid erin in aM, folln l prpso

� D e ttd.

Pooii

B F iii i ik cied wi ie

cic d ii bd wi wco i eeced

w k i ii ( oe wi e vue ,

id d o wi w ) ol ocilzion ,

d i ik id wi cion budy

w w w ki od� o cicl

biiie owv w ki b d o euie ew

wled b ii id di ciicly wi uc

kw d d i d bd Sinc e ecing

o w d i ik o c i idi d " oil" iuion in

c i iiio deli wi e li

cio kwd wi i qid u e eci ' ence

ino e nw oe 16

c , i i i e unciol ce iy

o ciii i w xi cu g

bewe iio e b d b idividl o

xe coy di Ai ed oee

idiy oul bbly llow iod o ciliion



4 8

ldg eas ngage g bg h w cl gie

t he aa an f A h s n h

ag f mn wh nws wa ss f e shks e i

t b ennt in th nsiin ch emns ae n imidte a hiahi in sina bnaies h ef t

t z f he a iffne es a n n In sm

gaizains a m fm nining saes ine as mh

hck an iniia a a min fm j a g io

anf fom taff an t in manag

B . 2 Fma siaiion tais e ms i b fnd wh

th a f h wo an/ h as snin th w

e in h a a sn in high s f is

th c cllg h wc h gz l an/

t f h gz

Thus the trang of otors, professoal ppoets, laers, an

arlne plots noles long peros of formal soalzatn largely beause

the wor nole n all these ases s omplex, ffult, an usually entals

a ery hgh pealty for the ang of a stae. ormal tranng for ele

trans, solers, an mahnsts s also preate on the ee to nze

the mnmzable rss suh as amagng exense equpment - huan r otherwse.

Where the ost of a mstae s relately low, nforal soalzaton proesse

are more lely to be foun.

3 ateer the bounary passage, formal soalzaton s most

lely to proue a ustoal orentaton.

As ple aboe, foral tats ten to emphasze the "proper" or " aete" way

to a omplsh thngs n an organzaton. en the fat that the target role an



j

9

b pesented in isoation fo m its eveda pefonce iies that ther r

available various traditional means of accompl ishing the task . Heer

et is aproprae �or it i ften te cse ha one rerus ve

bgu to porm he ole n n ofic cpcty, hey "unlea" uh

wt tey earned he fo1 gi o ubsue "praccal"

·m ways of dong hing fo -t pp o "snd" sraees

e wee oc ug Fom his st ndp nt . fl so aizon rce ss es

pee equel ly he "s we o socaao re e

by scond wave" l socalzao e e ewomer s e

iua ogal slo ad n dscoe he aul res

go on hee Iees, 16 6 1 eeas he s a e sresses a b

ce oad e b , he se a ephas es se a s , ue

picaos o he geeral rules , d he o nuaes huh eesr b

n he scene o eo he oe n o se g e he

ag he o s o leag ahe large , dsl lus e

s e se in aus he necr o dsegr vru eve

eed he o lao ocess us , hle rl rs ses

ed o poue u res og eus, es orenao

o e all oo sble ess he lessos o he f press re res

congrunt with thos of the infoa pocess which y fol�ow.

B. 4. Infoal socialization, ik iniial socialition, cars wit t · te potentia for pocing m oe exte es ponses in tr t custod!a innoativ dircions t han fol socialiation

f, for ea m pl, a rcruit s assign in info l m od to 'a work grou or a 1Oss caacteried b an "oganization n" orintation, or s s likly to beco m e ey custoial in oientation -- at least n t sort run. the othe hnd, if that sa ecit is assigned to a work gr p o boss charactized by an innov atie oientation, or she m ight th bco m qut



50

novaive too . W ha we are sa ying, in effec, is tha individual and informal

socialzton e ·ottlly moe powrfu thnq shapi, k

behvor than foa ad olletve d ce tey ne o-ej ob

cingenes as well as eahng people h e learl dog the work .

I cots , oa processe tlly dvde up ces tat mst be

ae simaosl on e j ob d re ofte e te otol of

intructos (ag en) whose crediblty lag . It woud ppear te ta

if forl d cletve procee ae t "succeed from a gnt ' perspeive ,

firs, they mus be long enough o almos foce recruis o learn heir lessons

well and perhaps practi ce them too and, second, they must be run by persons

wo he onsderable legiimay the eye of the reut .

c. Sequen tial vs . Random S tep s i th Szatn Press

Definition

Th egee of fomly d h dgre t t pre of soi l�

z s ollective are nced, a ated it mj or OWda ass ae

wit bic oietaio acivtes, d m t often wth the ntial 'e ry

of erut nto te rgaato . Hweve fo r me le s in a ora a i�

te alatin process may cover broa petrum f asges ad experi-

ences aking so m ei m es m an y years of reparation . T he person wis hing o beco m e

a edil speciais as r in tce o go tug n dergradate

me program media scool, intehp d reieny before eog

ib le t mply take te c od exnon . Sly, a

peon eg groed or a geera nager posio my ave o rotae ro

evel f positos as a alt, trog vro nca

n in oer t ea te "area of t e snes n trog arios

supervisory levels o build up experiences nd a so-calle "oo rack reord "

wic h would hen wrran he uli mate "goal j b" (Gordon, 1977 ) .



51

Squtl scl t refer t th dear. t wic the rgiza ion

or uatn specfes givn seqence f dscrete � idenifibl

leag to the tre re . Rndo alizton crs when he eqn c

of st es eadn o the tret r e is kn w, bis , r cntiny

ching. In he cse f ms rfess nl trin n$ sch s edicne ,

hav a ver sequen i roce in ht the tp ledin g the ro feo l

rol mut be negied n specific rder. I he se f the genr

manager how ever e have sequenia l prcess only with respec t t superisry r

rank levels but the seuenc r tat ing thrugh functi nal positions and di vi sons

is ' o ften unfd nd In ome oanzaons le more or less o "rando"

vents Ts in rando processes , w hile there ay be a nber of stes or stages

leadng to he taing of ce rtain rgaiz ationa rol es there i s n n

order specified in terms of the steps that are to be taken .

