SOCIALIZATION TACTICS, SELF-EFFICACY,

AND NEWCOMERS’ ADJUSTMENTS

TO ORGANIZATIONS
GARETH R. JONES
Texas A & M University

This atudy inveetigateil the relationship between the socialization tac-

tics employed by organizations and a seriea of role and personal
outcomes. It also examined the effects of self•efticacy on role orientation.
Consistent with predictions, results suggest that different patterns of
socialization lead to different forins of newcomer adjustment to organi-
zations. Specifically, institutionalized tactics lead to custodial role
orientations, and individualized tactics to innovative role orientations.
The results also suggest that self-efficacy moderates thia learning pro•
Gee pecifically that aocializetion tactics produce a stronger custodial
role orientation when newcomers possess low levels of self•efficacy.

Although there is evidence to suggest that socialization experiences affect

personal and role outcomes, few empirical studies of socialization processes
have explicitly addressed the question of how specific socialization tactics
affect newcomers’ adjustments to organizations. Rather, the focus has been
on how newcomers’ experiences of organizational reality at different stages
in socialization processes result in such outcomes as satisfaction and feelings
o1 personal worth (Feldman, 1976), commitment (Buchanan, 1974), or lon-
gevity in organizations (Katz, 1978). Only untested theories have explicitly
addressed the way in which socialization tactics affect newcomers’ responses.
A second and related issue is the possibility that individual differences may
also affect newcomers' adjustments to organizations and may furthermore
moderate the effects of socialization tactics on individuals' orientations to
roles (Jones, 1983a). From such an interactionist perspective, it is necessary
to investigate how both individual and organizational factors combine to influ-
ence (1) newcomers’ subsequent adjustments to organizations and (2) their
role behaviors.
The purpose of this study was to address these issues. It first examined
how the information provided by organizations through their socialization
practices may influence the way newcomers adjust to the organizations.
Second, it examined the proposition that newcomers’ levels of sell-efficacy
The author wishes to express his appreciation to Lyle SGhoenfeldt, Tom Bateman, Gerry
Ferris, and Cynthia Fisher for their helpful comments on earlier drafts of this manuscript. I also
wish to thank Jane Nathan and the College of Commerce and Business Administration at the
University of Illinois for providing resources to conduct the study. An earlier version of the
manuscript was presented at the Western Academy of Management Meetings, March 1984.

262
 1986 Jones 263

may moderate the effects of these socialization practices on their subsequent

role orientations. Role orientation is defined here as the manner in which
individuals perform their roles and adjust to task requirements.

TACTICS AND OUTCOMES

Newcomers entering organizations may experience a reality shock
(Hughes, 1958) or surprise (Louis, 1980) when their assumptions about how
people interpret and respond to actions or events do not conform with those
that prevail in their new contexts. As a result, newcomers may be forced to
reevaluate their assumptions about these organizations and to seek informa-
tion about why people behave as they do, if they are to reduce the uncer-
tainty or anxiety surrounding the entry process (Jones, 1983b; Van Maanen,
1977). One of the main ways in which organizations can influence this
learning process is by using specific tactics of socialization.
Van Maanen and Schein (1979) offered a theoretical explanation of how
methods of socialization influence one particular outcome of socialization,
role orientation. According to their theory, newcomers respond to their roles
differently because the socialization tactics used by organizations shape the
information newcomers receive. By giving or withholding information or by
providing information in particular ways, organizational incumbents can
encourage newcomers to interpret and respond to situations in a predictable
manner. Figure 1 presents the six socialization tactics that Van Maanen and
Schein (1979: 236 — 252) hypothesized to be significant in influencing

FIGURE 1
A Classification of Socialisation Tactics•

INSTITUTIONALIZED INDIVIDUALIZED
Tactics concerned
mainly with:
Collective Individual
CONTEXT
F'ormal

Sequential Random
CONTENT
Fixed‘ Variable

Serial Disjunctive
SOCIAL ASPECTS
Investitureb Divestiture

• Based on Van Maanen and Schein (1979: 232).

b
Indicates reverse of effects hypothesized by Van Maanen and Schein (1979).
264 Acodemr •f Mnnogement Journol {une

