ANALYSIS OF RELATIONSHIPS BETWEEN COST MANAGEMENT AND SALES PRICE MANAGEMENT: A STUDY OF THE PRACTICES ADOPTED BY PRESERVED FOOD CANNING COMPANIES IN THE RIO GRANDE DO SUL STATE, BRAZIL

Abstract

This article was developed in the context of the acknowledged limitation of the companies to impose a sales price to the market, which is a consequence of the growing influence of the buying market on establishing the price which it is willing to pay for the acquisition of goods and services. This article has as its central objetive tried to to identify which management accountinggeneral practices are being adopted by the companies in order to make it possible for them, under a systemic focus, to achieve the efficient management of the sales price and of the costs incurred in their operations. The study was carried out by doing a field research in which executives of nine from the eleven industrial companies of small and medium size, belonging to the fruit canning segment, located in the state of Rio Grande do Sul, were interviewed. The companies were selected from the listings of Industries Federation of the Rio Grande do Sul State, FIERGS. - FIERGS It was ascertained that the companies belonging to such segment used a source of information their traditional accounting systems, with [special] emphasis placed on establishing prices by absorption and the system of predetermination of a standard cost, while more contemporary management practices were not being used, except for a small presence of the usage of target cost. Keywords: Management accounting. Cost management. Sales price management.