An Analysis of the Effectiveness of the U.S. Army Recruiter Incentive Program to Motivate Recruiters: A Survey of Enlisted Recruiters
NAVAL POSTGRADUATE SCHOOL MONTEREY CA
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This thesis examines the United States Army Recruiting Command incentive system used to motivate recruiters to meet andor exceed mission box. In 1998, for the first time in decades, the Army missed its annual recruiting mission. The Army expects to miss it again in 1999. A sample of 2,000 on-production recruiters were randomly chosen to receive a survey regarding which incentives motivate recruiters to meet andor exceed mission box. Findings indicate that the current incentives do not motivate recruiters to meet or exceed goal. What does seem to motivate recruiters are intrinsic factors such as time-off and meritorious promotion and other incentives like choice of follow-on assignment and family support. Recommendations to improve the incentive system include implementation of more intrinsically motivating incentives.
- Personnel Management and Labor Relations