1. AAB MARFIN MBA TABLE OF CONTENTS PARTICULARS PAGENUMBERS 1.

Executive Summary 01-02 2. Introduction 03-14 3. Need for Insurance 15-22 4.

Company Profile 23-32 5. Vision-Mission 33-36 6. Products 37-43 7. Stress
Management 44-61 8. Stress Management at work place 62-82 9. Findings &
Analysis 83-95 10. Suggestions 96-98 11. Limitations of the study 99-100 12.
Conclusion 101-102 13. Annexure 103-106 14. Bibliography 107-108 STRESS
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2. 3. SAAB MARFIN MBAEXECUTIVE SUMMARY STRESS MANAGEMENT
3. 4. SAAB MARFIN MBA EXECUTIVE SUMMARY Insurance is the pooling of
fortuitous losses by transfer of such risk toinsurers, who agreed to provide the
pecuniary benefit on their occurance, or torender service connected with risk. It is
the transfer of financial responsibilityfor the risk at the point of occurance and
conventionally involves the insurer ina commitment to pay. The insurance service
lead to efficient and productiveallocation of capital resources, facilitate growth of
trade and commerce.Globalization will certainly increase insurance penetration and
all professionalsshall equip themselves to exploit opportunities offered by this sector.
ICICI PRUDENTIAL has maintained its lead amongst the private playersof life
insurance with a market share of about 39%. The biggest achievement isin pension
segment, where company introduced a slew of products andcaptured around 23% of
the total pension market. ICICI Prudential have acustomer centric growth strategy
and has taken a number ofstrategies against this. The consumers are the largest
economic group in any country and thepresent day business activities are because
of consumers only. Thus,consumers are the pillars of the economy. The consumers
are not only theheart of marketing system, but also the controller of marketing
functions. But ifthe modern marketing system consumers sovereignty has become a
myth onaccount of the variety of problems in the process of merchandising. The
studyof consumer behavior enables marketers to understand and predict
consumerbehavior in the market place; It also promotes understanding of the role
thatconsumption plays in the lives of the individual. STRESS MANAGEMENT
4. 5. SAAB MARFIN MBA This gives me an opportunity to work on with this endeavor
focusing onthe study of consumer behavior towards the insurance products with
specialreference to ICICI PRUDENTIAL. The primary objective of the study is
tounderstand the attitude and perception of the respondents towards
insuranceproducts. The study gives an insight to the insurance industry. It briefly
explainsabout the history of life insurance sector. It also contains the
organizationalprofile of ICICI PRUDENTIAL, stating about its mile stones, vision,
products,protection, solutions, advertising effectiveness and finally about its
marketingstrategies and challenges. The study ends up with the suggestions in order

tomodify the current system for a higher growth and progress. INTRODUCTION
STRESS MANAGEMENT
5. 6. SAAB MARFIN MBASTRESS MANAGEMENT
6. 7. SAAB MARFIN MBA INTRODUCTIONLIFE INSURANCE Life insurance is a
contract providing for a payment of a sum ofmoney to the person assured or failing
him to the person entitled toreceive the same on the happening of certain event.
Uncertainty of deathis inherent in human life. Ii is this risk, which gives rise to the
necessityfor some form of protection against the financial loss arising from
death.Insurance substitutes this uncertainty by certainty. The objective ofinsurance is
normally to provide: A Family Protection. B Provision for old age. INSURANCE
INDUSTRYORIGIN OF INSURANCE The origin of insurance dates back to the 12th
century, the origin ofinsurance appeared first in marine and land fields. The ideas
ofinsurance were made in Babylonia and India at quite an early period; thecourts of
Hammurabi and Mano recognized the provision for sharing thefuture losses.
However there is no evidence that insurance in its presentform was practiced prior to
12th century. Tracing the history of insuranceto the present day, one can easily
gauge the performance of industryboth collectively as an industry as well as
individually by the companies. In earlier times, travelers by sea and land were very
much exposedto risk of losing their vessels and merchandise because piracy on
theopen seas and highway robbery of caravan were common. References to
STRESS MANAGEMENT
7. 8. SAAB MARFIN MBAsimilar practices are also found in Manab Dharma Shastra
whichcontained rules for sea from contracts which was observed by
traders.Insurance conceived as method of sharing of the losses embodying
theprincipal of co-operation existed in the early civilization. Many may not be aware
that the life insurance industry of India isas old as it is in any other part of the world.
The first Indian life insurancecompany was the Oriental Life Insurance Company,
which was started inIndia in 1818 at Kolkata1. A number of players (over 250 in life
and about 100 in non-life) mainly with regional focus flourished all across thecountry.
However, the Government of India, concerned by the unethicalstandards adopted by
some players against the consumers, nationalizedthe industry in two phases in 1956
(life) and in 1972 (non-life). Theinsurance business of the country was then brought
under two publicsector companies, Life Insurance Corporation of India (LIC) and
GeneralInsurance Corporation of India (GIC). Reforms were initiated with the
passage of Insurance Regulatoryand Development Authority (IRDA) Bill in 1999.
IRDA was set up as anindependent regulatory authority, which has put in place
regulations inline with global norms. So far in the private sector, 12 life
insurancecompanies and 9 general insurance companies have been
registered.INSURANCE REGULATORY AND DEVELOPMENT AUTHORITY ACT -

1999.(I.R.D.A) The object of this act is to provide for the establishment of anauthority
to protect the interest of holders of insurance policies, toregulate, to promote and
ensure orderly growth of insurance industries.Insurance Regulatory and
Development Authority (IRDA) has sought thecomments of industry participants to
finalize the guidelines for onlineagents training institutes. STRESS MANAGEMENT
8. 9. SAAB MARFIN MBA These proposed guidelines are in addition to its
standardinstructions and guidelines applicable for approval/renewal of agentstraining
institutes. The guidelines would be applicable to all the onlinetraining institutes
including in-house training institutes of the insurers. As per the draft guidelines, the
applicant should undergo at least120 hours practical training in life or general
insurance business. Thecomposite training should be for at least 180 hours, where
the applicantis seeking license for the first time to act as an insurance agent. The
duration should be minimum of 24 days for 120 hours trainingand 36 days for 180
hours training with a maximum five hours per day.Stating that no product
training/market survey should be included intothis 120/180 hours training, the
regulator said revision examinationcould form part of the training.DUTIES, POWERS
AND FUNCTIONS OF AUTHORITY: The powers and functions of the authority
include registration of insurers, intermediaries and agents regulations of terms and
conditions of contract of insurance, promoting and regulating professional
organizations connected with the insurance, monitoring investment of funds and
solvency margin of insurance companies. The authority is to be advised by a
committee to be known as the insurance advisory committee, which shall consists of
not more than 25 members including ex-officio members in the insurance sector. The
insurance advisory committee is expected to advice the authority on matters relating
to making of the regulations An Indian insurance company has been defined as a
company incorporated under the Companies Act - 1956 and the paid capital of
General Insurance business will have to be not less than Rs 100/- STRESS
MANAGEMENT
9. 10. SAAB MARFIN MBA Crores and in case of companies wanting to transact
reinsurance business the paid capital will have to not less than Rs 200/- Crores. It
has also been notified that every insurance company will have to appoint an Actuary
to be approved by I.R.D.A. The duty of the Actuary is to insure that The assets are
valued in appropriate manner The liabilities are evaluated as required The prescribed
margin for maintaining solvency is compliedwith. The I.R.D.A also issued regulations
with regards to advertisement so as to include almost any public communication for a
sale of insurance policy. THE FUNDAMENTAL / PRINCIPALS OF LAW OF
INSURANCE.UTMOST GOOD FAITH: The parties to the commercial contract,
according to the law arerequired to observe good faith. The seller cannot mislead the
buyer inrespect of transactions, but he has no subject of the contract, it is thebuyers

duty to be careful while entering into a contract. LET THEBUYER BE AWARE is a

legal rule.INSURABLE INTEREST: The owner of the property has a right under law
to effect insuranceon the property if he is likely to suffer financially when property is
lostor damaged. This legal right to insure is called insurable interest,without insurable
interest the contract of insurance will be void.Because of this legal requirement of
insurable interest the insurancecontracts are not gambling transactions. STRESS
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10. 11. SAAB MARFIN MBAINDEMNITY: The principal of indemnity arises under
common law and requires that an insurance control should be a contract of
indemnity only and nothing more. The object of principals to place the insured after a
loss in the same financial position as far as possible, as he is occupied immediately
before the loss. The effect of this principal is to prevent the insured from making the
profit out of his loss or gaining any advantage or benefit. The object of a contract of
insurance is to protect the financial interest of the insured in the subject matter of
insurance.SUBROGATION: The principal of subrogation arises from the principal of
indemnity. Subrogation may be defined as transfer of rights and remedies of the
insured to the insurer who has indemnified the insured in respect of the loss. If the
insured has any rights of action to be recovered the loss from any third party, who is
primary responsible for the loss, the insurer having paid the loss is entitled to avail
himself of these rights to recover the loss from the third party. The effect is that the
insured does not receive more than actual amount of his loss and any recovery
affected from the third party goes to the benefit of the insurer to reduce the amount
of his lossINSURANCE MARKET IN INDIA By any yardstick, India, with about 200
million middle classhouseholds, presents a huge untapped potential for players in
theinsurance industry. Saturation of markets in many developed economieshas
made the Indian market even more attractive for global insurancemajors. Life
insurance is mainly considered as a saving instrument rather STRESS
MANAGEMENT
11. 12. SAAB MARFIN MBAthan an investment avenue as it promotes compulsory
savings besidesreducing tax burden on the policyholder and protect the family of
thepolicyholder in the event of unforeseen happening. It is the only savinginstrument,
which covers the life risk besides giving tax concession bothat entry (premium paid)
and at exitHISTORY AND PRESENT STATUS OF INSURANCE MARKET ININDIA
The insurance sector in India has come a full circle frombeing an open competitive
market to nationalization and back to aliberalized market again. Tracing the
developments in the Indianinsurance sector reviles the 360-degree turn witnessed
over a period ofalmost two centuries.A BRIEF HISTORY OF THE INSURANCE
SECTOR The business of life insurance in India in its existing formstarted in India in
the 1818 with the establishment of Oriental LifeInsurance Company in Calcutta.