Wh en mn g eqni rges t s cruci t n oe he dgre

to which eaC s ge bild r expd pon the preceding stge . Fr x ,

cour n mo ecn ic rning rorms re rrned in w i o

to be a smpe-o-cox rogrion. On he oer d o eqn

es ses e t f ow no ine ogc Mngn edcion or

is, qite on diSjond curric ming fro o

topi th e negrion cros sgs In sch ce s w i rnd

by a rr t n the rogr i dnden simpy on ' ikd t th

aqnce . If , hver, he l f c r crs hanis nd

cnnected unctional ly r logica lly in sme fashin w t may seem li ke

minor alteations required f n individul at each sequential stage w ill

accmlate so that at the end , per sons w ill "di scove " themsel ves to be

cnsi derably differnt · tan w hen they began ( e g . , in trai ning fr a

specific ski ll ) . One se es thi s effe ct most clearly in the qui sitin f

cmlex skill or in the formation of a compl ete "rofes sinal " perspecte

r in the value sys tems built up af ter many yers f grdut study 18



ae f sever gns he arus prns f su

ess he egre whch he s f he agens re cn s ver y r

xpe in se fcer's rnng sch pe ry

ani ans he gens respnsbe fr psca an wepns rnn d

er fferen erecves wr heir jbs an ar he rcru

hse agens wh re n chrge f assr nsrucin sy 192

is quck sp uch cnfics when h exs ses ep

ng ges ff agns ne hr Such inruies e d

a e eaxe sun fr he recruis n n ch e en whg

r inrucrs y re nn each her h he pa

ang prgr

We should oe h of hese coces ppl o dom pocesses

a In b h rn euenia rrgens gens ay be u

er he y be ue fr pr spai hve rugy

ren ges f her rse ve sks h ern (9 nd er 1964

e rere up h dffcuy my scenss preny v vg

a vers ndusr seng prcce her rde rdaizn pce s he ae s seengy ue dsccr g y

nss whn ey dscr her cdec rng emd r

eren e f s ners us s ure rr

ironen s ver 1968 srv bee gd nusr

invu s e e nfu es sn h b e e d

a es s r vg ne in he frs ce

ah us crny e edd he s-c uven d

eives guc vrus es fr he pce rbn r udg

a wrers pschiiss nd crrecin fs Such rcss

qu bt tpicly rndom, av sug h pe



len to be onl whteve the edte s tuton dends .

In sequentl poe ss thee s l kel to be stong bs n te

pese ntton b eh gent to ke the next s tge ppe ben gn . Thus

53

a ecut is ld hat f h l jst ·"buckle do ad pp hmslf" �hU n

Stage A , S ages B C D E ill b asy Agens usually unwig

or wittn gly, the true n ature of the sag to follow fo r i recruts l

tha h fuur s rgh rward g , and assured hy wl b os coo� v

at sag hy ar in n wshng risk he fuur they think awits them.

o wit, n he accs f hgh schl ahe cs achers wh ll r

ues h f h ll jus work hrd algera o ry wll e "cih . "

A xre case f hs squen l "be ryal" ccurs n sae exe cu n s wher

condeme p rs ns are usally ld by hr "cachs" n he s cen e h er

s b quck pan ess and ky to e hem on h r way o a

"bette ple" Esheln 1 9 2)

Gvn these snsitng defnitions nd the ulfiton tht l to

ths sol zton t t some theoetl popostons n no be stted

Proposi tions

C l . Sequentl solztn s ost lkel to be ssoted with

hehl boundes .

Hehe s e tpll ognzed fo the outse t on the ssuption

tht hghe level pstns nnot be fulfilled dequtel until oe level

ones hve fst been fulflled Suh n ssuption s not bult nto funtonl

nluson undies hee peson n deonstte edness fo pssge

n gven te. t les t n pt h ee s peseve squntl sol ito

poeses n ode to ntn the ge tht the hh tself s

vld bse fo te dstibton of uthot f one



4

could skp levels te wole cocept of autort t s tougt would be

udeed f course some executve promotos skppg s accomp se

for all practcal purposes troug te extremel ra advacemet of someoe

vewed as uusuall taleted fast tracked fortuousl coected just

pla luck or all of tese attrbutos togeter

o pass cluso bouares ma take a log tme wle oe s provg

oesef to be trustwort to ma dfferet people but te process t call

does ot spec f a sequece wc suc a test ca or must be passe I

te case of fuctoal boudares tere be may sec fc steps assocated ·

wt e educato or trag actvtes volved preparg to cross te

boudar but sometmes at least oe ma be gve a job o te bass of

educato receved at a muc earler tme or o te bass of certa exer

eces wc are see as " equvalet to educato or trag Iclusoar

ad fuctoal boudary passages are terefore assocated more wt varous

sorts of radom socalzato processes

Sequetal socalzato s more lkel to produce custodal

oretatos amog recruts ta ovatve oretatos because te recruts

rema locked as t were to te coformg demads of oters te

orgazato for a log pero of tme before te target role s aceved

Eve te ablt of te orgazato to specf a sequece mles a set

of faly clear os about wat s requred to perform te target roe

Ad te clearer te role te more lkely t s tat te trag for tat

role wll produce a custodal resose

O te oer ad , recruits wo ecouter various socializatio

experieces i a · random fasio m fid te mselves exose to a

wde ad dverse varet of vews d perceptos of te target role wc woud

make t more lke ta s true of sequetal socalzato to ead to



55

ve oientais . It would sem thrfore . that a compny ho wises

o Irom v a tiv genra ud d wel to av qntl prce e

ad crage oe ad ecisi mg prceues i the oran iz in

coneig m eil j �b ves d ai ig xperiens .'

