Abstract
This study analyzes variables associated with export venture performance of U.S. forest products to comparative markets in order to develop private sector development policy recommendations. Data from small and medium forest enterprises (SMFEs) that export hardwoods to Mexico, Europe, and Asia were investigated to determine characteristics that influence export performance to these markets. Internal and external factors including, export distribution methods, relationship with export distribution partners, management strategies, transportation, and export assistance were analyzed. Despite extensive research on the determinants of export performance, limited studies have applied this approach to the exportation of forest products. This study adds to this research by examining proper method selection, logistical considerations, and the relationship with distribution partners as they are linked to sales growth in comparative markets. A public policy implication from this research is that structural and agency transportation factors deserve more export assistance attention.
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