"Don't worry, Mr. Fujita. This is the center of Japan. The east of Seki City is called Kanto and the west is called Kansai. It is a big mistake to regard Tokyo as the center." Manufacturers all said one after another Say so.
From this point of view, on-time delivery is inevitable, Fujita made this estimate. Fujita's plan is to ship the goods from Yokohama on August 1 and deliver them in Chicago on September 1. The shipment time is sufficient time before the delivery date.
However, for the sake of caution, Fujita went to the factory to see the production process. Unexpectedly, the result actually made Fujita almost fainted from anger.
“We are all busy planting rice seedlings.” The manufacturer explained to Fujita nonchalantly. Fujita couldn't help but get furious: "No matter what day you say the delivery will be delivered, according to common sense, it is impossible to catch up now."
Fujita told them that the other party was a Jewish businessman, but the manufacturer said: " If the delivery is a little late, the other party won't be angry, right?"
If you want to ship from Yokohama on August 1, you must ship from Seki City in mid-July, otherwise there will be no time for shipment. However, The manufacturer was unable to deliver goods at all in mid-July. It had to be shipped to Chicago for delivery on September 1, so there was no other way but to rely on airplanes. And renting a plane to Tokyo and Chicago costs US$30,000, and the value of 3 million table knives and forks cannot be justified in any way.
Despite this, Fujita still boldly rented the plane. Because he was dealing with Jews, Fujita had no reason not to deliver goods on time. As long as you don't keep your promise, even just once, the Jews don't listen to excuses. Their practice is: no excuses are needed.
Fujita strives to never lose the trust of the Jews in Fujita even if he loses 10 million yen.
Fujita leased a Pan Am Boeing 707 freighter. The airline is a very smart company, and the plane will not move without advance payment 10 days in advance. In addition, the security of Haneda Airport is too tight, and planes can only park at the airport for 5 hours. Once the five hours are up, the plane has to leave the airport regardless of whether the cargo has been loaded or not. Therefore, within these 5 hours, Fujita must be responsible for loading 3 million table knives and forks onto the plane.
The plane is scheduled to arrive at Haneda at 5 pm on August 31 and depart for the return flight at 10 pm. Due to the time difference, even if it takes off at 10 pm on August 31st, it can still catch up with the delivery time.
Fortunately, Fujita loaded all the knives and forks on the plane on time.
Fujita thought that the fact that Fujita rented an aircraft to deliver the goods on time would become a good story in Japan, and maybe the buyer would pay part of the aircraft rental out of gratitude.
However, the buyers were Jews and they completely ignored this.
"Delivery on schedule, OK! Fujita, I heard about you renting the plane, it's great."
That's all.
But the money spent on renting a plane to ensure delivery was not wasted. The following year, American oil companies ordered another 6 million table knives and forks from Fujita.
Six million, this is the largest order ever in Guanshi. The entire city has accepted orders from American oil companies.
However, this batch of goods could not be completed on time. The delivery date is the same as last year, still September 1. The shipment deadline is mid-July, and it is impossible to catch up with the shipment time.
Fujita rented a plane again. American Petroleum Company followed suit: "Delivery on schedule, OK!"
Fujita finally couldn't calm down, so he called the manufacturers in the closed city together and asked them to share part of the aircraft rental.
The manufacturer seems to feel somewhat responsible!
“Yes!”
The promise was quite nice, but it was only willing to pay 200,000 yen, not 2 million. Yen, Fujita was dumbfounded by this.
Twice renting airplanes caused Fujita to suffer huge losses. However, the rent of the plane allowed Fujita to buy the trust of Jewish businessmen that money could not buy.
The integrity of entrepreneurs is more important to examine their characteristics as "economic people". As an "economic man", he must pursue money or material interests, and integrity is one of the means to obtain wealth. Analyzing from economic principles, whether entrepreneurs are honest or to what extent they adhere to integrity depends on the comparison between the cost of their investment in integrity and the related benefits.
If the transaction between the two parties is a one-time transaction, the result will definitely be a lack of integrity; if the transaction is carried out regularly and continuously, the degree of integrity will be much higher. Continuous transactions are differentiated by infinite repetition and finite repetition. If the number of transactions between A and B is unlimited, the business world will punish those who do not keep their promises and reward those who keep their promises more.
Imagine the game starts with A defaulting. By the second transaction, B will not trust A and will either abandon the transaction or attach more conditions, but this will be detrimental to both parties. They will realize that behaviors that benefit themselves at the expense of others from a static point of view will lead to harm to the interests of both parties in a dynamic way. If the transaction continues, out of concern that the termination of cooperation may cause losses to itself, by the third transaction, A will try to abide by the rules of the game. "You give me a peach, and I will repay you with a plum." Therefore, in the fourth transaction, B will trust the other party. On the contrary, if A turns a deaf ear to the goodwill signal sent by B in the third transaction in the fourth transaction, he will inevitably "you do the first grade and I do the fifteenth grade", and B will continue to do so in the fifth transaction. If there is a breach of contract, no one will get a good result, and the game will once again be limited to the deadlock of the prisoner's dilemma.
Since the game continues continuously, the outcome of the Prisoner's Dilemma is by no means balanced. Through continuous and spontaneous punishment and incentives, the market will prompt both parties to adjust their mentality and strive to achieve a long-term cooperative relationship through "win-win". Every normal person and company will rationally make the above deductive reasoning. So we can find that instead of following the rules in the second transaction, it is better to follow the rules in the first transaction. Therefore, we can conclude that for a game of infinite continuous transactions, the equilibrium of each transaction is that both parties abide by the rules and adhere to integrity, so the outcome is optimal.
It is worth noting that continuous transactions should be divided into limited continuous and infinite continuous. As far as limited continuous transactions are concerned, although the transactions are repeated, since the number of transactions is limited, the equilibrium of each transaction is still the same as a one-time transaction game, which is a sub-optimal outcome of the Prisoner's Dilemma style. The reason is simple. Since the number of times is limited, there must be a last trading game. In the last game, no matter whether you make a promise or cheat, you will neither suffer punishment nor loss, nor receive rewards and benefits, because after the game is over, there will be no contact with each other.
We can imagine that when a person knows that he will die tomorrow, will his motivation to abide by the law today be as strong as in the past? From this point of view, the situation of the last trading game is almost equivalent to a one-time transaction. trading game. So what about the penultimate trading game? Because the last trading game has been determined to have a prisoner's dilemma ending, the penultimate trading game is not bound by the last game. When you follow the rules, you will not be rewarded next time; when you break the rules, there will be no punishment. Therefore, the penultimate trading game has the same nature as the one-time trading game, and its equilibrium process will also inevitably lead to a prisoner's dilemma.
In real life, people often regard "century-old enterprises" and "time-honored brands" as synonyms for honest enterprises. In fact, the so-called "hundred years" and "old" essentially mean "infinite repetitions", which also proves that true integrity is based on infinite repetitions of transaction games, similar to "Tongrentang", The golden brand name "Hu Qingyutang" is forged by the cost and reputation of countless trustworthy operations.