1. Diversified Behaviour of
People through the Eye of
Human Anthropology
(With Special Reference to Indiwinna Rural Fair,
Hambantota, Sri Lanka)
Charindu Sanjeeva Sayakkara
Human Anthropology
Department of Marketing Management
University of Sri Jayewardenepura

2. Briefing of the project
he world of business with its emerging trends is heading towards improving one’s
T performance to reach towards success. In the modern era, each and every member
in business field takes a tremendous effort to understand the behaviour of people
within the context of the marketing stimulus. In that sense, Human Anthropology plays a
huge role as it scientifically and systematically studies of man and his work.
In order to enhance the awareness of the importance of marketing to a business entity, this
project has been under taken targeting a selected rural fair. Rural fair is a type of business
location where a large number of sellers and buyers get together and exchange goods and
services through the medium of cash in certain days to fulfill their basic requirements. It
greatly contributes sellers to offer what they prefer to sell at reasonable price while customers
can buy essentials which they prefer at affordable price within a short period of time.
This project would primarily focus on identifying different behaviour patterns practised by
sellers and buyers within fair premises. This project would more importantly consider the
anthropological aspects and characteristics as well.
Further, the analysis of diversified human behaviour from a marketing perspective would be
carried out providing people’s comments and thoughts given by them at the fair.
This would result in a more comprehensive analysis of the effectiveness of the marketing
function in the particular rural fair selected.
Therefore in conclusion of this project while being an assignment of the curriculum of the
subject of Marketing Anthropology, this was an immense experience for me to deal different
level of people within a shorter time period.

3. Introduction of Indiwinna Rural Fair
E
ven though Hambantota is one of the rapidly developing cities in Sri Lanka at this
modern time period, the existence of a rural fair for fulfilling the requirements of
every and each individual person is vastly predominant.
With the result of significant developments, the existed urban council
of Hambantota was converted as a municipal council. Further a new
rural fair for the families of Indiwinna village which is far away of
about 500 meters from Hambantota city, has to be established and
implemented under the authority of the municipal council of
Hambantota.
Therefore, now, the rural fair is being conducted in the city of Hambantota at new location
on Saturdays and Sundays under the governing body of the municipal council, Hambantota.
The fair which I have selected for the purpose of conducting my survey, has been newly
placed at Indiwinna village for two months.
Indiwinna is a type of village in Hambantota town which has 400-500 families living for
more than number of years. Some of them are there from their birth. Significance of the
number of families, difficulty of having more amount people in short range of territory, the
distance to reach to other fairs in the region, rapid continuous development of Hambantota
city had been the reasons to establish a rural fair in new way under the governing authority
and supervision.

4. Before placing this fair, the existed urban fair had to be placed various places within a short
time period. At the very first time, Hambantota fair had been established at the centre of
Hambantota town. But the location had to be changed for various places because of the most
unforgettable experience ever of Sri Lanka in 2004, Tsunami disaster. Over 10,000 people
and millions of properties of city people had lost with the effect of Tsunami disaster within a
very few seconds. Nevertheless, the changes of the location of Hambantota fair had been
severely affected to both sellers and buyers of Hambantota town. As there was not an exact
place to build up a fair, the authority had to check several places for suit. Further, the main
reason was that is extreme development of the city.
Moreover, Hambantota Sunday fair was the one and only fair in Sri Lanka which was terribly
effected by Tsunami disaster in 2004. On that unforgettable day in the history of Sri Lanka,
more than 80% of people were in the fair, were killed. That was one of the most pathetic
matters in the history of fairs in Hambantota as well.
All and all, every and each matter of fact led the authority to establish a new rural fair for the
people of Indiwinna village, Hambantota.