newcomers’ responses. However, the present study hypothesized that the

effects of two of these tactics on newcomer response are the opposite of those
proposed by Van Maanen and Schein. Also, the overall classificatory scheme
used in this study is different, as is discussed in the following pages.
The first two types of tactics vary in terms of the contexts in which
organizations provide information to newcomers. First, collective versus
individual socialization tactics are hypothesized to produce divergent role
orientations. With collective tactics, new recruits go through common learn-
ing experiences designed to produce standardized responses to situations. In
group settings interactions among newcomers reinforce the definition of the
situation offered by socialization agents. By contrast, individual socializa-
tion practices give each newcomer a unique set of learning experiences that
allows heterogeneity in their responses. As a result, collective tactics will
produce custodial role orientations, in which newcomers accept the status
quo and passively accept the substantive requirements of tasks or roles (Van
Maanen & Schein, 1979). Individual tactics, on the other hand, provide
newcomers with opportunities to develop differentiated responses and to
adopt innovative orientations toward roles. With such orientations, newcom-
ers may decide to change the methods for performing their roles or even their
missions.
The second categorization of socialization tactics, formal versus informal,
is closely related to the first in that it also deals with the context in which
information is presented to newcomers. When organizations employ formal
tactics, they segregate newcomers from other organizational members while
they learn the responsibilities of their roles. With informal tactics, newcom-
ers become part of work groups and learning takes place on the job. As a
result, formal tactics, especially when coupled with collective practices,
increase the propensity of newcomers to accept definitions of situations
offered by significant others in their organizations. In turn, this increases the
degree to which newcomers will share common norms, values, and attitudes,
and develop custodial orientations. By contrast, informal and individual
tactics provide newcomers with great latitude to make differentiated
responses, and innovative responses are a likely result.
The next two categorizations of tactics, sequential versus random and
fixed versus variable, deal with the content of the information given to
newcomers via socialization. Sequential tactics provide recruits with explicit
information concerning the sequences of activities or experiences they will
go through in their organizations. Fixed tactics provide them with precise
knowledge of the timetables associated with completing each stage in these
processes. By contrast, variable socialization tactics provide no information
about when newcomers may reach a certain stage in a learning process and,
when a process is random, they do not know the sequence of its stages. Thus,
random and variable practices will increase newcomers’ levels of uncer-
tainty since they are missing information concerning their organizational
futures.
1986 Jones 265

While Van Maanen and Schein (1979) argued that sequential tactics will
lead to role conformity, they also argued that variable tactics will lead to
custodial responses because variability causes anxiety that motivates people
strongly towards conformity. However, it seems more likely that when the
future is uncertain, variable tactics will encourage innovative responses,
especially in organizations in which newcomers’ abilities to deal compe-
tently with uncertain situations govern upward mobility. For similar reasons,
fixed socialization tactics may not lead to innovative responses, but to custo-
dial ones, because individuals will have no desire to rock the boat if they can
clearly see the pathways to their future statuses from the beginning. Thus,
the effects of fixed or variable tactics on newcomers’ orientations must be
determined empirically.
Van Maanen and Schein’s (1979) last two categorizations of socializa-
tion tactics are also closely related to each other; they are serial versus
disjunctive and investiture versus divestiture. In serial processes, experi-
enced organizational members act as role models for new recruits, but in
disjunctive processes newcomers must develop their own definitions of situ-
ations because no other or prior role incumbents are available. For this
reason, disjunctive processes are likely to result in active, innovative role
orientations. The final tactical category, investiture versus divestiture, con-
cerns the degree to which newcomers receive positive or negative social
support after entry from experienced organizational members. These two
categorizations therefore reflect social or interpersonal aspects of the
socialization process. In the social, interpersonal sphere, interpretations
offered by other organizational members may more strongly influence
newcomers' perceptions of contexts than do objective characteristics of
contexts. Fixed or sequential socialization tactics would furnish such objec-
tive information. Previous research (Van Maanen & Schein, 1979) suggested
that divestiture also results in custodial responses because organizations
explicitly intend such tactics to mold newcomers into forms that the organiza-
tions wish. By contrast, investiture, which reinforces peoples' beliefs in
their own competency, results in innovative role orientations.
Once again, the logic behind this argument is open to question. By
disconfirming newcomers’ expectations about themselves through negative
social experiences, divestiture may not cause newcomers to adopt passive or
custodial role orientations. Instead, it may encourage them to excel in their
roles. In other words, divestiture may lead individuals to question defini-
tions of situations offered by others and stimulate innovative orientations to
roles. Conversely, confirming newcomers’ definitions of their own compe-
tency at an early stage in their entry processes may paradoxically cause them
to believe in self-fulfilling prophecies of their own worth that will lead to
custodial orientations. Thus it is not clear a priori which socialization tactics
will result in active and innovative or passive and custodial role orientations.
Furthermore, it is unclear whether different sets of practices, as opposed to
different ends of the six continua, will lead to opposite role orientations. Van
Maanen and Schein (1979) suggested that different combinations of tactics
266 Academy o} Monogement Journal June

