The aim of this study is to investigate the adherence of Brazilian publicly listed companies to the parameters of the anti-corruption law compliance program as well as its association with internal controls implementation. In light of the accounting scandals and corporate frauds reported in several countries, including Brazil, Law n. 12,846, known as the anti-corruption law, was approved on August 1st, 2013, and Decree n. 8,420, approved on March 18, 2013, regulated this law and defined criteria for the functioning of compliance programs. Considering that compliance programs can affect internal controls, it is important to understand the adherence of companies to their parameters as well as identifying the internal controls derived from them. The findings show a substantial degree of adherence among listed companies to the parameters of the compliance program. Additionally, the results revealed the existence of new internal controls, such as the emergence of the “compliance officer” function. A survey in the form of a questionnaire was adopted. The questionnaire was sent to companies associated with ABRASCA (Brazilian Association of Publicly Listed Companies). The final sample included 32 publicly listed companies. Paraconsistent logic was applied to analyze the data. This paper contributes by empirically showing that, in Brazil, publicly listed companies are adherent to the anti-corruption law. Furthermore, this paper reveals that higher levels of adherence to compliance programs are associated with greater implementation of internal controls.

Purpose While the gap between economic theory and companies’ practice, regarding to the pricing setting, has been extensively explored and explained, the new gap between the marketing normative view and companies’ practice needs further clarification. In this way, the paper aims to investigate whether marketing researchers’ claim that the use of cost-based price approach prevails over the use of value-based price approach is pertinent. Design/methodology/approach The paper is guided by the following research question: “Does price-setting based on cost plus margin go against the value-based price approach?” The answer to this question is grounded in reflections on results of previous research studies and in a case study conducted in an industrial company. Because of the qualitative focus of the present study, hypotheses are not established, but rather the following proposition: certain companies use the mechanics of cost plus margin in the sale price-setting process, but it does not necessarily mean that these companies set prices based on cost. Findings The arguments, propositions and the case study findings provide the logical sequence and the support required to conclude that price-setting based on cost plus margin does not always conflict with the value-based price approach. As a result, it may be claimed that the general proposition established is theoretically valid, i.e. using a price formula that contains the elements cost and margin does not necessarily mean that the company sets prices based on cost. Originality/value The key contribution of this paper is demonstrating that in certain business environments, such as, B2B, using the price formation mechanics based on cost plus margin is the way found by companies to enable the approach adopted. The approach may be cost-based or value-based price. This is the first study that explicitly reveals how B2B companies may set prices based on value while simultaneously preserving the simplicity of cost plus margin formulas. Researchers have significant misconceptions about these formulas: in previous studies, they classified all price-making companies as those adopting the cost-based price approach simply because they used formulas containing the element cost.

Economic theory explains how prices are set at a level that equates marginal cost and marginal revenue. On the other hand, marketing theory explains how prices should be set based on value. The problem is that researchers argue that neither of these two theories really explains the pricing practices because empirical studies have concluded that most companies set prices based on cost. However, the empirical studies have not yet examined whether costplus formulas represent either the shape or the essence of pricing. In other words, the empirical studies have not yet provided an in-depth analysis of the circumstances in which cost-plus formulas are shape rather than essence of pricing. It is important to mention that a cost-based essence is found when margin is arbitrary and does not connect cost to other types of information. In attempting to address this issue, the present research was designed with the purpose of investigating shape and essence of pricing in industrial companies located in Brazil. More specifically, the goal of this work was to draw attention to the factors that determine the adoption of a cost-based essence. Data for this study were gathered through a survey carried out between February 2016 and June 2016. A questionnaire was sent to 1,616 industrial companies included on the list of "Melhores e Maiores" Exame Magazine and/or on the list of "Noticiários de Equipamentos Industriais -Top 5" Magazine (2014 and 2015 editions). The total usable responses were 380 representing a 28% response rate. Content, criterion and construct validities were assessed through procedures that included both a threestage pre-test and two investigations for non-response bias. Reliability test resulted in a Cronbach's Alpha of 0.794. Descriptive statistics, correspondence analyses and two ordinal regressions were conducted for purposes of analysis. The findings from this research illustrated: (a) the importance of separating companies into price-takers and price-makers; (b) the price-makers' difficulties in obtaining data about competitors' prices; and (c) the different types of information used in the pricing process. The results also suggested that, for price makers, cost-based essence was positively associated with two predictors (differentiation and perception that prices lower than cost-plus calculations can lead to losses), but it was negatively related to one predictor (premium pricing strategy). For price-takers, cost-based essence was positively associated with three predictors (perception that prices lower than cost-plus calculations can lead to losses, coercive isomorphism and use of full costs), but it was negatively related to five predictors (large size, competitors' ability to copy products, customer's non-willingness to pay, normative isomorphism and experience). Finally, it was concluded that cost-plus may be the shape without being the essence of pricing because margin can connect costs to other types of information. Implications for researchers, practitioners, teachers and students were discussed.

A empresa de pequeno porte contribui imensamente com a geração de empregos no país e apresenta uma participação razoável na composição do Produto Interno Bruto (PIB), no entanto, ao mesmo tempo, possui elevadíssimas taxas de mortalidade. No segmento lotérico, não se tem a taxa de mortalidade específica, mas um estudo do Instituto de Pesquisa Econômica Aplicada (IPEA) demonstra que grande parte das unidades lotéricas apresenta prejuízo ou baixa rentabilidade. Esta pesquisa propôs a verificação de como a contabilidade pode contribuir com o sucesso das micro e pequenas empresas, especialmente do segmento lotérico, aumentando a rentabilidade e diminuindo a mortalidade das mesmas. Para esta verificação foi realizado um estudo multicaso em três unidades lotéricas, onde foi analisada a contabilidade e os fatores de insucesso a ela relacionados. Os fatores de insucesso investigados foram: problemas com capital de giro, problemas com maus pagadores, carga tributária elevada, desconhecimento da margem de contribuição e controle interno ineficiente. É uma pesquisa qualitativa na qual se procurou entender, compreender e descrever a contabilidade em pequenas empresas do segmento lotérico. Concluiu-se que a contabilidade destas empresas é efetuada externamente com propósitos exclusivamente fiscais e legais, havendo poucas informações que ajudem o proprietário a conduzir sua empresa ao sucesso.

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