5. Characteristics of Indiwinna Rural Fair
Indiwinna rural fair is newly established fair premises, which is located about 500 metres
away from Hambantota town, governed by the municipal council of Hambantota. Majorly,
this has been placed for the 400-500 rural families of Indiwinna village.
The area of fair premises is around 10,000 m2. As this has been newly established, this is old
just two months of time. Every and each Saturday and Sunday, more than 500 sellers reach to
the premises from different areas such as Katuwana, Bandagiriya, Ridiyagama, Bolana,
Pallemalla, Dehigahalanda etc. to sell products in addition to sellers of Indiwinna itself.
All most all essential goods such as rice, vegetables, fruits, stationary, cloths, slippers, sweets
etc. can be purchased under single location. What they cultivate in their land is being offered
to the fair at variable price. In addition to that, minor percent of sellers purchase vegetables,
fruits from Bandarawela area and other related items, and then they buy in the fair premises.
More than 1000 customers arrive at the fair for buying necessary products for a week. Over
80% of families of the village get used to doing shopping every and each weekend.
As sellers have to spend two nights at the fair premises, all necessary facilities have been
placed with the particular spot by the authority.

6. Identification of
Anthropological
aspects at Indiwinna
rural fair and
analysis of their level
of practice

7. Culture
Culture is the sum total of learned beliefs, values and customs that serve to regulate the
consumer behaviour of members of a particular society.
In Anthropology, culture is a social heritage which consists formal and informal knowledge
apart from the different believes such as folk believes, scientific believes & religious believes
and norms.
Culture guides to satisfy needs. Although culture is dynamic, the greater similarity between
the people of the peasant societies surrounding to Indiwinna village, the sellers of the fair
normally use relatively similar marketing strategies. Further people in that area practice
similar interest, desires and consumption patterns.
All members of the fair possess common characteristics both socially and culturally based on
natural will. Apart from that, their relationships strengthen in accordance with cultural
characteristics.
In further understanding the behaviour of sellers and buyers of Indiwinna rural fair, it is much
needed to identify different cultural characteristics. Culture plays a significant role of the
changes consumer behaviour. Subjective cultural characteristics such as regional character,
ethnic character, religious similarities and differences, different languages etc. are concerned
with determining different behaviour patterns of people.
Language is concerned, in Indiwinna rural fair, both Sinhala and Tamil languages are spoken
as equal amount of Sinhala, Muslim and Tamil people live in that location. But simply all
sellers are capable enough of speaking the main language of Sinhala. Further, when they sell,
they use simple language words and patterns so that consumers are motivated to purchase
products.

8. One of the key factors of the fair transactions is bargaining. As both seller and buyer are well
matured with sharing thoughts of using proper language, this cultural character leads to have
transactions with high bargaining. As a result of it, the price is ultimately designed by
connecting thoughts of seller and buyer.
Religion is concerned, Apart from the significant number of Buddhist people, both Islamic
and Christian people also can be seen with transactions in the fair premises.
These subjective cultural characteristics play in determining different beliefs, practices and
values of the people and which in turn impact of people’s social norms, attitudes, behavioural
intentions and ultimately the final behaviour of the purchaser.
Under the components of culture, ideas and norms can be identified. According to customers’
different types of ideas such as scientific, religious, historical and mythical ideas, their
purchasing patterns and quantity may differ. In my survey, I got to know that Muslim would
buy product in accordance with their religious and mythical views. Moreover, under norms
which customer certainly practises and exercises, differ from individual to individual under
cultural aspects they are in.