will result in different role orientations. However, given the modifications

suggested above and the lack of previous empirical work, the guiding hypothe-
sis for this study is that different ends of the six continua will produce
opposite role orientations. Specifically, it was expected that socialization
practices that are individual, informal, variable, random, and disjunctive
and that involve divestiture will produce innovative role orientations. These
practices will be collectively referred to as individuoJized socialization tactics.
Conversely, it was expected that the opposite ends of these continua, collec-
tively referred to as institutionalized socialization tactics, lead to passive or
custodial role orientations.
Hypothesis 1: Jnstitutionolized sociolizotion toctics will
produce cuslodioJ role orientations ond individuoJized t£ic-
tics ivilJ produce innovative role orientotions.
Role orientation is only one outcome that the process of socialization
may influence. Other outcomes of importance concern levels of role ambigu-
ity and role conflict, job satisfaction, commitment, and intention to quit.
Taken collectively, these outcomes generally describe newcomers’ personal
adjustments to their organizations. To the degree that socialization tactics
provide information that reduces the uncertainty or anxiety surrounding an
entry process, a predictable pattern of relationships between these variables
should emerge. Specifically, since institutionalized socialization tactics are
likely to present newcomers with less problems in searching for situational
consistency and mediating personal adjustment than individualized tactics,
it is hypothesized that:
Hypothesis 2: fnstitutionoJized sociofizotion tactics will
be negatively related to role conflict, role ombiguity, ond
infention to quit, end positively related to job satisJoc-
tion ond commitment.
Although Hypothesis 2 implies that, in general, institutionalized tactics
are more likely to influence personal adjustments to organizations than indi-
vidualized tactics, it is likely that certain tactics will have more effect on
newcomers than others because different tactics provide information in dif-
ferent ways. For example, collective or formal tactics are likely to be the least
important types in mediating adjustment, because both essentially deperson-
alize newcomers and do not allow for variability in their responses to
situations. Fixed and sequential tactics are likely to be more important in
this regard because they provide newcomers with content-specific infor-
mation concerning their future organixational progress. However, investi-
ture and serial socialization tactics are likely to be most important, espe-
cially in situations in which information is ambiguous or role learning is
complex, because they provide the social cues and facilitation necessary
during learning processes (Feldman, 1976). This argument led to the follow-
ing hypothesis:
Hypothesis 3: investiture ond serioJ methods will be the
most important omong the six categories of socialization
tactics in mediating personoJ odjustments to org£lnizotions.
1966 /ones 267

Self-Efficacy and Role Orientation

The introduction to this paper argued that newcomers’ levels of self-
efficacy may moderate the effects of socialization tactics on role orientation.
Self-efficacy influences people’s expectations about their abilities to perform
successfully in new situations. Expectations about self-efficacy are directly
related to people’s perceptions of their success in dealing with past situa-
tions and to their expectations about future success. Thus, the knowledge
newcomers have acquired through past experience and the strategies they
have developed in the past to deal with ambiguity or uncertainty may also
influence how they select information and respond to new situations.
For example, people with high levels of self-efficacy might be expected
to define their new roles differently than those with low levels because of
differing beliefs about their personal competency. As a result, newcomers
with high levels of self-efficacy may take proactive stances toward role per-
formance in order to demonstrate their abilities; alternatively, the sociali-
zation tactics used may not affect their subsequent role orientations. These
newcomers will interpret situations as they see fit. Conversely, individuals
with low levels of self-efficacy may more readily accept definitions of situa-
tions offered by others. In general, it may be argued that when organizations
employ institutionalized methods of socialization, custodial role orienta-
tions are more likely to result among individuals possessing low rather than
high levels of self-efficacy. This leads to the following hypothesis:
Hypothesis 4: A newcomer’s level o{seJ{-eJicocy will mod-
erate the ejects of institutionalized tnctics on role orien-
tation.
In sum, the purposes of this study were to investigate (1) how socializa-
tion tactics affect role orientations and personal adjustments to organizations,
and (2) whether level of self-efficacy moderates the effects of socialization
tactics on role orientations.

METHODS
Respondents and Procedures
In order to investigate the effects of both individual and organizational
variables on newcomers’ adjustments to organizations, this study employed
a longitudinal research design. Respondents, all M. B. A. students from two
successive annual graduating classes of a major midwestern university, com-
pleted two questionnaires. They completed the first after they had accepted
jobs but before they joined their organizations; they completed the second
approximately five months after joining. This time period was chosen to
capture newcomers’ responses after they had had time to experience social-
ization processes and develop role orientations. Respondents received ques-
tionnaires to be completed before joining organizations at the time of their
exit interviews. They were requested to mail their responses to the researchers.
268 Acndemy o{ MOnogement Journol June

