The Honorable Merchant - IHK Nürnberg für Mittelfranken

Nuremberg Chamber of
Commerce and Industry for
Central Franconia
The Honorable Merchant
“The Chambers of Commerce and Industry have the function […]
to preserve the virtues and decency of the honorable merchant.”
(Extract from §1 IHK law)
Gaining confidence with proven means
Contents
The IHK law states a special statutory function for the Chamber of Commerce and Industry: To preserve
virtues and decency of the honorable merchant. The term “honorable merchant” appears antiquated,
but it still has an enduring timeliness. Even today the concept of the honorable merchant can provide
necessary guidance. The current economic and financial crisis not only affects the different economic
sectors; people’s confidence in the economy and its protagonists has been seriously shaken and has
1. The Honorable Merchant
Tradition and Commitment
4
triggered lively debates about regulation of the markets. Confidence is a major asset of the social market
economy. In this context the “honorable merchant” is often mentioned, however, very different expectations and concepts are
connected to it. Which qualities does the honorable merchant need to have in today’s world of business and commerce? What
legitimate expectations may society have for businessmen and businesswomen? And what actions does the IHK take to fulfill its
statutory task to “preserve virtues and decency of the honorable merchant”?
With this brochure, issued on the occasion of the 450th anniversary of the Nürnberger Handelsvorstand - the predecessor of the
Chamber of Commerce and Industry for Central Franconia - we try to answer all these questions and thus contribute to a more
objective debate. That is because commercial actions - carried out in freedom and with responsibility - are the basis of our society. Revenue generation in a responsible manner is in the interest of society and therefore has a moral quality.
Dirk von Vopelius
President of the Nuremberg Chamber of Commerce and Industry for Central Franconia
2. The legacy of the IHK to preserve
Virtues and decency
Education
Trade practices
Mediation and arbitration
Commercial judges
Personnel development
Starting new businesses
Foreign trade
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3. Guiding principles of the honorable
merchant
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2|3
1.
The Honorable Merchant:
Tradition and Commitment
by Prof. Dr. Nick Lin-Hi
A 450th anniversary speaks for itself and reflects the success story of
the IHK Nuremberg. In fact, the entire region has always benefited
from the work of the IHK. Since the merger of the mercantile community in Nuremberg (Nürnberger Kaufmannschaft) in the 16th century
for the purpose of commercial self-management, the IHK has become
a powerful institution with more than 130,000 members. The IHK sets
the stage for business success in Central Franconia and by doing this
has a positive influence on the social environment of the region.
Dr. Nick Lin-Hi holds the Junior
Professorship for Corporate Social
Responsibility (CSR) at the University of Mannheim.
In May 2010 he was awarded the
Max-Weber Award for Business
Ethics.
Inscriptions on the IHK building at the Hauptmarkt in
Nuremberg (see page 22 / 23).
4|5
The Honorable Merchant: Tradition and Commitment
An anniversary always offers the opportunity
principle for today’s managers. The standards of
cases of corporate misconduct and the recent
newly defined by Hanseatic merchants in the
to do two things: to reflect the past and look to
the honorable merchants paved the way for the
financial and economic crisis have cemented
North and Italian merchants in Southern Europe.
the future. Certainly, there are many aspects
historical success of commercial self-adminis-
the prejudice that business is contradictory to
The first merchants faced several challenges
that deserve attention – such as the creation
tration and it is still the prerequisite for future
societal interests. Hence, it is not surprising
on their long journeys. It proved to be difficult
and strengthening of market places, the sup-
success of companies. Thus, the standards build
that people call for more responsibility from
for “commercial travelers” to be regarded as
port of education, or the promotion of young
a bridge between the past and the future: the
economic actors. Companies have to handle the
strangers in each town they arrived at. Further-
companies – nevertheless one aspect seems es-
honorable merchant is tradition and commit-
increasing demand for responsibility in order to
more, the townsfolk believed them all to be
pecially appropriate due to its simplicity but
ment to the future at the same time – the latter
maintain their social acceptance. For this pur-
swindlers.