9. Marketing Culture
In contemporary world, the marketing system is representing a culture which is studied by
cultural anthropologists. Market culture can be identified in terms of social behaviour of
buyers and sellers.
In order to understand marketing culture, it is much needed to realize the background of the
people in Hambantota Indiwinna fair.
Although Hambantota Indiwinna fair is a rural area, different people are still coming from
different villages such as Katuwana, Bandagiriya, Ridiyagama, Bolana, Pallemalla,
Dehigahalanda etc. to sell products in addition to little sellers of Indiwinna itself.
Even though sellers are being only in Saturdays and Sundays, the entire living pattern of most
of them is based on farming cultivation. Their important resource is land. What they cultivate
in their land is being offered to the fair at variable price. In addition to that, minor percent of
sellers purchase vegetables, fruits and other related items and then buy in the fair premises.
Sellers do not have high expectations and the word “future” is not greatly considering factor
for them. Simply they focus on short term benefits rather than long term relationships. So
their major requirement is to sell product however. If they are unable to sell what they have,
they do not further hesitate to deal at even below of the cost of the products. As a result of it,
they practise work without profits.
In my discussion, I was mentioned that most times they had to go back with high loosing. But
they are still not in a position to find any other job or occupation and their arrival at the fair in
every and each weekend is alive. In that sense they purchase products at loans and rent
vehicles to carry the goods towards the destination.
Another key factor is that the language of marketing situation cannot be identified if the
person is not familiar with the marking culture. And sellers terminology is also different in
different context.
Further, the people who have more than 30-35 years
in the service at the fair highly concentrate on their
goodwill in addition to the major purpose of profit maximization.

10. The world is changing so fast. Every day there are many inventions and discoveries. But I
could not still find any modern selling strategies or techniques, electronic material systems
apart from electronic balance machine at Indiwinna fair. Simply they still experience
traditional and conventional ways of selling attempts and practices.
At Indiwinna fair, there is not barter system, still the one and only mode of exchanging goods
and services is cash money. Social interaction of sellers and buyers is mainly based on the
exchange of money. Sellers are always eager to discuss the quality and other aspects of the
nature of the item. It helps them to convince the customers to motivate for purchasing their
product. Further carefully worded information is given to customers so that they have a
perfect position to buy products.
Another key factor is, there is a huge level of bargaining power of customers. Customers
often need to buy particular goods at under the price established or labeled by seller. I could
see in my visit to the fair that almost all the products are bought by customers with high
bargaining attempts.
When I talked to sellers, they emphasized that they are always in position to return products
and be helpful with keeping attention towards the customer when they are under difficult
circumstances. Sometimes their terminology is very emotional. They mentioned that it is one
of the psychological strategies to attract customers to their direction.
Sellers often use conventional balancing systems and
they still do not bother to give either bills or receipts
notifying the items purchased.
Another interesting factor is, some of the sellers have not got even a calculator to have
mathematical expressions. They believe that they are capable enough of doing all transactions
on their own without the help of any extra material system.

11. Shopping culture
In the marketing culture, the role of shopping is interesting. As far as people in Indiwinna
village is concerned, most of them are shopping the fair for the purpose of buying goods and
services which they are needed for the whole week. Their buying patterns are not rational.
They often expect to have maximum benefits at lower price going here and there within the
fair premises.
Most of the goods are bought impulsively. They never anticipate sensory stimulation
(Psychological pleasure), recreational atmosphere or social interaction of having shopping in
the fair. Most customers said to me that they find little pleasure in shopping in the fair
premises and tend to move shopping as they really need to buy.
Consumer Socialization
Consumer socialization has been defined primarily as the process through which young
people acquire skills, knowledge and attitudes relevant to their functioning in the market
place.
Most parents accompany their children to the fair
premises in order to give some sort of training and
experience how to purchase products from the fair.

12. Attitude
Attitude is a learned predisposition to behave in a consistently favourable or unfavourable
manner with respect to a given object.
All human behaviour therefore is directed towards achieving an adjustment between the
forces within us and those in the environment.
Consumers’ attitudes towards the fair
In my visit, I notify that customers would not highly reckon their status or social class. They
just move to place to place to buy what they extremely want. Most of their purchasing is
impulsive. Their preference is always directed with adjustment of environment.
As more of people in the fair is relatively uneducated,
their thoughts and beliefs towards different objects are very
dynamic. Most times, instant changes occur in the
selling process will largely lead to alter the minds of
consumers. Simply their rationality of buying process
is relatively low.
Sellers’ attitudes towards the fair
Sellers’ attitude is always to offer what they have at the end of the time at fair. If they are not
in a position to sell or their selling frequents are low, they would not worry to sell them at
even below price of the cost of product. Their attitude is formed in relation to social
situations and that they are shared by the members of the fair.
Non-existence of rational marketing system and unawareness of marketing value system
often account for low marketing mentality of sellers.