The second questionnaire was mailed to respondents and follow-up letters

were sent one month later.
The questionnaire completed before entry measured levels of self-efficacy.
The second questionnaire measured the six socialization tactics and the six
outcome variables: role orientation, role conflict, role ambiguity, job
satisfaction, intention to quit, and commitment. The first questionnaire was
completed by 127 respondents from a population of 282, giving a 45 percent
response ratei 102 of the original 127 (an 80 percent response rate) com-
pleted the second questionnaire. Thus, overall 36 percent of the original
population responded. In order to investigate whether the characteristics of
the final group differed from those of the original one, the study compared
the original group’s M. B. A. concentrations, as expressed in their exit
interviews, and the final group’s functional specializations in their organi-
zations, as expressed in the second questionnaire. In general, the propor-
tions of respondents in various business functions like finance, marketing,
and so forth, were similar to the proportions of respondents in the various
M. B. A. concentrations. This provides some support for the representative-
ness of the final group. Respondents had joined 96 widely diverse firms
located mainly in the Midwest and Southwest: major accounting firms, banks,
manufacturing and service companies, as well as small, specialized organi-
zations. There were 73 men and 29 women in the final group. The average
age of respondents was 24.7 years.
Measures
Self-efficacy. Following Bandura (1977, 1978), self-efficacy was mea-
sured in terms of the people's expectations that “they can successfully exe-
cute the behavior required to produce the outcome” (Bandura, 1977: 192), in
this case, mastery of role and organizational requirements. The self-efficacy
scale consisted of eight items scored on 7-point Likert-type scales ranging
from “strongly agree” to “strongly disagree” (o = 71). The Appendix lists the
items in this scale.
Socialization tactics. The six socialization tactics were operationally
defined in terms of Van Maanen and Schein’s (1979) discussion. Care was
taken to ensure that each facet of each tactic figured as an item in each scale.
Also, care was taken to endow questions with an active, behavioral, rather
than an affective, evaluative tone in order to reduce common method variance.
The Appendix lists the six 5-item scales that resulted from this procedure.
Table 2 gives the reliabilities of these scales and all others as its diagonal
elements. Although the different ends of the scales bear different names in
Table 2 for purposes of clarity (e.g., fixed versus variable), the scales are not
bipolar, but are based on a Likert-type format.
To further investigate the relationships between tactics, varimax factor
analysis was performed. Table 1 gives the results of this procedure. Both of
the social tactics load on Factor 1 and both of the content tactics load on
Factor 2. However, formal versus informal and collective versus individual
tactics load largely on different dimensions, indicating that not all formal
1986 Jones
269

TABLE 1
Rotated Factor Loadings from Factor Analysis
for the Socialization Tactic Scales

Factors •
Items
Investiture vs. divestiture
IDI .57
ID2 .74
ID3 .61
1D4 .62
ID5 .76
Serial vs. disjunctive
SDI .41
SD2 .67
SD3 .63
SD4 .46
SD5 .44
Serial vs. random
SRI .61
SR2 .42
SR3 .43
SR4 .46
SR5 .73
Fixed vs. variable
FV1 .62
FV2 .55
FV3 .69 .45
FV4 .56
FV5 .55
Collective vs. individual
CH .75
CI2 .45
CI3 .57
CI4 .62
CI5 .67
Formal vs. informal
FH .48 .48
FI2
FI3 .67
FI4 .53
FI5 .46
‘ Only loadings above .40 are presented.
For items identified by abbreviations, refer to Appendix.

socialization programs were collective, nor all informal programs individual

(Van Maanen & Schein, 1979). These results provide some support for the
classificatory scheme in Figure 1.
Outcome measures. Role orientation was measured on a 5-item Likert-
type scale using a 1-7 response format ranging from “strongly disagree” to
“strongly agree.” A high score on orientation indicates an innovative
270 Academy oJ Monogement Journnl June

orientation, in which a newcomer attempts to alter procedures for perform-

ing a role, the purpose of the role itself, or both. A low score indicates a
custodial orientation, in which a newcomer accepts the prescribed limits of
a role in an organization. Role conflict and ambiguity were measured with
the scales developed by Rizzo, House, and Lirtzman (1970).
In order to ensure that role orientation was conceptually and empirically
independent of role conflict and ambiguity, a factor analysis of the 20 items
composing these scales was performed. Three factors with eigenvalues greater
than 1 were obtained; these accounted for 93.6 percent of the common
variance. Examination of the item loadings using a .40 cutoff revealed that
Factor 1 contained only those items referring to role ambiguity; Factor 2 only
role conflict items; and Factor 3 only role orientation items. This supported
the analytical separation of these variables.
For the personal outcome variables, commitment was measured using a
shortened version of the scale by Porter, Steers, Mowday, and Boulian (1974).
(See the Appendix.) Satisfaction was measured on the 7-point Faces scale
(Dunham & Herman, 1975; Kunin, 1955) as a summary measure of overall job
satisfaction in order to reduce method variance. Intention to quit was mea-
sured by a 2-item scale: “I will probably look for a new job in the coming
year,” and “I scan the newspapers and other sources for prospective jobs.”

