Presentation of Self in Appeals to Bureaucracy: An Empirical Study of Role Specificity

Abstract

This paper presents a general formulation of the process of bureaucratic locialization with special emphasis on three factors which lead men to internalize bureaucratic norms and values: (1) formal education; (2) exposure tobureaucratic norms at work; and (3) experience as a client of bureaucracy. Data for an empirical test of several propositions were drawn from a content analysisof letters written by clients of the Israeli customs authorities. Indices of role specificity are developed, based on analysis of the persuasive appeals clients offered in support of their requests. Lacking direct information on the three factors mentioned above, we used five personal and social characteristics of clients to predict whether they would maintain role specificity vis-a-vis customs officials. The client's occupation proved to be the best predictor of role specificity, probably because it best reflects the three factors promoting bureaucratic socialization.

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