13. Competition
Competition includes all the actual and potential rival offerings and substitutes that a buyer
might consider.
In my discussion with persons, they straight away wanted to mention that there is no
competition between fellow members. And they have good interaction and strong relationship
with each other. If a seller does not have a certain product which customer needs, and further
it is available at the place of their fellow member, they do not hesitate or think twice to send
the particular customer to that particular premises. So, this lack of competitive motivation is
often an obstacle and a barrier to have a rational market.
Therefore the 3 characteristics of community introduced by Robert McIver can be seen in
Indiwinna fair. They are;
1. We feeling.
2. Role feeling.
3. Dependency feeling.
Under the we feeling, all the sellers in a certain product category think that they are living
with the feeling of togetherness.
Under the role feeling, the sellers believe that their obligation is to work and sell their
products according to the tradition and norms.
Under the dependency feeling, the sellers still feel that each and every one of them has to
depend on each other. If a seller has a problem, others are providing their help and support in
different manner.

14. Identification of
components of social
structure at
Indiwinna rural fair
and analysis of their
degree

15. Gender
Gender relationship is a significant component of the social structure of a society. It refers to
the sociological differences between males and females.
In studying, gender character in this rural fair of my visit, it could be understood that more
male people sell their products than female people. They mentioned that male members work
outside the family in order to sustain their livelihood while female members work inside the
family caring and bearing the rest of the members in their family.
As the fair is held on Saturdays and Sundays, they have to arrive at fair premises Friday
evening. Therefore they have to spend two nights in the fair premises. So, that is main reason
why more male people can be seen than that of female people. Some sellers take residence
near to the places if they have relations or close friends. In that sense, sellers who are closer
to the fair premises would not have an issue.
But minority of female sellers ventures their goods in different
manner. I could identify that the female sellers of more than 20
years of service period in the fair, are still happy to be at the fair
premises or surroundings of the fair.
Further, most of the sellers have been using their elder sons to fair work if he has completed
his education. But some of the non-completed male students also can be seen in the selling
procedure.
I was told that some female sellers go back to their residence after the fair selling of
Saturdays if their residence is not too far away. Hopefully, they would come back to the fair
next morning using public transportation service.
In perspective of customer, both male and female consumers
move in the fair premises to buy what they actually need.
But some places like providing only ladies items, we can mostly
see females in those related areas.

16. Age
Age is also a universal principal used to prescribe social status in socio-cultural system. With
definite biological changes occur for humans in their progress from infancy to childhood to
adulthood and all ages, the buying behaviour of people alter in different age period in human
living process.
In my survey I could notice that ages of 25 to 55 people play
a big role of providing necessary items to their own family.
Most of people in this age category are married and may
have children. In that case, these kinds of people always find
and buy essential products such as rice, coconuts,
vegetables, fruits etc. which are much needed to fulfilling
their day today life.
People who have not got married or less than 25 years, cannot be significantly seen in
Indiwinna fair, buying the above mentioned essential goods. Ages of 10 to 20 persons
schooling, are still looking for the items which they can be highly entertained. They search
new trending items such as cartoon pictures, stickers, decorated cards, sports items etc. in
addition to the items needed for their education such as books, pens, pencils and other
educational related materials.
In perspective of seller, most of sellers are mid 30’s and 40’s. Their service time period at the
fair is more than 20 to 25 years. People who have just finished their school life also take part
in the actions with providing help to their parents. Surprisingly, a few of the persons who are
still schooling are also in selling process as they have high enthusiasm and impression
without considering their age level.