RESULTS
Intercorrelations among all variables appear in Table 2. Examining the
intercorrelations between the scales measuring socialization tactics reveals a
high degree of intercorrelation between five of the six scales. Investiture-
divestiture has the smallest degree of intercorrelation with the other tactics
(r = .28). However, in all cases intrascale reliability estimates («) are of
greater magnitude than interscale Pearson correlations. This suggests at least
a tolerable level of discriminant validity between tactics (Buchanan, 1974).
Moreover, as discussed in earlier sections of this paper, theory suggests that
the use of these tactics will be highly correlated, and the pattern of correla-
tion between the tactics supports this hypothesis. For example, investiture
correlates most highly with serial socialization tactics, and sequential tactics
correlate most highly with fixed tactics.
In regard to the issue of the relationship between socialization tactics
and role orientation, it appears that an innovative role orientation is signifi-
cantly and negatively related to each of the institutional methods of
socialization. On the other hand, individualized socialization programs were
associated with relatively high levels of role conflict and ambiguity plus
innovative role orientations. This implies that high levels of role conflict and
ambiguity are associated with performing roles in innovative ways. Either
newcomers self-generate dissonance through how they perform their roles,
or their actions lead others to question how they perform. For example,
organizational incumbents' resisting newcomers’ attempts to redefine their
roles will raise the level of role conflict and ambiguity that the newcomers
experience. Newcomers will be forced to trade off their desires to perform
 TABLE Z
Intercorrelations among Study Variables •'*

Variables x s.d 1 2 3 4 5 G 7 8 9 10 11 12 13
1. Role oriezttation 20.2 7.36 (.89)
2. Role conflict 26.6 9.t6 .5J (.61)
3. Role ambiguity 19.6 7.30 .43 .50 (.8S)
4. Commitment 47.9 11.90 -.28 -.61 -.37 (.71)
5. Job satisfaction 5.3 1.41 -.28 -.59 -.43 .79 —
6. Intention to quit 5.2 3.27 .33 .34 .29 -.64 -. 56 (.81)
0
7. Investiture vs. divestiture 26.6 5.91 -.30 -.51 -.54 .60 .65 -.37 (.79)
8. Serial vs. disjunctive 24.8 7.03 -.53 -.47 -.59 .49 .53 -.31 .60 (.78)
9. Fixed vs. variable 2o.6 7.3o -.47 -.42 -.53 .30 .42 -.34 .41 .66 (.79)
10. Sequential vs. random 22.6 7.55 -.5Z -.44 -.51 .38 .44 -.38 .32 .70 .80 (.78)
11. Collective vs. individual 21.3 8.54 -.35 -.07 -.28 .06 .09 ’ -.18 .14 .57 .54 .64 (.84)
12. Pormal vs. informal 18.2 6.40 -.28 -.24 -.27 .16 .19 -.20 .O3 .44 .57 .64 .70 (.68)
13. Self-efficacy 37.9 7.33 .16 .19 -.09 -.21 -.18 .Z6 -.03 -.20 -.13 -.17 -.13 -.08 (.71)
' N = 102; correlation coefficients above .16 are significant at p < .05; those above .23, at p < .01.
b Given the nature of the scaling procedure, a positive correlation between a socialization tactic and any other variable is to be interpreted as the
relationship between the institutional end of the continuum and the variable. A negative correlation indicates a relationship with the individual-
ized end. Thus, for interpretative purposes, an active role orientation is positively correlated with divestiture, or negatively correlated with in-
vestiture. This is the case for olJ tables.
272 Academy oJ Monugement JournoJ }une

their roles innovatively against desires to reduce uncertainty by lowering

levels of role conflict and ambiguity. Conversely, custodial role orientations
are associated with low levels of role conflict and ambiguity, as might be
expected. This issue is explored further later in the Results section.
The relationship between socialization tactics and personal outcomes
also shows a consistent pattern of results. The more institutionalized the
form of socialization was, the greater were expressed job satisfaction and
commitment, and the lower was intention to quit. Thus, there appears to be
considerable support for the hypothesized relationship between institution-
alized tactics and reduction of anxiety.
Further analysis was conducted in order to investigate the relationship
between personal and role outcomes and the six socialization tactics, and
also to discover which tactics have most impact upon these outcomes. Since
there are multiple dependent and multiple independent variables, canonical
correlation analysis was used. This technique was appropriate because its
aim is to develop parsimonious linear combinations of dependent and
independent variables that maximize correlations between each set of linear
combinations. Table 3 presents the results of the canonical analysis. Here,
the structure coefficients are the beta weights used to form the respective
dependent and independent linear combinations. In other words, applying

TABLE 3
Results of Canonical Analysis of the Relationships of Socialization
Tactics with Personal and Role Outcomes
Canonical Wilks’s Canonical Coefficients of
OOt8 Eigenvalues Lambda '• Correlations Redundancy
2.52 .18 5.27“ ” .85 .51
2 0.28 .63 1.74“ .47 .64
Canonical Set I Canonical Set II
Structure Standardized Structure Standardized
Variables Coefficients Coefficients Coefficients Coefficients
Dependent variables
Role orientation -.56 .67 .9z
Role conflict -.76 -.08 -20 -.59
Role ambiguity -.77 -.39 .27
Commitment .78 .25 .34 .37
Job satisfaction .86 .44 .28 .11
Intention to quit -.51 .11 .05 16
Independent variables
Collective vs. individual .26 -.41 -.77 -.91
Formal vs. iiyformal .33 .18 -.32 .71
Fixed vs. variable .65 -.05 -.50 -.45
Sequential vs. random .69 .43 -.53 -.05
Investiture vs. divestiture .85 .55 .20 .69
Serial vs. disjunctive .82 .38 -.43 -.30
‘ P < .05
• * p < .001
1986 /ones 273