still fundamental importance: the principle of
in the enlightened self-interest of each and
pose, a return to the virtues of the honorable
the honorable merchant. The honorable mer-
every company. The topicality and the relevance
merchant seems to be appropriate.
chant was not only the self-conception of the
of the principle of the honorable merchant
Hanseatic merchants of
clearly express themselves in light of the lack of
The roots of the principle of the honorable mer-
with any other merchant made life difficult for
the past, but should
confidence that people have in the market
chant can be traced back to the Early Middle
businessmen as well. The uncertainty associated
also be the guiding
economy, companies, and profit-making. Several
Ages, when Europe’s economic system was
with this collective debtor’s liability in combi-
In addition, the circumstance that a townsman
could satisfy his claims against one merchant
6|7
The Honorable Merchant: Tradition and Commitment
nation with the challenges mentioned led to
The development of the honorable merchant
trolled by fellow citizens and was combined
tencies. The merchant became honorable
merchants establishing associations in order to
was embedded in the social structure of medieval
with positive and negative incentives. A merchant
through virtues such as integrity, honesty, or
improve the conditions of their economic acti-
cities. Back then, honor which was rated as the
could call himself “honorable” and benefit from
decency. The honorable merchant stood out be-
vities. This prototype of mercantile self-admin-
highest good by most members of society,
this reputation if he acted in compliance with
cause he always kept his word and others could
istration led to the development of procedures
served as a mechanism to promote desirable
these rules. However, if he violated standards,
rely on him.
of taking evidence and court proceedings,
behavior from the urban communities. Similarly,
then he was met with disapproval from his fellow
which had advantages for merchants and citi-
the guiding principle of the honorable merchant
citizens and in the worst case he was expelled
Through dishonorable behavior, such as fraud
zens alike, particularly regarding a mutual anti-
aimed at channeling the behavior of the indi-
from the community.
or deceit, the merchant lost his good reputation
cipatory reliability. The mercantile law system
vidual merchants so that their behavior complied
of “Good Faith” was established
with the interests of the mercantile community.
Therefore, the success of a merchant was not
evitably led to his downfall. In this respect, the
which, in turn, led to commer-
For this purpose, standards were developed
only influenced by practical skills such as read-
merchant’s reputation was intertwined with his
cial travelers becoming honor-
under the influence of the merchant guilds
ing, arithmetic, writing, and attributes such as
commercial success and therefore represented
able merchants.
which had the nature of voluntarily self-imposed
empathy, intelligence, communication skills, or
a crucial asset.
rules. Adherence to these standards was con-
business aptitude but also by ethical compe-
and the confidence of his customers, which in-
8|9
The Honorable Merchant: Tradition and Commitment
The honorable merchant in
today’s world
people believe that assuming responsibility in-
for two reasons: on the one hand, no company
goods and services and to invest in techno-
volves altruistic behavior. Accordingly, the as-
can afford to risk its competitiveness through
logical progress. However, people seem to
Nowadays the notion of the “honorable mer-
sumption of “true” responsibility should involve
altruistic activities; activities which are incom-
understand the benefit of corporate revenue
chant” appears rather old-fash-
(profit) abstinence. In simple terms: the as-
patible with the necessity of companies to
generation for society less and less, and nor do
ioned. Buzzwords such as Cor-
sumption of responsibility has to hurt. How-
survive in competition are not feasible in the
they consider its moral legitimacy.
porate Social Responsibility
ever, the notion of abstinence neglects the fact
long run. On the other hand, an altruistic
(CSR), corporate citizenship, or
that companies act in a competitive environ-
conceptualization of corporate responsibility
The demand for an altruistic assumption of re-
stakeholder management seem
ment which is becoming even tougher in times
neglects the fact that the performance-com-
sponsibility expresses the society’s deep distrust
to be much more up to date.
of globalization.
