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1、StrategicManagementJournal,Vol.15,491-502(1994)DIFFERENTIATEDFITANDSHAREDVALUES:ALTERNATIVESFORMANAGINGHEADQUARTERS-SUBSIDIARYRELATIONSNITINNOHRIAGraduateSchoolofBusinessAdtninistration,HarvardUniversity,Boston,Massachu-setts,U.S.A.SUMANTRAGHOSHALINSEAD,Fontainbleau,FranceThispaperelabor
2、atesandprovidesempiricalsupportfortwodifferentapproachestomanagingthenexusofheadquarterssubsidiaryrelationsinamultinationalcorporation(MNC).ThefirstapproachisthatofDifferentiatedFit.WeshowthattheextenttowhichanMNCdifferentiatestheformalstructureofitsheadquarterssubsidiaryrelationstofitth
3、econtextsofitsvarioussubsidiaries,thebettertheperformanceoftheMNCasawhole.ThesecondapproachisthatofSharedValues.Weshowthatahighdegreeofsharedvaluesamongtheheadquartersandsubsidiariesisanotherapproachtogoverningheadquarters-subsidiaryrelationthatenhancestheperformanceoftheMNC.Wefurthermai
4、ntainthatdifferentiatedfitandsharedvalues,whilebeingalternatives,arenotmutuallyexclusivewaysofeffectivelymanagingheadquarterssubsidiaryrelations.Indeed,MNCsthatcansimultaneouslyimplementthesetwoapproacheshavethebestrelativeperformance.INTRODUCTIONThespecificdirectioninwhichwewishtoextend
5、ourpreviousideasistosuggestthatthereOrganizingheadquarters-subsidiaryrelationsisaretwowaysbywhichheadquarters-subsidiaryakeychallengeformanagersofmultinationalrelationsmaybeeffectivelymanaged.Thefirst,corporations(MNCs)andisatopicthathasconsistentwithourearlierpaper,canbethoughtattracted
6、considerableacademicinterest(seeofasadoptingaprincipleof'differentiatedfit'soMartinezandJarillo,1989,forarecentandthatthestructureofeachheadquarters-subsidiaryexhaustivereviewoftheliterature).InanearlierrelationintheMNCmatchesthesubsidiarypaperpublishedinthisjournal(Ghoshaiandcontext.The
7、second,whichwedidnotconsiderNohria,1989),weproposedthatinanMNC,inourearlierpaper,hasitsrootsinParson'sthestructureofeachheadquarters-subsidiary(1956)classicideaof'sharedvalues'andrequiresrelationmustbedifferentiatedto'fit'itscontext.thattheheadquartersandallitssubsidiarie