Some of the important milestones in theLife Insurance business in India are: 1912:
The Indian Life Assurance Companies Act enacted asthe first statue to regulate the
life insurance business. 1928: The Insurance Companies Act enacted to enable
thegovernment to collect statistical information about both life andnon-insurance
business. STRESS MANAGEMENT
12. 13. SAAB MARFIN MBA 1938: Earlier legislation consolidated and amended to by
theInsurance Act with the objective of protecting the interest of the insuringpublic.
1956: 245 Indian and foreign insurers and provident societiesare taken over by the
central government and nationalized. LIC found byan Act of Parliament, viz. LIC Act
1956, with a capital contribution ofrupees Five Crores from the Government of
India.INSURANCE SECTOR REFORMS In 1993, Malhotra Committee, headed by
former FinanceSecretary and RBI Governor R.N. Malhotra, was formed to evaluate
theIndian insurance industry and recommend its future direction. TheMalhotra
committee setup with the objective of complimenting thereforms initiated in the
financial sector. The reforms where aimed at"creating a more efficient and
competitive financial system suitable forthe requirements of the economy keeping in
mind the structural changescurrently underway and recognizing that insurance is an
important partof the overall financial system where it was necessary to address
theneed for similar reforms.."In 1994, the Committee submitted the report and some
of the keyrecommendations included:Structure a. Government stake in the insurance
companies to be brought down to 50%. b. Government should take over the holdings
of GIC and its subsidiaries so that these subsidiaries can act as independent
corporations. STRESS MANAGEMENT
13. 14. SAAB MARFIN MBA c. All the insurance company should be given greater
freedom to operate.Competition A Private companies with a minimum paid up capital
of Rs. 1bn should be allowed to enter the industry. b. No company should deal both
the life insurance and general insurance through a single entity. c. Foreign
companies may be allowed to enter the industry in collaboration with the domestic
companies. c. Postal Life Insurance should be allowed to operate in the rural market.
d. Only one state level Life Insurance Company should be allowed to operated in
each state.Regulatory body a. The Insurance Act should be changed. b. An
Insurance regulatory body should be setup. Reforms in the insurance sector were
initiated with the passageof the IRDA Bill in the Parliament in December 1999. The
IRDA since itsincorporation as statutory body in April 2000 has fastidiously stuck to
itsschedule of framing regulations and registering the private sectorinsurance
companies. The other decisions taken simultaneously to provide the
supportingsystems to the insurance sector and in particular the life insurance
STRESS MANAGEMENT

14. 15. SAAB MARFIN MBAcompanies was the launch of the IRDAs online service for
issue andrenewal of license to agents. The approval of institutions for imparting
training to agents hasalso ensured that the insurance companies would have trained
work forceof insurance agents in place to sell their products, which are expected
tobe introduced by early next year. Since being set up as an independent statutory
body the IRDA hasput in a framework of globally compatible regulations. In the
privatesector 12 life insurance and 6 general insurance companies have
beenregistered. Insurance is an Rs 400 billion business in India, and together
withbanking services adds about 7% to Indias GDP. Gross premium collectionis
about 2% of GDP and has been growing by 15 to 20% per annum. Indiaalso has the
highest number of life insurance policies in force in theworld, and total investable
funds with the LIC are almost 8% of GDP. Yetmore than three fourth of Indias
insurable population has no lifeinsurance or pension cover. Health insurance of any
kind is negligibleand other forms of non life insurance are much below
internationalstandards. To tap the vast insurance potential and to mobilize long
termsavings we need reforms which include revitalizing and restructuring ofthe public
sector companies, and opening up the sector to privateplayers. A statutory body
needs to be made to regulate the market andto promote a Healthy market structure.
Insurance Regulatory Authority(IRA) is one such body, which checks on these
tendencies. IRA rolecomprises of following three functions: a. Protection of
consumers interest STRESS MANAGEMENT
15. 16. SAAB MARFIN MBA b. To ensure financial soundness and solvency of the
insurance industry, c. To ensure healthy growth of insurance market. An insurance
policy protects the buyer at some cost against thefinancial loss arising from a
specified risk. Different situations anddifferent people require a different mix of riskcost combinations.Insurance companies provide these by offering schemes of
differentkinds. Unfortunately, the concept of insurance is not possible in ourcountry.
As per the latest estimates, the total premium income generatedby life and general
insurance in India is estimated at around 1.95% of GDP.How ever Indias share of
world insurance market has shown an increaseof 10% from 0.31% in 1996-97 to
0.34% in 1997-98. Indias market sharein the life insurance business showed a real
growth of 11% there byoutperforming global average of 7.7%. Non life insurance
business grewby 3.1% against global average of 0.20%. In India insurance pending
percapita was among the last in the world at $7.6 compared to $7 in theprevious
year . Amongst the emerging economies, India is one of theleast insured countries
but the potential for growth is phenomenal, as asignificant portion of its population is
in services and the life expectancyalso increased over the years. The nationalized
insurance industry has not offered consumers avariety of products. Opening of the
sector to private firms will fostercompetition, innovation and variety of products. It

would also generategreater awareness on the need for buying insurance as a

service and notmerely for tax exemption, which is currently done on the demand
side, astrong correlation between demand for insurance and per capita incomelevel
suggests that high economic growth can spur growth in demand forinsurance. Also
there exists a strong correlation between insurance STRESS MANAGEMENT
16. 17. SAAB MARFIN MBAdensity and social indicators such as literacy. With social
development,insurance demand will grow. STRESS MANAGEMENT
17. 18. SAAB MARFIN MBA LIFE INSURANCE MARKET IN INDIA Life Insurance
StatisticsIndian Population I bnGDP as on 2000 ( Rs bn) 50000 bnGross Domestic
Saving as a % of GDP 32%NCAER estimate is Insurance 240
mnPopulationEstimated market 2010 950 mn India has an enormous middle class
that can afford to buy life,health, and disability and pension plan products. The low
level ofpenetration of life insurance in India compared to other developednations can
be judged by a comparison of per capita life premium.Country Life Premium per
capita US $ in 1994Japan 3817UK 1280USA 964India 4 Clearly, there is
considerable scope to raise per capita life premiumin the market is effectively tapped.
India has traditionally been a highsavings oriented country often described as being
on par with thriftyJapan. Insurance sector in the US is a big in the size as the
bankingindustry there. This gives us an idea of how important is the sector
is.Insurance sector canalizes the saving of the people to long-term STRESS
MANAGEMENT
18. 19. SAAB MARFIN MBAinvestments. In India where infrastructure is said to be
critical importance,this sector will bring the nations own money for the nation. In the
three years time we would expect 10% of the population tobe under some sort of an
insurance cover. Thus assuming a premium ofRs 5000 on an average, 100 million Rs
5000 = Rs 500 billion. This has made the sector the hottest one in India after IT.
Withsocial security and security to public at large being the agenda foropening the
sector, the role of the regulator becomes all the moreserious and one would be
carefully watched at every step. The Insurance Regulator and Development bill is
now an Act. Withthis India is now the cynosure of all the global insurance
players.Numerous player, both Indian and foreign have announced their intentionto
start their insurance shops in India. IRDA, under chairman ship of Mr.RANGACHARI,
opened the window for applying license in India. One of the main difference between
the developed economies andthe emerging economies is that insurance products
are bought in theformer while these are sold in later. Focus if insurance industry
ischanging towards providing a mix of both protection/risk cover andlong-term
investment opportunities. STRESS MANAGEMENT
19. 20. SAAB MARFIN MBAWHY LIFE INSURANCE? STRESS MANAGEMENT

