Monetary Incentives for Marine Recruiters
Abstract
Since the draft 1973, the Congress and Department of Defense have expressed concern about the services' ability to recruit sufficient numbers to maintain military effectiveness. Civilian versus military pay imbalances, mandatory service abroad and a declining propensity to enlist have all been given as reasons for recruiting shortfalls. Research to date has focused almost exclusively on finding ways to increase the propensity of young men and women to volunteer for military service. Little research has been focused on using incentives as a means of increasing recruiter productivity. Close examination of individual recruiter performances indicates widely varying levels of productivity. While the reasons for these varying levels of performance are numerous, the independent, time-intensive nature of recruiting leads this author to believe that individual recruiter initiative and desire are the largest determinants of success. A meaningful incentive program that rewards recruiters for producing above minimum established standards improves their initiative, desire and productivity. Currently, the Marine Corps has an incentive program that provides top-performing recruiters with meaningful rewards. What the Marine Corps incentive program lacks is a meaningful incentive for all recruiters that inspires them to continually strive to increase productivity throughout the duration of their tours.
Document Details
- Document Type
- Technical Report
- Publication Date
- Apr 12, 2001
- Accession Number
- ADA401175
Entities
People
- James B. Loving
Organizations
- Marine Corps University