petition (which is associated with the realiza-
towards profit-making. For many people, the
tion of profits) serves societal interests. The
realization of profits per se involves disad-
Unlike in the past, there is no
Trade will covet people of a kind
whose sincerity
in words and action corresponds
to their heart and mouth
real consensus as to what
The demand for companies to assume respon-
ability to realize profits incentivizes companies
vantages for other parties and the environment.
precisely defines an honorable
sibility in a way which is aimed at restricting
to orient themselves towards customers and to
According to this view, responsibility is at odds
or responsible company. Many
the realization of profits is counterproductive
make efforts to continuously improve their
with profits. It cannot be denied that some-
(Inscription on the front of the IHK building)
10 | 11
The Honorable Merchant: Tradition and Commitment
times there is indeed a conflict between the
To ensure responsible realization of profits, it
imposed measures to prevent of the pursuit of
interest, as it is an investment in the conditions
two, as the recent financial and economic crisis
may be useful to take recourse to the guiding
self-interest at the expense of others. The
of future success. This shows that the assump-
has clearly demonstrated. Likewise, it cannot be
principle of the honorable merchant. The honor-
merchant’s honor virtually served as a de-posit
tion of responsibility does not imply the ab-
denied that there are plenty of examples of
able merchant knew about the importance of
in commercial transactions. The merchant’s ho-
stinence from profits but is a value-creating
companies producing corporate scandals and
people’s trust, both with regard to his own ac-
nor being at risk signaled that he had some-
investment.
realizing profits in an unethical way. Hence, the
tivities as well as to the realization of profits in
thing to lose if he were to maximize his profits
realization of profits requires a differentiated
general. A certain degree of confidence needed
at the expense of his contractual partner.
view. However, it is problematic to assume an
to be placed in people, before value-creating
The central idea of the honorable merchant
irrefutable conflict. Ultimately, the realization
transactions could occur. This confidence was
involved refraining from any type of irresponsible
of profits is responsible and therefore, consistent
created through the virtues that characterized
realization of profits - such as fraud or deceit
with the interests of society as long as profits
an honorable merchant. Virtues such as integrity,
- to secure the ability to cooperate with others
are not realized at the expense of other
honesty, decency, and fairness, as well as their
in the long term. It must be emphasized that
positive effects on business success, were self-
such self-restraint is in the company’s own
actors.
12 | 13
The Honorable Merchant: Tradition and Commitment
The honorable merchant in the
focus of corporate responsibility
charitable work, and other philanthropic en-
a company donates financial means to environ-
“good deeds” as a particular expression of
gagements.
mental protection organizations, but massively
corporate responsibility leads to corporate
fails to adhere to environmental standards in its
responsibility being positioned as a correction
function for the realization of profits.
When analyzing the discussion on corporate responsibility, it is evident that the concept of the
Without any doubt, such activities do yield cer-
value chain. Independent of such an obvious
honorable merchant has become more and more
tain benefits and also create mutual advan-
misuse of the concept of responsibility, this
insignificant. In many cases, corporate respon-
tages for companies and society as a whole.
interpretation is problematic because it plays
The comprehension of “good deeds” as the ex-
sibility is associated with good deeds performed
Nonetheless, such a comprehension of corporate
responsibility off against the realization of
pression of corporate responsibility contributes
by companies visibly advocating charitable or
responsibility is problematic for several reasons.
profits. Separating responsibility from the core
to consolidating the prevalent prejudice with
cultural events or organizations beyond their
It is obvious that doing “good deeds” contradicts
business implicitly suggests that the day-
regard to the legitimacy of business – the con-
core business activities. According to this view,
the purpose of corporate responsibility, if these
to-day business has nothing to do with respon-
ception that responsibility has nothing to do
corporate responsibility manifests itself in
deeds are used to cover up for business mis-
sibility - otherwise there would be no need to
with the realization of profits and that respon-
corporate activities such as donating money for
conduct in the core business. It is nothing more
assume responsibility beyond the core business.
sibility needs to be gained through the afore-
social causes, giving employees time off for
than the selling of indulgences if, for example,
Consequently, the declaration of corporate
mentioned “good deeds”.
