Accession Number:



The Relationship between the Introvert and Extravert Dichotomy and Small Unit Recruiting Volume Production within the Watertown Recruiting Company

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Technical Report

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US Army Command and General Staff College Fort Leavenworth United States

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US Army Recruiters are challenged to work in a fiscally constrained environment and moving forward to 2017 there will be a significant reduction in force that will affect every command. The financial and personnel reductions will have a direct impact on the recruiters who will be required to do more with less. This study presents an analytical view of recruiting within the Watertown Recruiting Company in New York. The study addresses the relationship of the introvertextravert dichotomy on recruiter production. Fifteen recruiters from the Watertown Recruiting Company were administered the MBTI by a Licensed Mental Health Counselor from Family Counseling Services of North New York NNY to identify their preference. This was used in conjunction with Fiscal Year 2013 recruiter production data for the Watertown Recruiting Company to develop a regression analysis. The analysis resulted in a model revealing that clarity had a higher correlation in predicting volume production than introversion or extraversion. It was also found that those in the moderate preference range of the Clarity Preference Indicator CPI produced more contracts that those at the higher or lower CPI ranges.

Subject Categories:

  • Military Forces and Organizations
  • Personnel Management and Labor Relations

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