This study maps forest owners’ communication relationships in timber sales in Finland. The study applies the concept of structural equivalence from social network analysis. The aim is to recognise the existing communication channels that forest owners have during their timber
sales to be better able to reach different forest owners. The egocentric data were collected from Finnish forest owners via a mail questionnaire (n=1244, response rate 59.7%). After a multiple imputation of incomplete network data, 753 respondents were included in the analysis. The
most typical network structures were identified through a TwoStep Cluster Analysis, yielding non-committed Forest Management Association (FMA)-members (34%), independent timber traders (27%), relationship builders (24%) and FMA-partners (15%). The FMA-partners have an exclusive connection
with the FMA, whereas the connections of independent timber traders are directed towards the timber buyer. It is essential for both the FMAs and timber buying companies to maintain and develop these existing relationships with their committed customers. Relationship builders differ from the
others by having the largest networks with both forestry professionals and peer forest owners. The results suggest that these active forest owners could be channels to reach passive forest owners.