consortiums

PROJECT 8

PERSONNEL RECRUITING

Role Structure, Non-Monetary Compensation, and Team Incentives as Motivators of Salesperson Performance

Charles H. Noble
School of Business Administration,
University of Mississippi

Proposed Grant $64,482

Abstract:
This project furthers the NPRST “Sailor 21” research mission by examining central issues in the effort to maximize the performance of Navy field recruiters.

Thus, it addresses the Recruitment dimension of the “Sailor 21” program. This study considers recruiters as a form of salesperson and uses the extensive literature base in that area to examine issues related to the structure of recruiter roles and various forms of monetary and non-monetary compensation, including team incentives, as drivers of effort and performance. It is a novel project in many ways, primarily in examining the balance between autonomy and specificity in structuring a salesperson’s or recruiter’s role and in examining non-monetary compensation, an increasingly prevalent alternative to traditional financial incentives. Findings from this research should help the Navy better understand how to enhance the effort, satisfaction, and performance of recruiters.