14 | 15
The Honorable Merchant: Tradition and Commitment
In general, donations, sponsoring, etc. are tra-
and honesty, but it is challenging to live and to
Promises should be kept
in a concrete situation. This, in turn, requires a
ditional components of the marketing and
practice these virtues under the conditions of
The emphasis on the relevance of asset values
specification of the nature of responsible prof-
communication mix. They are absolutely legiti-
everyday business, such as time, cost, and com-
shows that corporate responsibility and the con-
it-making. Responsible profit-making means
mate and reasonable for both companies and
petitive pressure.
cept of the honorable merchant are closely re-
that organizations act in ways that do not have
society as a whole. However, such good deeds
The realization of the guiding principle of the
lated to a responsible and thus, long-term ori-
a negative impact on the legitimate interests of
are misleading if they are used as a kind of spe-
honorable merchant requires companies to be
ented realization of profits. It must be emphasized
third parties. The following principle is appro-
cial evidence of responsibility. Companies
able to organize responsibility. This, in turn, im-
again that the responsible realization of profits
priate as the point of reference regarding
should, in their own interest, reclaim the basic
plies that companies need to possess profound
benefits society as a whole and hence, pos-
corporate responsibility: promises should be
concept of the honorable merchant. At the
management competencies. Moreover, the or-
sesses moral legitimacy.
kept! All business relationships are based on
same time, they should communicate to the
ganization of responsibility calls for the will-
people that the concept of the honorable
ingness to invest in such assets that are not
However, it must be pointed out that it is also
partners. Different actors interact with com-
merchant is the essence of corporate
visible in key corporate figures, but of which
possible to realize profits in an irresponsible
panies hoping that a business relationship will
the honorable merchant knew that they are
way. Accordingly, corporate responsibility does
enable them to enhance their benefit. Com-
However, it is highly demanding to
intangible assets that are the basis for future
not mean to question the profit principle as
panies should be bound to their commitments,
walk the talk. It is easy to formulate
profits: reliability, integrity, honesty, decency,
such but to investigate how profits are realized
for instance, concerning services, payments,
values such as integrity, reliability,
and fairness.
responsibility.
promises that are made between cooperating
16 | 17
The Honorable Merchant: Tradition and Commitment
procedures,
porate values, etc. comprise implicit promises.
co-operation for mutual advantage. This prom-
ment. Nonetheless, they can and should contrib-
thereby ensuring that the trust put in them
Moreover, promises are made to various part-
ise is the basis for the existence of companies
ute to engendering performance competition
is justified. This is in their enlightened self-
ners who often have differing interests them-
and the freedom conceded to them.
that benefits society as a whole. Additionally,
interest because, in doing so, they are investing
selves. Thus, corporate responsibility starts with
in the foundation of their future success.
the process of being aware of the promises
The growing criticism which business is con-
nature and limitations of their responsibility in
made to other actors and estimating the ex-
fronted with shows that many people doubt
an understandable manner. This is where the
The statement that promises should be kept
pectations raised by these promises. In their
that companies do keep their promises to soci-
significance of public discourse comes to the
might sound trivial, but it is not always easy to
own interest, companies should not make un-
ety. In certain situations, such doubts are cer-
fore which is aimed at promoting a reasonable
put it into practice within everyday business.
realistic promises they cannot keep.
tainly justified, which becomes evident of re-
understanding of entrepreneurial freedom and
curring corporate scandals. However, in many
responsibility. Among other things, this is relat-
deadlines,
or
problem-solving
The first limitation is provided by the fact that
companies must be capable of explaining the
companies make various promises, many of
The promises made by companies are not only
cases, there is the prevailing problem of exag-
ed to being able to explain that the realization
them in an implicit way: besides explicit com-
limited to individual partners but are also relat-
gerated normative expectations. Companies
of profits is part of corporate responsibility.
