US Army Recruiters are challenged to work in a fiscally constrained environment and moving forward to 2017 there will be a significant reduction in force that will affect every command. The financial and personnel reductions will have a direct impact on the recruiters who will be required to do more with less. This study presents an analytical view of recruiting within the Watertown Recruiting Company in New York. The study addresses the relationship of the introvert/extravert dichotomy on recruiter production. Fifteen recruiters from the Watertown Recruiting Company were administered the MBTI® by a Licensed Mental Health Counselor from Family Counseling Services of North New York (NNY) to identify their preference. This was used in conjunction with Fiscal Year 2013 recruiter production data for the Watertown Recruiting Company to develop a regression analysis. The analysis resulted in a model revealing that clarity had a higher correlation in predicting volume production than introversion or extraversion. It was also found that those in the moderate preference range of the Clarity Preference Indicator (CPI) produced more contracts that those at the higher or lower CPI ranges.

Approved for public release; distribution is unlimited. The opinions and conclusions expressed herein are those of the student-authors and do not necessarily represent the views of the U.S. Army Command and General Staff College or any other governmental agency. (References to these studies should include the foregoing statement.)