these standardized weights to the respective variables produces the canoni-

cal variables. The standardized coefficients are the respective zero-order
correlations of the variables with the linear combinations (i.e., canonical
variables). Because previous research (Cooley & Lohnes, 1971) has shown
that the structure coefficients have the greatest stability, they were used for
interpretive purposes.
The results of the canonical analysis give two significant canonical
functions, with the first accounting for most of the variance. (The coefficient
of redundancy is the multivariate analog of N.) It is immediately obvious that
the structure coefficients for both independent variable canonical functions
are almost mirror images of one another. With the exception of investiture
versus divestiture, whose loading falls from .85 to .20, the first canonical
function represents an institutionalized pattern of socialization tactics, while
the second canonical function represents an individualized pattern. Relating
these results to the structure coefficients of the dependent variables reveals
that for the first canonical function, high job satisfaction and commitment,
and low role conflict and ambiguity load the heaviest. For the independent
variables, investiture, serial, sequential, and fixed tactics load highest. The
results support Hypothesis 2, stating that institutionalized tactics will be
most significant in mediating personal adjustments to organizations. On the
second canonical function, of the dependent variables only role orientation
loads high (0.67), and individual, random, variable, and disjunctive social-
ization tactics, in that order, load highest. These results suggest that an
innovative role orientation is the main outcome of individualized practices,
or conversely, that institutionalized tactics are the tactics most likely to pro-
duce custodial role orientations. Thus, taken together, these results support
Hypotheses 1 and 2 and suggest that institutional and individualized social-
ization tactics have different effects on role orientation and personal
adjustment.
Hypothesis 3 suggested that investiture and serial tactics would be most
important in mediating personal adjustments to organizations. The loadings
of the six tactics on canonical function 1 support this proposition. Investi-
ture and serial tactics load highest, followed by fixed and sequential tactics,
with collective and formal tactics loading lowest. These results appear to
suggest that social rather than context types of institutional socialization
tactics will have more effect on newcomers’ transitions into organizations.
The next issue was the effect of level of self-efficacy on role orientation.
The Pearson correlation coefficients in Table 2 suggest that role orientation
is positively related to self-efficacy. In order to test the hypothesis that self-
efficacy moderates the effects of socialization tactics on role orientation, a
series of moderated regressions were performed. A separate regression
equation was run for each socialization tactic with role orientation as the
dependent variable. In each equation, self-efficacy and an interaction term
composed of the product of the socialization tactic and self-efficacy were
included. The interaction term was significant (p < .05) for three of the six
socialization tactics. To conserve space, this paper does not show the results
274 Acndemy o{ Monogement Journal June

of these regressions. Instead, a subgroup correlation analysis that provides

similar information was subsequently performed in accordance with Peters
and Champoux’s (1979) recommendation. A median split on self-efficacy
scores was performed and separate correlations were then computed for the
relationship between role orientation and each socialization tactic. Table 4
presents correlations and subgroup differences. These results suggest that
institutionalized socialization tactics result in considerably stronger custo-
dial orientations when individuals possess low rather than high l•vels of self-
efficacy. It appears that individuals low in self-efficacy more readily conform
to definitions of situations offered by others. In other words, level of self-
efficacy moderates the effects of socialization tactics on role orientation.
These results provide some support for an interactionist perspective. In order
to understand the nature of the newcomers’ adjustments to organizations, it
is necessary to consider the combined effects of individual and organiza-
tional factors.

DISCUSSION AND CONCLUSIONS

Empirical investigation of the way in which socialization tactics affect
personal and role outcomes has lagged behind the theoretical conceptualiza-
tion of these issues (Feldman, 1976). In recent work, both Van Maanen and
Schein (1979) and Louis (1980) suggested that reducing uncertainty is the
major goal of newcomers to organizations and that the methods of socializa-
tion that organizations use can influence the way newcomers respond to
their organizations. The findings of this study support this hypothesis, and
the canonical results reported here reveal a pattern of relationships between
tactics and outcomes supporting the proposition that different socialization
tactics lead to different outcomes of socialization. The social dimensions of

TABLE 4
Moderating Influence of Self-Efficacy on Correlations
between Role Orientation and Socialization Tactics

Correlations with Role Orientation

Significance of
Socializatlon Tactics Low Self-Efficacy High Self-Efficacy Difference•
Collective vs. individual -.45*‘ * -.25‘ .10
Formal vs. informal ‘-.‘42‘ -.12 .06
Sequential vs. random -‘.57” * -.43•* • n.s.
Fixed vs. variable -.63*•* -.22 .01
Investiture vs. divestiture -.48‘*‘ -.09 .05
Serial vs. disjunctive -.68•*• -.33““ .05
• The significance of the difference between subgroup correlations was tested applying Fisher’s
r to z transformation and examining the differences using a Z test.
* p < .o5

