Towards a mid-range theorization of resource interaction in business networks

Abstract

Purpose This study develops a pathway towards mid-range theorizing of resource interaction (RI) within the industrial marketing and purchasing (IMP) tradition, aiming to reduce conceptual dispersion and strengthen the explanatory articulation of business network research. Design/methodology/approach The paper advances a mechanism-oriented conceptual framework grounded in IMP assumptions and outlines a research approach that combines analytical abstraction with empirical exploration. The objective is to identify recurring interaction patterns across empirical settings while preserving the relational and processual foundations of the tradition. Findings The study clarifies the analytical scope of RI mid-range theorizing by introducing isolating mechanisms and boundary conditions, and proposes resource interaction maturity as a central explanatory construct. Drawing on the 4R model, the study demonstrates how established IMP concepts can be reinterpreted to support mid-range explanation. Research limitations/implications The paper is conceptual. It contributes to ongoing discussions on cumulative theory development within the IMP tradition by offering a structured approach to mid-range theorizing of resource interaction. Practical implications By identifying recurring patterns of relational practices associated with resource interaction processes, the framework provides a basis for managerial reflection on how firms engage in business networking. Originality/value The study contributes to IMP research by articulating a mid-range theorizing approach to resource interaction, specifying its analytical scope, and demonstrating how existing IMP concepts can be mobilized to enhance explanatory clarity.

The authors' abstract, as published at the source. Journal of Business and Industrial Marketing, 2026 · DOI ↗