D Fixd vs . V ria ble Salzati Processs .

Deto

hi m rfrs h re to th ss ve

l1'ztn rs s hv timtale st t t h is both

by te rgizti d cicte t t ecrt. ied scii

prceses rvie ecit the precis e of the i i wi

e· t cmpete gie ssge Ts ile oranizti

pecfy vris creer pths hvig fre timet bles , ll f these th

m r r less fixed i ts t dgre hic te ecrit t

oow deeed titble S mgt rees f instane

t n -clle "fst tcks" reired t accet ne roain sign

r r s desite their ishes. Similrly, tes si to e n

w" r "reglr" tks my be freed t t eect in i

for at est fr fie yers. C al ht rootin oii in

t iversities elicitly sey the be of er $ eron id

t gve k Tey ls sell pecisely en enre cii t e

rac give iiil e press c seties be eedd

rely c it be sowed dVarible sociaztion processes give a recuit fe ces t

xt a gvn bry ssge s, bth he risoner of war h i d

h captrs hat e ll be elese ly hn he has leaed te trh

e at i a schitric hosi o cot ret he ti i gi

d "l r i r vesis f h rible ss O ore udne



ost wrdy oie creers busies raios ae a b

riabe soczon rocsses rher th fixed ones ese ny corod

atrs sch a h s of he econy the tuover raes in h p r

cl f agen y artiay detee ether nd when ny gi ron

w b promoted o he n ex highr l vl .

Futrmore, wat y b true for oe pero i ot rue for aoer i

ariabe ocializaio proc. Suc a iuaio reqie a rcruit to

earc ou clu a to te future To wit , appreticip program of e

pecify ol miimum umbr of year a peo mut remai i te appre

tice role ad leae ope te tim a pero ca be xpeced to be adaced ito

e ourema cla fic a io Howeer , ice te rate of pa age acroay orgaizatioal bouar are a mater of ome cocer to people rai

tioal imetable may b deelopd by recruit away o te mot fimy ad

fr agmta r iforma io . Rumor ad iudo about wo i goig were ad

we te are goig caraceize ituatio marked by e preece of te

ariabl rateg of ocializaio. Ieed , te woul-be geral maager of e

pue qui ar to dic oer t ig of a comig promo io ( or demoi6)

T iiiual lite cloel o tori cocg t time i ake oe o

adace i e orgaizatio, obere a carefully a poible te experece

o f oer a , i geeral , d eelop a age cocioe delieati g te rage

of appropriate age for gie po i io Ad weter or o ti age co

cioue i accurae, e iiiual will meaure i or er progre agai

uc belief.

atdy, Roh 193) sg tht si tory of

chroic

ak a e crd or crin ye o roe fi u h

ix scizon oce o ic schoos he retrdd r shd o

stnc csss here he noion of rogrss does not es lal,

i e po to me

artcry dug a poo o e oca p



5 7

ae rcruits typicy thrgh he acaey t the pato diision e

e ng-te s si gnent a ct trf ntr s n

arn Sch assinnt ee a a th rcrui n oes i

ratin t te iniidu h e the career p. o the

t tht s oniztion Sieri exist n c e idenified i

aiy b thse in the se tin cnic track o ic tee is e

u i a dis inct pos sii itin fi ciaizt pocesse . e

r , sidetcking is suay or ube prbeaic ecit

ra i a aie sociiztion t rac Ide , peoe wo e

r i the idde eves f ent are fen e jdge s ee

a� here thy re ing, r h the are in Cnsequenty vie

are ike t crate uch anxiety perhap fustration or indi

h are ae to costuct eaonaby i taes t inf e o

rriteess f teir eent r ac f ent the gnizion.

hu e nte that vrie prcesses e vey pefu

tt t the foin of gop soidit on ptenti recs o

a rgizationy dfine res The ment f pepe t i een

a ccoring to difeent ptes es it virtuay iossie o

rt rup t rein ce e n oya t ne ther . Indeed in i ghy

etie ittions ecrui ein pcessed in a varie ode end o

rentiate theseves oth soci n pscogica fo ec oe.

utheore te en e seqius to utoit sspi cious o coeges

ad� mre eery dopt stegies of pae minimize isk T�eoe

rm the ogizion' s poin o vie peer goup soidi in eci

p i esireab l e , cre should be tken o use ony fixed timbes i he

aiatin pocesses



5

We look now to ce rta n propost ons whch ar se on th e ba s s of th s

d iscussion of fixed and variable socialization tactc .

Proostons

D . I Fixed· timetables for socializat ion pr oces ses are most likely to be

as so ciated with hierarchical boundary pas sages and least l ikely to be use d

with inclusionary boundary passag es ; functional boundaries present a mixed

ase

Thus , n so orgn z aons , on c ot guar ha afer ri

ubr of yers o the dy, one will e promoed o a higher rnk . ons id r her

t mr n d rin vl see breucrce • . To onr , one

gurntee tt fter ertin length f tm ersn wll h ldat neessry o mke f ionl move or wll e qred he r nd

uppor reqred o move loser o he ore of e orzo Tho lr

r or kely o on h b of a or n s i ·

n t no ry lon or r hort pro o

D 2 Fxed soalzaton proesss are most lkely to produe nnovatve

responss; varabe soazaton proesses are most lkely to produe

ustodal responses

The log behnd ths proposton s smply that a varable stuaton

leads to maxmum anxty and ths anxety operats as a strong motvator

tward onformty ntu tvely, most managers ut l ze ths prn ple whe

they at tempt , for example , to ontrol ther most rebell ous or d ff ul t

subordnates by te llng them that th er next ar eer move "may or may

not happen" wthn a gven tme frame Dotor s too use ths ta t tou ens ge ell refsing rvde h knd o