17. Social Group
Social groups can be identified as two or more persons shared with common interests and
desires, get together to accomplish a common goal. Under the social group, every and each
individual has psychological feeling as a group.
In my visit to the fair, I could notice different types of
social groups could be seen in the fair premises.
Under the social groups, a few of whole families had
taken part. Apart from that, friendship groups,
relation groups and neighbour groups were also in
the action of buying process.
Family
According to the definition of Anthropology, Family is a social group of two or people
related by blood, marriage or adoption, who live or reside together for an extended time
period sharing economic resources and caring for their young.
Most of the families of the people in Indiwinna fair are extended families. Further majority of
the families consist of more than children. I could identify that both husband and wife of the
families arrive at the fair to sell goods while keeping their children with the protection and
caring of their grandparents. Children in those families have to spend two nights in each week
without their parents. But, in some of the families, mother goes back home in the evening
season and comes back early in the next morning. There is no such a problem for the sellers
in Indiwinna village area.

18. Further the tendency of children towards the occupation of their parents is significantly high.
As a result of it, most children involve working with their parents just after the school life or
even before the end of school time period.
Unbelievably, children who have not aged at least 15 years have been taking part with selling
process.
In perspective of customer is concerned; I have seen that parents of the familiesare the key
purchaser of the family in the process of buying essential goods. In addition to that elder
children take part with the occasional purchasing.

19. Status& Role
A status is a recognized position that a person occupies in the society. A person’s status
determines where he or she fits in society in relationship to every one else. A status may be
based on accompanied by wealth, power, prestige or a combination of all of them.
In the perspective of sellers in Indiwinna fair, sellers do not highly bother about social status.
They have very poor educational level. Unfortunately, most of them have not completed even
ordinary level education. So, they only make an attempt to build their social status at the level
of others in same category of the fair. Simply they never mind what the world thinks of them
or not. Further their future expectations are not greatly wide. Not surprisingly, sellers bother
only how they are in position to fulfill their day today needs and wants. But it should be truly
mentioned that while my discussion with them. I could recognize that they are really satisfied
and impressed what they have already achieved.
Status of customer is concerned; customers too practise similar types of attitudes and beliefs
maintained by sellers. Buyer normally purchases what they require for the whole week in the
fair premises. In that sense, they would not think twice to buy goods at lowest possible price.
Another factor is, most customers come to the fair premises by foot rather while some of
them are expecting the help of taxi. Simply majority of customers are in buying oriented
process.
As far as role is concerned, a role is a set of expected behavior
pattern, obligation and norms attached to a particular status.
People, are in the fair, play their role so that they can attain the
fulfillment of their daily life activities. As persons are only in fair premises on Saturday s and
Sundays, sellers work hard to sell their commodities whereas buyers strive to get maximum
quality products at lowest possible price so that they can meet their requirements for whole
week.
In other five days, sellers are getting ready and preparing particular commodities to sell. In
my survey with them, I could notify that some of them, who venture vegetables and fruits,
travel to area like Bandarawela to purchase fresh products. Apart from that, some sellers
exercise gardening and agricultural events at the rest of the days.

20. Conclusion
This project undertaken enabled me to enhance my knowledge and awareness of diversified
human behaviour under marketing perspective. Identification of the existing aspects of
Human Anthropology helped me a lot to study how they consist in different people in
different manner.
Also through the survey carried out to sellers and buyers, I concluded the level of practice of
anthropological concepts at people of Indiwinna rural fair.
Even though Indiwinna fair is a newly established rural fair which is governed under the
authority and supervision of municipal council, Hambantota, I made the permission from
municipal council, Hambantota to conduct the survey to gather more details about people.
I was able to add more value to this analysis through information gained from buyers and
sellers at the time which their action is on.
Therefore, in overall this project was an important source of knowledge and experience to
me, it facilitated me to get a further practical exposure of the aspects of Human
Anthropology.