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The purpose of this paper is to present a new strategic framework of Supply Chain Management (SCM) in the automobile industry. For our purpose, we first had studied about the structure of relationship between supplier and buyer in Korean automobile industry. With this study, we searched for factors which compose a strategy of SCM, and whether or not the companies’ performance that are influenced by specific SCM strategy factors. Of course, our study based on existing researches, especially Cox et al.(1995) and Venkatraman et al.(1992), but the existing researches is differentiated in this paper that is treated several power factors as resource, value, environment and relation. So, results of our paper are what a good strategy of SCM composed by these factors and how to adopt this strategy on global logistics. And our methodology has some using of statistics method by SPSS 14(v) such as factor analysis, reliability analysis, and SEM(Structural Equation Model) with AMOS.

In industrial buyer–supplier relationships, being an attractive customer has been found to result in superior supplier performance. However, there is a limited understanding of how these benefits transfer to the public domain. This study aims to explore the influence of customer attractiveness on supplier resource mobilization efforts toward the public sector.

A qualitative approach was used, focusing on in-depth interviews with 23 informants from 3 critical and complex supplier markets. The data were processed using inductive coding and thematic analysis.

The findings indicate that customer attractiveness in the public sector influences suppliers’ mobilization efforts on several dimensions. In addition to stimulating competition in the tender phase, customer attractiveness can yield important benefits to quality, supply stability and innovation during the business relationship. It appears imperative for the public sector to improve its standings with suppliers to both mitigate the apparent risk of sub-par treatment and to unlock the preferential supplier treatment associated with being an attractive customer.

Receiving increased mobilization from suppliers will result in better use of public money and help improve resilience and innovation in public procurement.

This study extends the research on customer attractiveness in the public sector by being the first to explore the range and nature of its influence on supplier mobilization efforts.