t ele f r heir rlee fr he hi l . d f us, ntrogatos

e rgizatins d rin se h agn that surods o ' s

eee lengh o sntne to pessu risnr ke on ins and he

tde S hein , 9 Go , 9



9

a n presse kp a rru ff ce

d er f sztn gens In ff he en ss t

u I pss u n t t n he u re red, r.w

Ect4� hn u re red

In fxe prces

such s furer dca

rgr, thre-nh b-p, a n r ppnesh, a set w-

a ur f d n nther gegrhc srt ·f usness f erson

c ua ger theseves n the stun ber th the vre ce

fr n p nnve tvte t f the tbe I hd ao

vr, fxe prces un te per f the nno

- he grup f hh e s prt hs s partcur the a nar

h n a vn sg sn hers n t n pc s ow hat

nvar s n n " duk per Cnsquen, fr he on o

he nnvtr n cern rs , s esreb e n s ton o

a u na hr n the

E Seria vs . D i sj unctiv e Socializaton Processs

Dnon

A sra so c alzaon procss s on n which xprnd mmb rs of the o r

gania io room necomrs are aou to assu imar knd of poiion n

rn n ff , hs xrn r r ds for

u s In h ce rd , fr exe , he ser de - where rook

ssgned n der vetern o c her t okg pt on

ar - s vrtu en fr gred nd o sers a s ha

s hs ec of o cin ha aons or h b nrgraioa

a o pto or ttes s e , 970; Rbt 97 3

nn nn, 1 9 8) . Ser d crete otg no t

s (1956 ntn f a s -f gurte uure . s s chden n a

oi� a= bl o sur n f h a�i ;



0

eir rts rndrnts n i f thsvs r dr

iztis c i surr sns h utur sin i ir r

ind drs ig thsvs utr ng i � rgnizin.

ists f cus this i wi b itr ftring nr

b r th rsctiv f th cis d wcrs

itin rt th fc wh rs b gizin ur

usi sings wr wkr r i uv is hig sri

a f iitiig nwcrs it h aizti wud aini d r

plify r tutin.

wr r win th tsts idi r rssrs, d hn ds vi rcruts inr

th r rcd i t w r , h sciizin r i

sjuntiv n n xs c ci T , instc

a firir ring rv whi ngin cn r w

gri rk in fi tht ri n ccid n

I ts css , thr r w, i , rns t sn w

th niqu r s cd h rcrui . rti uc in

s xtr difi nd nxit rvkin r nwr.

rig irin is s rvidd b ric nd in

utur d rnd 1 . In vrin i

n is dir n w r hi nd d r r

sis f tris d rin i rdr t discr nw w in

but d dg ng . ic r d n d

svnturs t r is in s rt gic g d ri

s h sci s w rviizin it Sc di c i r

tr n w r hi 1 .



atc distinton bten i d dsunctiv oil

cs sometime brought nt arp ocs hen ornii k

a ''se cening" eby ol d brs st ot bc doo

rs rougt in e font door to rpc te. n extre ce e

zation c be tro int a disi ciaiztion i

t t ornizion n sD it or elf I i

tr that occional th rson wo i psabl bin soili b

rgztionl ee ha �; ec d l e do

caizing To wit , n ce wr aclty mb

n d exitn , ong t studts xer t m conrl over e ttt

C, n oter orgnizions suc as prison d nta hoi

i often cnsirbl sae t taff tovr. I huld b

sing then tt te ranzation are ten iey by e t

S, wt aers t a pocs is ctualy ije

I wr rizis, it t ca tat 1f oon is ei

lood ad promoted o rojt r by age 25 tht s e b

xcnly miocr to in tat poiion e . B

c cctcs, he ge-ed sreotyp o he uful, ie

r ember of te i bin coached iely by re, ifo

r is frequntly flse h proces Y ve been es ie

, t, to th crui proes may b disjiv if e nwll

te te n or eiously. Rot (1963) bel his b em "

t ape o b a eis c ed wi i sg p

t hstoric , soial , o ideolog al dis tne be ween rei .

Ad, wn th pa t xprien, refnc rs , r valus of th g e

te moed fo o aside , the

juncve oe.



6

In r s geerally te a recs repreet the first

l se e toe or te clae o olow. " ot ugges ted hat

tos e o ol are pagated eiatm, bu spl tat for those o come ,

eer t lea fro other aead o ad h t o lea o te o

a rtor . A ong a there are oter avla the ocazaton

setting wo the ecomer cosde r o e lke h" , the e other act as

es assn o coeual outos o e tyc proble faced by

. Metal patet , for example oen rpo tha te were oy able

to v e a ga her releae becaue o er , more e-1' pat�ents "st

t hem se" s to hat the pcatrc taf eeme approprite b ehavior d

iv e of prov ement (S tao d Schwarz , 195 9 ; Gof 196) .

We ca ow tte ome roosos w relate these above consderats

t th teorecl varables o ers

Propsitions

E l Seial socializatio is most likey to e associate wt ilusa

ouay pas saes .

This ssociati eslts becase to ecom a cental meme f a a-

i tioal semet oally eqies ha othe s onsi oe t e aff ale

tstorthy, and , of cose ,'

cetal as ell is ulikel t u

nless these othes pece ive te ecme to e , n ms t eset s s ma

to temseles. Rerut must at least seem to be tk tse it wm te

wo seiosly o k bein labelled eiant i te stuat a e

alloed acoss nclusoay onaes

E . 2 Sera socizo roceses are key to be od oy at tse-

ona or hie rarchial bouay paage whic ae see by tose

rol of the process as equiing a conuty o skillS , vales and d .