20. 21. SAAB MARFIN MBAWHY LIFE INSURANCE? Life insurance cover is essential
for it provides the followingbenefits:a. A lump sum payment to the nominees at the
time of the death of the policyholder;b. A regular payment to the nominees in the
event of the death of the policyholder;c. Tax benefits, as premium paid to reduce the
liability of tax;d. Relieves economic hardships in the family on the uneventful death of
the sole income holder;e. Inculcates the habit of saving.NEED FOR INSURANCE
The need for life insurance comes from the need to safeguard ourfamily. If you care
for your familys needs you will definitely considerinsurance. Today insurance has
become even more important due to thedisintegration of the prevalent joint family
system, a system in which anumber of generations co-existed in harmony, a system
in which a senseof financial security was always there as there were more
earningmembers. Times have changed and the nuclear family has emerged.
Apartfrom the other pitfalls of a nuclear family, a high sense of insecurity is STRESS
MANAGEMENT
21. 22. SAAB MARFIN MBAobserved in it today besides, the family has shrunk. Needs
are increasingwith time and fulfillment of these need is a big question mark. How will
you be able to satisfy all those needs? Better lifestyle,good education, and your long
desired house. But again you just cannotfritter away all your earnings. You need to
save a part of it for the futuretoo a wise decision. This is where insurance helps you.
Factors such as fewer numbers of earnings members, stress,pollution increased
competition, higher ambitions etc are some of thereasons why insurance has gained
importance and where insurance playsa successful role.An OverviewInsurance
business is divided into four classes:1) Life Insurance business2) Fire3) Marine4)
Miscellaneous Insurance. Life Insurers transact life insurance business; the rest is
transactedby General Insurers. No composites are permitted as per law.
Thebusiness of Insurance essentially means defraying risks attached to anyactivity
over time (including life) and sharing the risks between variousentities, both persons
and organizations. Insurance companies (ICs) areimportant players in financial
Markets as they collect and invest large amounts of premium.Insurance products are
multi purpose and offer the following benefits: 1. Protection to the investors STRESS
MANAGEMENT
22. 23. SAAB MARFIN MBA 2. Accumulate savings 3. Canalize savings into sectors
needing huge long terminvestments. ICs receive, without much default, a steady
cash stream ofpremium or contributions to pension plans. Various actuary studies
andmodels enable them to predict, relatively accurately, their expected cashoutflows.
Liabilities of ICs being long-term or contingent in nature,liquidity is excellent and their
investments are also long-term in nature.Since they offer more than the return on
savings in the shape oflife-cover to the investors, the rate of return guaranteed in
theirinsurance policies is relatively low. Consequently, the need to seek highrates of

returns on their investments is also low. The risk-return trade offis heavily tilted in
favour of risk. As a combined result of all this,investments of insurance companies
have been largely in bonds floatedby GOI, PSUs, state governments, local bodies,
corporate bodies andmortgages of long term nature. The last place where
Insurancecompanies are expected to be over-active is bourses. Lately ICs have
ventured into pension schemes and mutual fundsalso. However, life insurance,
constitutes the major share of insurancebusiness. Life Insurance depends upon the
laws of mortality and therelies the difference between life and general insurance
businesses. Life hasto extinguish sooner or later and the claim in respect of life is
certain. Incase of general insurance, however, there may never be a claim and
theamount can never be ascertained in advance. Hence, Life Insuranceincludes,
besides covering the risk of early happening of an event, anelement of savings also
for the beneficiaries. Pension business alsoderives from life insurance in as much as
the pension outgo again STRESS MANAGEMENT
23. 24. SAAB MARFIN MBAdepends upon the laws of mortality. The forays made by
insurancecompanies in this area are, therefore, natural corollary of their
business.TYPES OF INSURANCE POLICIES Broadly there are 3 types of life
insurance policies: a. Term Insurance Plans b. Whole Life Insurance c. Endowment
Insurance PlansTerm Insurance Plans: STRESS MANAGEMENT
24. 25. SAAB MARFIN MBA Pure life covers where you pay for risk cover and do not
expectto receive anything else in return is now available in India. Opting forsuch
policy will improve the efficiency of policy premium and enable youfor a bigger risk
cover for the same cost. These are term insurance planswith maturity benefits; some
term plans give your premium amountsback with interest. This is a marketing policy
to suit the generalpsychology and should normally involve higher premium
cost.Whole life insurance plans: Whole life policies require you to pay premium
through out yourlife and cover risk for whole life. The policies without profit are
cheaper.Endowment Insurance plans (with or without money back): Endowment
policies are costliest and among this group, moneyback policies involve paying
highest premium. They give you maturitybenefits (normally sum assured) and
additional profit by way of bonus,guaranteed additions; loyalty bonus etc. money
policies also providepartial payment back to you at pre-set time periods. STRESS
MANAGEMENT
25. 26. SAAB MARFIN MBA DEFINITION OF SOME TYPES OF POLICIES1. ANNUITY
An annuity is a steady stream of equal payments that one receivesevery year, or
every month either for life or a fixed number of years, asreturn after making an
investment either as a lump sum or throughinstallments paid over a certain number
of years, a specific sum. Uponthe death of the annuitant, or at the expiry of the
period fixed for annuitypayments, the invested annuity fund is refunded usually along

with asmall bonus. Annuities differ from all other forms of life insurance in
onefundamental way-they do not provide any insurance cover but offer aguaranteed
income for a certain period or for life. Typically annuities are bought to generate
income during onesretired life, which is why they are also called pension plans. An
annuityprovides a solution to the biggest financial insecurity of old age retiresand the
income from salary ceases.2. ENDOWMENT Endowment policies cover the risk for a
specified period at the endof which the sum assured is paid back to the policyholder
along with theentire bonus accumulated during the term of the policy. It is this
featurethe payment of the endowment to the policyholder upon the completionof the
policys term, which rightly accounts for the popularity ofendowment policies.
Typically, ones responsibility for the financial protection of thefamily reduces
significantly once the children are grown up andindependently settled. The focus
then shifts to managing a smaller familyperhaps only oneself and ones spouse after
retirement/ this is where theendowment the original sum assured and the
accumulated bonus STRESS MANAGEMENT
26. 27. SAAB MARFIN MBAreceived back comes handy. You can either use the
endowment amountfor buying an annuity policy to generate a monthly pension for
the wholelife, or put it in any other suitable investment of your choice. This is
themajor benefit of an endowment policy over a whole life.3. MONEY BACK Unlike
endowment plans, in money back policies the policyholdergets periodic "survivance
payments" during the term of the policy and alump sum amount on surviving its term.
In the event of the death duringthe term of the policy, the beneficiary gets full sum
assured without anydeductions for the amount paid till date, and no further premiums
arerequired to be paid. These types of policies are very popular, since theycan be
tailored to get large amount at a specific periods as per the needsof the
policyholder.FUTURE OF LIFE INSURANCE MARKET Even at modest estimates
the size of life insurance market in Indiacould be around Rs. 40000 billion covering
just 250 mn people LIC had enjoyed the monopoly of the big life insurance
marketsince 1956. LIC was in for a surprise now an then when it found that,among
air crash casualties or rail accident victims, only very few had lifeinsurance cover. In
fact LIC did attempt to evaluate the size of the marketand look at broad
homogeneous segments of the market based on thedata provided by Decennial
Census Report relating to worker populationcategorized into groups based on
occupations. However LICs majorsegmentations were the urban, rural, male, female,
medical andnon-medical segments. The census of occupation data was used more
asa framework for formulating the business plans. But, now with the entryof new
player, very conscious of their market shares, the evaluation of the STRESS
MANAGEMENT

27. 28. SAAB MARFIN MBAsize of the market for life insurance assumes importance.
The marketsize with its viable segments is to be identified and suitable products
tomeet the needs of these segments developed. Life insurance market covers the
entire age range of thepopulation of 1000 mn in India. However taking into account
theireconomic conditions and their ability to pay the premium for somesort life
insurance cover or an annuity, the number of eligibleprospects for life insurance may
be put around 30% of the totalpopulation viz, 300 mn. LIC has on its books as on
date 125 mnpolicies. Research had shown, that each of these holders of thepolicies
have on an average, 1.6 (as many policy holders have morethan one policy). Thus
the no of persons holding life insurancepolicies with LIC good work out to 75 mn.
This means only 25% ofthe potential market has so far covered, leaving the
remaining 75%- avast market of 225 mn persons- to be covered.Market size ever
expandingThis market size is dynamic and ever expanding. The growth is
dictatedby several factors such as: 1. An addition of around 20 mn of new population
each year. 2. More and more persons due to improvements in economic conditions
move continuously into the zone of people with ability to pay premium for a life
insurance policy. 3. Many among the existing policyholders are grossly under
insured. They need and can afford additional insurance. These can be made to join
the market as potential prospects for additional STRESS MANAGEMENT
28. 29. SAAB MARFIN MBA insurance. These form the creamy layers market capable of
being very good source of high volume of business. Taking all these factors into
account it can be seen that the size ofthe market for life insurance in India is
enormous. Assuming the numberof persons who can be sold an insurance policy to
be 250 mn, in terms ofnumber of policies, this works out to 400 mn policies. In
financial terms,taking the average size of the policy as Rs 1 lakh, the sum assured
worksout to Rs 40000 bn or $ 800 bn. The first years premium income can
beassume as Rs 6250 per annum per policy. The figures would keepincreasing year
by year due to the improvement in the economicconditions leading to increase in the
number of potential prospects . STRESS MANAGEMENT
29. 30. SAAB MARFIN MBACOMPANY PROFILE STRESS MANAGEMENT
30. 31. SAAB MARFIN MBA COMPANY PROFILEICICI GROUPOVERVIEW OF ICICI
BANK ICICI Bank is Indias second-largest bank with total assets of aboutRs.146,214
crore at December 31, 2004 and profit after tax of Rs. 1,391crore in the nine months
ended December 31, 2004 (Rs. 1,637 crore infiscal 2004). ICICI Bank has a network
of about 530 branches andextension counters and over 1,880 ATMs. ICICI Bank
offers a wide rangeof banking products and financial services to corporate and
retailcustomers through a variety of delivery channels and through itsspecialized
subsidiaries and affiliates in the areas of investment banking,life and non-life
insurance, venture capital and asset management. ICICIBank set up its international

