The Navy Enlistment Field Marketing Experiment. Volume 3. An Empirical Investigation of Navy Recruiter Productivity

Abstract

This report is Volume 3 of a large scale field marketing experiment conducted over a three year period. This research was designed to measure and quantify where possible the effectiveness of Navy recruiting resources. A discussion of the problems and issues of salesforce productivity measurement begins this report. After presentation of the data on which the investigation is based, observed learning and de-learning effects are described. Other significant phenomena are also discussed, among them the effects of recruiting goals, differences between regions and involuntary extensions of recruiters duty tours. The observed frequency distribution of recruiter productivity is presented. This is observed frequency distribution of recruiter productivity is presented. This is followed by a discussion of recruiter performance forecasting, and by suggestions for further research.

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Document Details

Document Type
Technical Report
Publication Date
Oct 15, 1982
Accession Number
ADA120504

Entities

People

  • Hau L. Lee
  • Mon-chu Wei
  • Vincent P. Carroll

Tags

Communities of Interest

  • Human Systems

DTIC Thesaurus Topics

  • Business Administration
  • Data Science
  • Databases
  • Delphi Method
  • Enlisted Personnel
  • Executives
  • Frequency
  • Information Science
  • Learning
  • Management Personnel
  • Manpower
  • Military Research
  • Productivity
  • Recruiting
  • Statistics
  • Surveys
  • Training

Readers

  • Naval Personnel Management
  • Plasma Physics / Magnetohydrodynamics
  • Systems Analysis and Design