Executive Summary

The goal of this research is to change the negative perception of the Naval Supply Systems Command Weapon Systems Support- Philadelphia employees regarding the Foreign Military Sales (FMS or Code OF) division and its activities within the Command, Department of the Navy and Department of Defense, which has caused aircraft parts requisition delays and deletion at the Integrated Weapon Support Teams (IWSTs or Code 03) as well as delays in the initiation of contracts at the Contracts Division (Code 02). The negative perception regarding FMS is due to the lack of knowledge that the Item Managers of Code 03 and Contract Specialists of Code 02 have about the basics of FMS and the importance of having a strong program within the Command. The lack of knowledge is due to the very limited information that is available to Codes 02 and 03 personnel, and the limited to almost non-existence of knowledge sharing and transfer from International Programs (FMS or Code OF) to the two said domestic Codes or Divisions.

This issue of constant delays and even deletion of FMS workloads at both divisions has been such an issue that in 2010 meetings and group projects had been put in place to solve the problem, which resulted to the creation of several desk guides and procedural manuals. These solutions were short lived and were never fully implemented because it targeted the systems processing challenges instead of the perception problems. In order to tackle the complex perception issues, this study looked at the historical root of the problem, which began in the 90’s from the acquirement of the former independent Command called Navy International Logistics Control Office (NAVILCO) and the Naval Supply Systems Command Weapon Systems Support- Philadelphia (then called Naval Inventory Control Point or NAVICP). The silos that were created by the absorption and never resolved are also examined in this study to better understand the issue.

In order to find the solution, the research study analyzed data pertaining to the benefits of the Foreign Military Sales program such as yearly sales revenue and the jobs created by the program. Relationship building and its benefits was also examined and its unquantifiable information highlighted due to its importance as the bedrock of the FMS program. The data analysis revealed that the benefits of FMS were substantial enough to change the perception of non-FMS employees, but in order to disburse this information correctly; proper training methods have to be used to capture the attention of all generations working at the Command. Also, the FMS division should extend its rewards and recognition program to the non-FMS employees working the FMS workload to show that the Code OF supports and trusts the abilities and talents of the Codes 02 and 03 personnel. This will produce long-term results and sustain the goal of motivating the Item Managers and Contract Specialist to work FMS sales orders and contracts correctly and on-time.

Table of Contents ( required)

Executive Summary……………………………………,,…………………………..2

Table of Contents………………………………………………………………….…4

Chapter I: Definition of the Problem……………………………………………..…7

Introduction………………………………………………………………….……7

Problem Statement………………………………………………………………..8

Description of Program Inputs and Activities………………….……………….12

Research Objective………………………………………………………………13

Research Questions………………………………………………………….….14

Operational Indicators…………………………………………………………..14

Rationale and Theoretical Framework………………………………………….15

Definition of Terms……………………………………………………………..17

Chapter II: Literature Review………………………………………………………18

Introduction……………………………………………………………………..18

Historical & General Background……………………………………………….19

The Importance of Foreign Military Sales Immediately After the Soviet Era….20

The Importance of Foreign Military Sales Today………………………….……21

The Negative Effects of Irresponsible Foreign Military Sales……………….…23

Existing Studies…………………………………………………………………25

Process………………………………………………………………………….26

Instrumentation…………………………………………………………………27

Statistical Approach…………………………………………………………….28

Summary …………….……………………………………………………….…28

Chapter III: Methodology………………………………………………………….30

Introduction…………………………………………………………………….30

Typology……………………………….……………………………………….31

Assumptions……………………………………………………………………31

Research………………………………………………………………………..32

Data Collection…………………………………………………………………32

Data Gathering Techniques…………………………………………………….33

Data Analysis and Synthesis…………………………………………………. 34

Reliability and Validity………………………………………………………. 34

Scope and Limitations…………………………………………………………35

Summary……………..……………………………………………………….36

Chapter IV: Data Analysis………………………………………………………..37

Introduction……………………………………………………………………37

Demography…………………………………………………………………..37

Objective………………………………………………………………………38

Objective Questions…………………………………………………………..38

Analysis of Research Questions Supporting Project Objectives……….……..39

Summary………………………………………………………………………53

Chapter V: Summary, Conclusions, and Recommendations……………………55

Summary……………………………………………………………………..55

Conclusions………………………………………………………………….56

Recommendations………………………………………………………..…56

Terminology &Definitions……………………………………………………..58

References………………………………………………………………………61

Appendix ……………………………………………………………………………….65