banking group in fiscal 2002 to cater to thecross-border needs of clients and

leverage on its domestic bankingstrengths to offer products internationally. ICICI
Bank currently hassubsidiaries in the United Kingdom and Canada, branches in
Singaporeand Bahrain and representative offices in the United States, China,
UnitedArab Emirates, Bangladesh and South Africa STRESS MANAGEMENT
31. 32. SAAB MARFIN MBA ICICI Banks equity shares are listed in India on the Stock
Exchange,Mumbai and the National Stock Exchange of India Limited and
itsAmerican Depositary Receipts (ADRs) are listed on the New York StockExchange
(NYSE). As required by the stock exchanges, ICICI Bank has formulated aCode of
Business Conduct and Ethics for its directors and employees. At April 4, 2005, ICICI
Bank, with free float market capitalization*of about Rs. 308.00 billion (US$ 7.00
billion) ranked third amongst all thecompanies listed on the Indian stock exchanges.
ICICI Bank was originally promoted in 1994 by ICICI Limited, anIndian financial
institution, and was its wholly-owned subsidiary. ICICIsshareholding in ICICI Bank
was reduced to 46% through a public offeringof shares in India in fiscal 1998, an
equity offering in the form of ADRslisted on the NYSE in fiscal 2000, ICICI Banks
acquisition of Bank ofMadura Limited in an all-stock amalgamation in fiscal 2001,
andsecondary market sales by ICICI to institutional investors in fiscal 2001and fiscal
2002. ICICI was formed in 1955 at the initiative of the WorldBank, the Government of
India and representatives of Indian industry. Theprincipal objective was to create a
development financial institution forproviding medium-term and long-term project
financing to Indianbusinesses. In the 1990s, ICICI transformed its business from
adevelopment financial institution offering only project finance to adiversified financial
services group offering a wide variety of productsand services, both directly and
through a number of subsidiaries andaffiliates like ICICI Bank. In 1999, ICICI become
the first Indian companyand the first bank or financial institution from non-Japan Asia
to be listedon the NY After consideration of various corporate structuringalternatives
in the context of the emerging competitive scenario in theIndian banking industry,
and the move towards universal banking, the STRESS MANAGEMENT
32. 33. SAAB MARFIN MBAmanagements of ICICI and ICICI Bank formed the view that
the merger ofICICI with ICICI Bank would be the optimal strategic alternative for
bothentities, and would create the optimal legal structure for the ICICI
groupsuniversal banking strategy. The merger would enhance value for
ICICIshareholders through the merged entitys access to low-cost deposits,greater
opportunities for earning fee-based income and the ability toparticipate in the
payments system and provide transaction-bankingservices. The merger would
enhance value for ICICI Bank shareholdersthrough a large capital base and scale of
operations, seamless access toICICIs strong corporate relationships built up over
five decades, entryinto new business segments, higher market share in various

businesssegments, particularly fee-based services, and access to the vast talentpool

of ICICI and its subsidiaries. In October 2001, the Boards ofDirectors of ICICI and
ICICI Bank approved the merger of ICICI and two ofits wholly-owned retail finance
subsidiaries, ICICI Personal FinancialServices Limited and ICICI Capital Services
Limited, with ICICI Bank. Themerger was approved by shareholders of ICICI and
ICICI Bank in January2002, by the High Court of Gujarat at Ahmedabad in March
2002, and bythe High Court of Judicature at Mumbai and the Reserve Bank of India
inApril 2002. ICICI Bank is Indias second largest bank wit an asset base of
Rs.106812 crores. ICICI bank provides a broad spectrum of financial servicesto
individuals and companies. This includes mortgages, car and personalloans, credit
and debit cards and corporate and agricultural finance. Thebank services a growing
customer base of more than 7 mn customeraccounts and five mn bondholders
accounts through a multi channelaccess network. The includes about 450 branches
and extension counters,1675 ATMs, call centers and Internet banking. ICICI bank
posted a netprofit of Rs 1206 Crore for the year ended March 31, 2003. ICICI bank is
STRESS MANAGEMENT
33. 34. SAAB MARFIN MBAthe only Indian company to be rated above the country
rating by theinternational rating agency Moodys and only the Indian company to
beawarded an investment grade international credit rating. The enjoys thehighest
rating from all Indian leading rating agencies.OVERVIEW OF ICICI VENTURE
WINGICICI Venture, incorporated in 1988, is the most experienced and
largestprivate equity and venture fund management company in India with
fundscurrently under management in excess of Rs.20 billion (USD 400 million). Over
the last 15 years, ICICI Venture has been successful inidentifying trends well ahead
of the curve; be it retail, media andentertainment, information technology, real estate
or pharmaceuticalsand biotechnology. During this period ICICI Venture launched
andmanaged 8 funds with a corpus exceeding Rs. 20billion (USD 400 million).Each
fund had a distinct investment theme and ICICI Venture today hassome of the best
known and managed companies in India in its portfolio. STRESS MANAGEMENT
34. 35. SAAB MARFIN MBAHerein ICICI Venture has followed the philosophy of being a
multi-sectorplayer ensuring an optimum balance of risk and return to its investors.
ICICI Venture has the distinction of managing a large number ofexits in the country.
With over 100 liquidity events, the organization hasreaped rich experience and is well
positioned to handle IPOs, strategicsale and/or mergers. ICICI Venture has a wide
network of third party investors, whichinclude domestic investors such as public
sector banks, financialinstitutions and insurance companies. A significant portion of
the fundscorpus is also from international development financial institutions
andinternational funds. The company has over 25 qualified professionals with
experienceacross sectors and functions. The capabilities of the team, structure ofthe

organization, emphasis on value creation and performance evaluationmatrices

enable ICICI Venture to extract superior returns from itsinvestments. ICICI Venture
has now launched the India Advantage Fund, with acorpus of Rs.10 Billion (USD 225
million). The Fund will invest inmid-sized growth companies for funding through
expansions,acquisitions and restructuring. The Fund will also focus on
mezzaninefunding and buyouts.ICICI PRUDENTIAL STRESS MANAGEMENT
35. 36. SAAB MARFIN MBA ICICI PRUDENTIAL Life Insurance was established in 2000
with acommitment to expand and reshape the life insurance industry in India.The
company was amongst the first private sector insurance company tobegin operations
after receiving approval from Insurance RegulatoryDevelopment Authority (IRDA),
and in the same time since, has takenseveral steps towards realizing its goal.THE
COMPANY ICICI PRUDENTIAL Life Insurance Company is a joint venturebetween
ICIC, a premier financial powerhouse and prudential plc; aleading international
financial services group headquarters in the UnitedKingdom. ICICI Prudential was
amongst the first private sector insurancecompany to begin operations in December
2000 after receiving approvalfrom Insurance Regulatory Development Authority
(IRDA). ICICI and PRUDENTIAL came together in 1993 to form prudentialICICI
Asset Management Company, which has today emerged as one ofthe leading mutual
funds in India. The two companies bring together twoof the strongest financial
service brands in Asia, known for theirprofessionalism, excellent quality of service
and long term commitmentto customers. Riding on the success of this relationship,
the twocompanies joined hands once more in 2000, to form ICICI PRUDENTIALLIFE
INSURANCE, with a commitment to provide leading -edge lifeinsurance solutions.
ICICI Bank has 74% stake in the company, andPrudential plc has 26%. To make
ICICI Prudential the dominant Life and Pensions playerbuilt on trust by world-class
people and service.This we hope to achieve by: STRESS MANAGEMENT
36. 37. SAAB MARFIN MBA Understanding the needs of customers and offering them
superior products and service Leveraging technology to service customers quickly,
efficiently and conveniently Developing and implementing superior risk management
and investment strategies to offer sustainable and stable returns to our policyholders
Providing an enabling environment to foster growth and learning for our employees
And above all, building transparency in all our dealings. The success of the company
will be founded in its unflinchingcommitment to 5 core values -- Integrity, Customer
First, Boundaryless,Ownership and Passion. Each of the values describe what the
companystands for, the qualities of our people and the way we work We do believe
that we are on the threshold of an exciting newopportunity, where we can play a
significant role in redefining andreshaping the sector. Given the quality of our
parentage and thecommitment of our team, there are no limits to our
growth.PRUDENTIAL PLC Established in 1848, Prudential Plc is a leading