mitments made to certain business partners,
ed to society as a whole. In this respect, com-
cannot meet all expectations from society un-
advertising messages, job advertisements, cor-
panies have made a promise to promote social
der the conditions of a competitive environ-
18 | 19
The Honorable Merchant: Tradition and Commitment
Companies depend on a sufficient level of trust
with words and deeds that they act in the inter-
Final remark
telfranken (Nuremberg Chamber of Industry
granted by their business partners and society
est of society in terms of social cooperation
In the Middle Ages, the merchants proved that
and Commerce for Central Franconia) are par-
as a whole. This is the precondition for perserving
for mutual advantage. For this purpose, the
the collective establishment and implementation
ticularly suited in this respect as they possess
the freedoms for a productive and socially
principle of the honorable merchant offers
of the principle of the honorable merchant could
the necessary experience, collected over several
valuable corporate value creation. In order to
appropriate reference points for companies,
generate benefits for both companies and soci-
centuries, that represents the key success factor
achieve these freedoms, companies must prove
citizens, and institutions such as the IHK.
ety. Globalization and the resulting loss of in-
of the German economy as a whole. It is no
fluence of governmental control mechanisms,
coincidence that the principle of the honorable
it resides with the companies more than ever
merchant is firmly rooted in the law on Cham-
before to create those preconditions that en-
bers of Industry and Commerce - this is both a
able sustainable and successful business activity.
commitment and an obligation.
Institutions such as the IHK Nürnberg für Mit-
20 | 21
2.
IHK’s efforts at preserving
the virtues and decency of
the honorable merchant
Over centuries, the business communities have preserved and ensured
compliance with the concept of the honorable merchant. Today, there is
even a legal provision obliging the IHKs to ensure “the virtues and decency of the honorable merchant”. A multitude of services is provided to
ensure this goal is pursued – from education, support of new businesses
and trade law provisions to mediation and arbitration.
“Nürnberger Kaufmannszug
mit Geleite”
The mural painting on the
chamber‘s building shows:
“Nuremberg trinkets are sold
all over the world”. Since the
Middle Ages merchants from
Nuremberg sold quality goods
to all parts of the world. The
city was particularly famous
for its toys and tools made
of metall.
22 | 23
IHK’s efforts at preserving the virtues and decency of the honorable merchant
Education
Trade practices
Within the scope of the IHK’s public mandate is
To enable quality assurance, the IHK evaluates
The IHK will provide its services as evaluators on
security. Based on business clarity principles,
the creation of the structural framework and
the suitability of the companies providing edu-
request of a regulatory authority. Using an ex-
this is a question of competition integrity if all
the standards of professional training and edu-
cation and conducts examinations of trainer
tensive procedure including industry surveys, it
corporate entities (e.g. stock corporations and
cation. Currently, the IHK provides approxi-
qualifications as well as courses for trainers. The
will examine whether an established trade
limited companies) are obliged to register with
mately 17,000 intermediary and final examina-
IHK academy offers courses to prepare for the
practice exists, i.e. a business custom that was
the register of companies. The IHK provides
tions per year and oversees about 900
examinations of master craftsman’s diplomas
used in the respective industries over the years
consultancy services both for companies and
examination boards. More than 5,500 ent-
for specialist qualifications in various fields,
and has therefore become unwritten law that is
their legal representatives relating to company
repreneurs, experts and executives volun-
professional training courses and tutorials. Pro-
valid between the parties involved. Based on
names. It also offers extensive company
teer to work as examiners. The IHK offers
jects such as “Fit für Quali” and the new free of
this expert opinion, the relevant authority or
research features. This ensures that the name
professional support to those companies
charge competence check-up for students in
court of law can determine whether there was
selected is as correct as possible not only re-
who provide education and consultancy
lower secondary education help future trainees
a violation of one of these trade practices. To
garding company law, but also competition law.
choose their career paths.
do this, the IHK uses expertise that has been
Following the requests for inclusion in the
certain education levels, educa-
gathered over centuries. The register of com-
register of companies, the IHK performs
tion methods and law regula-
panies (Handelsregister) that is maintained at
approximately 7,700 evaluations per year and
tions in approximately 2,300
the local district court with the support of the
can challenge incorrect inclusions on a legal
on-site sessions.
