Abstract Background The commercialization of non-timber forest products (NTFPs) provides income for rural indigenous households. The integration of NTFPs into formal markets tends to intensify management practices to ensure production and monetary benefits. However, more research is needed to understand the motivations for managing of commercialized species. We examine the influence of social, ecological, and economic factors on traditional management and how they drive the adoption of more or less intensive practices for subsistence and commercially traded NTFPs. Methods The study was conducted in the Nahua community of Ixtacxochitla, in the Sierra Negra of central Mexico, where we conducted free lists and semi-structured interviews in 32% of the 88 households to assess socio-ecological variables related to management practices. In addition, we interviewed local traders to assess commercial variables used in a cost–benefit model to calculate the net annual income of commercialized species. Non-metric multidimensional scaling was used to analyze relationships between socio-ecological variables and management practices. We also explored the relationship between management and commercial factors using principal component analysis. Results We recorded 64 plant and mushroom species of NTFPs used for medicinal, ornamental, ceremonial, and edible purposes, 36 of which are commercialized in the municipal market of Coyomeapan. The commercialized species generated an average annual net income of MXN 67,526 (USD 3924) per family, with five species contributing the most. Species both used for both subsistence and commercialization were managed through incipient in situ gathering, tolerance in ex situ anthropogenic areas, and intensive protection and propagation efforts in ex situ environments. Even the five species with the highest commercial returns were managed across this gradient of practices. Key factors influencing the adoption of more intensive species management practices were feasibility of management, type of species use, ecological abundance, frequency of consumption, and cultural importance. Conclusions The intensification of NTFPs management is not solely driven by the commercial value of the products or the level of income generated. Instead, the interaction between socio-ecological and economic factors determines the extent of management practices. The main constraint to the implementation of intensive practices has been the inability to manage species outside their natural habitats, despite their cultural significance and frequent consumption. Understanding the factors involved in the harvesting of NTFPs can serve as the basis for future research aimed at analyzing the conditions for successful and sustainable NTFPs commercialization.

Does commercialization lead to more intensive management strategies? Decision-making for the utilization of non-timber forest products in a Nahua area of the Sierra Negra, Mexico