‘ ‘ ’ p < .001
1986 Jones 275

socialization—investiture and serial processes—appear to be particularly sig-

nificant in influencing role orientations and subsequent adjustments to
organizations. However, the content of the information given to newcomers
concerning role requirements and their future organizational progress also
appears to reduce the uncertainty surrounding the entry process. Both collec-
tive and formal socialization tactics were relatively less influential, perhaps
because they define newcomers as learners and increase the psychological
distance between newcomers and organizations. The importance the litera-
ture has attributed to these variables may be a consequence of authors’ using
highly unusual or extreme settings, such as military socialization programs,
as illustrations. In such settings recruits have no other choice but to respond
to organizational commands. Very few organizations have such captive audi-
ences to experiment on.
These results also suggest that the different ends of the six continua of
socialization tactics, rather than a mix of tactics, are instrumental in leading
to particular role orientations. Moreover, contrary to Van Maanen and Schein's
(1979) argument, both fixed and investiture tactics, rather than variable and
divestiture tactics, are associated with custodial responses. This pattern sup-
ports this study’s hypothesis and suggests that two factors combine to dis-
courage newcomers from performing their roles in ways that are contrary to
those customary in an organization. These discouraging factors are ability to
predict progress in an organization and definitions of situations offered by
others. The finding that role orientation is positively correlated with role
conflict and ambiguity further supports this interpretation; failure to accept
significant others’ definitions of situations results in increasing uncertainty
or anxiety for newcomers.
As argued in an earlier section, newcomers are likely to have proclivities
to interpret situations in certain ways and to respond to them in their own
terms. This study found that newcomers’ levels of self-efficacy moderated
the effects of institutionalized tactics on role orientation, in support of this
hypothesis. This finding suggests that newcomers use self, as well as others,
as a locus of control when evaluating situations (Weiss, 1978). The results
suggest that newcomers high in self-efficacy will tend to define situations
themselves even when their roles or progressions in organizations are
prescribed.
However, caution should be exercised in interpreting these results
because this study relied exclusively on self-reported measures. Studies
employing only self-reported data have raised concern among organizational
researchers, because common method variance may affect the magnitude of
relationships between work characteristics and work outcomes. The use of a
longitudinal research design partially obviated this problem so far as the
moderating effects of self-efficacy are concerned because self-efficacy mea-
sured at time 1 was analyzed with tactics and outcomes measured at time 2.
Moreover, as discussed in the Methods section, care was taken to operation-
ally define the measures of socialization tactics in as objective a way as
possible, and the relationships between the outcome measures are consistent
276 Acndemy o{ Monogement Journal |une

with those found in many studies. Further, all hypotheses were directional
and all were supported as stated. Nevertheless, it would have been useful to
have had independent sources like supervisors confirm the nature of social-
ization tactics. The original research design attempted to get such confirma-
tion, but respondents' anxieties about anonymity and feedback to supervisors
prevented its use. The procedure in effect increased newcomer anxiety.
Finally, all methodologies have costs and benefits. Although common method
variance may be a cost of survey research, this study gained one main benefit
from its use. This benefit was the opportunity to examine socialization prac-
tices across widely diverse organizations, which provided the variability in
responses necessary for meaningful analysis.
In conclusion, it is suggested that future research be conducted across
different firms that hire similar candidates but treat them differently. These
settings should produce different results that will allow further investigation
of the effects of socialization tactics on newcomers’ adjustments. It would be
interesting to study organizations’ socialization practices in conjunction with
newcomers’ tasks. There is likely to be some correspondence between the
demands of tasks and socialization practices; this correspondence would
resemble in kind the relationships between choice of leader behaviors and
task constraints that path-goal theories of leadership have posited (House,
1971). Such research may make it possible to fathom why firms use certain
kinds of tactics rather than others. It would also be interesting to investigate
how organizations’ sizes or natures influence their choices of socialization
tactics. It is likely that research that considers the requirements of different
jobs as to skills and roles will find factors based on individual differences
even more salient than did this study. Finally, also deserving of investiga-
tion is the degree to which newcomers may, because of individual differences,
self-select organizations because they know what kinds of socialization and
training the organizations use. This issue is likely to be particularly impor-
tant in the case of newcomers who join unusual socialization programs such
as the military’s. The measures of socialization and sell-efficacy developed
in this study may, with suitable modification, prove useful in such future
research.

REFERENCES
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Staw (Ed.), Itesenrch in OrgonizndonoJ BsAovior, vol. 1: 209—264. Greenwich, Conn.: JAI
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og , 63: 711 —718.

