The research was conducted by Hasisa Haruna, Sumiati Tahir, Dwiyanti, Nurhayani, and Asmayanti. Their findings were published in 2026 in the International Journal of Economic, Finance and Business Statistics.
The study is significant because it challenges modern business theories that typically define pricing as a technical process based on production costs and profit margins. In Gowa’s weaving communities, researchers discovered a very different economic logic. Prices are shaped by craftsmanship, cultural meaning, family honor, and social relationships rather than market efficiency alone.
Lipa’ Sa’be fabrics are traditional woven textiles deeply connected to the cultural identity of the Makassar people in South Sulawesi. For local communities, the fabrics are not simply commercial products. They are symbols of heritage, social status, and ancestral values passed down through generations.
According to the research team, artisans often value the complexity of weaving motifs and the months required to complete a fabric more than the market cost of raw materials. Sacred motifs and highly detailed designs command higher prices because they are associated with family dignity and artistic honor.
The researchers described this system as a form of “Cultural Accounting,” where economic decisions are guided by local wisdom instead of purely mathematical calculations.
To explore the phenomenon, the researchers used a qualitative phenomenological case study approach in weaving centers across Gowa Regency. They conducted participatory observations, collected documentation, and interviewed artisans, community leaders, and customers. The goal was to understand how cultural values become part of daily financial decision-making.
One of the study’s most important findings involves the concept of Siri’, which represents self-respect and dignity in Bugis-Makassar culture. The researchers found that artisans see product quality as directly connected to personal and family honor. Weavers feel ashamed if fabrics fade, tear easily, or fail to meet traditional standards.
Because of this, many artisans refuse to use low-quality materials even if cheaper options would increase profits. High prices are considered justified because the products represent the weaver’s reputation and cultural integrity.
The second key principle is Pacce, which refers to empathy and social solidarity. This value creates flexibility in pricing practices. Weavers often lower prices for relatives, neighbors, or community members who need fabrics for weddings, funerals, or traditional ceremonies.
Researchers referred to this practice as “Brotherhood Pricing.” Unlike modern discount strategies aimed at increasing sales volume, these discounts are designed to strengthen long-term social relationships and preserve communal harmony.
The study highlights several major differences between modern business logic and the traditional practices observed in Gowa:
- Pricing depends on motif complexity and weaving duration, sometimes requiring 45–60 days of work.
- Product quality is maintained through strict moral responsibility rather than industrial efficiency standards.
- Discounts are based on empathy and kinship rather than marketing campaigns.
- Business sustainability relies heavily on community trust and cultural resilience instead of formal bookkeeping systems.
The researchers argue that these findings expose a major limitation in conventional financial management education. Modern accounting theories often assume that business decisions are purely rational and profit-oriented. The Gowa weaving industry demonstrates what the researchers describe as “cultural rationality,” where economic behavior is shaped by morality, identity, and collective values.
The implications extend beyond traditional weaving communities. The study suggests that many Indonesian micro, small, and medium enterprises (MSMEs) may operate successfully because of social capital and cultural trust networks rather than formal financial administration.
This insight is especially relevant as governments and businesses push for modernization and digital transformation in the creative economy sector. The researchers warn that forcing traditional artisans to fully adopt standardized financial systems without considering local culture could weaken the social foundations that keep these businesses resilient.
The study also raises questions about the future of traditional businesses in the digital economy. Researchers recommend future studies examining whether e-commerce platforms and online marketplaces will preserve or erode cultural pricing practices like Brotherhood Pricing.
In an ethical paraphrase of the study’s central argument, Hasisa Haruna and the research team explain that empowering traditional artisans should not mean forcing them to abandon Siri’ na Pacce values for purely numerical financial systems. Instead, businesses and policymakers should help artisans communicate the cultural meaning behind their products to wider markets.
The findings may also influence future policies for Indonesia’s creative economy sector. Rather than focusing exclusively on accounting modernization, policymakers may need to consider how local identity, cultural heritage, and community relationships contribute to economic sustainability.
For consumers, the study offers a reminder that traditional products often carry invisible cultural value beyond their physical materials. Behind every piece of Lipa’ Sa’be fabric lies a network of history, craftsmanship, dignity, and social connection that cannot be measured solely in currency.
Author Profiles
Hasisa Haruna is a researcher specializing in financial management, local wisdom, and MSME development in Indonesia. The study was co-authored by Sumiati Tahir, Dwiyanti, Nurhayani, and Asmayanti, all affiliated with Universitas Negeri Makassar. Their research focuses on cultural economics, accounting practices, traditional industries, and sustainable community-based business development.
Source
Article title: Exploration of Cultural Value-Based Pricing Practices: A Case Study of the Traditional Weaving Craft Business (Lipa' Sa'be) in Gowa Regency
Journal: International Journal of Economic, Finance and Business Statistics
Publication year: 2026
DOI: https://doi.org/10.59890/ijefbs.v4i2.413
URL: https://dmimultitechpublisher.my.id/index.php/ijefbs
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