THE EFFECTS OF MARKETING PRACTICES ON STUMPAGE RETURNS IN NONINDUSTRIAL PRIVATE FOREST TIMBER SALES IN WESTERN OREGON

We evaluated the effects of marketing practices on net stumpage return s in 99 timber sales by using data from a mail survey of western Orego n nonindustrial private-forest owners who harvested timber in 1991. Mo stlandowners did not use the active marketing practices commonly recom mended by foresters. Lower-than-average stumpage returns were associat ed with the use of passive marketing practices: relying on a logger to manage the sale, contacting only one or two potential buyers, paying the logger on a proceeds-split basis, and allowing the buyer to initia te the sale. The landowners' self-assessed degree of knowledge about l og prices was also significantly associated with stumpage returns.