Forecasting US Army enlistment contract production in complex geographical marketing areas

Abstract

Purpose The purpose of this paper is to demonstrate an improved method for forecasting the US Army recruiting. Design/methodology/approach Time series methods, regression modeling, principle components and marketing research are included in this paper. Findings This paper found the unique ability of multiple statistical methods applied to a forecasting context to consider the effects of inputs that are controlled to some degree by a decision maker. Research limitations/implications This work will successfully inform the US Army recruiting leadership on how this improved methodology will improve their recruitment process. Practical implications Improved US Army analytical technique for forecasting recruiting goals.. Originality/value This work culls data from open sources, using a zip-code-based classification method to develop more comprehensive forecasting methods with which US Army recruiting leaders can better establish recruiting goals.