This paper presents research initiated in 1978 to examine the marketing effectiveness of the U.S. Navy recruiting program and to quantify the relationship between marketing efforts and enlistment achievements. The major component of the research was a one-year, controlled experiment in which...

This paper describes a study of Navy recruiter productivity at the individual recruiter level. Timeseries of monthly contract production by each of 345 recruiters who served for six months or more during the period May 1977--December 1978 formed the basis of the study. A wide variation in job...