Using middle-range theorizing to advance supply chain management research: A how-to primer and demonstration

Middle-range theory (MRT) refers to conceptualizations that apply to some, but not all, contexts. While MRT sacrifices generalizability, it yields rich, actionable insights in the contexts where it applies. With MRT's history of industry grounding, the supply chain field offers a strong fit for the development of MRT, but arguably this potential has been underexploited by supply chain management (SCM) researchers. Several conceptual articles have encouraged greater use of MRT and offered important tips, but no step-by-step demonstrations appear in the literature. Such a demonstration could guide supply chain scholars seeking to better implement MRT as well as lead other scholars to start pursuing MRT. In this article, we develop a five-step process and apply it using an MRT (i.e., warm glow theory) and a series of experiments. The experiments focus on how local businesses might shape demand in their favor during societal crises. We discuss how the results inform local businesses and the crisis context but may have limited generalizability to other organizations and normal conditions. Overall, we describe and explain a systematic and viable approach, albeit not the only viable approach, for using MRT to advance SCM research.