Di.'unst, procese ae mo likey to be foud at tho e fuctional and hier-- '

, hcal bo�nd y passage s which re see as o t requiring suc cotty .



th ds, s no aprii ason w a disjntive roesses

would b found at of h w types o bund·is . Ornizons

l aag o seial o e at these ions

d o ta o m.

E . 3 , Sa saliza prcesses are mst ikely t produe

cusodial orntat in ; d sj nv ae mo lkel to prode

a Doative orientation .

ereas the seri roess risks snaion nd oiaio he s-

nive prcess risks picatn and onsion B he isjcie a

er as creates the pprtnit r a rerit o vive ad o iia

eriny newers et heir devies may y o iaoiae

oes fr defnt ins teir tasks . itt an od gad aod o hame

he deepent a res prspete e onoriy ad ocks eses

reated b te seria de are abent. Entrepreners ·o exame amos

atoatia a nt a isntve ress o soiio as do hose

who i newy reat ranizai res. n boh as es he ae fe

roe des avaiabe he individa o ave ad ia exe�eces

and cod herere oh the newoer in ih o h essos hey ha

earned. onseqen i innvation is o simad fo haee easo

h siaizion roess shd iniize he ossiiiy of aoi icm-

bents o o reionshis with their ike ccssos fo hese oe ic

bents wi ypiy eah te rerit he od ays of oi his Isea

he roes shod axiize either a ery brod age of oe moes sch

as mih be cad oh h s of idivida ifo ma a aom

is o soiizaion r deiberaey ea siaios ee as occ

beween roe de and rr or o ad oes o kee

ris oose in hei oin o



F Invstitur vs . Divrtitur Soci li zation Prsses

Dt

4

The a $agy b du t ch

a ocaliz ce ccte ee cf dsnfr th

ng dy f e rec e ure cee tfy d nt

o ret ty uefue e rn hrtrsts th

rng te to te ogiz io . tue ce ay t th

o "e ke y s o e." t r ru th

ctc e eru Re t hs t

ge f b n e ls, ue ttue h rrut

1 o o pos ess lrady. F eectve, t t rsss

ae e ee e ecr ve f ef t

O og bue c uae are vetue t thgh at

bd ey y cert sg xrns At

t n e bm ng f gti ddrs r lld b

he u o s ctc ee e ee t r hndd th a

a e f cce Inve tue ce e attet t k tran int e l ie oe soo ol l

enain g, cee cueg ect ssstn sa funtns,

e a e sd ffce t h rut hndshak d gd

eacay ugget tey a vauabe h

Dvestture siaat prsss ntrs , seek o en n sip

awy certin per sonl chracters tcs of recruit . Man oupiol n

organizatoa cunties almos rquie a cru to seve old frieships,

undrg

xtsv harrasmt fr xprincd ebers , nd ne for lon '

rods of tm n dig th "drty wrk" f h e typifie b is low

p, o s tatus tere st alue and lo skill euiree s n

spe ts of pr ofe ssion trainin suh s he f is t e o eil s ool



65

and th novt iat pri od ocia td with rl igi ous ode s ae oazed

xpicity to diconfirm many apct of th re�t ' � eteig sel-age ,

thu binning th proc of rbuiding the idiviu ' s sel-imae ased

on nw asmtions. Ot en thse n assmt ions se o te eu '

own discovy, gradual or dratic', that thy have .abi1y to do ts

thy had not thought thmlv abl e to do pr viousy .

Ordinariy , th dgree to which th rcrit xeices e o al iz at o

rc a an orda indicat th dgr to whh dse poesses

a orating Gon s (961 ) " tota inti ttions" re ool to

tyica1 in thi rgard in th dibrat mortiiatos o sl w e

into thm ntai . Bt , vn n tota inti tions, socai atio poe ses

wi hv di rnt meaning to dirnt cits .· Ths the deree o w

th r ss is a d ivstitur f invstitur one to a recut i , pat , a

functio of th recr u i t ' s ntring charactritics and ointato towad e ole

P.r�ap8 Gffm d oth ers hve been over ressed with th e dr of humlaton

ad profanatin of f th ccrs cer rg nizas . Even n the

shest of ttnl t tn, � i t wll dgo brtal dves u

process with 'a llatd ndffn d c nnh . Som rrit

to wll h v hgh dt s so fqnt that w

t tt don ath r-offc Frtror ,

' total iiuion" meti ff e c i sor t o homeaway-rohoe

hat o s comp n th ut ' n s lf -g . Ths, for

v d bb r bn a mmb o , y , thf subulure in a prison

acts a invttur th a divttr rocs In ch s aos , oe

ta dn t b nd i no nhnd wth se

Yt, th e f mis tha m n z tn o ol poot ordals

esied' o mke he ecru whteve t gnizatn dees approprte ,



66

a n as d s rbd as " nd ng" xee She 964) . eee

rsans rrs ar fd abs an fm a e ehv

s bll dgrad hslvs and rs and s llw a e

f s and rlans. Frr asres ae en ake e

crits fro fo rmr as so cia s who prsably wo1 ct c

th rcit ' s old dntt y . This pr ocss whn volnr ly udege , eve

and bd rsn rganzn an pal pee up

a trg d s ir on par of t rc ru ' o b cme an accep e eJe he

rganztn (r an rganzanal sgn) . In bre he eae

n r r ss s add b s r "ae" he u a

s " a" n susa ns ndvda ' s t van hrh sbsequ ea

f vsr. Cnsdr r frs r a sds a ele uvee

( 977 ) r g ng rgs rdrs (Hl 96 )

r y l a ga t t ha

rqu p t ga vdgd ass n

lg c la , sazatn gs

al lc , lw ce gs ar rgaa

d v bsns cc c s d b ag

lcg qt wc, r t p ar k a

s I t sd kp nd v tat ts s

dnttbswng d tdsrng rss . C

cssi dgng t n . ndd an a dve

f latng sn angs t vlat stv b r

ts at f rs b at w n s s vl a

t bt f s n t ds sns b ag .

