In an empirical study of Army recruiting data, RAND concluded that demand factors such as recruiter quotas and incentives to achieve and exceed them play a critical role in the determination of enlistments. Recruiters who achieve high-quality quotas are less likely to be induced by existing incentives to increase their productivity than are those who do not achieve high-quality quotas. Thus, resource expenditures meant to induce an increase in potential supply may not result in actual high-quality enlistments because recruiters do not have incentives to secure them. Two major research and policy implications emerge: (1) Future attempts to project enlistments or to analyze the role of supply factors must consider demand factors explicitly; and (2) the effectiveness of resource expenditures can be enhanced dramatically if appropriate incentives exist for recruiters.
Dertouzos, James N., Enlistment Supply, Recruiter Objectives, and the All-Volunteer Army. Santa Monica, CA: RAND Corporation, 1984. https://www.rand.org/pubs/papers/P7022.html.
Dertouzos, James N., Enlistment Supply, Recruiter Objectives, and the All-Volunteer Army, RAND Corporation, P-7022, 1984. As of November 29, 2023: https://www.rand.org/pubs/papers/P7022.html