ENVIRONMENTAL TURBULENCE AND ORGANIZATIONAL BUYING - THE CASE OF HEALTH BENEFITS IN SOUTH-AFRICA

The relationship between environmental turbulence and the structure an d functioning of the organizational buying center is explored. Results are reported of an empirical study conducted in South Africa during a n extended period of turbulence. Higher levels of perceived turbulence were associated both with structural variables (e.g., involvement lev els, formalization) and decision-making variables (e.g., information s ources relied upon, attributes emphasized), but more so with the forme r A number of managerial implications are drawn from the findings, and suggestions are made for ongoing research.