GVn h ns tn an nw b snd hh se

t ut at t ngs azat ta n gazanl

s .



6

Proosons

F . l . Dvesre processes are mos lkely o e fond 1 a he poin

of nial enry ino an organizaion or occpaion, and () prior o he

crossng of major nclsionary bondares where a recr ms pass some asic

es of worhness for memershp in an organzaional segmen.

Once he person has passed hese iniial bondares, sseqen ondary

passages are mch more likely o e of an invesire nare nless movemen

from one segmen of he organizaon o anoher involves a major change of

skl ls , vales , or sel f-mage . For examp le , one can igne a col lege grada e

engineer going ino an ngineerng deparmen of a company and experiencing

hs process s asically an invesire one. If, a a laer ime, his persondecides o move ino line managemen and goes hrogh an exensive formal or

infoal managemen r ainng proces s , sc h raining ma well be experienc ed

as a dves i re process becase i may challenge man of he ndividal s

chershed vals whch were associaed wih and rooed he old engineer

ing role.

F . . Divesire processes are mo liely o lead o a csodal

orenaon; nvesre processes are mos lkely o lead o an innovaive

orienaion (nless he recr eners and is rewarded for holding a co

dal orenaon a he ose )

Divesi re processes , n effec , remold he person and , herefore , are

powerfl ways for orgnzaions and occpaons o conrol he vales of

ncomng members . I s sch processes which le a he hear of mos pro

fessonal ranng hs helping o explain why professonals appear o e

so deeply and permanenly socialized For, once a person has sccessflly

compleed a dffcl dvesire process and has consrced somehing of a

new iden iy based on he role o which he divesi re proce ss was dir eced ,

here are srong forces oward he mainenance of he new ideniy The

sronge of hese forces is prhaps he fac h sacrifice invoed in



68

buildin the new identity mst be justified , consequtly making any disclaimers

placed n the new idetity extremely d icult r the person t acc mpl ish .

Furthermre, sice th prsn ' s self-estem fllown the sccessful compltion

f a divestiture rcess omes t est n the new s

f- imae , the indvdual

will ranize his prsent and futur experiences t insure such ta hs self-

esteem can be enhanced r at least maintained (Gffmn , 1959 Schin , 1961 ;

Schein nd Bennis , 19 65 . In shrt , th ime becme self -ulf ill ing .

G . Interatin f te Sciaizatin Tactics

In the preceding prtins f ths "people prcessin" dis cuss in , w idt -

fi ed sme f the maj r tactcal dimensions f scalizain processes . These

tac ti cs were presented as lically independent f each other . Furthermoe , we

examined, thrugh a ser ies f prp si tnal set s , the kelhod that each tac

tic wul be assciated with certain kinds of rganiatna1bndary passas

and the lielihd that each tactic wuld lead t ithe a custodal r nno-

vative respnse . On examning real organizat ns , t s empir ically bvous

that these tactical dimensins are associated with ne anthr and that the

ac tual impact f rganizatinal scialization upn a recrit is a cmlatv

ne, the reslt f a combinatin f sc iali zat in tact ics whc nce

nfor or ol t d nt z h ot I t o ovo that awarf these tactical

dimensis maks it possibl or manars to desin sciazation procsss

which maximize the probal ti s of crt ain utcmes . In th foll owng sc ton ,

we suggst sme propositons about strategc combinations f socializaton

tactics n rlatn t th crtical sarch for the condtins ndr whch an

ranzatin cn expct to prmte from its recruts cstodial , �ntent n-

20nvative , r r le innvativ resonses .

Prposiins

G . 1 . A CU STOD IAL respnse wll b mos t l ikly to resl from a s c a1-

izati process whch is ( 1 sqntal , ( 2) varal, ( 3 srial , and 4

invlve divesti tr processs .





0

inhbi innovaive effors , to be epo se o innova'e role moels or none

a all , and o expe ri ence n af firmion of sel f ouho he pr oc es s

I is very ifficu indeed o chnge norms surroundig he mission or gos

of n organizationlly defined role . Therefore , i wi probby ony occur

when an iniviul who is innovave in or ien a ion a he ouse encouner s

an essentiay benign soc ializaion process which no ony does no discourge

role innovaion , bu enuinely encourages it .

VI . CONCLUSIS

rnted t r d: d t rgan

tn d t nern bunar a t d r rnngte t utd r t r t atn epees

, td n dt d t to

tougt dtnt tt e

(ent) wn ng r t rnt

o a vaious bound pssaes.

We have a ttempted to spe out , through sr ies o f propostons , the lik

tt d d td t

nd f rgana ona ounda ag ave evope

rtions about the iehood an gvn t ain o

t ntnt nnovav, o o ntv rsoe ia,

roos e a ombination of t wh one ih hothes e as

t e to produ eah f h o ana tiona esos s

W t onser h ompet the n tt w do not as e

g empra vn to ein o tight ane n

hem ow t vau aat tt an or r

ed tm o t t uon uts b tt

t

nons of th son poess sen a fis nd ipo sp



7

i re on. e beeve \ en tat e ve ae oe teo

a no be tee era.

