Wright State marketing professor examines the psychology of debt on ‘Hidden Brain’ podcast

John Dinsmore, Ph.D., professor of marketing and interim chair of the School of Supply Chain Management, Marketing and Management, discussed how psychology — not just finances — shapes the way people borrow and spend on the “Hidden Brain” podcast.

He explained the hidden mental biases that shape how people think about spending, borrowing and the future. He also discussed how these forces can steer us toward costly mistakes — and how to guard against them.

He encouraged borrowers to shop around for competitive prices before taking on debt. “If you’re aware of these biases and these shortcomings, you’re more likely to be able to process them and deal with them well,” he said.

Dinsmore highlighted how financial products like introductory rates and deferred payments can make borrowing feel manageable in the moment while shifting attention away from long-term costs.

“There’s lots of things that influence us without our knowing it,” Dinsmore said. “Tiny influences that change people’s preferences and choices without them being willing to acknowledge that it does affect them.”

Dinsmore’s insights build on his book, “The Marketing of Debt: How They Get You,” which examines how common sales tactics and behavioral biases can lead consumers to make costly decisions with credit cards, loans and mortgages.

Listen to the episode, “The Debt Trap,” on the “Hidden Brain” website, on Apple Podcasts or on Spotify.