Valuing Non-Wage Amenities: Survey and Experimental Evidence from Army Enlistments

Survey-based discrete choice experiments are widely used to estimate willingness to pay (WTP) for non-wage amenities. Recent innovations in elicitation methods, such as Bayesian Adaptive Choice Experiments (BACE), can generate precise, individualized WTP estimates, making possible a more stringent field test of survey-based discrete choice methods against person-level realized choices.

In this paper, we estimate WTP across two key amenities in the U.S. Army: (i) the compensation recruits require to accept longer initial service obligations, and (ii) recruits’ willingness to pay for a first duty station of their choosing. We implement two complementary approaches. First, we conduct a randomized controlled trial (RCT) that randomizes enlistment bonuses across these amenities, allowing us to estimate WTP for station of choice and for extending recruits’ contractually obligated service from 3 years to 4, 5, and 6 years. Second, we administer a BACE survey to a sample of potential recruits—nearly half of whom subsequently enlist—to estimate the same parameters. We compare estimates across the RCT and survey-based approaches, examining both internal consistency within the survey and external consistency with real-world enlistment choices.

Together, these analyses provide a field test of survey-based valuation methods and suggest that targeted changes to Army enlistment incentive structures could yield substantial cost savings.

Joint: Michael T. Baker, Kyle Greenberg, and Linh Tô

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