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Commercialisation of non-timber forest products (NTFPs) has been widely promoted as an approach to rural development in tropical forest areas. However, donor investments in the development of NTFP resources have often failed to deliver the expected benefits in terms of poverty alleviation and improved conservation of natural resources. This briefing paper discusses different conceptions of what constitutes successful commercialisation and examines the key factors that influence the outcome of NTFP commercialisation initiatives.