internationalfinancial services company in UK with around US $ 250 bn funds

undermanagement, and more than 16 million customers worldwide. Prudentialhas
brought to market an integrated range of financial services productsthat now
includes: life assurance pensions mutual funds STRESS MANAGEMENT
37. 38. SAAB MARFIN MBA banking investment management general insurance In Asia
Prudential is UKs largest life insurance company with a vastnetwork of 22 life and
mutual fund operations in 12 countries: China,Hong Kong, India, Indonesia, Japan,
Korea, Malayasia, Philippines,Singapore, Taiwan, Thailand, Vietnam. Since 1923,
prudential haschampioned customer centric products and services, supported by
over60000 staff and agents across the region.DISTRIBUTION ICICI PRUDENTIAL
has one of the largest distribution networksamongst private life insurance in India,
having commenced operations in28 cities and towns in India. These are:
Ahmedabad, Bangalore,Chandigarh, Chennai, Coimbatore, Gurgaon, Hyderabad,
Indore, Jaipur,Jalandhar, Kanpur, Cochin, Kolkotta, Kottaym, Lucknow,
Ludhiana,Madurai, Mangalore, Meerut, Nagpore, Nasik, Nodia, New Delhi,
Pune,Thane, Vododara, Vashi. The company has a largest number of banc
assurance tie-ups,having agreement with ICICI Bank, Citi Bank, Allahabad bank,
Federalbank, South Indian Bank, Bank of India, Lord Krishna Bank, Punjab
andMaharashtra co-operative Bank, as well as some corporate agents. It hasalso
tied-up with organizations like Dahn for distribution of SalaamZindagi, a policy for the
socially and economically under privilegesections of society.SERVICE ICICI
PRUDENTIAL has recruited and trained over 18000 insuranceagents to interface
with and advice customers, and has the highest STRESS MANAGEMENT
38. 39. SAAB MARFIN MBAnumber amongst private life insurers on the renowned
Million DollarRound table (MDRT). Further, it leverages its state-of-the-art
ITinfrastructure to provide superior quality of service to customers.MILESTONES
ICICI PRUDENTIAL life insurance has crossed Rs 500 crore premiumincome mark
on March 31, 2003 having issued nearly 350000 policies fora sum assured of Rs
8700 crore since its inception. The last fiscal had been significant growth for ICICI
PRUDENTIALacross all segments, with 246827 policies issued in the period
April2002-March 2003, and Rs 348 Crore premium from new business in thesame
period, a 200 per cent growth over the previous fiscal (April2001-March 2002). The
company had also met all its rural and social sector obligations,said a press release.
The growth been driven by pensions and unit linkedproducts. It has garnered 23% of
pensions premium amongst all playersfor the period April 2002-February 2003 and
34% in Feb alone. Today thecompany has established itself the number one private
life insurer in thecountry.HISTORY: Incorporated on July 20, 2000 it is a 74:26, joint
venture betweenICICI and Prudential plc of U.K. in November 2000, ICICI Prudential
LifeInsurance was granted Certification of Registration for carrying out LifeInsurance

business by the insurance Regulatory & Development Authorityof India. The

company issued its first policy on December 12, 2000.Year of review 2002-2003:
ICICI Prudential has consolidated its position as the leading privatelife insurer in
India. ICICI Prudentials annualized premium grew more STRESS MANAGEMENT
39. 40. SAAB MARFIN MBAthan three fold over the previous year. Continuing with its
CustomerFirst philosophy, ICICI Prudential has significantly expanded its presenceto
29 operational Branches (2001-2002: 16), with the Advisor Forcegrowing to over
18000. It has also strengthened its Alternate Distributionchannels, i.e.
Bancassurance, Corporate Agents and Direct Marketing,making purchase of
insurance more accessible. Bancassurance and DirectMarketing channels have
contributed to over 18% of the AnnualizedPremium. ICICI Prudential was amongst
the first to identify the emergingopportunity in the Pension segment and launched
two linked pensionproducts Life time Pension and Life Link Pension, which have
been wellreceived in the market. MANAGEMENTBOARD OF DIRECTORS ICICI
Prudential Life Insurance Company Limited Board comprisesreputed people from the
finance industry both from India and abroad.Mr. K.V. Kamath, ChaimanMr. Mark
NorbonMrs. Lalita D. GupteMrs. Kalpana MorpariaMrs. Chanda KochharMr. Kevin
HolmgrenMr. M.P.ModiMr. R NaryananMs Shikha Sharma STRESS
MANAGEMENT
40. 41. SAAB MARFIN MBAMANAGEMENT TEAMMs Shikha Sharma, Managing
DirectorMr. Sandeep Batra, Chief Financial Officer & Company SecretaryMr.
Shubhro J. Mitra, Chief - Human ResourcesMr. Puneet Nanda, Head InvestmentsMs. Anita Pai, Chief - Operations & UnderwritingMr. V. Rajagopalan,
Appointed ActuaryMr. Shridhar Sethuram, Chief - Sales & MarketingMr. Anil Tikoo,
Head - Information Technology. STRESS MANAGEMENT
41. 42. SAAB MARFIN MBA VISION-MISSIONVISION To make ICICI Prudential the
dominant Life and Pensions playerbuilt on trust by world class people and
service.This we hope to achieve by: Understanding the needs of customers and
offering them superior products and service Leveraging technology to service
customers quickly, efficiently and conveniently. Developing and implementing
superior risk management and investment strategies to offer sustainable and stable
returns to our policyholders. STRESS MANAGEMENT
42. 43. SAAB MARFIN MBA Providing an enabling environment to foster growth and
learning for our employees. And above all, building transparency in all our
dealings.The success of the company will be founded in its unflinchingcommitment
to 5 core values: Integrity Customer First Boundaryless Ownership Passion Each of
the values describe what the company stands for, thequalities of our people and the
way we work. We do believe that we areon the threshold of an existing new
opportunity, where we can play asignificant role in redefining and reshaping the

sector. Given the qualityof our parentage and the commitment of our team, there are
no limits toour growth.VISION-MISSION To be dominant life and pension players
built on trust byworld class people and service.INTEGRITY STRESS
MANAGEMENT
43. 44. SAAB MARFIN MBA Stand up honestly and fearlessly for what they truly care
about. Always act in a consistent and equitable manner. Dont compromise the future
to pay for the present.CUSTOMER FIRST Own the customer: Deliver the promise.
Listen actively, stretch continually to add value to customers and channel
partnersBOUNDARYLESS Never say "its not my job" go beyond the call of duty.
Experiment- believe anything is possible Seek new ideas regardless of source Share
ideas and thoughts freely across levels and functionsOWNERSHIP If it is to be, it is
up to me Bias for action Own mistakes. Learn from failures Confront hard facts,
pursue goals relentlessly Accountable for team performancePASSION STRESS
MANAGEMENT
44. 45. SAAB MARFIN MBAWinning instinct- transmit boundless energy and
enthusiasmto drive resultsStand up and make a difference - challenge status quo
anddrive changeDemonstrate speed for competitive advantagePassionately nurture
and reward excellence STRESS MANAGEMENT
45. 46. SAAB MARFIN MBA PRODUCTS PRODUCTSInsurance Solutions For
Individuals: STRESS MANAGEMENT
46. 47. SAAB MARFIN MBA ICICI PRUDENTIAL Life Insurance offers a range of
innovative, customercentric products that meet the needs of customer at every life
stage. Its 13products can be enhanced with up to four riders, to create a
customizedsolution for each policyholder.Saving Solutions ICICI PRUDENTIAL Save
and Protect is a traditional endowmentsavings plan that offers life protection along
with adequate returns. ICICI PRUDENTIAl CashBank is an anticipated endowment
policyideal for meeting milestone expenses like a childs marriage, expensesfor childs
education or purchase of an asset.Protection Solutions ICICI PRUDENTIAL Life
Guard is a protection plan, which offers lifecovers at very low cost. It is available in
three options - level termassurance, level assurance with return of premium and
single premium.Child Solutions ICICI PRUDENTIAL Smart Kid provides guaranteed
educationalbenefits to a child along with life insurance cover for the parent
whopurchases the policy. The policy is designed to provide money atimportant
milestones in childs life.Market Linked Solutions ICICI PRUDENTIAL LifeLink is a
single premium Market LinkedInsurance Plan, which combines life insurance cover
with the opportunityto stay, invested in the stock market. STRESS MANAGEMENT
47. 48. SAAB MARFIN MBA ICICI PRUDENTIAL LifeTime offers customers the flexibility
andcontrol to customize the policy to meet the changing needs at differentlife stages.
It offers three investment options Growth Plan Income Plan Balanced

PlanRetirement Solutions ICICI PRUDENTIAL Forever Life is retirement product

targeted at individuals in their 30s ICICI PRUDENTIAL LifeTime Pension is a regular
premium market linked pension plan. ICICI PRUDENTIAL LifeLink Pension is a
single premium market linked pension plan.Single Premium Solutions ICICI
PRUDENTIAL Assure Invest is a single premium savings product with life cover for
terms of 5, 7 or 10 years. ICICI PRUDENTIAL Reassure is a retirement product for
senior citizens who are on the verge of retirement or have just retired. ICICI
PRUDENTIAL also launched "salaam zindagi", a social sector group insurance
policy targeted at the economically under privileged sections of the society.Group
Insurance Solutions ICICI PRUDENTIAL also offers Group Insurance Solutions
forcompanies seeking to enhance benefits to their employees. STRESS
MANAGEMENT
48. 49. SAAB MARFIN MBA ICICI PRUDENTIAL Group Gratuity Plan: ICICI Prus Group
GratuityPlan helps employers fund their statutory gratuity obligation in ascientific
manner. The plan can also be customized to structure schemesthat can provide
benefits beyond the statutory obligations.ICICI PRUDENTIAL GROUP
SUPERANNUATION PLAN: ICICI Pru offers a flexible defined contribution
superannuationscheme to provide a retirement kitty for each member of the
group.Employees have the option of choosing from various annuity options oropting
for a partial commutation of the annuity at the time of retirement.ICICI PRUDENTIAL
GROUP TERM PLAN: ICICI Prus flexible group term solution helps to provide
affordablecover to members of a group. The cover could be uniform or
baseddesignation or rank or a multiple of salary. The benefit the policy is paidto the
beneficiary nominated by the member on his/her death.FLEXIBLE RIDER OPTIONS;
ICICI PRUDENTIAL life offers for flexible riders, which can be addedto the basic
policy at a marginal cost, depending on the specific needs ofthe customer. Accident
and disability benefit: if the death occurs as the result of an accident during the term
of the policy the beneficiary receives an additional amount equal to the sum assured
under the policy. If the death occurs while Level Term Cover: This rider provides the
option to increase the risk cover. It may be increased for an additional amount upto a
maximum of the existing basics sum assured on your policy STRESS
MANAGEMENT
49. 50. SAAB MARFIN MBA Critical Illness Benefit: protects the insured against the
financial loss in the event of 9 specified critical illnesses. Benefits are payable to the
insured for medical expenses prior to death. Major Surgical Assistance Benefit:
provides financial support in the event of medical emergencies, ensuring that
benefits are payable to the life assured for medical expenses incurred for surgical
procedures. Cover is offered against 43 different surgical
procedures.AWARENESS According to Saugata Gupta Chief - Marketing of ICICI