IHK is an important instrument for business
basis.
services covering careers requiring
24 | 25
IHK’s efforts at preserving the virtues and decency of the honorable merchant
Mediation and arbitration
Commercial judges
The rules regarding fair play are defined in vari-
permanent IHK trade arbitration court is called
500 years ago, the basis for the regulation
30 years of age, their position must either be
ous places such as, for example, the Law against
upon for decision-making in case of conflicts.
authorities was constituted as the first German
established merchant, board member, CEO or
Unfair Competition. The Nuremberg IHK moni-
This is in continuation of the century-old mer-
commercial court upon decree of the German
Company Secretary, and he/she must be includ-
tors compliance and can issue reminders or take
chant tradition of solving problems individually
emperor, thus creating the position of the com-
ed in the register of companies and associa-
legal action in case of law violations. In 2008,
and without the involvement of national courts
mercial judge. The IHK proposes the honorary
tions. For selection purposes, the applicants are
approximately 1,600 infringements of competi-
of law. This is also the aim behind the first IHK
commercial judges for appointment. In the
invited by the IHK and the chairman who was
tion laws were processed. The IHK provides in-
mediation center in North Bavaria that was
commercial courts, they support the profession-
elected previously by the commercial
formation on competition matters using both
founded in 2007. It provides advice on alterna-
al judges using their specific expertise. Today,
judges, and their reliability is also
bulletins and consulting services. In cases of
tive conflict solutions, makes clause or agree-
there are 46 honorary commercial judges in the
tested in the process. If all pre-
client-related conflict between companies, the
ment templates available, maintains a mediator
Nuremberg region. They are not lay judges but
conditions are ful-
Mediation Board for Competition Conflicts will
pool and administers mediation processes.
expert judges with special knowledge in corpo-
filled, the applicant is
rate management and they have the same
proposed to the Pro-
rights and obligations as professional judges.
vincial Court for ap-
ensure amicable pre-court settlements are
reached whenever possible.
The IHK appoints and swears in experts in more
than 100 fields of specialization. These persons
pointment.
Moreover, companies can use arbitration court
are extensively tested for their expertise, suit-
According to the Judicature Act, successful ap-
clauses in their contracts to specify that the
ability and reliability.
plicants to this honorary post must be at least
26 | 27
IHK’s efforts at preserving the virtues and decency of the honorable merchant
Personnel development
Starting new businesses
The IHK supports its member companies in their
The IHK uses expert conferences and projects to
The IHK offers systematic start-up support and
from the necessary expertise in the relevant
personnel development efforts and training of
inform its member companies about the appro-
provides economic expertise especially for new
fields, individual reliability and financial per-
their executive staff. IHK academy workshops
priate best-practice approaches concerning pa-
businesses. This ranges from individual consul-
formance is critical for the IHK both in this
covering topics such as “added value by appre-
tent and mentor systems, coaching and perma-
tancy services (more than 5,000 initial and in-
respect and with regard to the approximately
ciation”, “holistic personnel development” or
nent learning processes. With its initiatives
tensive sessions per year) and customized
100 trade businesses requiring approval and
“personnel management” picture building
towards family-conscious personnel policies
workshops covering mandatory accounting,
licensing.
blocks for optimized strategies. The up to date
standards are set for a “helping infrastructure”
business plans, cost and financial planning,
expertise and knowledge conveyed includes in-
to allow for individual balancing of profession-
marketing, market and location studies to legal
formation about quantified personnel de-
al life and childcare or nursing care for family
information.
mands, qualitative demand planning along
members. Additionally, the IHK offers support
with the processes for potential analysis to
to small- and medium-sized companies which
Additionally, the IHK in Nuremberg for Central
education demand planning, employee involve-
introduce corporate health management pro-
Franconia offers advice and examinations for
ment projects as well as the establishment of
cedures with the emphasis on issues such as
prospective entrepreneurs and their staff in the
management principles.
burnout, bullying and harassment at work, al-
personnel, goods and hazardous material traf-
cohol and addiction prevention as well as inte-
fic, catering and in specific trade areas. Apart
gration following sickness or work accidents.
