We draw on emerging research in organization theory to suggest how different firm-level identity orientations (individualistic, relational, or collectivistic) impact governance choice. We develop a conceptual framework which focuses on the relationship between a focal firm’s own identity orientation and that of a value chain partner. The framework identifies a series of match and mismatch scenarios, where the latter represent unique governance problems that are not accounted for by existing theory. Some of the mismatch scenarios involve pseudo-matches which resemble convergent orientations between parties, but which actually represent governance problems. Theoretically, our framework advances the governance literature by providing a comprehensive and nuanced account of (1) the orientations that parties bring to bear on a relationship, and (2) how their effects vary depending on the interdependence structure between the parties. We also advance the general literature on identity orientation by connecting it to concrete governance practices, by showing how multiple internal identity orientations create unique internal governance challenges, and by delineating two possible solutions to these challenges. We rely on the framework to develop managerial guidelines for governance choice.

我们利用组织理论中的新兴研究来提出不同的公司层面的身份取向（个人主义、关系主义或集体主义）如何影响治理选择。我们开发了一个概念框架，重点关注焦点公司自身的身份定位与价值链合作伙伴的身份定位之间的关系。该框架确定了一系列匹配和不匹配的场景，后者代表了现有理论无法解释的独特治理问题。一些错配场景涉及伪匹配，类似于各方之间的趋同方向，但实际上代表了治理问题。从理论上讲，我们的框架通过提供对（1）各方对关系产生影响的方向的全面和细致入微的描述来推进治理文献，(2) 它们的影响如何根据各方之间的相互依赖结构而变化。我们还通过将身份定位与具体的治理实践联系起来，通过展示多种内部身份定位如何创造独特的内部治理挑战，并通过描述这些挑战的两种可能的解决方案来推进关于身份定位的一般文献。我们依靠该框架来制定治理选择的管理指南。