Pricing in the Farming Cooperative CALU: the Dilemma of Milk Production

Abstract

Context and objective: This teaching case is intended to stimulate the understanding of cost management aspects and the approaches used for sales pricing. Elaborated for discussion in Management Accounting subjects, specifically in Cost Management, as part of undergraduate programs, the case addresses a problem faced in a milk cooperative, in which the members are responsible for providing the main raw material in the production: the milk. Thus, these members consider that they should be paid according to their expectations, as that was why they created the cooperative, but this has not happened. Method: The data to elaborate the case were collected by means of the semistructured interview technique, applied to the managers. In addition, a visit to the cooperative’s factory took place to get to know the production process. Also, documentary research was applied with the company’s authorization. Expected results: The case is expected to encourage the participants to reflect on cost management and proposed approaches to the establishment of sales prices involving consumers and the competition. In addition, the case proposes the analysis of the products’ contribution margin in the studied organization’s decision process.