【摘要】 农民林业专业合作社(以下简称“林农合作社”)的发展与农户密不可分，农户的参与是林农合作社存在和发展的基础，而农户的生产和销售行为直接关系着林农合作社内生合作机制的建立和有效运行。因此，研究林农合作社发展过程中的农户行为，探究林农合作社深层次的发展驱动力，对把握林农合作社发展的基本思路和制定相关政策至关重要。基于对浙江省三县市280户农户的问卷调研数据，通过建立Logistic模型对农户参与林农合作社行为的影响因素进行分析，建立C-D函数模型分析林农合作社发展过程中农户生产行为以及建立博弈模型分析林农合作社中社员的销售行为。研究发现：①林农合作社拥有的社员数、户主对林农合作社的认知程度和文化程度对农户参与林农合作社行为产生显著影响；②林农合作社提供的技术培训和农资优惠等可以促进农户林业生产效率的提高；③社员不愿意跟林农合作社保持稳定紧密契约关系的根本原因在于利益得不到保证，林农合作社的“保护价”承诺不可信。因此，要改善林农合作社发展过称中农户的行为效果，引导农户行为契合林农合作社发展需要，从而促进林农合作社更好发展，应该从三个方面着手：一方面要加强对林农合作社的宣传，扩大林农合作社在农户中的影响力；另一方面林农合作社要加强自身能力建设，将技术培训和农资优惠的提供规范化、制度化，建立农户入社的激励机制，同时要按照《合作社法》的规定，对社员实施“保护价”和“二次返利”，保障社员利益，密切社员与林农合作社的契约关系，从而促进林农合作社发展，农民得实惠，林业增效益；此外，政府要加大扶持力度，不仅要为林农合作社创造良好的宏观发展环境，也要加大对新型农民的培养力度，为林农合作社发展提供人才支撑。

　　【Abstract】 The development of Forest Farmers Cooperatives (hereinafter FFCs) and farmers areinseparable. The participation in FFCs of farmers is the base of FFCs’ existence and development,and farmers’ production and sales behaviour are directly related with the establishment andeffective operation of FFCs’ internal cooperation mechanism. So studying farmers’ behaviour inthe development process of FFCs, and then exploring the deep driving force of FFCs’ developmenthave a crucial importance of grasping basis ideas of FFCs’ development and making relevantpolicies.Based on the 280 households questionnaire data surveyed in three cities of Zhejiang province,this paper analyses the influence factors of farmers’ participation in FFCs by establishing Logisticmodel, and analyses farmers’ production behaviour during FFCs’ development process by C-Dfunction model, and then analyses FFCs’ members’ sales behaviour by game model. The outputesof study include:①the existing members of FFCs, farmers’ cognitive degree of FFCs and culturaldegree have significant influence on farmers’ participation in FFCs;②taking part in FFCs andthen using preferential of agricultural means of production and technical training providing byFFCs, farmers could improve their forestry production efficiency;③the root cause of farmers’unwillingness to keep close contract relationship with FFCs is that their benefits can not beguaranteed owning to the "protected price" of FFCs is not credible.Therefore, to ameliorate farmers’ behaviour effects and guide farmers’ behaviour to fit FFCsdevelopment and then bring better development of FFCs, we should go ahead from two aspects:firstly, FFCs should be more advertised, expanding influence of FFCs among farmers; secondly,FFCs should strengthen their ability construction, promote the supply of preferential ofagricultural means of production and technical training to become standardization andinstitutionalization, establish incentive mechanism for farmers’ participation in FFCs, and at thesame time according to the "Farmer Professional Cooperatives Law in the People’s Republic ofChina", provide "protected price" and "second rebate" for members to guarantee their benefits,promoting the contract relationship between FFCs and members to be close, promoting FFCs todevelop better and finally bringing income increase for farmers and effectiveness advance forforestry; thirdly, government should strengthen supporting affairs, not only creating good macro development environment for FFCs, but also strengthening the training of new peasants and thenproviding talents supporting for FFCs development.

　　【关键词】 农民林业专业合作社； 农户行为； 参与； 生产； 销售；

　　【Key words】 Forest Farmers Cooperatives； farmers behaviour； participation； production； sales；