Pru lifescommunication strategies have been very successful in building thebrand

and driving awareness of the company and the category.ORG-Margs Brand track
survey undertaken last year indicate that thoughawareness of LIC stands at 100%,
ICICI Pru life stands not far behind inthe second place at 70%. Further the
awareness scores for ICICI Pru lifedouble between February 2001 and September
2001. ORG Marg research also showed that the communication not onlycreated
saliency and awareness, but also succeeded in influencing thebuying decision. ICICI
Pru life emerged far ahead of other private playersas far as share of wallet went, with
52% of the respondents saying thatthey intended to buy policy from ICICI Pru
life.ADVERTISING EFFECTIVENESS ICICI Pru is a case study in the role of
marketing in reshaping anindustry. It highlights how an industry where "sell" and
"push" were oftenused words and consumer was nothing more than a file number,
haschanged to one where "consumer preference" and "consumer pull" rulethe roost.
Heres a look at how ICICI Pru changed the rules of the gamesand emerged a leader
in the process. STRESS MANAGEMENT
50. 51. SAAB MARFIN MBABACKGROUND When the insurance sector was liberalized
in 2000, the privateplayers contend with a few issues. Ratio of premium to GDP was
low:1.3% of GDP was invested in insurance. Insurance penetration was at
anabysmal 22% of insurable population. Besides the above the privateplayers were
faced with attitudinal barriers, perception of insurance has atax saving tool and lack
of a consumer centric approach in service andproduct offerings.THE MARKETING
CHALLENGES FACING ICICI Pru: The challenge therefore was to change
established category drivers(death payment and Tax saving) and to get the
consumer to evaluatedinsurance on a more emotional plat form rather than a mere
rationaldecision. (tax savings).THE CAMPAIGN OBJECTIVES: Reposition the
category in the consumers mind. Influence the consumer to view it as a protection
instrument and not a tax saving product alone. In the process, create differentiation
for the ICICI Pru brand as a provider of social security and family protection. Achieve
leadership status in saliency, image and product parameters. Build credibility and
trust.CREATIVE STRATEGY: The essence of the creative strategy is to get the
consumer to relook at insurance as a means to lead a worry free life and not as
anecessary evil. To this effect the core brand insight highlighted was "As STRESS
MANAGEMENT
51. 52. SAAB MARFIN MBAhead of the family, it is my responsibility to take care of my
loved onesand protect them from the uncertainties of life", summed up in
theadvertising idea: we cover you at every step in lifeMARKET STRATEGY: In a
market likely to be cluttered, we used multiple touch points toreach the consumer.
The role for each medium was envisaged. The TVmedium was used to enhance the
emotional link with the brand. Strategicuse of 15 sec. Edits facilitated high frequency

levels. In print, the cost perresponse rather than the cost per thousand as responses
were measuredin form of call-ins. Radio FM, Cinema, Internet were used to create
amedia multiplier effect.THE RESULTS OF COMMUNICATION EFFORTS: Being
number one in awareness and saliency. Awareness: ICICI Prushowed a significant
jump in awareness between Feb and Sept 2001.Image: highest score among all
insurance players including LIC, on imageparameters like safety, modernity, service,
good returnsEtc. intention to invest: next only to LIC as per researchSUM UP In just
over a year ICICI PRUDENTIAL has emerged as Indias # 1private life insurance
company with almost 50% of the private players hassold highest number of policies
both in volume and value. STRESS MANAGEMENT
52. 53. SAAB MARFIN MBA FINDINGS &ANALYSIS STRESS MANAGEMENT
53. 54. SAAB MARFIN MBAANALYSIS OF THE QUESTIONNARIE OF THE
EMPLOYEES1. Do you have various other interests (social, religious), which remain
neglected because you do not get time to attend to these Never 8% STRESS
MANAGEMENT
54. 55. SAAB MARFIN MBAOccasionally 4%Sometimes 52%Frequently 36%Very 0%
STRESS MANAGEMENT
55. 56. SAAB MARFIN MBA2. Do you feel stagnant in your role Never 4% Occasionally
12% Sometimes 32% Frequently 52% Very 0% STRESS MANAGEMENT
56. 57. SAAB MARFIN MBA3. Are you able to satisfy the conflicting demands of the
various peerlevel people Never 12% Occasionally 24% Sometimes 24% Frequently
36% Very 4% STRESS MANAGEMENT
57. 58. SAAB MARFIN MBASTRESS MANAGEMENT
58. 59. SAAB MARFIN MBA4. Would you like to take more responsibility than at present
Never 8% Occasionally 24% Sometimes 16% Frequently 36% Very 16% STRESS
MANAGEMENT
59. 60. SAAB MARFIN MBA5. The amount of work you have to do interferes with the
quality youwant to maintain Never 4% Occasionally 4% Sometimes 48% Frequently
40% Very 4% STRESS MANAGEMENT
60. 61. SAAB MARFIN MBA6. Is there not enough interaction between your role and
other roles STRESS MANAGEMENT
61. 62. SAAB MARFIN MBANever 8%Occasionally 8%Sometimes 32%Frequently
52%Very 0% STRESS MANAGEMENT
62. 63. SAAB MARFIN MBA7. Do you wish to acquire more skills to handle the
responsibilities ofyour role Never 4% Occasionally 8% Sometimes 20% Frequently
32% Very 36% STRESS MANAGEMENT
63. 64. SAAB MARFIN MBA8. If you had full freedom to define your role you would be
doingsome things different from what you do now Never 0% STRESS
MANAGEMENT

64. 65. SAAB MARFIN MBAOccasionally 16%Sometimes 44%Frequently 20%Very 20%

STRESS MANAGEMENT
65. 66. SAAB MARFIN MBA9. Several aspects of your role are vague and unclear Never
40% Occasionally 16% Sometimes 12% Frequently 32% Very 0% STRESS
MANAGEMENT
66. 67. SAAB MARFIN MBA10. Do you wish to have more financial resources for the
workassigned to you Never 4% Occasionally 4% Sometimes 4% Frequently 28%
Very 60% STRESS MANAGEMENT
67. 68. SAAB MARFIN MBASTRESS MANAGEMENT
68. 69. SAAB MARFIN MBA ANALYSISSUMMARY OF ANALYSISThe analysis of the
project: STRESS MANAGEMENT
69. 70. SAAB MARFIN MBAMost of the employees feel that their other social
aspectsremain neglected due to workload, which is incompatiblewith organizational
role.Most of the employees feel that their roles are stagnantSome of the employees
are not able to satisfy the conflictingdemands of the various peer level people.Most
of the employees would like to take more responsibility thanthe presentMost of the
employees feel that their work interferes with thequality they want to maintain in their
jobMost of the employees feel that there is not enough interactionbetween their role
and other roles because each one of them isworking independently.Most of the
employees wish to acquire more skills to handle theresponsibilities of their roleSome
of the employees feel that if they are given full freedom todefine their role they will do
some things different from what theydo now.Most of the employees feel that they
should be provided with morefinancial resources for the work assigned. STRESS
MANAGEMENT
70. 71. SAAB MARFIN MBASUGGESTIONS STRESS MANAGEMENT
71. 72. SAAB MARFIN MBASUMMARY OF SUGGESTIONS When an individual
occupies more than 1 role there are bound to be conflicts between the different roles
that he occupies. Such inter-role conflicts are quite frequent in a modern society,
where an individual is increasingly occupying multiple roles in various organizations
and groups. So the organization should throw a light on their employees social
aspects. The organization should improve the facilities for leisure and recreation; fact
of people doing things for enjoyment, when they are not working. The organization
should arrange programs for entertainment. Also a place for relaxation. Create a
place for indoor games like carom, table tennis etc As the individual grows older, he
also grows in the role that he occupies in an organization of the individual that the
role changes, and with this change in role, the need for taking up a new role
becomes crucial. In order to be STRESS MANAGEMENT
72. 73. SAAB MARFIN MBApromoted the nit managers have to reach certain targetsset
to them. Reaching these targets sometimes becomesvery difficult. This is bound to

produce stress. Thus theorganization should have a systematic strategy ofmanpower

