An analysis of the effects of personal background characteristics and market demographics on recruiter productivity

• Main Author: Plantz, Robert N.
• Other Authors: Mehay, Stephen
• Language: en_US
• Published: Monterey, California. Naval Postgraduate School 2012
• Online Access: http://handle.dtic.mil/100.2/ADA378410; http://hdl.handle.net/10945/9372

In the current economic and social climate, recruiting young men and women into the armed services has become increasingly difficult. The goal of this thesis was to examine the effects of personal background characteristics and recruiting station demographic characteristics on individual recruiter productivity. The thesis uses DMDC data on Navy and Marine recruiters who served on recruiting-duty during the 1995-1999 period. This file is then matched to county level demographic information for the statistical analysis. Multivariate regression models are estimated to determine the effects of personal characteristics and station demographics on average monthly production for each recruiter for each service. The results show that age and paygrade are important determinants of average monthly production across both services. Race was also an important determinant for the Navy whereas county demographics were important determinants for the Marine Corps.