Figure 1
The framework illustrates B S R I and third actor roles within a turbulent business network during the transition from State 0, from unknown, to State 1, to business partners. On the left, preconditions are presented in a panel describing turbulent business network features, including unpredictable entries or exits of business actors, uncertainty, increased importance of individuals, and willingness to seize business opportunities in a short window of time. Above the centre, a panel labelled Key Perceptions lists sense of uncertainty, urgency, and vulnerability. Arrows connect these perceptions to a large central process area divided into buyer, both, and seller levels. Within the process area, grouped regions represent Awareness, Access, Matching, and Specifying the Deal, containing roles such as Access Provider, Advocate Seller Accelerator, Matchmaker, Trust Builder, Evaluation Assistant, Awareness Builder, Need Creator, Provider of Concrete Evidence, Expectation Builder, Power Balancer, and Risk Reducer. A timeline at the bottom shows movement from State 0 to State 1, representing the beginning of the business relationship under turbulent network conditions.The analytical framework of the study
Source: Authors’ own work based on Aarikka-Stenroos and Halinen (2007), Aarikka-Stenroos et al. (2018), Aaboen and Aarikka-Stenroos (2017), Edvardsson et al., 2008; Fraboni et al., 2024; Valtakoski, 2015Â