U.S. Army incentive program : incentives that motivate recruiters
Starkey, Benjamin J.
Simon, Cary A.
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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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