development.When there are conflicting expectations or demands bydifferent role
senders, the role occupant may experiencethis stress. But most of the employees
are able to satisfythe demands of the various peer level people.But some employees
are not able to satisfy theexpectations from the boss, subordinates, peers orclients.
The organization should provide the employeeswith full information about the
products so that they areable to satisfy the peers or clients.A role occupant may feel
that the functions, which hewould like to perform, are being performed by someother
role. The stress felt may be called role erosion.Some important role expectations of
the employee areshared by other roles within the role set. So theorganization should
give a chance to employees who arewilling to take more responsibilities to enhance
their STRESS MANAGEMENT
73. 74. SAAB MARFIN MBAperformance. And thus provide training, guidance
andassistance to the employeesWhen the role occupant feels that there are too
manyexpectations from the significant others in his role set,he experiences role
overload. Some employees feel thatthey cannot possibly finish the work within the
time limit.The employees should be given sufficient time tocomplete the work since it
is an insurance industry,getting the policies is quite difficultWhen a role occupant
feels that he is not prepared toundertake the role effectively, he may experience
thisstress. Almost all the employees wish to acquire moreskills because the
organization is launching newproducts in the market for the clients and so the
STRESS MANAGEMENT
74. 75. SAAB MARFIN MBAemployees should posses enough knowledge, skills,training
about the product because without enoughpreparation or orientation they are likely to
experiencethis type of stressSo the organization should prepare the employees for
theassigned new role.This stress arises out of the conflict between theself-concept
and the expectations from the role, asperceived by the role occupant. Such conflicts
arecommon, although they may not be so severe. Someemployees are willing to do
things different from whatthey do now. So the organization should support
suchemployees so that they can generate good business,which in turn will benefit
the employees and also theorganization.Resource Inadequacy stress is experienced
when theresources required by the role occupant for performingthe role effectively
are not available, such as information,people, materials, finance or other facilities.
The unitmanagers have to recruit 25 advisors to generatebusiness from them. For
this purpose they have to go for STRESS MANAGEMENT
75. 76. SAAB MARFIN MBAfieldwork and hunt for them. So in this process they haveto
spend the money in looking out for the efficientpeople. So the company so provides
financial resourcesand transportation facilities to the employees. This willreduce the

stress of the employees and thus they will beable to perform they role effectively with
the availabilityof adequate resources. STRESS MANAGEMENT
76. 77. SAAB MARFIN MBALIMITATIONS LIMITATIONS OF THE STUDY Since private
life insurance is the new theory in the Indian market, an in depth study was not
possible. Some of the Unit Managers were engaged in their work and were not able
to give their opinion about their working process. STRESS MANAGEMENT
77. 78. SAAB MARFIN MBATime Constraint STRESS MANAGEMENT
78. 79. SAAB MARFIN MBACONCLUSION STRESS MANAGEMENT
79. 80. SAAB MARFIN MBA CONCLUSION To conclude, I would like to say that working
with ICICIPrudential for 2 months was a great experience. And I feel proud be
anadvisor of an esteemed company, as ICICI Prudential is known for itsleadership in
the private life insurance sector. The company should plan ahead and practice good
timemanagement. It should also help the employees to develop a soundphilosophy
of life and maintain a positive attitude.Stress Management by organization should be
designed to reduce theharmful effects of stress in a way Help employees modify their
perception and understanding of work stress Help employees cope more effectively
with the consequences of stress. Help the employees to identify and then modify or
eliminate work stressors STRESS MANAGEMENT
80. 81. SAAB MARFIN MBA ANNEXURESTRESS MANAGEMENT
81. 82. SAAB MARFIN MBA A study on Stress Management at ICICI PRUDENTIALThe
information given by you will be used only for the academic purpose,will be of
immense value and would assist me in this endeavor. Thuskindly co-operateName of
employee :Age :Gender : Male FemaleMarital Status : Married UnmarriedOccupation
:1.Do you have various other interests (social, religious), which remain neglected
because you do not get time to attend to these Never Occasionally Sometimes
Frequently Very (0) (1) (2) (3) Frequently (4)2. Do you feel stagnant in your role
Never Occasionally Sometimes Frequently Very (0) (1) (2) (3) Frequently (4)3. Are
you able to satisfy the conflicting demands of the various peer level people Never
Occasionally Sometimes Frequently Very (0) (1) (2) (3) Frequently STRESS
MANAGEMENT
82. 83. SAAB MARFIN MBA (4)4. Would you like to take more responsibility than at
present Never Occasionally Sometimes Frequently Very (0) (1) (2) (3) Frequently
(4)5. The amount of work you have to do interferes with the quality youwant to
maintain Never Occasionally Sometimes Frequently Very (0) (1) (2) (3) Frequently
(4)6. Is there not enough interaction between your role and other roles Never
Occasionally Sometimes Frequently Very (0) (1) (2) (3) Frequently (4)7. Do you wish
to acquire more skills to handle the responsibilities of your role STRESS
MANAGEMENT

83. 84. SAAB MARFIN MBA Never Occasionally Sometimes Frequently Very (0) (1) (2)
(3) Frequently (4)8. If you had full freedom to define your role you would be doing
somethings different from what you do now Never Occasionally Sometimes
Frequently Very (0) (1) (2) (3) Frequently (4)9. Several aspects of your role are
vague and unclear Never Occasionally Sometimes Frequently Very (0) (1) (2) (3)
Frequently (4)10. Do you wish to have more financial resources for the work
assigned to you Never Occasionally Sometimes Frequently Very (0) (1) (2) (3)
Frequently (4) STRESS MANAGEMENT
84. 85. SAAB MARFIN MBABIBLIOGRAPHY STRESS MANAGEMENT
85. 86. SAAB MARFIN MBA1. Organizational behavior : John W. Newstrom Keith
Davis2. Managing Human Resources : Wayne. F. Cascio3. Making Organizational
Roles Effective : Udai Pareek4. Web-Site : iciciprulife.com , google.com5. Journals :
Company Journals & Magazine STRESS MANAGEMENT
86. 87. SAAB MARFIN MBA STRESSMANAGEMENT STRESS MANAGEMENT
87. 88. SAAB MARFIN MBAWhat is Stress Stress is the general term applied to the
pressures people feel inlife. The presence of stress at work is almost inevitable in
many jobs.However, individual differences account for a wide range of reactions
tostress, a task viewed as challenging by one person may produce highlevels of
anxiety in another. When pressure begins to build up, it cancause adverse strain on
persons emotions, thought processes, andphysical condition. When stress becomes
excessive, employees developvarious symptoms of stress that can harm their job
performance andhealth, and even threaten their ability to cope with the
environment.Stress also leads to physical disorders, because the internal body
systemchanges to try to cope with stress. It is important that stress, both on andoff
the job, be kept at a level low enough for most people to toleratewithout developing
either emotional or physical disorders. Stress can be either temporary or long-term,
either mild or severe.The effects on an employee depend mostly on how long its
causes STRESS MANAGEMENT
88. 89. SAAB MARFIN MBAcontinue, how powerful they are, and how strong the
employees recoverypowers are. If stress is temporary and mild, most people can
handle it orat least recover from its effects rather quickly. Stress is simply the bodys
non-specific response to any demandmade on it. Stress is not by definition
synonymous with nervous tensionor anxiety. Stress provides the means to express
talents and energies andpursue happiness; it can also cause exhaustion and illness,
eitherphysical or psychological; heart attacks and accidents. The importantthing to
remember about stress is that certain forms are normal andessential. As the body
responds to various forms of physical or psychologicalstress, certain predictable
changes occur. These include increased heartrate, blood pressure (systolic and
diastolic), and secretions of stimulatoryhormones. These responses to stress will

occur whether the stress ispositive or negative in nature. In lay terms, it is known as
the "fight orflight" mechanism. Continual exposure lowers the bodys ability to
copewith additional forms of psychological or physiological stress. The resultsof
continuing stress may cause disruption in one or more of the followingareas of
health: physical, emotional, spiritual and/or social. Stress is a process that builds. Its
more effective to intervene earlyin the process rather than later. Try to become aware
of the signs thatsuggest the process has begunStress is the way your body responds
to the demands placed on it.Positive or "good" stress can help you concentrate and
focus. In someinstances, it actually increases your ability to survive. Your
bodysresponse to stress can be hormonal, such as an adrenaline rush. It canalso be
a rise in blood pressure, blood sugar, or body temperature. Thesephysical reactions
can often make you more alert; give you more acuteeyesight or greater strength.
Thats how your body gives you what you STRESS MANAGEMENT
89. 90. SAAB MARFIN MBAneed to act. Ideally, your body automatically relaxes after
you havehandled the situation. Your physical responses normalize and you areable
to return to a state of rest. This process allows you to gatherphysical and emotional
energy which helps you deal with changes andchallenges in your daily life. Your
physical reaction to stress is the same for positive andnegative stress; the difference
is that with negative stress your bodynever returns to the "pre-stress" relaxed state.
You remain tense oranxious, which drains you of emotional and physical energy.The
common expression for stress is tension One is said to be tense,when there is
some anxiety, some fear of whether the desirable thingsmay happen, whether
something may go wrong, etc. It is a state ofdiscomfort felt in the mind and
experienced by the body. When there istension, the body may become weak. In
management literature, Stress is defined as a response of thehuman body to a felt
need. When one is hungry and there is an urge toeat food, the body is in a state of
stress, which disappears when the needis fulfilled. This definition suggests that
stress is a desirable condition,making one move towards fulfillment of needs. This is
partly true. Stressoccurs also when the need arises out of fear and the urge is to run
andescape. This may sometimes, be not possible. In that case, there is
nomovement, the need remains unfulfilled and the stress condition doesnot
disappear. Stress is identified as of two kinds. One is called EuStress, which isthe
condition in which there is drive and effort to fulfill the needs.Motivation is high.
Achievement is seen as possible. The situation ischallenging. Stress disappears
when the need is fulfilledThere is success. The other is DiStress, which is the
condition when thereis a sense of helplessness in being able to achieve. The feeling
is of STRESS MANAGEMENT
90. 91. SAAB MARFIN MBAfrustration. There is no success. May be, there is no attempt
even,because success is seen as impossible. The stress condition remains. If one

