search query: @author Amber, G. R. / total: 1
reference: 1 / 1
« previous | next »
| Author: | Carroll, V. P. Lee, H. L. Amber, G. R. |
| Title: | Implications of salesforce productivity heterogeneity and demotivation : A navy recruiter case study. |
| Journal: | Management Science
1986 : NOV, VOL. 32:11, p. 1371-1388 |
| Index terms: | RECRUITMENT ARMED FORCES |
| Language: | eng |
| Abstract: | A study of Navy recruiter productivity at the individual recruiter level is described. Time series of monthly contract production by each of 345 recruiters who served for six months or more during the period of May 1977 and December 1978 formed the basis of the study. A stochastic model for heterogeneous production is developed and an early rotation policy for poorly performing recruiters is proposed. It is shown that the optimal selection of the length of the learning period and that of the rotation time,can substantially improve recruiter force productivity. Productivity improves even when these parameters deviate somewhat from optimality. The implications of the results for industrial sales forces are also discussed. |
« previous | next »
SCIMA