A Pilot Study of Army Recruiters: Their Job Behaviors and Personal Characteristics

Abstract

Structured interviews were conducted with 79 Army recruiters to obtain information on the nature of recruiting duty, as a basis for developing hypotheses on the personal characteristics and job behaviors associated with recruiter success. Illustrative findings show that high producers (a) are less likely than low producers to cite 'independence' as a source of job satisfaction, (b) tend to complain more about their long hours of work, (c) mention less often that they had trouble communicating effectively, and (d) describe themselves less often as 'empathetic'. Responses describing 'successful' and 'unsuccessful' recruiters appeared to reflect only stereotypical notions. Prospecting and selling techniques are described, and recruiters opinions on training and selection are reported.

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Document Details

Document Type
Technical Report
Publication Date
Apr 01, 1975
Accession Number
ADA075202

Entities

People

  • George H. Brown
  • Lenore White
  • Mark D. Wood
  • Warren R. Graham
  • William L. King

Organizations

  • Human Resources Research Organization

Tags

Communities of Interest

  • Biomedical
  • Human Systems

DTIC Thesaurus Topics

  • Air Force
  • Air Force Facilities
  • Coast Guard
  • Data Analysis
  • Education
  • Enlisted Personnel
  • Human Resources
  • Hypotheses
  • Job Training
  • Management Personnel
  • Naval Personnel
  • Personnel Management
  • Pilot Studies
  • Production
  • Recruiting
  • Students
  • Training

Readers

  • Naval Personnel Management
  • Organizational Process Management (OPM).
  • Theoretical Analysis.