In even e ee a e efn e eon te

ve ea t oen -- b o reeae an aer n ornza-

-- an anat raeor r e te ac roe e b eoe are broht no ne ro ae ee,

e beoe ore cono o ce an nee o e

i e "oe eoe . Unne uoan rec ane , an

azaona tagnaton are oft the dict rt of ho mploy

e ee nt te organzaon Re ova an ate

toa eazaon, a e oer eree, a ao be a et

f o eo e ere e e r ereve, ranzatoa

ae e oneuee f e or aoe b eoe

o e oranzaton aer, e ae e oeence o te or

ee aco ate e razaon ef a oee t

e



7 2

1 e ca acin aen in i aper ae eeiay

ai c ychgy an expree m ccncy y he

lic ineacn (ee, fr exple he w f ea,

13 Gff ; r , 6 ; Huge , ecer . ena

in i rawr away requie e y cain

f ie uc prie prmp , een if ny mmenariy , a kind

f aen m he cnce f he mn an pehap he

ei f he affai a e pe a ihe niced

at ilphicay, he erpecive i eae ce ha

f egy . Fr me gnding here , ee chu z , ;

; aha, 2; d, epecia, Zaner, 0



73

h h�s "orgzaioal sgn qui oad n ths

r ras s l onig of ctios derake

e oaioal mbes n sui o f c ds.

prns a efoe ognizoal ss workgoups

roc ms eil d oizal iqu b s ad

racis aso fll dr h u or h xis mes

icl, o ols s eal , rgig o indivdl

r S nnig (19 and us (95 158 ; 196) for e

ora us of is cocp.

I al, fo o adul socalzao ilu t onzatioal

loous o o ch soclzn, u

soii zaton oss s contd wi idividua '

"culue of orieaion" which may stad in te way ·of he.

& t r Fr r h arous fos of

orzaonal socalizaon , se , o · x1 Bck d

s, 96; cn 96, 964, 968; Beker, 164; Calo 1964;

r Wel, 166; Roh, 963 Moore, 16; ks 1 9 � ; ,1970; d an M, 1976 or arl s f o of the

i is e, se' an d S 17 Aor rdti

h op loaed i Po L d Hc\n (l97under

aril miseding ar il Ao Pocsss

4 o so x tose adjsnts o o nondataive

all d t class�ao of ht Pltt 12 clls " oalap " In bf sc ts io fs tm delay br

l ecs of rcar adjsmn a f s s th cse wh

ng d e o dsil ollo d nomtal

ecy



i icentives ( sincentivs n roit ee

cting n r olt st intret s exeiied y te

ns Kty Gov layn in N Cit e taon

e b te ri

ne' Dil

"

5 To t, yolo a evelent tie ehsi cite

an ( e . , Erkon 1959; 968; t 1962 199 Krol t a

1970; een 1977) whr i cn t iniid

ncs ehsie t tchin f eson nd et tn n thir

ation stdes (e.. , Hola 1966; e, 197; Ser a

On te ter an olt centist see st cnee with

wcos in cnt tin i"J 19 rice,

975; EQIA Stent c ritns nery aay o s

the e etiveness th nec ew H, 19 ;

cein, 1978) his ts , hen t cn ier dt

atin , end t be ntt · ttn

acosS pat ca socetes than those occng tn a socet · ( . Taft ,

Kimball and Watson , 197 2 ; S tnequi t , . 1937 ) or with thos · passags wi tin a soc

that mark a · yut h ' s trnsitin int o adul thd (Van Gennep , 1960 ; LVin 9 7 3 )

t y tht te e v stues prvid m vry ric

crptiv materia but rey d te theore ia aoun of te

scalzaion proe go beyon · cplary oundari� . We he tried

at les t in sma eaure t transcnd these bodaries in this paer .

6. To b sue vn f we acclishe fuly t'e s ur thory ou

be of only the mdd �g (Mron , 195 7) . A omprhsiv

the mst ao ider he origi d aleraio in he hi torial

paters of organizt onl scn a . W l h dfe a





7 6

woul e ec e Gulner 95

roze 964 i 90; rgyris 4 leship 9)

h fconal heaccal bonres ths wld

a be the case becase ael ate tce to nw

e iiviual s t l t rquimnts

ave c l u s

s teselves j ust be fe pssage the rs on is

l o cuh up he ansti tsel ave (or dsir

u luec e left en Acoss th

a bouares e s la though prhs ss

ael ae e e e s ew peole

evle lle e epsonal tst with

sce whc s ecessa xe annful

lunc. u afr av ache a erl vsible ostion

e atcular sett t s ll t suc a postion ese upo he val' s alos al ccp tnc of th

alues of the ro tloists e ron to s

so hav one ae" a a conse qunty os t th sor of

al an thnt ncessary o sugst cic trtns

ocal schme o thngs.

e sp c c em is sefl re ol ic orgnztios

her a soe tee case es

l ap� so-call "pogssve" "refo hfs o

olic have , f tr pur gin op dms r e rak'

a



77

onel ho were smahei o heir conceions f h he

anzio sod id o re ha on h rih

e hose who were aso lel hae he f' son)

be romoed in he syem. ol r ho ha e

enral d iil iion ih eir reseie ras d

on ee o oer in faorabe iio o rse he

zaion o icy chges aon cre of h romoion

oral examinaio he ecaal eqiren fo arilar

eemly word i his regard gie e hor ied

of h isiors f he efo he hor led eiod

e refos hemses moig hese en from he o

oed o e i diff il if no ioible deed lower

ae membes i hes dearms ere ale (hrogh a ariey of

eie meas) o loc refo n he long r b eher forig he

ief o enre or saing he Chief bac ino a osiion

he ale of organizaioal mer oe aga fell more or ess

o a lmb e droed from he o o f he organza oal coe .Se Dal) 1973 , Fishg 7 ad Be iel d B ig , 1 97 7 fo r c

rals eari o h raher remarkable resisnce o chae eiid

i ce orgzaios

o some frher remes of hs role osiion caims mad

occaios oo o o e rofessioal see iesy ;

