[MUSIC] So, the third perspective that we're going to be discussing is outcome theories. So, we've be seeing the contents. We've been seeing the process and we're going to be paying specific attention now to the outcomes that people expect from their behavior. Because, of course, if we do something, it's not only because we have some intrinsic need to do it. We base it on the characteristics of our job, but also we have certain expectations for what will happen once we have done what we have done. And this is a perspective that was developed at ISE by Professor Perez Lopez and also built very explicitly on prior literature, which goes exactly in this same direction. In particular, we're going to be discussing three types of motives that people may have and a motive really is an expectation for the consequence of your action. So, what do you think will happen as a result of you doing what you do? And the three types that we're going to be talking about are extrinsic, intrinsic and transcendent or altruistic motives. Starting with extrinsic motives, these are the factors that are outside ourself. Intrinsic, in contrast are factors that are inside ourselves. Extrinsic motives then are the things that we expect to achieve as a result of our actions which are outside of ourself and a very prominent factor here when we think about the motives of people in organizations, of course is money. We perform a certain work. We do something. We are in a certain job and we do that, because we're really expect a certain outcome of it in terms of a financial compensation for the work that we do. So you can see that it's extrinsic, because it's outside of ourself and it's an expectation for an outcome that we think we will get when we do something. We work hard, because we expect that we will be rewarded accordingly. But money is certainly not the only extrinsic factor that can motivate us. We can also think about recognition. We can think about all kind of other factors that are outside ourselves, that people give to us. And that's because we value it, we want to achieve it. Motivates or drives our behavior. Intrinsic factors, in contrast are those factors that are inside ourselves. We do something, because we expect that that will make us feel or think or be in a certain way. Maybe you're working on this Coursera course, because you expect that you will feel very proud of yourself of having done it in the end or your engagement in the course. Because you like it. You feel it's rewarding. You can develop in one way or the other some aspect of who you are. These are intrinsic motives. So the factors that make us do something, because we expect something intrinsic to get out of it. The third set of factors is a little bit different, because the person that is benefiting is not you. So it's not the person him or herself who is motivating, but you do something. Because you expect a certain benefit for others or for someone else, for something else and this is why we call it transcendent or altruistic motives. People have also studied it using the term pro-social motive, which goes a bit in the same direction. So it transcends our own interests, because we do something. Because it benefits someone else. Can you relate to that? Have you done something not because you get something out of it, extrinsic motives. Because you necessarily like doing it very much, but because you feel it really contributes something to others. You're helping someone to achieve something. You're engaging in voluntary work. These are the types of aspects you can think about when we discuss this transcendent motives. Now, a very important aspect to consider according to this theory is saying that these three motives are not mutually inclusive. In fact, you can perform the same behavior for a variety of perspectives, for a variety of motives. So if you are engaging in voluntary work, for example. Well, this is clearly a transcendent motive. Because you're contributing something to others, but perhaps you're also enjoy very much doing it. So intrinsic motivation, intrinsic motives presents. Extrinsic motives may also be present, because maybe you expect to get a certain recognition by it. Even when you don't get a monetary type of rewards, there can still be non-monetary or more informal ways in which you get something extrinsic out of it. [MUSIC]