were to chart the level of stress and the level of effort put into work, it would be an
inverted parabola. Eustress would be in theascending left side of the parabola. The
challenge would be maximum atthe hump. The latter half on the right side represents
Distress. Theproblems of stress are caused by Distress, not by Eustress. Eustress is
necessary for the person to be fully alert, for all hisfaculties to come into play to face
the situation. For example, agoalkeeper in football or hockey, will be totally relaxed
when the ball is atthe other end of the ground, but becomes extremely alert as the
ballmoved towards him. His body stiffens, the eyes begin to bulge, focussingon the
ball and the movement of the players, picking up the slightest ofmovements and
every nerve and muscle ready to respond to thosemovements. That is Eustress,
without which the goalkeeper cannot be athis best. So also, Eustress is experienced
by the batsman in cricket whenthe bowler is on the run, and by the tennis player
when the ball is aboutto be served at the other end. Stress is a part of living. Too
little stress and we become apatheticand ineffective. Too much stress and we live
with anxiety, fatigue, andover time, increase our risk for accidental injury and serious
illness.Maintaining an optimal level of stress is an ongoing challenge of everydaylife.
The stress response of the body is meant to protect and support us.To maintain
stability or homeostasis, the body is constantly adjusting toits surroundings. When a
physical or mental event threatens thisequilibrium, we react to it. This process is
often referred to as the "fightor flight response." We prepare for physical action in
order to confront orflee a threat. Our ancestors responded to stressful ordeals in this
fashion. STRESS MANAGEMENT
91. 92. SAAB MARFIN MBAMillions of years later, when you face a situation that you
perceive aschallenging, your body automatically goes into overdrive, engaging
thestress response. Immediately, you release the same hormones thatenabled cave
people to move and think faster, hit harder, see better, hearmore acutely, and jump
higher than they could only seconds earlier. Liketheirs, your heartbeat speeds up;
your blood pressure increases; yourbreathing quickens. Most modern stresses,
however, do not call for eitherfight or flight. Our experience of stress is generally
related to how werespond to an event, not to the event itself. STRESS
MANAGEMENT
92. 93. SAAB MARFIN MBA Stress has existed throughout the evolution. About 4 billion
yearsago, violent collision of rock and ice along with dust and gas, led to
theformation of a new planet. The planet survive more than 100 millionyears of
meltdown to give birth to microscopic life . These first organismsendured the
harshest of conditionslack of oxygen, exposure to sunsUV rays and other
inhospitable elements, to hang on to their dear life.Roughly 300,000 years ago, the
Neanderthals learnt to use fire in acontrolled way, to survive the Glacial Age. And
around 30,000 years,Homo sapiens with their dominant gene constitutions and better

copingskills, won the game of survival. Each step of evolution a test of survival,and
survival, a matter of coping with the stress of changing conditions. Millions of trials
and errors in the life process have brought men tothis stage. Coping with events to
survive has led men to inventextraordinary technologies, beginning with a piece of
sharpened stone. From the viewpoint of microevolution, stress induction
oftranspositions is a powerful factor, generating new genetic variations inpopulations
under stressful environmental conditions. Passing through abottleneck, a population
can rapidly and significantly alters itspopulation norm and become the founder of
new, evolved forms. Gene transposition through Transposable Elements (TE)
jumpinggenes, is a major source of genetic change, including the creation ofnovel
genes, the alteration of gene expression in development, and thegenesis of major
genomic rearrangements. In a research on thesignificance of responses of the
genome to challenges, the Nobel Prizewinning scientist Barbara McClintock,
characterized these geneticphenomena as genomic shock. This occurs due to
recombination eventsbetween TE insertions (high and low insertion polymorphism)
and host STRESS MANAGEMENT
93. 94. SAAB MARFIN MBAgenome. But, as a rule TEs remain immobilized until some
stress factor(temperature, irradiation, DNA damage, the introduction of
foreignchromatin, viruses, etc.) activates their elements. The moral remains that we
can work a stress condition to ouradvantage or protect ourselves from its untoward
follow-throughssubject to how we handle a stress situation. The choice is
betweenbecoming a slave to the stressful situations of life or using them to
ouradvantage "Nothing gives one person so much advantage over another as
toremain always cool and unruffled under all circumstances In a challenging
situation the brain prepares the body for defensiveactionthe fight or flight response
by releasing stress hormones, namely,cortisone and adrenaline. These hormones
raise the blood pressure and thebody prepares to react to the situation. With a
concrete defensive action (fightresponse) the stress hormones in the blood get used
up, entailing reducedstress effects and symptoms of anxiety. When we fail to counter
a stress situation (flight response) thehormones and chemicals remain unreleased in
the blood stream for along period of time. It results in stress related physical
symptoms such astense muscles, unfocused anxiety, dizziness and rapid
heartbeats. We allencounter various stressors (causes of stress) in everyday life,
which canaccumulate, if not released. Subsequently, it compels the mind and body to
bein an almost constant alarm-state in preparation to fight or flee. This state
ofaccumulated stress can increase the risk of both acute and chronicpsychosomatic
illnesses and weaken the immune system of the human body. Stress can cause
headaches, irritable bowel syndrome, eatingdisorder, allergies, insomnia, backaches,
frequent cold and fatigue todiseases such as hypertension, asthma, diabetes, heart

ailments and evencancer. In fact, Sanjay Chugh, a leading Indian psychologist, says
that 70 STRESS MANAGEMENT
94. 95. SAAB MARFIN MBAper cent to 90 per cent of adults visit primary care
physicians forstress-related problems. Scary enough. Just about everybodymen,
women, children and even fetusessufferfrom stress. Relationship demands,
chronic health problems, pressure atworkplaces, traffic snarls, meeting deadlines,
growing-up tensions or a suddenbearish trend in the bourse can trigger stress
conditions. People react to it intheir own ways. In some people, stress-induced
adverse feelings and anxietiestend to persist and intensify. Learning to understand
and manage stress canprevent the counter effects of stress. Methods of coping with
stress are aplenty. The most significant orsensible way out is a change in lifestyle.
Relaxation techniques such asmeditation, physical exercises, listening to soothing
music, deepbreathing, various natural and alternative methods, personal
growthtechniques, visualization and massage are some of the most effective ofthe
known non-invasive stress busters The words positive and stress may not often go
together. But,there are innumerable instances of athletes rising to the challenge
ofstress and achieving the unachievable, scientists stressing themselves outover a
point to bring into light the most unthinkable secrets of thephenomenal world, and
likewise a painter, a composer or a writerproducing the best paintings, the most lilting
of tunes or the mostappealing piece of writing by pushing themselves to the
limit.Psychologists second the opinion that some stress situations canactually boost
our inner potential and can be creatively helpful. SudhaChandran, an Indian
danseus, lost both of her legs in an accident. But,the physical and social
inadequacies gave her more impetus to carry onwith her dance performances with
the help of prosthetic legs rather thandeter her spirits. STRESS MANAGEMENT
95. 96. SAAB MARFIN MBA Experts tell us that stress, in moderate doses, are
necessary in ourlife. Stress responses are one of our bodys best defense systems
againstouter and inner dangers. In a risky situation (in case of accidents or asudden
attack on life et al), body releases stress hormones that instantlymake us more alert
and our senses become more focused. The body isalso prepared to act with
increased strength and speed in a pressuresituation. It is supposed to keep us sharp
and ready for action. Research suggests that stress can actually increase
ourperformance. Instead of wilting under stress, one can use it as animpetus to
achieve success. Stress can stimulate ones faculties to delvedeep into and discover
ones true potential. Under stress the brain isemotionally and biochemically
stimulated to sharpen its performance Stress is, perhaps, necessary to occasionally
clear cobwebs fromour thinking. If approached positively, stress can help us evolve
as aperson by letting go of unwanted thoughts and principle in our life. Veryoften, at
various crossroads of life, stress may remind you of thetransitory nature of your

experiences, and may prod you to look for thetrue happiness of life. Organizational
and individual programs to help managers andemployees cope up with stress have
become increasingly popular, as thetoll taken by stress has become more widely
known. Methods areavailable to individuals and organizations for managing stress
andreducing its harmful effects. Stress management refers to any programthat
reduces stress be helping people understand the stress response, STRESS
MANAGEMENT
96. 97. SAAB MARFIN MBArecognize stressors, and use coping techniques to minimize
the negativeimpact of stress.INDIVIDUAL METHODS Stress management by
individuals includes activities and behaviorsdesigned to eliminate or control the
sources of stress and make theindividual more resistant to or better able to cope with
stress. The firststep in individual stress management involves recognizing the
stressorsthat are affecting the persons life. Next, the individual needs to decidewhat
to do about them.Practical suggestions for individual stress management include
thefollowing Plan ahead and practice good time management Get plenty of exercise
Develop a sound philosophy of life and maintain a positive attitude Concentrate on
balancing your work and personal life. Learn a relaxation
technique.ORGANIZATIONAL METHODS Stress management by organizations is
designed to reduce theharmful effects of stress in three ways Identify and then
modify or eliminate work stressors Help employees modify their perception and
understanding of work stress Help employees cope more effectively with the
consequences of stress. STRESS MANAGEMENT