Pharmaceutical distribution companies or also known as Pharmaceutical Drug Wholesalers (PBF) play a significant role in the distribution of pharmaceutical products in Indonesia. Without the role of PBF, the drug will not reach the patients from the manufacturer. The PBF appointed by the manufacturer to distribute the product, has operational performance targets that must be achieved. However, like other businesses, PBF operational performance is also affected by external factors, such as the COVID-19 pandemic, government regulations and competition intensity. The impact of internal factors such as limited company resources is also investigated in this research. This research tries to explore the impact of external factors, those are: the pandemic of COVID-19, government regulations, competition intensity and internal factors that are the company's limited resources to PBF operational performance. Sales strategy is also used as mediating variables from external and internal factors to operational performance, thus operational control as moderating variable from sales strategy to operational performance respectively. Data collection was obtained by questionnaires and interviews with 44 PBF operational leaders in Bali, Indonesia. Data analyzing using SmartPLS 3.0. The COVID-19 pandemic, government regulations, competition intensity and company’s limited resources have a negative impact on the company's operational performance. Sales strategy serves as a mediating variable from external and internal factors to operational performance. Operational control plays a significant role in moderating sales strategy and the performance of operational. The theoretical implication of this research is to enhance The Contingency Theory, which claims that the business environment, strategy, and control are three major contingency elements that are linked. The findings of this study also strengthen the concept of Transaction Cost Theory, which states that the relationship between the parties in a transaction is associated with rights and obligations that are poured into a very detailed agreement. The operational performance required by the principal to PBF is also included in the agreement and PBF should strive to achieve that operational performance.

This study proposes to explore the relationship between perceived risk, subjective norm, perceived value, and continuous usage intention via trust as a mediating variable. This research applied a survey which involved 320 IM users (160 from millennials and 160 from Zillennial) in Indonesia. The literature’s existing scales were used to operationalize the constructs proposed in this study. The analyses were conducted using partial least squares structural equation modeling (PLS-SEM) to test hypotheses. The results of the study show that there are differences in the results of the influence of perceived risk on continuous usage intention in the Millennial and Zillennial generations. The results of the study found that continuous usage intention received negative direct impact from perceived risk, positive direct effect from subjective norm, perceived value, and trust on Millennial. In addition, continuous usage intention received negative and not significant direct impact from perceived risk, positive direct effect from subjective norm, perceived value, and trust on Zillennial. The results are useful for instant messaging management into formulating strategies to retain their users in Indonesia. These findings provided theoretical and managerial contributions as well as future research directions.