Adapting geodemographic information to army recruiting: the case of identifying and enlisting Private Ryan

Abstract

The primary objective of this research was to develop a segmentation model for the United States Army Recruiting Command Headquarters (USAREC), located at Fort Knox, Kentucky. The segmentation model was based on the MicroVision geodemographic system, developed by National Decisions Systems. Cluster analysis was used to develop the segmentation model. The research resulted in identifying 18 unique segments, or clusters, that were based on demographic and socioeconomic variables. The second objective of the research was to predict contract production within each market segment. The results of this portion of the analysis have allowed USAREC to more effectively establish and evaluate contract production goals across the command structure. The methodology employed in the research has wide applications to both the military and other service organizations that use geodemographic systems in their marketing programs.

Citation

Faulds, D.J. and Gohmann, S.F. (2001), "Adapting geodemographic information to army recruiting: the case of identifying and enlisting Private Ryan", Journal of Services Marketing, Vol. 15 No. 3, pp. 186-210. https://doi.org/10.1108/08876040110392470