Increasing environmental pressures against deforestation in Central America has increased harvesting restrictions and subsequently caused disruption in the supply of raw materials to primary and secondary industries. A conceptual model was developed based on literature review to describe perceptions of wood products distributors, retailers, and manufacturers regarding supplier and product attributes, retailer/manufacturer and supplier promotion strategies, potential importing barriers and company performance. After verifying internal reliability with Cronbach's alpha, confirmatory factor analysis was conducted to confirm the structure of proposed marketing constructs. Results supported only one of the proposed factors in the model, (i.e. supplier attribute). Exploratory factor analysis was conducted to determine the structure of the remaining factors. The strongest correlations were between product attributes and retailer/manufacturing marketing factors, and the second strongest correlation found was between product and supplier attributes factors. These correlations are critical to developing innovative marketing strategies to increase access to markets in Central America.
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