Determining Performance Appraisal Criteria For Buyers

Abstract

To address the question, How do you measure buyer performance?, this study produces an operationally straightforward approach for determining performance appraisal criteria for buyers. Criteria preferences captured from suppliers, internal customers of buyers, procurement managers, and buyers themselves are combined into a set of weighted performance criteria.The approach is used in a Fortune 500 electronics manufacturer and proves to be effective and efficient in generating relevant performance criteria. While the results are specific to this organization, they provide insight into the development of a more generic set of performance appraisal criteria for buyers in any organization. Further, the approach is believed to be applicable for determining performance appraisal criteria for other knowledge workers in internal service functions of the organization.