de 1; omr d Mis 66 hes 8 an eseiy

Blaenshi



8

e ae e cee l h x

e ea accal ees ffcs th mo

enae b ebe e zan ff cs e ee ce atal sos o gv

ato at, eene b of ags civ

e e ce ee ual h il cosi

uue e ccua za l h

eean we e ee e I os som

e o th choic of sa il o of socizi m

e e n b e eure agts h h

lciv o e eea, hv, th cs

ee Qua cl a be a ua sc of th oizos

e ac wee ue th xatg, agos o cosi

e e be ee a eco o th fi, siz

e omot b collv csss - s folog sctio

eui s socll sial as is th cs i mii

en N lss o s , coaai s ti a cc

h e

13 e e o go sigs s , of cos, o h

ee wc al mmb call sha h s f. n hih

o v col iv s is go mms k h hi css is cs hogh h fal o ohs, hc, soi

eos css a sn i h go

e Cossal sags ll vlo b i

f j J



7

ann unvrs c ll ru s ndds ,

u suc snrs ary ways vul scorp,

the llcv s nr ing a , a nvual on.

rllar is rsin can al us Nl

rcis rin or a a lcv n lss

l r nnvv sns V 1 7 8) rfrs

h n cllcv rocsss wn wc sr ras n n

rc ru r s cl calzan O r

h n sclizin ccrin Van ann s nvlvs

cv c lz n u rk can in rsnn

whn h ci gru nrsn su n ts

a rr c 55 w xn csonng

r Frc lgh crw w a rn hr or som

ks r rnig crws wr scr n-co c i

�alzain whrs rang crw s nac {csco

alzn} orrc s suris crl crws wr r

r n h rfoc varu akra rls n wr

nac crws Inr ng ts rsul cnclud h

av lck o wr dns n ci su ong h

grus od r mor on n cnsirion

av suon ros cng ru n wou

ssl whn nd ss w ssh n r s

a cs or ntc crws Jn (1 2 hs rcn r d

v sr ndins



80

f th f flty f tat thy

ally ha y lttl t ff n ganzatnal mms

cang f bng tagh th cl l It s

h cas ha tan mmbs stt ns (thgh

i n tans thy may but l t as that t s

hng sstanta t cntu o a an hs

s n h nl m f f baly mstat

al t th lb ach a pfn " g " lk

h as hng wk matal ak cff nnng lttl

a t nnsntl ans ng h " ty k" th n

cn h t a an slayn "ag" "g" attt

gag n suh tasks In c f h lngnss a

cng lanshp may h L 97 5 ; Haas ; an

n 973 f sm xl ga

16 uggst tat mny salzan pgms bgn th nsast

c n h stanas a taght a ll as th n atn s tans Hw phaps lst as mny gams n th

alast n wh ts a taht that th a

f ng stanas whh a ap nly t nal ss s

anly lts th typal ntn f th tw salzatn s

an nmal mntn n th xt ns t tt n mn

anzans th stt an th ls (sh as hat s I

uht n a l salzatn ps ay ll flt a st

ual nmtn hn th ct actally gs t k ath

a cmptn sn as al "g" ms th gnzatn kn t

n ?



8

qal on jo cnsdon o s popl a

qn oal-onoal soclon & psnd o

ng pgs o x

S llsons a paps sl . ConsT ac a

n gaaos emlos msn o s aemens

ns al loans ; dg mas pa dgs

o xpenss o xaggeaed amns o a n e; and p

s naal a e p oac o sodnas No

s pcs a ll o con ng s ae of

l soalao Moo a em o s cl ds · o

l coec pacs ( e pop) a an soc al a ces

nl n se n ok sn s s lel o e

s os o e an "ognonal p" nl snd

socalan pdes c e ncss leang

I os ogaanal dop s on o as no en

c18 . As Professor B arr S taw (persnal counication) rigtl suggests t

degree to which the substantive base of a socialization procss can be

presented in a sequential fashion depends in part , upon te avail

abilit to tose irecting te proess to call upon a full evelope

and shared intellectual or disciplinary paadigm. Thus when clas-

sifing so cialization processes in eucationa institutions , matematics

or psics are far more liel to be presente sequentiall to s tuent

recuis in ose fiels tan re , for example , isto�or o ciolog . In

work organizat ions , te use of sequentia processes leaing to a gen

organizat ionally defined role will also vary accoding to the degree

tat agents ave recourse to sare owlege abou an/or eperie wit



the tet oe Fom thi tpo it ici yt o poct io

peio e pehp moe ikey to be oci ize eqeti

me th e ogiztio eeoet peciit o ew poct

ie mge . Howee we c pe thi ogy o ec e i

wok ogizt i i ect io oe p egogi ipte oe

the p roper s equenc e of learning are ind eed quite como even when ther e

exit wiey ccepte pigm mg oci i zt io get .

ar tal metm cme t t ctal not all i sj unctive

ializat o pocesse s ave appy enngs nformtve ad peps

tng ase is povded by Keberg ad Cotle 3) Tey oe

tt st geneaon rua-o�city migrants sue' a seios beak

eeen e past ad pese expeiences So serious s tis beak

n ac e ig a ' imge of a better uture usuay les u-

nncted to ay ocree actes toward ic he igrant ca ec

e o s I w re x ii

xpnce rs lishing tat mot dlcte ge etwee e nd. this oc curs , anomie and alienation ar su t o resu

Van Maaen 97)

0 We soud oe a n tese sary roposi tons we o o take a

potn al sociazaton actics en a parcuar tactic s

not epictly meioe n te propositon s ecause e fee

tat te tactc oud o ee ay dependg on more speciic cr-

aes . n te fir st ropos io ·fo eae , orl-foma

llective-indivdua socazaton tactics are not mentod

ecae we fee tat er use n any combinaon , nei er ads t o

nr dtat rom te reiction as s tated . o cld ee tacics





e

a Scho D Theo ace Icea ofesioa cti' a acisco osseass 4

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