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Business Professionals of America

mittee called the buying center is formed. The buying Hoffman, K. Douglass (2006). Marketing principles and best
center is responsible for deciding how best to acquire the practices (3rd ed.). Mason, OH: Thomson South-Western.
products and services needed to operate the business. The Kotler, Philip, and Armstrong, Gary (2006). Principles of market-
individuals included in the buying center can differ from ing (11th ed.). Upper Saddle River, NJ: Pearson Prentice
one buying decision to another, but may involve represen- Hall.
tatives from the purchasing, finance/accounting, and Lascu, Dana-Nicoleta, and Clow, Kenneth E. (2004). Marketing
engineering departments, as well as the departments that frontiers: Concepts and tools. Cincinnati: Atomic Dog.
will use the product, and an executive from management. Pride, William M., and Ferrell, O. C. (2006). Marketing concepts
The members of any given buying center committee and strategies. Boston: Houghton Mifflin.
could play one or more of the following roles: Solomon, Michael R., Marshall, Greg W., and Stuart, Elnora W.
(2006). Marketing: Real people, real choices (4th ed.). Upper
• Gatekeeper—The individual responsible for the flow Saddle River, NJ: Pearson Prentice Hall.
of information to the other members of the buying
center
Thomas Baird
• User(s)—The member(s) most likely to use or be
responsible for the use of the product
• Influencer(s)—The individual(s) who will
influence(s) the decision but may not necessarily use BUSINESS
the product PROFESSIONALS OF
• Decider(s)—The member(s) who make(s) the final AMERICA
decision
Business Professionals of America (BPA) is a national
• Purchaser—The member who negotiates the actual
vocational student organization for individuals preparing
purchase for careers in business and/or office occupations. With
nineteen state associations and 45,000 members in mid-
BUSINESS-TO-BUSINESS BUYING dle, secondary, and post-secondary schools throughout
PROCESS North America, the BPA strives to contribute to the
The typical process that is followed by the buying center preparation of a world-class work force by advancing
to analyze the needs and develop solutions to meet those leadership, citizenship, and academic and technological
is: skills. Using a co-curricular focus, the BPA integrates
local programs and services into a business classroom cur-
1. Recognize or anticipate and clearly define a need
riculum and focuses on real-world teaching and learning
2. Determine and evaluate alternative solutions strategies. Additionally, the BPA develops professionalism
a. Straight rebuy in students and teachers through unique programs and
b. Modified rebuy services.
c. New task buy Historically, the need for a student organization serv-
3. Select a course of action and develop product speci- ing individuals in vocational office programs was recog-
fication nized shortly after the passage of the Vocational Education
4. Select a vendor Act of 1963. The articles of incorporation for the Office
a. Identification of potential vendors Education Association, the original name of the BPA,
b. Evaluation of vendors—solicitation and analysis were officially filed in 1966. The name was changed to
of proposals Business Professionals of America on July 1, 1988.
c. Select a vendor Business Professionals of America offers its student,
teacher, and alumni members a variety of programs and
5. Negotiate a contract
services. The National Leadership Conference annually
6. Review performance
hosts national officer elections and competitive events
SEE ALSO Careers in Marketing; Consumer and Business that allow students to demonstrate workplace skills
Goods; Marketing obtained through the business classroom curriculum and
Industry Certification and Behavioral Skills Assessment
(“Workplace Skills Assessment Program,” 1998). Awards
BIBLIOGRAPHY
Boone, Louis E., and Kurtz, David L. (2004). Contemporary programs also recognize successes of members and chap-
marketing (11th ed.). Mason, OH: Thomson South-Western. ters.

68 ENCYCLOPEDIA OF BUSINESS AND FINANCE, SECOND EDITION