Peter Coughlan

One Size Does NOT Fit All: Personalized Incentives in Military Compensation

A critical element in implementing a compensation scheme including nonmonetary incentives (NMIs) is recognizing that preferences vary widely across Service members. There are at least three sources of variability: across different population classes, across individuals within a population class, and across NMI packages for a particular individual. Surveys across different military communities, ranks, and years of Service show the difficulty of identifying any NMI that has significant value for even 50% of the active duty force. At the same time, approximately 80% of the surveyed Service members expressed a significant positive value for at least one NMI. Therefore, one-size-fits-all incentive packages will not be nearly as effective as more personalized incentive packages. The authors discuss variability in Service member NMI preferences and outline an approach to implementing personalized NMI packages in military compensation through a sealed-bid reverse auction, where Service members select individual NMIs from a “cafeteria-style” menu of options.