Jennifer Brown
Jennifer Brown

Associate Professor of Strategy

Print Overview

Professor Brown received her PhD from the University of California, Berkeley and joined the Kellogg School of Management in 2008. Her broad research interests include industrial organization and personnel economics.

Professor Brown’s recent empirical work has studied competitors’ incentives and strategies in tournaments and contests, as well as the effect of firms' financial distress on labor supply. She has used field experiments to examine platform competition and online auctions. Her other projects have examined online reputation mechanisms and the effect of environmental regulations on wholesale gasoline markets. Her papers have been published in a variety of economics journals, including the Journal of Political Economy and Quarterly Journal of Economics. 

Her research on the adverse incentive effect of “superstar” competitors in tournaments has received widespread attention from mainstream media, including the Wall Street Journal, ESPN, National Public Radio, and Golf Digest.

Print Vita
PhD, 2008, Agricultural & Resource Economics, University of California, Berkeley
MS, 2003, Agricultural Economics, University of Guelph
BSc, 2001, Agribusiness, University of Manitoba, Distinction

Academic Positions
Associate Professor, Management and Strategy, Kellogg School of Management, Northwestern University, 2012-present
Assistant Professor of Management and Strategy, Management and Strategy, Kellogg School of Management, Northwestern University, 2008-2012

Grants and Awards
Chairs’ Core Course Teaching Award 2012-2013.
Faculty Impact Award for MBA Teaching, 2009

Print Research
Research Interests
Industrial organization, personnel economics, auctions and tournaments

Minor, Dylan and Jennifer Brown. 2014. “Selecting the Best? Spillover and Shadows in Elimination Tournaments. Management Science.
Brown, Jennifer and Dylan Minor. 2014. Selecting the Best? Spillover and Shadows in Elimination Tournaments. Management Science. 60(12): 3087 - 3102.
Brown, Jennifer. 2011. Quitters Never Win: The (Adverse) Incentive Effects of Competing with Superstars. Journal of Political Economy. 119(5): 982-1013.
Brown, Jennifer, Tanjim Hossain and John Morgan. 2010. Shrouded Attributes and Information Suppression: Evidence from the Field. Quarterly Journal of Economics. 125(2): 859-876.
Brown, Jennifer and John Morgan. 2010. How Much is a Dollar Worth? Tipping versus Equilibrium Coexistence on Competing Online Auction Sites. Journal of Political Economy. 117(4): 668-700.
Brown, Jennifer and John Morgan. 2009. Moving Targets: Price, Quality, and Platform Competition. Journal of Marketing Research. 46(2): 158-159.
Berck, Peter, Jennifer Brown, Jeffrey Perloff and Sofia Villas-Boas. 2008. Sales: Tests of Theories of Causality and Timing. International Journal of Industrial Organization.(26): 1257-1273.
Brown, Jennifer, Justine Hastings, Erin Mansur and Sofia B. Villas-Boas. 2008. Reformulating Competition? Gasoline Content Regulation and Wholesale Gasoline Prices. Journal of Environmental Economics and Management. 55(1): 1-19.
Brown, Jennifer and John Morgan. 2006. Reputation in Online Auctions: The Market for Trust. California Management Review. 49(1): 61-81.
Brown, Jennifer, John A.L Cranfield and Spencer Henson. 2005. Relating Consumer Willingness-to-pay for Food Safety to Risk Tolerance: An Experimental Approach. Canadian Journal of Agricultural Economics. 53(2-3): 249-263.
Brown, Jennifer. 2001. Price discrimination and pricing to market behavior of Canadian canola exporters. American Journal of Agricultural Economics. 83(5): 1343-1349.
Working Papers
Brown, Jennifer and David A Matsa. Boarding a Sinking Ship? An Investigation of Job Applications to Distressed Firms.
Garthwaite, CraigMeghan BusseJennifer Brown and Greg Merkley. 2011. Starbucks: A Story of Growth. Case 5-211-259 (KEL665).

Print Teaching
Teaching Interests
Business strategy
Full-Time / Part-Time MBA
Business Strategy (MGMT-431-0)

This course counts toward the following majors: Management & Strategy

Strategy is the set of objectives, policies and resource commitments that collectively determine how a business positions itself to create wealth for its owners. This course introduces students to principles and conceptual frameworks for evaluating and formulating business strategy. Topics include the boundaries of the firm, the analysis of industry economics, strategic positioning and competitive advantage, and the role of resources and capabilities in shaping and sustaining competitive advantages.