摘要: Structured interviews were conducted with 79 Army recruiters to obtain information on the nature of recruiting duty, as a basis for developing hypotheses on the personal characteristics and job behaviors associated with recruiter ... 展开 Structured interviews were conducted with 79 Army recruiters to obtain information on the nature of recruiting duty, as a basis for developing hypotheses on the personal characteristics and job behaviors associated with recruiter success. Illustrative findings show that high producers (a) are less likely than low producers to cite 'independence' as a source of job satisfaction, (b) tend to complain more about their long hours of work, (c) mention less often that they had trouble communicating effectively, and (d) describe themselves less often as 'empathetic'. Responses describing 'successful' and 'unsuccessful' recruiters appeared to reflect only stereotypical notions. Prospecting and selling techniques are described, and recruiters opinions on training and selection are reported. (Author) 收起