Exploration of Cultural Value-Based Pricing Practices: A Case Study of the Traditional Weaving Craft Business (Lipa' Sa'be) in Gowa Regency

Abstract

This study aims to explore the pricing practices of Traditional Weaving (Lipa' Sa'be) in Gowa Regency, which are influenced by sociocultural values. In conventional financial management literature, pricing is generally seen as a technical process based on production cost calculations (cost-plus pricing). However, among craft MSMEs in Gowa, a "counter-logic" was found that goes beyond such mathematical calculations. This study uses a qualitative approach with a phenomenological case study to deeply understand the internalization of local wisdom into business decisions. Data were collected through participatory observation, documentation, and in-depth interviews with artisans and community leaders in Gowa Regency. The results show that the determination of the selling price of Lipa' Sa'be weaving is a manifestation of "Cultural Accounting." Field findings reveal that price is not only formed by material costs but is dominated by non-financial variables such as motif complexity, length of production, and the symbolic value of the product. The principle of Siri’ (self-honor) acts as a quality control mechanism and the basis for intellectual valuation, where the price reflects the weaver's dignity. Meanwhile, the principle of Pacce (empathy) creates price flexibility through "Brotherhood Pricing," which functions as a social investment strategy and a guardian of community loyalty. This study concludes that the sustainability of traditional businesses in Gowa does not depend on formal financial administration but on cultural resilience and social capital. The implications of this research emphasize the need to deconstruct financial management theory to be more contextual in respecting local wisdom as a foundation for a sustainable economy.