APPENDIX
Unless otherwise noted, responses were measured on 7-point scales ranging from “strongly
disagree” to “strongly agree.” (R) indicates reverse scoring.
Scales Measuring Socialization Tactics

Collective versus individual:

Cli In the last six months, I have been extensively involved with other new ré cruits in
common, job related Gaining activities.
CI2 Other newcomers have been instrumental in helping me to understand my job require-
ments.
CI3 This organization puts all newcomers through the 8ame set of learning experiences.
CI4 ’Most of my training has been carried out apart from other newcomers. (R)
CI5 There is a sense of “being in the same boat” amongst newcomers in this organizatlon.
278 Acndemy o/ Mnnogement Journol June

Format versus inJormnJ:

FI1 I have been through a set of training experiences which are specifically desi8ll ed to glve
newcomers a thorough knowledge of job related skills.
Fl2 During my trainin8 for this job I was normally physically apart from regular organiza-
tional members.
FI3 I did not perform any of my normal job responsibilities until 1 was thoroughly familiar
with departmental procedures and work methods.
Fl4 Much of my job knowledge has been acquired informally on a trial and error basis. (R)
FI5 I have been very aware that 1 am seen as “learning the ropes" in this organization.

Investiture versus divestiture:

1D1 I have been made to feel that my skills and abilities are very important in this organi-
zation.
ID2 Almost all of my colleagues have been supportive of me personally.
ID3 I have had to change my attitudes and values to be accepted in this organization. (R)
ID4 My colleagues have gone out of their way to help me adjust to this organization.
ID5 I feel that experienced organizational members have held me at a distance until I
conform to their expectations. (R)

Sequential versus rondom:

SR1 There is a clear pattern in the way one role leads to another or one job assignment leads
to another in this or8anization.
SR2 Each stage of the training process ha8, and will, expand and build upon the job know-
ledge gained during the preceeding stages of the process.
SR3 The movement from role to role and function to functlon to build up experience and a
track record is very apparent in this organization.
SR4 This organization does not put newcomers through an identifiable sequence of learning
experiences. (R)
SRS The steps in the career ladder are clearly specified in this organization.

Seriul versus disjuncti ve:

SDI Experienced organizational members see advising or training newcomers as one of

their main job responsibilities in this organization.
SD2 I am gaining a clear understandl• 8 of my role in this organization from observing
my senior colleagues.
SD3 I have received little guidance from experienced organizational members as to how
I should perform my job. (R)
SD4 I have little or no access to people who have previously performed my role in this organ-
ization. (R)
SDS I have been generally left alone to discover what my role should be in this organi-
zation. (R)

F•ixed versus vorioble:

FV1 I can predict my future career path in this organization by observing other people’s
experiences.
FV2 I have a good knowledge of the time it wlll take me to go through the various stages
of the training process in this organization.
FV3 The way in which my progress through this organization will follow a fixed timetable
of events has been clearly communicated to me.
FV4 I have little idea when to expect a new job assignment or training exercise in this organi-
zation. (R)
1986 /OBGS

FV5 Most of my knowledge of what may happen to me in the future comes informally,
through the grapevine, rather than through regular organizational channels. (R)

Scale Measuring Self-Efficacy

My new job is well within the scope of my abilities.
I do not anticipate any problems in adjusting to work in this organization.
I feel I am overqualified for the job I will be doing.
I have all the technical knowledge I need to deal with my new job, all I need now is practical
experience.
I feel confident that my skills and abilities equal or exceed those of my future colleagues.
My past experiences and accomplishments increase my confidence that I will be able to per-
form successfully in this organization.
I could have handled a more challenging job than the one I will be doing.
Professionally speaking, my new job exactly satisfies my expectations of myself. (R)
Scales Measuring Outcomes

Role orientation:

Responses were measured on a 7-point scale ranging from “very false” to “very true.”
I have made an attempt to redefine my role and change what I am required to do.
While I am satisfied with my overall job responsibilities, I have altered the procedures for
doing by job.
I have changed the mission or purpose of my role.
The procedures for performing my job are 8enerally appropriate in my view. (R)
I have tried to change the procedures for doing my job and to institute new work goals.

Commitment to orgonizotion:

I talk up this organization to my friends as a great organization to work for.

I feel very little loyalty to this organization. (R)
I would accept almost any type of job assignment in order to keep working for this organization.
I am proud to tell others that I am a part of this organization.
I could just as well be working for a different organization as long as the type of work was
similar. (R)
It would take very little change in my present circumstances to cause me to leave this organization.
(R)
I am extremely glad I chose this organization to work for over others I was considering at the
time 1 joined.
There is not much to be gained by sticking with this organization indefinitely. (R)
For me, this is the best of all possible organizations for which to work.
Deciding to work for this organization was a definite mistake on my part. (R)

All other items and response formats used were identical to those of the established scales
referred to in the Methods section.

Gareth R. Jonea received his Ph.D. degree in organizational theory from the University of
Lancaster, U.K.; he is Assistant Professor of Management at Texas A & M University.
His current research interests center on organizational control and the application
of transaction costs analysis to organization-environment relations and strategy
formulation.
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