U.S. Army Incentive Program: Incentives That Motivate Recruiters

Abstract

This thesis examines the United States Army incentive programs used to motivate Army Recruiters. In the late 199Os, U.S. Army recruiters are having substantial difficulty meeting their recruiting-mission requirements. Sixty recruiters and staff personnel at the brigade, battalion and company echelons were randomly selected and interviewed on how the various national and local incentives motivate recruiters to meet and exceed recruiting-mission requirements - Findings indicate that the overall incentive program does not appear to motivate recruiters. What does seem to motivate recruiters are intrinsic factors such as self-motivation and time-off. A surprise finding emerging from the study was the apparent absence of any measurement system to evaluate the effect of incentives on recruiter productivity. Recommendations to better align recruiter incentives with desired performance include family rewards, time-off, and a geographic point system.

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Document Details

Document Type
Technical Report
Publication Date
Sep 01, 1999
Accession Number
ADA368103

Entities

People

  • Benjamin J. Starkey

Organizations

  • Naval Postgraduate School

Tags

Communities of Interest

  • Human Systems

DTIC Thesaurus Topics

  • Active Duty
  • Administrative Personnel
  • Business Administration
  • Data Analysis
  • Enlisted Personnel
  • Geographic Regions
  • Human Behavior
  • Literature Surveys
  • Management Personnel
  • Measurement
  • Motivation
  • Personnel Management
  • Productivity
  • Psychology
  • Recruiting
  • Recruits
  • United States

Readers

  • Maritime Combat Support and Expeditionary Logistics.
  • Naval Personnel Management