Variable-pay programs are an effective way of motivating people. For that reason, they have been implemented in many companies, but not necessarily across the board. For example, at IBM the sales force is rewarded according to such a program, while the system engineers are not. Consider the wisdom of this decision. Discuss the factors around the roles, responsibilities and motivations of the different teams and how that may impact the choice to use a variable-pay program or not. Illustrate your position by providing examples from your own experience. I want 400 words and 4 references.
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