UNIT IV - INDUSTRIAL MARKETING CHANNELS

(9 hours)
Channel participants Channel effectiveness Marketing logistics - Physical
Distribution and Marketing Strategy Customer Service.
UNIT V - MARKETING COMMUNICATION AND PLANNING
(9 hours)
Industrial Marketing Communication - Advertising - Sales promotion Publicity
Media Plan Integrated Promotion Plan- Industrial Sales force Management.
TEXT BOOKS
1. Robert R Reeder, Edward G Brierty, Betty H Reeder Industrial Marketing
Analysis, Planning and control, Prentice Hall India, 1991.
2. Havalder, Krishna K, Industrial Marketing - Tata McGraw Hill, New Delhi.
REFERENCES
1. P.K.Ghosh, Industrial Marketing Oxford University Press, New Delhi.
2. Vitale, Business to Business Marketing - Thomson Learning, Mumbai.
Course Designed by
1 Student outcome
2 Mapping of instructional
objectives with student
outcome
3 Category

MB1205 INDUSTRIAL MARKETING

School of Management
a
b
c
d
e
f
g
h
x
x
1-4
1-4
General (G)
x

4 Approval

i
x
1-4

j
x
1-4

Basic
Engineering Sciences and Professional
Sciences (B)
Technical Arts (E)
Subjects (P)
---23rd meeting of academic council, May, 2013

STRESS MANAGEMENT
L
T
P
C
Total contact hours - 45
3
0
0
3
MB1206
Prerequisites
Nil
PURPOSE
This course examines different sources from where individuals experience a
stress response. Through diligent individual and group study, students will be able
to learn to apply stress management principles in order to achieve high levels of
performance and understand the role of relationships to the management of stress
and health.
INSTRUCTIONAL OBJECTIVES
1. Understand the physiological systems that are affected by stressors and the
long-term effects and illnesses that can result from stressors.
162

Open Electives-Engg&Tech-SRM-2013

2. Understand the specific applications of stress as it relates to the workplace

and different target groups.
3. Create effective stress management plans for individual clients and for
workplace environments. Enhancing significance of training and
development, performance evaluation
UNIT I - UNDERSTANDING STRESS
(9 hours)
Meaning Symptoms Work Related Stress Individual Stress Reducing
Stress -sources of stress consequence of stress-burnout-symptoms of Burnoutstress verses Burnout-model of stress-strategies for coping stress (individual and
organizational strategies) case study
UNIT II - TIME MANAGEMENT
(9 hours)
Techniques Importance of Planning the day developing concentration
Prioritizing Beginning at the start Techniques for conquering procrastination
Sensible delegation Taking the right breaks Learning to say No
UNIT III - CAREER PLATEAU
(9 hours)
Career plateau Identifying Career plateaus Structural and Content - Plateauing
Making a fresh start Importance of Sabbaticals Counseling out Executive
leasing Sustaining a marketable Career.
UNIT IV - CRISIS MANAGEMENT
(9 hours)
Implications People issues Structure issues Environmental issues
Learning to keep calm - Preventing interruptions Controlling crisis Pushing
new ideas Empowerment Work place Humour, Developing a sense of Humour
Learning to laugh role of group cohesion and team spirit.
UNIT V - SELF DEVELOPMENT
(9 hours)
Improving personality Leading with Integrity Enhancing Creativity Effective
decision making Sensible Communication The Listening Game Managing
Self Mediation for peace Yoga for Life
TEXT BOOKS
1. Bhatia R.L., The Executive Track: An Action Plan for Self Development
Wheeler Publishing, New Delhi
2. Charavathy.S.K, Human Values for Manager, McGraw Hill/Henely
Management Series
REFERENCES
1. Jeffr Davison, Managing Stress, Prentice Hall of India, New Delhi
2. Jerrold S Greenberg, Comprehensive Stress Management, Jain Books, 2009
163

Open Electives-Engg&Tech-SRM-2013