Fiscal Year	2015
Division	Research & Sponsored Programs
Department	Naval Research Program
Investigator(s)	Eger, Robert J.
Sponsor	NPS Naval Research Program (Navy)
Summary	The goal of this research is to provide a methodology and model in measuring effectiveness of M&A investments. To achieve this goal, we begin by exploring the current context addressing two research questions: - How does Navy Recruiting Command (NRC) quantify the effectiveness of its M&A investments on enlistment contracts, officer applications submitted, and additional outcomes such as enlistment leads, officer program leads, awareness, and tracking? - Which data/metrics could NRC used to determine the effectiveness of M&A? After exploring current approaches and measurement availability, we seek to understand metrics external of NRC by addressing the following research question: - What tools/metrics does private industry employ to quantify their investment in M&A? Could any of those metrics be adapted to Navy Recruiting? Upon completion of both the internal and external metrics associated with M&A, we derive a cost effectiveness model for NRC's M&A investments. Our goal is to use a weighting methodology to allow for environmental uncertainty associated with each identified outcome. In developing the model, we can address the following research questions: - How can NRC increase or decrease its M&A investments as environmental conditions change? - How much lead time is required for marketing investments to result in a lead? In a qualified application? In a contract? In an officer selection? The potential utility of our research and financial model is to begin to assess the effectiveness of M&A spending on recruiting outcomes.
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Publications	Publications, theses (not shown) and data repositories will be added to the portal record when information is available in FAIRS and brought back to the portal
Data	Publications, theses (not shown) and data repositories will be added to the portal record when information is available in FAIRS and brought back to the portal