28 | 29
IHK’s efforts at preserving the virtues and decency of the honorable merchant
Foreign trade
Our region has been closely associated with
From that time on, the Nuremberg Chamber of
Incoterms
sumption of costs, information obligations for
international markets since the Middle Ages.
Commerce NCCI has provided extensive services
Especially in foreign trade, reliable rules for
goods and transport documents, customs,
Today, industrial exports amount to more than
to promote and consolidate foreign trade rela-
cross-border business transactions are required.
transport, packaging and insurance. The
50 percent of overall output. This makes Central
tions. The main focus is on the sovereign task of
The International Commercial Terms (Incoterms)
NCCI is part of the process of updating
Franconia one of the strongest export regions
export document certifications (90,000 per
that were first issued in 1936 by the Internation-
the incoterms on a regular basis and to
in Germany.
year) and information services for member com-
al Chamber of Commerce in Paris summarize
adapt them to changed business cus-
panies, for instance by tariff workshops that
the essential obligations for buyers and sellers
tom, thus providing consulting ser-
In 1826, the Nuremberg Director of Trade who
take place in Nuremberg on a yearly basis. The
on the delivery route of goods from the place
vices and expertise on the different
acted as an advisor to the Bavarian government
NCCI also offers country-specific consulting -
of dispatch to their destination.
meanings of the respective terms
was assigned the task of establishing a consulate
both in individual sessions and events such as
network abroad. The merchants devoted much
the Asia-Pacific Forum Bavaria or on the occa-
These terms specify the buyers’ and sellers’ re-
energy to foreign business and its diplomatic
sion of business delegation trips - as well as
sponsibilities with regard to procurement, as-
advancement, they recommended the appoint-
training in areas such as “cross-cultural compe-
ment of agents in the recognized countries and
tence” or “creation of international teams”.
agreed upon in a sales agreement.
they demanded providing goods from Bavaria
with certificates of origin.
30 | 31
The honorable merchant as a person:
Commitment to value compliance
3.
Leitsätze des
Kaufmanns
TheEhrbaren
guiding principles
of
the honorable merchant
The first assembly of the Association of Honorable Merchants in Hamburg
dates back to 1517. The association advocates abiding by the ethical
principles commonly acknowledged in business as well as the principle of
equity and good faith and refraining from all actions that are not in line
with the requirements of business confidence within the framework of
applicable law. It has developed the concept of the honorable merchant
involving nine guiding principles. This concept provides a framework of
reference for honorable behavior.
The honorable merchant has a tolerant and liberal attitude.
The honorable merchant keeps his/her word with the handshake as a binding act.
The honorable merchant develops commercial judgment capabilities
The honorable merchant in his/her company:
Creating the conditions for honorable behavior
The honorable merchant acts as a role model through all actions.
The honorable merchant promotes honorable behavior in his business.
The honorable merchant aims at long-term and sustainable business objectives.
The honorable merchant in society and the economy:
Comprehending and creating the framework for honorable behavior
The honorable merchant heeds the principle of equity and good faith.
The honorable merchant recognizes and takes responsibility for the economic
and social order.
The honorable merchant always advocates his values both in domestic
and foreign trade.
www.veek-hamburg.de
32 | 33
Imprint
Published by:
Industrie- und Handelskammer Nürnberg
für Mittelfranken
Hauptmarkt 25/27, 90403 Nürnberg
www.ihk-nuernberg.de
Conception and Contents
Markus Lötzsch
Renate Doeblin
Michael Bantele
Photographs
IHK Nürnberg für Mittelfranken
Realisation and Design
Birke und Partner Kommunikationsagentur,
Erlangen
July 2010, 2nd edition, November 2013
Print
Bresler Print & Digital, Erlangen
IHK – Die erste Adresse